Sat.Jun 27, 2015 - Fri.Jul 03, 2015

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How to Realize Greater ROI from the Millennials on your Team

Sales and Marketing Management

Issue Date: 2015-06-29. Author: Dustin Grosse, COO of ClearSlide. Teaser: Millennials are more diverse, more tech savvy and extremely socially connected, and are already disrupting the way we buy and sell. Sales professionals, sales managers and marketers must keep pace with the changing sales environment by tapping the true ROI of their millennial sales team.

ROI 245
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Nine Reasons Salespeople Discount When They Shouldn’t

The Sales Heretic

One of the most frequent complaints I hear from sales directors, VPs, and CEOs is that their sales team—whether it’s internal or their distribution channel—discounts too much and too often. While it’s maddening, it’s also excruciatingly common. Here’s what drives that behavior: 1. Fear of losing the sale Every salesperson fears losing the sale. So [.].

Discount 241
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Is Your Pipeline Constrained or Constipated? – Sales eXecution 302

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Sales people have an interesting relationship with their pipelines, definitely emotional, sometime rational, and often, regardless of how they protest, predictable. The key is that how they manage their pipeline very much reflects how well they execute their sale, and how successful they may be. First let’s look at the notion of pipeline and how it unfolds in sales.

Pipeline 240
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Want to Choose Your Clients? Get Referrals

No More Cold Calling

When you cast a wide net, you end up catching PITAs. You can pick your friends, but you can’t pick your family. That’s a well-worn saying. My variation: You can’t pick your family, but you can pick your clients. Ideal Clients rock! They value what we offer, communicate well, are forward thinking and reasonable, have a good sense of humor, and will give the time, money, and resources to make our business projects successful.

Referrals 232
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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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Are We Wasting Our Time on LinkedIn?

Understanding the Sales Force

Copyright: 123RF Stock Photo. It's the place to be. Join 50 groups. Ask questions. Answer questions. Connect. Like discussions. Contribute comments. Is it a means to an end or is it all a huge waste of time? LinkedIn is a tool that I use more than some and less than others. As busy as I am, I'm unable to spend an hour on LinkedIn each day, but I do visit daily.

LinkedIn 228

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10 Rules for Using Social Media to Prospect

The Sales Hunter

1. Don’t think social media is going to replace traditional prospecting methods. View social media as another tool to help you prospect. Most of all, never allow yourself to take the quality time you devote to prospecting and spend it doing social media. Biggest mistake you can make is thinking all you need to do […].

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[Message to Management]: Read This Before You Fire Your Sales Executive

No More Cold Calling

Are sales leaders getting the pink slip before they have time to prove their worth? “My CEO just fired his VP of sales in Europe.” “Jim left because our company grew beyond his capabilities.” (Translation: He was fired.) We hear these types of comments all the time, usually followed by, “It’s tough to find a sales leader with the experience we need.” No wonder the average tenure of a sales executive is 18 months!

Hiring 223
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The Sales System That GUARANTEES Quality Customer Responses

MTD Sales Training

We’ve always been told that questions are the holy grail of the salesperson’s quest to achieve results, as they uncover valuable nuggets of information that may be hidden in a customer’s mental. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Guarantee 216
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Keys to Selecting a Sales Training Company

Understanding the Sales Force

Yesterday, I had a conversation with a Sales VP about the training he said he wanted (but didn't really) for his sales team. In most cases, unless the Sales VP initiates the call, bringing someone in from the outside really isn't high on the priority list.

Training 209
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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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Sales Negotiations: Do You Use Silence to Your Advantage?

The Sales Hunter

I’ve reached number 11 in my list of must-have strategies for successful negotiating. Use silence to your advantage. Being silent is a great way to compel the other party to make concessions. After you make an offer, remain absolutely silent, regardless of how tempting it might be to say something. I have said that time […].

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Status quo, you know, is Latin for 'the mess we're in.'

Pointclear

This title is a quote from Ronald Reagan. The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new. Here’s the problem. Salespeople consistently say that they do not get enough qualified leads. Qualified leads, according to sales, are based on criteria they understand but marketing is in the dark about.

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The 6 Main Components That Create Sales Excellence

MTD Sales Training

Excellence is a word that is bandied about so much these days that it can often lose its meaning or its differentiation. The dictionary defines it as ‘being exceptional, being superior in some way, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 201
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Sales Pros! 10 Things You Must Do Before Leaving for Summer Vacation

Understanding the Sales Force

microstock77">Copyright 123RF Stock Photo. Are you going to the beach? On a sail? On a tour? To another country? To a lodge? To a resort? Regardless of your destination or purpose, make sure you bring some good books, disconnect from your email and social networks, and actually use the time to recharge. That's good old common sense.

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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.

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Sales Motivation Video: Don’t Pass the Buck!

The Sales Hunter

Great salespeople own the process. They don’t pass the buck. They are diligent in delivering a high level of service to their customers. And they treat their colleagues and administrative staff with a high level of respect. Be accountable. Own the process. Check out the video to see what I mean: Copyright 2015, Mark Hunter […].

Video 194
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Seven Lame Attitudes for Not Engaging in Self Improvement

Increase Sales

My belief is human beings are innately wired for self-improvement. If this was not true, we would still be living in caves, cooking over fire pits and wearing animal skins. Yet after 18 years in the executive coaching to organizational leadership development industries, I am still surprised at the reluctance of people to engage in a personal development, self improvement plan of action.

Maximizer 140
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It’s a Tech Tsunami

Sales and Marketing Management

Issue Date: 2015-07-01. Author: Paul Nolan. Teaser: Technology is top of mind for sales managers across all industries, and for good reason. Our annual look at the "Tech Effect" on sales and marketing reveals the importance of staying current with today's top tools. Technology is top of mind for sales managers across all industries, and for good reason.

Industry 120
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Sales People Should Never Do A Demo Under These Circumstances

A Sales Guy

Read this closely. It’s critical. It may make your stomach a little queasy but, you’ll get over it. You don’t owe anyone a demo. Just because a prospect or buyer asks for a demo, you don’t owe it to them, and therefore you don’t have to give them one. Demos are NOT webinars. “Demos should not be used to demonstrate your product, but rather to show how your product can affect your buyer’s business.” And it’s for this reason that you should never

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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

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10 Must Read Books for Business Growth

The Sales Hunter

If you are like me, you are always looking out for great business books where you can pick up ideas on how to be more successful in your career. I have no doubt you could find a few ideas in this list of 10 acclaimed books to accelerate business growth. I am honored my […].

How To 181
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Whiners Are Scarcity Thinkers

Increase Sales

Is it just me or is there a lot more whiners? Between elected officials to small business owners to every day people there are a lot of leaders whining about this or that. From my perspective, whiners are scarcity thinkers. Credit www.gratisography.com. The world is comprised of two types of leaders as thinkers: Abundant thinkers. Scarcity thinkers.

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Ten-Hut!

Sales and Marketing Management

Issue Date: 2015-07-01. Author: Paul Nolan. Teaser: Ben Parr, venture capitalist , startup coach, former coeditor of Mashable , author and public speaker, lives at the intersection of technology and entrepreneurship. In his new book, “Captivology,” Parr identifies seven “captivation triggers” that he says are the essential tools for capturing attention for your ideas and products.

Coaching 120
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#heykeenan Take 4 – How New Sales People Can Differentiate Themselves

A Sales Guy

We’re having a blast with #heykeenan. I loved this question. I was even more impressed with Eric Swensons awareness that differentiation matters in sales. Way to go Eric, way to go my man! Differentiating yourself as a salesperson is a big deal. It’s not just for new sales people. If you don’t know why you’re the bomb, why you’re the s**t as a sales person, it’s time to figure it out.

Twitter 96
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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.

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Prospecting: Do You Think Social Media is Your Answer?

The Sales Hunter

There are 10 reasons that most prospecting plans don’t work. Number 6 on my list is Thinking Social Media is Your Answer. This one absolutely drives me nuts. For some reason, there is a belief in the sales world that if you spend enough time on social media, you’ll have all the business you […].

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Real Estate Agents FSBO Is Your Opportunity to Increase Sales

Increase Sales

For Sale By Owner (FSBO) real estate market is expanding. Many realtors look at this as a barrier to a no sale. They fail to recognize the vast sea of opportunity to increase sales. Some real estate agents are even resentful of this emerging market and whine to others within their industry or spheres of influence. Graphic designed by PopovichDesign.com.

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Nancy’s Sales App of the Week: @UnboxedTech

SBI

Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Unboxed , a guided-selling solution that simplifies the decision process in complex sales. Sales ToolSkool Video Transcript: Today I’ll be talking about a mobile sales platform that helps simplify complex decision making. I’ll be talking about Unboxed. Unboxed is a new kind of sales solution that thinks outside the box.

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Rebump Important Emails Until They Are Answered

Fill the Funnel

You send an email to a customer with an important question or request for next step. Or possibly you send your resume after hearing about the perfect next job for you. And then you wait… It happens to all of us throughout our busy week. Why have they not responded? Did they even see your email in their inbox? Even if you are using one of the helpful tools like Yesware or ToutApp , you are still left pondering the next step.

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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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VIDEO SALES TIP: Do You Really Value Time?

The Sales Hunter

How much do you really value time? My experience has been that the salespeople who genuinely excel are those who are keenly aware of how they manage time. They never end a day without knowing what they are doing the next day. Time is a key leverage point for you as a salesperson. The […].

Video 172
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Faith Conquers Our Fears

Increase Sales

Faith, we all have it and I don’t mean just a religious or spiritual faith. When we travel back to the origins of this word it means “to trust.” We all trust someone or in some instances something. When we have faith, we trust that something will become better. By having that belief of getting better, we have a greater ability to conquer our fears of what may or may not happen.

Travel 125
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Sales Innovator: Sales Linguist, Steve W. Martin Interview - Pipeliner CRM Blog

HeavyHitter Sales

    Written by Bruce Boyers for Pipeliner CRM Blog. Pipeliner CRM Blog is an exceptional resource for CEOs, Sales Leaders, Sales Managers and Sales Pros.     “Some B2B selling is essentially a person who is independent and operates on their own—the majority of the sales cycle finds them all by themselves. But in general with my clients, it is a team sport in that you’re working together as a team, and therefore the communication and strategy amongst the team is crit