Sat.Sep 29, 2012 - Fri.Oct 05, 2012

article thumbnail

How do salespeople REALLY scare their prospects?

Bernadette McClelland

'How do salespeople REALLY scare their prospects? A salespersons’ biggest competitor today is not the business down the road or the salesperson sitting in his Porsche around the corner – it is a little word called ‘MAYBE’ The status quo is what most salespeople today are grappling with and that means change, on so many levels.

article thumbnail

How To Get Your Sales Team To BELIEVE In You

MTD Sales Training

This question is for the front-line sales manager; the general in the field, the immediate supervising sales coach, the leader on the ground. The question is: Do your sales people follow your advice. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How To 286
Insiders

Sign Up for our Newsletter

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

article thumbnail

Make It A Habit Not a Task

The Pipeline

You know how they say beauty is in the eye of the beholder; we can take a variation of that and apply to prospecting and many sales reps. Beyond the obvious, that attitude has a direct impact on execution and success, how you view a specific sales activity determines the outcome and quality of execution. Many sales people see prospecting, especially telephone prospecting, as an undesirable task, a dreaded chore, and approach it in that way, making it a negative activity long before they even be

Energy 282
article thumbnail

The Lost Secret of Leadership

Jeffrey Gitomer

Tweet If you’re looking for some magic formula—some wisdom of the ages—some quote from someone that ties it all together, that’s not the secret. The lost secret of leadership is found in one word: Encouragement. Encouragement is THE key to high self-esteem, high self-image, high attitude, higher productivity, and highest achievement. Every time someone is seeking to complete a task, complete a project, come close to a milestone, or compete for a victory, your encouragement may be the very words

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

Abstract Selling Wins Hands Down

Bernadette McClelland

'Abstract Selling Wins Hands Down. I am so bored with hearing the same old mantra ‘Sell them what they want and give them what they need’. What does that mean? I know what it means but you never get to hear the rest of the equation, so I thought I would share a few extra thoughts with you here. How many of us go into the supermarket to ‘just get a couple of things’ and walk out with a few other items that just happened to be at arms length or at eye level?

Intent 268

More Trending

article thumbnail

Sales Management Tips: The Pen is Mightier than the Sword

Steven Rosen

Coaching is the most important skill to effectively develop top sales performers. What I have found is that many sales managers have never learned how to be effective coaches. There is little or no training on coaching and senior sales leaders fail to role model and reinforce effective coaching. How many times do you have an agreement in a business review to do a specific activity and realise that a few months later that it didn’t happen?

article thumbnail

Customer Survey Says…

The Pipeline

A Failure To ACT! One impact of technology on selling, are the increased number of ways of organizations and individual sellers can “connect with their clients”, even when they don’t have to. A recent favourite is surveys. After all, what better way to give the illusion of caring, than to send the client a survey directly to them, especially when they have just interacted with someone at your company.

Survey 257
article thumbnail

No One Buys Price

Sales and Marketing Management

When coming to an agreement about the value of your product or service to a prospect, dropping price is a shortcut to building value; it in no way enhances the value of your proposition and in some cases can actually devalue your offer.

Exercises 228
article thumbnail

How To Get The Prospect To Believe In You

MTD Sales Training

You can have all of the sales techniques in the world, a great product and service, plus a more than fair price; but if the buyer does not believe in you or trust you, you will not be successful. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

article thumbnail

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.

article thumbnail

If Hunter-Farmer Fails: What Next?

SBI Growth

Turnover is a fierce headwind for leaders of Sales and HR. It is impossible to outrun the drag of vacant territories. Last week I talked with two Steves who faced this challenge and developed a sustainable solution. Here is their success story and an invitation to learn more best practices from SBI's “ Make the Number 2013 Tour.”. Steve Storer is a seasoned business leader at Cincom Systems, Inc. , a provider of software to simplify and improve business operations and customer communications.

Hiring 242
article thumbnail

Playing Sales Hide and Seek – Sales eXchange 168

The Pipeline

All the pundits tell us that in “today’s economy”, buyers are just too busy to deal with anything unless they deem it to be critical to their success. This is why many sellers have difficulty getting through, they fail to penetrate the “prove value to me” wall erected by prospects, and in effect they fail the BS test. So if one does get through, it should not only be recognized, but should at the very least begin a real exchange about the buyers objectives and how the seller is in a position t

article thumbnail

4 Keys to being ‘In The Sales Zone’

Bernadette McClelland

'4 Keys to being ‘In The Sales Zone’ Most business people who have the role of selling are generally optimistic by nature, they can see their future looks bright no matter what and that is part of why those who are successful succeed. There is a hunger, a drive, an energy that says they will not settle – they are in the zone. They tend to be ideas visionaries and visionaries drive business and business drives economies.

Energy 220
article thumbnail

50 Ideas that Grow Front line Revenues

Score More Sales

Being “on” every day when you have a front-line role in selling is a tough thing. Gaining access, having intelligent conversations, and working toward closing business EVERY day is also tough. Unlike some other jobs where you may not face customers, let alone make contact with people you hope will become customers, there is no time to be down or “off” Whether you’re selling technology, services, or are a distributor of products, coming up with one new way to put a

article thumbnail

How to Improve Email Deliverability and Optimize Each Send

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.

article thumbnail

How to Nurture Prospective Leads through Remarketing Advertising

SBI Growth

There is an evolving marketing tactic called ‘ Remarketing ’ that your marketing team should embrace. The tactic is proven to increase the conversion from visitor to lead. In a perfect online lead generation model, your website visitors find your website and immediately complete a form fill to become a lead. In reality, you will lose most visitors who invest time on your website.

article thumbnail

What Does This Company Do?

The Pipeline

There is continuing progress in aligning sales and marketing, but there is room for more. I came across the following when I went to a company’s web site, under the “About Us” tab. And what follows is not unique to this company, and after reading it three or four times, I still have no clue. To be fair, six or seven paragraphs down, it did finally say in concrete terms who they are and what they do, but I was hungry and tired from the quest by then for it to have impact.

Company 240
article thumbnail

Huh? What did you Say?

Sales 2.0

The central point behind Jill Konrath’s second best selling sales book, SNAP Selling , is that buyers are now super-frazzled individuals. Sales people need to realize this and adapt their approach accordingly. No more long rambling emails or voice mails. But here’s something I am noticing more-and-more these days: it’s not only prospects that are super-frazzled (they still are that has not changed) but it’s everyone I deal with that is super-frazzled.

article thumbnail

Selling Fearlessly: Book Review

The Sales Heretic

Fear is an emotion every salesperson is all too familiar with. We struggle with the fear of rejection, the fear of looking stupid and the fear of failure, among others. Achieving success in sales, however, means conquering those fears. In his terrific new book, Selling Fearlessly (Winthrop & Foster, $18.95), Robert Terson provides tools and tactics [.].

Tools 217
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

Is Your Sales Rep Compensation Plan Pushing You Up or Out?

SBI Growth

When sales reps think about their compensation, the first thing they ask is “How can I make more?” The answer to that question can either push you up to better performance or push you out to a new company. Today’s post will give you a tool to decide if your comp plan is built to keep top players on board or push them out to a new job. Talented reps – with the right comp plan, support and product/service set – always make targets.

article thumbnail

Sales Strategies for Uncertain Times

Sales and Marketing Management

Many companies have taken cost-cutting initiatives over the last few years. In uncertain times, some leaders carefully select their growth opportunities and position themselves to capture market share. Others optimize their sales force effectiveness to improve competitiveness. One common mistake companies make is to reduce costs across the board by a fixed percentage, which weakens the competitive position.

Strategy 211
article thumbnail

VIDEO: Three Fatal Mistakes When Giving Your Price

The Sales Hunter

If you are not closing more sales at full price, the reason could be three fatal mistakes you are making. You may not even be aware of these mistakes. In fact, most salespeople make them at one time or another. You can eliminate them, though. Check out the below video to see how. Selling at full price and becoming a high-profit salesperson are within your reach.

Video 213
article thumbnail

The Importance of Positive Sales Attitude - A Tribute to a Friend

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan We recently attended the funeral for a friend, Kevin Dully, who was only 53 years old. He was diagnosed with Leukemia 20 years ago and had been fighting for his life for most of them. He lived 19 years longer than he was expected to, but his best days were probably more like our worst days ever, in constant pain, discomfort, and with an inability to do many things which we take for granted.

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

How Sales Operations Can Link Product Management to the Buyer

SBI Growth

Tony Zambito recently wrote a compelling article about the need to inform the buyer. “Informing is about knowing how to provide valuable insights to the right people at the right time,” he said. What if the buyer isn’t buying from your company, even if they are informed? What if Marketing has actively informed the market with a sound content marketing strategy?

article thumbnail

25 More Ideas to Grow Front Line Revenue

Score More Sales

There is nothing like sharing some good ideas to get others thinking and sharing too. In sales this is critical for your success – you cannot get stagnant. Based on great input, here are 25 MORE ideas to add to the 50 Ideas posted yesterday. Let’s keep them going! My co-presenter, sales coach Lynn Hidy from B2B Camp last week added 10 tips, author Robert Terson , Alan from Sales HeartBeat , and business writer M.

article thumbnail

Never End a Sales Call With “I’ll Send You Some Information”

The Sales Hunter

You might as well play the lottery if you think this is going to payout for you. This is especially true if it’s you, the salesperson, who has offered the idea up to send the prospect some information. Although you might think you’ve done a good job, what you’ve really done is give the customer an excuse to end the meeting. If your sales process requires several sales calls, then saying you are going to send them some information can work — but only if you’ve been able to

Follow-up 212
article thumbnail

What’s the Half-life of a Referral?

No More Cold Calling

Referral sales happen all the time. Keep connecting and grow your business through referrals. Under the category of “You never know when…” what’s the probable time it takes for someone you know to make a referral introduction? (Just for the record, referral introductions can happen at any time, all the time. Read, “ Give Your Customers a Reason to Refer You.”).

Referrals 192
article thumbnail

Connect, Care, Convert: Secrets to Establishing Trust with Niche Markets and Turning Them Into Clients

Speaker: Lynnette Khalfani-Cox, The Money Coach®

Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?

article thumbnail

How to Ace the Project Your Sales Team Isn't Qualified To Do

SBI Growth

Recently a client of mine ran into a problem. They had a large project they decided was critical to complete this year. Unfortunately, no one on their sales team was qualified to do the work; a territory design project. Not only this, but this territory design will need to be updated year after year. All of a sudden, they had a problem that they couldn’t fix, and they were looking at paying to fill that gap for years on end.

article thumbnail

B2B Lead Generation: The Best of PowerViews

Pointclear

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management. I came away with at least one new piece of insight from each and wanted to share some of my favorites with you.

article thumbnail

The Myth of Selling What You Love

The Sales Hunter

A few days ago I was talking to a person who suddenly found themselves in a sales position. They were quick to say how they would be able to do the job well, because they really love what they are selling. Oh, what a quaint thing to say, but oh how wrong they are in saying that. Yes, I was quick to compliment them and wish them well in their new job, but at the same time I couldn’t help but think about what it was they were saying.

Maximizer 183