Are you the “Toast” of your meetings?
Jeffrey Gitomer
DECEMBER 1, 2014
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Jeffrey Gitomer
DECEMBER 1, 2014
'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.
The Pipeline
DECEMBER 4, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . I remember reading somewhere about a company that had set up different office, each with a different motif. One would be full of things relating to fishing, another would be all decked up with pictures of golf courses and golf related chachkas. The goal was to stump the sales people who would come through, often it played out to be stump the chump.
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Steven Rosen
DECEMBER 2, 2014
'By Steven A. Rosen. Do you know how effective your sales managers are? Are you a highly effective sales coach? The Corporate Executive Board (CEB) Executive found: Sales manager coaching is the #1 activity that drives sales performance and develops great sales reps. Highly effective sales managers drive 19% more sales than their less effective colleagues.
Understanding the Sales Force
DECEMBER 3, 2014
'Copyright: kchung / 123RF Stock Photo. Some news stories just don''t go away. Today those stories include Ferguson, Bill Cosby, ISIS and The NFL''s Domestic Abuse Problem. There is also Obamacare, Immigration and Ebola. They remain in the news more because the media continues to milk these stories than readers demand to know more. When we look at the sales stories of the recent past, the topics that sales experts continue writing about are Social Selling, Inbound Marketing, LinkedIn, Twitter, C
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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
No More Cold Calling
DECEMBER 2, 2014
'All sales reps need coaching and guidance, but rainmakers deserve extra attention. The sales manager announces the top performers of the year. Drum roll, please. The “winners” learn the exotic location of the President’s Club. Applause resounds throughout the building as these sales champions are paraded like Superbowl winning gods across the sales floor.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Steven Rosen
DECEMBER 3, 2014
'Early results are showing that sales leaders are most concerned about improving the performance management skills of their sales managers. 50% of sales leaders who have taken The 2015 Sales Management Survey have identified performance management as their #1 priority in 2015. Over 97% respondents agree or strongly agree with the statement “One of the sales manager’s most important responsibilities is to proactively manage and address performance issues”.
Sales and Marketing Management
DECEMBER 1, 2014
'Issue Date: 2014-12-01. Author: Kristina Jaramillo. Teaser: With a little care and some creativity, you can communicate the value that B2B prospects are looking for through your LinkedIn profile. With a little care and some creativity, you can communicate the value that B2B prospects are looking for through your LinkedIn profile.
No More Cold Calling
DECEMBER 4, 2014
'Assumptions tank deals and ruin sales pipelines. Remember the old saying about what happens when you assume? You make an “ass” out of “u” and “me.” Yet salespeople tend to make a lot of assumptions. We assume that: Because we had a good meeting with a client, we can forecast the business at 50 percent. Because someone downloaded a whitepaper , we should call him.
Understanding the Sales Force
DECEMBER 1, 2014
'Copyright mreco99 / 123RF Stock Photo. It''s hard to believe that it''s December already. It seems like only yesterday that I made my annual reposting of one of my most popular articles of all time - a terrific holiday article that is worth a read even if you read it each of the previous 4 Decembers. Top 3 Lessons from Tchaikovsky''s The Nutcracker.
Speaker: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
The Sales Hunter
DECEMBER 2, 2014
'You may have thought you asked for the order, but did your customer know you were asking for it? Surprisingly, there are quite a few times when the customer doesn’t even know the salesperson is trying to close. The situation usually happens like this: Either the salesperson is so timid and scared of hearing […].
Sales and Marketing Management
DECEMBER 3, 2014
'Issue Date: 2014-12-03. Author: Corey Weiner. Teaser: When you have something useful and legitimate, barrel your way in to see sales directors and presidents. Politely anyway. When you have something useful and legitimate, barrel your way in to see sales directors and presidents. Politely anyway.
Jeffrey Gitomer
DECEMBER 4, 2014
'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.
Score More Sales
DECEMBER 3, 2014
'Sometimes you get stuck and just need a dose of inspiration. That’s why we went back to the Score More Sales blog vault and put together our top tips from the popular “Inside Sales Tips” series we ran this past year. You can download the free ebook here [link]. We’d love for you to check it out, get inspired, and make one extra call today.
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The Sales Hunter
NOVEMBER 30, 2014
'Talk to your customers now about their needs over the next several weeks. Be proactive and you will be scooping up business that otherwise won’t be on anyone’s radar. Check out the video to see what I mean: Copyright 2014, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author […].
Sales and Marketing Management
DECEMBER 5, 2014
'Issue Date: 2014-12-05. Author: André Martinelli. Teaser: In a company-directed sales model, knowledge transfer is institutionalized in personal sales playbooks that set expectations, provide resources and offer guidance to all reps. Creating, rolling out and holding managers accountable for a company sales playbook is a hallmark of a company-directed sales organization—and the foundation of its success.
Anthony Cole Training
DECEMBER 5, 2014
'As I have written before, I grew up on a farm in Hammonton, NJ., the Blueberry Capital of the World. As a matter of fact, come this next Monday, I was born there 60 years ago at 7:14am on a Wednesday morning at the Esposito Home (A small, privately-run hospital). When growing up on a farm, it is beneficial to learn how to use certain tools. Learning what the tools are at an early age was extremely helpful especially when dad (Ray) was working underneath a pickup truck or in the middle of a trac
Increase Sales
DECEMBER 3, 2014
'Salespeople and business professionals continually tell me “Selling is hard, much harder today.” . I would agree given there are more small businesses popping up in the marketplace along with extra layers of decision makers. Yet I do not necessarily agree selling is that much harder that it was years ago. Let us remember, sales professionals of 30 plus years ago did not have the technology advantages of today.
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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.
The Sales Hunter
DECEMBER 2, 2014
'The dreaded buying department is the nemesis for too many salespeople. In fact, not only do many salespeople dread it, but most marketing teams do as well. Why? It’s simple – the masters of the buying department know how to get the best of the vendor sitting across from them. Truth is there is no […].
MTD Sales Training
DECEMBER 2, 2014
Unfortunately, conflict is an unavoidable aspect of the human condition, and is likely to creep into the conversation any time expectations differ. Conflict can raise stress levels and leave long-lasting effects on employee health, decreasing job satisfaction, and increasing absenteeism and tenure rates. It is critical that employees who interact with clients on a regular basis work to improve their conflict management skills, and specifically, their ability understand the customer perspective.
Anthony Cole Training
DECEMBER 3, 2014
'My dad used to tell me, “Anthony, sometimes you have to pick up the dirty end of the stick.” Well, actually, my dad’s quote was “Sometimes you have to pick up the shi**y end of the stick.” For the life of me, I had no idea what he was talking about then…and I still didn’t know what he meant until many years later. Why would I ever want to pick up the shi**y end of the stick when there was a perfectly clean end to grab?
Increase Sales
DECEMBER 4, 2014
'Pick up any publication on business or sales or read your favorite sales guru’s blog and sooner or later you will read about what makes top sales performers top. The only thing is the lists are different. Sure, some of the same sales skills or talents may be repeated, but no list is 100% the same. The reason for this discrepancy is that salespeople are human beings and human beings are unique.
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The Sales Hunter
DECEMBER 4, 2014
'Yes, knock it off! Stop doing it! Quit sucking each other’s exhaust. What I’m getting at is how every company wants to benchmark themselves against their peers. Worse yet, the only ideas they’re open to are things they see their peers doing. No wonder stupid keeps on becoming even more stupid! We see it […].
MTD Sales Training
DECEMBER 3, 2014
One of my trainers had an interesting conversation with a salesperson on a recent course. The discussions revolved around how close we should get to a customer’s business and whether there is value in knowing how the customer really thinks about us. The salesperson agreed up to a point but said he didn’t know how to get this knowledge, as many of his customers wouldn’t offer any help when they carried out customer satisfaction surveys.
Anthony Cole Training
DECEMBER 2, 2014
'Well…I already blew my goal to blog every day that I work in December. That happened when I failed to do so yesterday, December 1 st. But, I didn’t blow my commitment to making phone calls to prospects every day I work in December. As a rainmaker for Anthony Cole Training Group , I have a responsibility to keep an active pipeline of prospects. I made a choice.
Increase Sales
NOVEMBER 29, 2014
'Today’s American economy is driven by small business and today, the Saturday after Thanksgiving, is dedicated as Small Business Saturday. This day of recognition is relatively young and was founded by American Express in 2010. Here are some facts about small businesses here in the US. My sense is many other countries share similar statistics.
Speaker: Jake Miller, Senior Product Marketing Manager, Allego
Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.
The Sales Hunter
DECEMBER 5, 2014
'Awhile back, I started a series on negotiation tips. I shared that you should Sell First. Negotiate Second, Only Negotiate After They’ve Rejected Your Offer Twice, and Determine if You Are Dealing with the Decision Maker. This brings us to the #4 Tip: Know what the customer needs When we know the needs of […].
SBI
DECEMBER 3, 2014
'Just before the Thanksgiving holiday, Scott Santucci of Forrester Research, published an article entitled, “ Is the Sales Enablement Space a Growth Market or a Hype Bubble? ” I have to give him some credit – he got my attention and raised a very important question. I wanted to know what drove him to write the article and I talked with him last week.
Keith Rosen
NOVEMBER 30, 2014
'It’s been 2 years since the passing of Zig Ziglar, but his message continues to be a timeless reminder of what it means to be extraordinary. When Zig died two years ago, the world suffered a great loss – and I lost a mentor, a role model and a friend. It was a privilege and honor to spend a day with Zig Ziglar, one on one at his corporate office in Dallas.
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