Sat.Jul 02, 2016 - Fri.Jul 08, 2016

article thumbnail

This Is the Biggest Lead Generation Mistake on Social Media

No More Cold Calling

A LinkedIn connection is not a sales lead. It happened again. I accepted a LinkedIn invitation from someone I didn’t know, sent a personal response to greet my new connection, and immediately received a cold calling message from someone looking only for lead generation: I’d love to talk and hear about you, what’s happening in your business and how you think I can contribute to your success.

article thumbnail

How To Deal With The Foul & Abusive Prospect

MTD Sales Training

Have you ever had that time when a prospect has been really horrible to you? I mean aggressively horrible, even resorting to swearing or downright nasty comments? It does happen, and unfortunately. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

What Happened When The Boss Showed His True Colours

Bernadette McClelland

The Boss walks through the door, he steps onto the platform, he opens his mouth and words of wisdom, inspiration and life lessons spew forth, weaving us into the world of musical euphoria. Cyndi Lauper sings about it, The LGBT crowd wave their flags around it. And Bruce Springsteen will not sing because of it… What is the theme? Their TRUE COLOURS!

article thumbnail

A One > Two Combination That Still Delivers Sales

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Much of the discussion around social selling vs. traditional selling, or even old school selling like cold calling, has distracted many from the central issue, successful selling. When was the last time someone congratulated you on landing a big account and asked you “BTW, Ann, did you use social or other selling to win this deal?

article thumbnail

Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

article thumbnail

10 Ways to Start Your Prospecting and Make it Enjoyable

The Sales Hunter

Let’s face it. You can’t prospect if you don’t start, and starting is the problem too many salespeople have. The number of excuses salespeople can come up with range from logical to just plain avoidance. Here are 10 things you can do right now to help you stop procrastinating on doing the prospecting you know […].

More Trending

article thumbnail

How I Shifted the Global Perception of Salespeople In Less Than 5.5 Minutes

Bernadette McClelland

Sales is not just about selling an idea, a product or a service. It is SO MUCH more than that. The biggest factor that prevents salespeople achieving their targets or overachieving them is, {drumroll, because you probably already know the answer}… themselves. Not a lack of closing skills, not having difficulty overcoming objections, not getting the right words and the right script, but themselves.

B2B 150
article thumbnail

Want to Grow Your Business with Bigger Deals and Bigger Customers?

Steven Rosen

My friend Barbara Weaver Smith, founder and CEO of The Whale Hunters, has a new book and I want to encourage you to get it. It’s called Whale Hunting with Global Accounts: Four Critical Sales Strategies to Win Global Customers , and it’s for fast company entrepreneurs, sales VPs and sales managers, large account sales team leaders from inside sales and field sales—whether you’re already managing global accounts or you haven’t yet gone global with your biggest accounts.

Customer 136
article thumbnail

7 Steps to Developing an ‘A’ Player Profile

SBI Growth

Developing an ‘A’ player profile is a direct result of aligning your talent strategy with your corporate, product, marketing and sales strategies. Simply put, you cannot construct an ‘A’ player profile without strategic alignment. Building an ‘A’ player profile is the.

article thumbnail

Baseball Loss and Sales Rejection

Score More Sales

Top sports teams know a secret that we can all use in business and especially sales. You don’t always win. Sometimes you lose. If you don’t dwell on the loss you can win again tomorrow. I was thinking about this again recently when I heard that the Red Sox had lost 21-2 to the Angels at Fenway Park.

Sports 128
article thumbnail

How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

article thumbnail

Top Ten Characteristics of Top Sales Producers (Part Three)

Mr. Inside Sales

Last week, in Top Characteristic Number Two, I introduced the concept of scripting out the very best responses to the selling situations and objections you get into 80 to 90% of the time. I urged you to practice, drill and rehearse these responses until they become automatic. The point here is that you are practicing the right responses. You see, the thing about practice is that it doesn’t make perfect, as everyone has heard.

Film 128
article thumbnail

Sales Motivation Video: What Are Your 18-Month Goals?

The Sales Hunter

I don’t want you thinking just about 2016! I want you thinking about your 18-month goals too! When you look out 18 months, it changes the way you use your time (your greatest asset!) Ultimately, it also changes the questions you ask and the customer relationships you build. Check out the video to see what […].

Video 136
article thumbnail

Sales Strategy: Where Does Sales Training Fit?

SBI Growth

Organizations spend large amounts of money on sales training every year. But are they getting their money’s worth? Sales training is a $70 billion dollar industry. Every sales team should be making their number with that kind of investment in.

Training 130
article thumbnail

The Power of Why > How – Part 2

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Monday I wrote about the power of the Why > How one-two punch. Rather than doing the conventional probing around the decision process, who is involved, what are the steps, are there steps defined or is it ad-hock, etc. Ask anyone if they are the ones to make the decision, and they’ll likely say yes, ask about Why and How the current vendor was selected, and you may find a different scenario, with additional and at times more important play

article thumbnail

Supercharge Your Sales: 5 Steps to Effortless Selling

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

article thumbnail

Want to Grow Your Business with Bigger Deals and Bigger Customers?

Steven Rosen

My friend Barbara Weaver Smith, founder and CEO of The Whale Hunters, has a new book and I want to encourage you to get it. It’s called Whale Hunting with Global Accounts: Four Critical Sales Strategies to Win Global Customers , and it’s for fast company entrepreneurs, sales VPs and sales managers, large account sales team leaders from inside sales and field sales—whether you’re already managing global accounts or you haven’t yet gone global with your biggest accounts.

Customer 120
article thumbnail

Executive Sales Leader Briefing: Lead Your Customer by Listening to Your Customer

The Sales Hunter

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the below information: I […].

Customer 132
article thumbnail

Take Charge of Corporate Strategy with These Execution Tips

SBI Growth

You have a strategy in place, but is it getting executed? In order to hit your revenue growth goal you must make sure you are connecting your strategy with execution. We recently spoke with Kermit Randa, the CEO of PeopleAdmin.

Strategy 121
article thumbnail

[PODCAST] How Good Data Equals Higher Sales Commissions with Brian Burns

DiscoverOrg Sales

Looking for a No-BS podcast that will elevate your sales results? Brian Burns, host of the weekly podcast, “ The Brutal Truth ,” interviews leaders in the sales space and offers key insights into succeeding. Originally aired 6/24/16, his interview with DiscoverOrg CEO, Henry Schuck, focused on the importance of access to the right information, which is particularly crucial in enterprise sales because the accuracy of that information directly correlates to improving sales commissions

article thumbnail

Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

article thumbnail

The Rise of the 10X Marketer

Sales and Marketing Management

Issue Date: 2016-07-01. Author: Scott Brinker. Teaser: There’s a persistent “myth” in software development: great developers are 10X more productive than average developers. I call it a “myth” in quotation marks because there’s disagree­ment around that statement in the software community. For one thing, it’s hard to precisely measure the difference.

Marketing 120
article thumbnail

Sustainable Sales Success - Tip 03

Increase Sales

The world is changing at rapid speed. What this means for those who want sustainable sales success is embracing their own professional development. No longer can professional salespeople rely on corporate sales training. No they must forge their own professional development if they want to stay relevant and ahead of the flow. Credit: www.picjumbo.com.

Education 104
article thumbnail

Why Field Marketing is on the Hook for 40% of the Sales Pipeine

SBI Growth

People buy from people. Ultimately, there is no substitute for face time. This means organizations need a world class field marketing program. SBI recently interviewed Kim Salem-Jackson, the senior vice president of worldwide field marketing at Informatica about this topic.

Marketing 121
article thumbnail

Help Your Customers Do Something More Important!

Partners in Excellence

All of us want to be selling products and services that are mission critical for our customers. Imagine having a solution core to your customers’ business success, without it they couldn’t survive, grow, or thrive. The unfortunate reality is, for most of us, many of our products don’t fit that category. Don’t get me wrong, they provide great value, but they aren’t at the forefront of customers’ minds.

article thumbnail

Retail Tech: Empower Associates, Optimize CX, and Boost Productivity

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

article thumbnail

What You Really Mean When You Say; “I Didn’t Have the Time.”

A Sales Guy

Ask yourself how many times in a day, a week or month you say, “I didn’t have time.” We all do it. It’s a common default phrase we are all guilty of. The truth is, however, our inability to get things done or commit to things has nothing to do with time. In Spazz Out 4, I break down why time is NOT your problem. What are you prioritizing?

63
article thumbnail

To Increase Sales You Pay for What You Hire

Increase Sales

An interesting side discussion happened within this posting, 7 Top Tips to Hire and Keep Rock Star Salespeople. This one thread focused on the desire to increase sales compared to the lack of compensation to top sales performers and the 100% commission out of the hiring gate. Another comment mentioned the unwillingness for sales management to pay for salespeople.

Hiring 86
article thumbnail

An Expert’s Guide to Developing Your Corporate Strategy

SBI Growth

Your corporate strategy carries a lot of weight. It sets the direction for the entire organization, especially the sales and marketing teams. My colleague, John Staples, Partner at SBI, and I recently spoke with Jim Schleckser about developing corporate strategies.

Strategy 121
article thumbnail

Sales Managers Don’t Produce Revenue, Sales People Do!

Partners in Excellence

Unless you are a sales manager with your own territory (which is an untenable position), you don’t produce revenue. Yes, you are measured on revenue and results, but you are not responsible for producing revenue, your people are! It’s an important point that too many in sales management don’t understand. Our people are responsible/accountable for producing revenue.

Revenue 74
article thumbnail

The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

article thumbnail

#heykeenan Take 25 — Does Gender Matter in Sales?

A Sales Guy

In Take 25 of #heykeenan I take on gender in sales and why great salespeople don’t become great sales leaders. I have a passion for woman’s issues in the workplace, so I loved it when I got this question. Women in sales is a real issue, and so is promoting the right people into the right roles. This Take was a fun one. I also share a little-known fact about the Brexit, enjoy!!

article thumbnail

Remember This to Unlock Sales Motivation

Increase Sales

In response to this LinkedIn Pulse article, 7 Top Tips to Hire & Keep Rock Star Salespeople , a SMB owner shared his own frustration in hiring and keeping commissioned salespeople. In his efforts to improve the sales motivation of his salespeople, he bought books, made recommendations for sales seminars and only one salesperson made any significant sales revenue growth.

article thumbnail

Charting a Path to Strategic Alignment

SBI Growth

Keith Cox is vice president, Americas, at UPS Capital, a UPS company focused on providing finance and insurance to businesses with physical supply chains. In a recent conversation with SBI, Cox discussed how his sales team consistently makes its number. Cox.

Insurance 120