Sales 2.0
MAY 14, 2014
'This is a guest post by Russ Korins, Director of Marketing, Cohen Tauber Spievack & Wagner P.C. When I came on board a year ago to head marketing and business development for a mid-sized law firm, the first thing I did was interview every attorney about his or her client base, what characterizes ideal clients, and the goals of his or her practice and the firm.
The Pipeline
MAY 15, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. How you manage and stage your pipeline can be the difference between an OK year or career, or a consistently great one. To use a sport analogy, your pipeline is your core, no matter what sport you are in hockey, tennis, or running, a strong core, a well exercised and maintained core adds to athletic performance and lifts one competitor to victory over a comparably talented athlete with a less conditioned core.
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Sales and Marketing Management
MAY 11, 2014
'Issue Date: 2014-05-01. Teaser: Research indicates that if maketers and salespeople force prospects to process a large and complex list of supporting reasons to make a buying decision, they actually begin to generate a number of "unrequested thoughts" that support the other side of the argument. Research indicates that if maketers and salespeople force prospects to process a large and complex list of supporting reasons to make a buying decision, they actually begin to generate a numbe
SBI Growth
MAY 16, 2014
'Susan was no stranger to the secrets of Sales talent. She kept count - 94 sales resources hired or terminated as the HR partner to Sales. She had a knack of getting candid responses during exit interviews. She had a formal process to learn why sales resources were leaving. The intel she gained was invaluable to Sales for improving their organization.
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Sales 2.0
MAY 12, 2014
'“Show me the money, Jerry”. Those are the words from a classic movie scene in the film Jerry Maguire (see the video at the end of this post). It’s also a great phrase to keep in mind when selling to senior executives that will sign off on your deal. I saw an example of this recently in my own buying environment. Two software firms approached me with a product in the same space.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
MAY 12, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. A few weeks back I asked in a post What’s Your Favourite Hyphenated Selling , and many missed the point, and actually told me why one “type” of selling is better than the other. Many pundits and so called experts will tell you that this “type selling does not work anymore, only that type (their type) does.
SBI Growth
MAY 12, 2014
'Off-site meetings happen often in a sales force. Some of you are planning or will be planning one soon. There typically is a robust agenda that covers numerous topics. Those could be a review of the YTD numbers. Maybe they are around poor performing areas or planning for next fiscal year. These off-sites are usually in hotel or conference room and not in the office.
MTD Sales Training
MAY 13, 2014
'According to Charles Darwins’ Origin of Species, “It is not the most intellectual of the species that survives; it is not the strongest that survives; but the species that survives is the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Understanding the Sales Force
MAY 15, 2014
'Understanding the Sales Force by Dave Kurlan Yesterday I was on three separate calls with sales managers whose salespeople needed to fill their pipelines but hadn''t. They needed those salespeople to schedule meetings but they weren''t doing it. They needed those salespeople to make calls but they wouldn''t make them. They needed to get those salespeople moving but those salespeople were stuck.
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No More Cold Calling
MAY 13, 2014
'Real conversations don’t happen in 140 characters or less. Everyone loves a good shortcut. We live in microwave time—tapping our fingers because 15 or 30 seconds is just too slow. But while there’s much to be said for efficiency, we should not be taking shortcuts when it comes to conversations. Are Your Conversation Skills Getting Rusty? “It’s not 140 characters; it’s you.” That’s the intro to my new book, Pick Up the Damn Phone!
SBI Growth
MAY 15, 2014
'The amount of change in marketing technology is staggering. When your goal is to drive leads you constantly look for the silver bullet. If you’re like most marketers, you get overwhelmed keeping up with what’s new. You also fear you are missing out on the next best thing. You constantly battle filtering what’s good and what’s just noise.
The Sales Hunter
MAY 14, 2014
'If you are a sales leader — or want to be one someday — below are the questions you must habitually ask yourself. These are the questions that separate true leaders from those who talk a good talk, but fail to grasp authentic leadership. 1. How will I apply today what I learned yesterday? Leaders […].
MTD Sales Training
MAY 14, 2014
'We do quite a few surveys with buyers of our services and it’s always intriguing to find out why they buy from us. Many times we have been surprised by their answers or their responses to. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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The Sales Heretic
MAY 14, 2014
'Do you know what the real value of your product or service is? Can you articulate your value to a prospect so they understand it? Have you ever wondered why some people immediately appreciate your value while others just don’t seem to get it? Listen to my appearance on Breakthrough Business Strategies Radio with Michele [.].
SBI Growth
MAY 13, 2014
'The function of a Sales Ops team varies from one organization to the next. Many Sales Ops groups were created in reaction to one, or multiple, business challenges. A manufacturer needed a technical team that understood sales and the company’s multiple CRMs. A media agency needed a team to accurately forecast revenue across multiple seasons. A technology firm needed Sales Ops to onboard and train new hires.
The Sales Hunter
MAY 13, 2014
'Yeah, right. And you’re probably thinking, “Mark Hunter has the solution?!” I don’t have the only solution, but on May 20, I will join 3 others in an open, candid discussion about how to close more sales faster. Forget the cheesy sales pitches and the typical stuff you hear. This one hour conversation is about […].
Score More Sales
MAY 12, 2014
'Today is a GREAT day for you to make a plan this week for MORE of the RIGHT activity that leads to more sales opportunities. That means LESS of the activity you might be doing that does nothing to lead you toward revenue. You can increase the right sales activity several ways. Here are some of the best ways: Keep your Focus: When you are at work, be present at work.
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.
Jeffrey Gitomer
MAY 13, 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.
SBI Growth
MAY 11, 2014
'CMO’s are on a crusade to increase marketing contribution to revenue. Lead Generation is the path and their Marketing Automation system is the engine. However, 75% of CMO’s are not accomplishing what they expect from Marketing Automation (Frost & Sullivan report).
The Sales Hunter
MAY 15, 2014
'The last couple of weeks, I’ve been doing sales training with several companies that have salespeople who spend a considerable amount of time on the telephone. We’ve had some great conversations around the role body language plays. Yes, you read that right: Body language and the role it plays with telephone calls. If you spend […].
Score More Sales
MAY 15, 2014
'I had a chance to catch up with best-selling author and modern marketing expert Jay Baer who has been the host of the IBM Smarter Commerce Global Summit 2014 Tampa this week. Jay hosted last year and really brought value to the conversations. Jay was an early adopter of social media - an early explainer, and now is a highly respected marketing and social expert in addition to being a pretty darned good emcee.
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Jeffrey Gitomer
MAY 14, 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.
SBI Growth
MAY 14, 2014
'You are in an appointment with a large customer. Things have been a challenge lately. Now you are in a full court press to get things back on track. You’ve got your ducks in a row and a plan of action to move forward. Then you hear “We are going another direction.” Your brain freezes and all you can think is “ how am I going to hit my number?
The Sales Hunter
MAY 16, 2014
'Recently, while working with a client, I was talking with a very successful sales manager/leader. His track record in developing salespeople was amazing. Bigger than that was his ability to take average salespeople and turn them into high-performing salespeople. As you can imagine, we spent quite a bit of time exchanging ideas about how to […].
Increase Sales
MAY 14, 2014
'“What we have here is a failure to communicate.” It can be true in politics and it can be true in business and any other kind of relationship. I had an office assistant years ago who, when asked if she had done a particular assignment, would often say, “You never told me to do that.” I used to tell her verbally what I wanted her to do.
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?
Sales and Marketing Management
MAY 15, 2014
'Issue Date: 2014-05-01. Author: Paul Nolan. Teaser: In 2012 and 2013, Ask Forensics, a sales consulting firm, evaluated 57 lost sales opportunities for Fortune 500-level corporations, representing $626 million in revenue. Here's a look at what they discovered. In 2012 and 2013, Ask Forensics, a sales consulting firm, evaluated 57 lost sales opportunities for Fortune 500-level corporations, representing $626 million in revenue.
A Sales Guy
MAY 13, 2014
'If you didn’t make quota, own it. If you lost the deal, own it. If the customer is threatening to leave over price, own it. It you missed your forecast, own it. If the competition is creeping into the account, own it. If your pipeline isn’t big enough, own it. If you don’t understand your customer’s business very well, own it.
The Sales Hunter
MAY 10, 2014
'Have you become too comfortable with your sales processes? Are those processes outdated? Don’t get stuck in processes that no longer work. Sure, it’s not always easy to change, but I challenge you to look closely at your sales processes. Make sure you are evolving them where they need to evolve. Those sorts of changes […].
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