Sat.Dec 13, 2014 - Fri.Dec 19, 2014

article thumbnail

How Dynamic, Digital Listening Can Boost Sales Timing

Sales and Marketing Management

'Issue Date: 2014-12-15. Author: Micheline Nijmeh. Teaser: Advanced, real-time analytics can reveal a prospect’s engagement not only with email but also with any sales content – down to a very granular level. Using this "digital listening," salespeople can gain the insight they need to time their engagement and deliver the most tailored follow-up.

Analytics 306
article thumbnail

4 Ways to Get Past the Gatekeeper (No Tricks Required)

No More Cold Calling

'When you have a referral introduction, there’s no need to dupe the gatekeeper. Are you tired of talking to people without any decision-making power? Wouldn’t you rather walk straight into the corner office and speak with the person who’s actually in charge? Of course you would. So why is your outreach still cold? It’s tiresome reading about how to get past the gatekeeper.

Insiders

Sign Up for our Newsletter

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

article thumbnail

Rethinking Sales Incentives

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . As part of a series of posts dealing with areas you should consider, better yet reconsider, going in to the New Year, today we look at incentive. No doubt everyone should be thinking about commissions, after all is in effect the cost of revenue. While there are other expenses, commissions/incentives, are the most direct “payment” you pay for bringing in revenue.

article thumbnail

5 Best Sales Closing Techniques

The Sales Hunter

' Salespeople are always asking me for the closing techniques that work the best. Here the five I have found work the best time and time again. What’s even better is the first three are great for the new salesperson or the “non-salesperson” who suddenly finds themselves having to sell. 1. Pick a Date Close […].

Closing 263
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

Suffering from Sales Amnesia?

Sales and Marketing Management

'Issue Date: 2014-12-19. Author: Liz Wendling. Teaser: Often, in high-pressure sales situations, there is a big gap between knowledge and translating that knowledge into action. This is the much written about topic of the knowing-doing gap. Here's how to conquer it. Often, in high-pressure sales situations, there is a big gap between knowledge and translating that knowledge into action.

Sales 285

More Trending

article thumbnail

Key Sales Management Actions To Prepare for 2015 (#video)

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . About a month ago I had the privilege to be part of a great panel exploring key issues sales leaders need to not just think about, but act on in preparing for a successfully 2015. The panel included: Lori Richardson – Score More Sales. Lee Salz – Sales Architects. Steven Rosen – STAR Results. Dan Enthoven – Enkata.

Hiring 257
article thumbnail

Will You Be Able to Recruit Good Salespeople in 2015?

Understanding the Sales Force

'Copyright: oakozhan / 123RF Stock Photo. Do you know when your car is not running properly? It''s usually quite obvious. Lighting is very obvious too. How about your Home Theater? You probably won''t know about a problem with that until after a component has stopped working. Do you have a really good way to determine whether your sales recruiting process works the way it should and will work going into next year?

Hiring 230
article thumbnail

Stunning Study Reveals How to Increase Sales by 29-49%

Pointclear

'Stephen Covey said, “The key is not to prioritize what''s on your schedule, but to schedule your priorities.” Of course, Covey’s message is a good one for all of us, but especially true for salespeople as pointed out in “The Power of Prioritization Report” i published by Velocify (A Sales Optimization Study).

Study 235
article thumbnail

1 Thing You Must do When Setting Your Goals

The Sales Hunter

' Setting goals is something I obsess over and I admit it’s part of my DNA. There have been more than a few times it has driven my wife crazy the way I will become so fixated on them. Along with my confession about goals, I will say it’s driven by my belief that if […].

article thumbnail

5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

article thumbnail

The Global 2015 STAR Sales Manager Survey

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . As we rush headlong in to the New Year, my next three posts will feature things sales leaders should be thinking about to drive success for their teams and their companies. I want to start by inviting you to participate in a survey being conducted by my friends over at Star Solutions That Achieve Results Inc.

Survey 256
article thumbnail

Best Non-Sales Video Ever on Handling Objections

Understanding the Sales Force

'In the past few weeks, I have written a lot about some of the top articles of 2014, but today I want to highlight 8 top audios and videos from the past year. There is a boatload of good stuff in these video/audio recordings and I strongly urge you to watch. The best of the bunch is the last one, featuring Bill Whittle, on handling two real-world objections.

article thumbnail

Midsize Business Optimistic

Score More Sales

'Midsize business owners (and their c-level execs) are optimistic and have put dollars into their 2015 budgets to invest in: Technology (85%). Operations (87%). New products (76%). Expand market niche (70%). Expand geo footprint (61%). So says the study done by The Hartford, in September of this year, called the 2014 Midsize Business Monitor. 500 business owners and C-level executives of mid-sized businesses in the U.S. participated.

Hiring 198
article thumbnail

Sales Motivation Video: Full Throttle Past Your Number

The Sales Hunter

'Maybe you’ve already made your number and maybe you haven’t. Either way, don’t slow down. Now is the time to go full throttle through the end of the year. You’ll be amazed at what you accomplish, and you will build momentum to get 2015 off to a great start. Check out the video […].

article thumbnail

Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

article thumbnail

Special Offer – Kickoff 2015 at The Art of Sales Conference

The Pipeline

'Learn about the ticket contest below! Whether you are having a company sales kick of or not, if you are in the Toronto area on January 26th, 2015, you should attend The Art Of Sales , and kick your sales year off with some great presenters focused on helping you and your 2015 sales. Specifically designed for sales and business development professionals, The Art of Sales is a unique one-day conference featuring six internationally renowned bestselling authors and visionaries, who will share an e

article thumbnail

The Top 10 Sales Blogs Of 2014 As Voted For By You!

MTD Sales Training

Another year has sailed by and what a fantastic 2014 it has been. It’s at this time of year at MTD Sales Training we like to get sentimental and reflect on some of the best sales tips, advice and general musings we have offered you through our blog over the last twelve months. In one of the only top ten’s you will see this festive season that Simon Cowell has no control over, we look back at the blog posts that have been shared the most to your LinkedIn, Facebook, Twitter and Google+

Hubspot 120
article thumbnail

Top Corporate Gifts

Score More Sales

'In the rush of December, you may be lacking a bit in the creativity department. You are a sales professional, a sales leader, or a company executive looking for a creative way to say thank you to a: staff member. colleague. prospect. customer. partner. Unique gifts and actions stand out. They differentiate and make you memorable. In the sales profession this is a GREAT thing.

article thumbnail

Why Discounting Your Price is a Stupid Strategy

The Sales Hunter

'The argument is about as old as the oldest profession. You know the argument I’m talking about. It’s the one where the salesperson argues they could close more sales if only they could discount the price. In fact, I contend it’s more than an argument – it’s a disease that inflicts a high number […].

Discount 212
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

The Future of Sales Training Ignores the Reality of Today

Increase Sales

'This morning I just read another article about the future of sales training in which they quoted the publisher of Selling Power that by 2020: “80% of all B2B transactions will be automated” “11 million lost jobs in sales” I always find these statistics interesting in that 97.7% of all businesses here in the US have under 20 employees and such predictions about the future of sales training are usually based upon the minority of businesses, 2,3%, with over 20 employees.

Training 141
article thumbnail

Smart Selling Visions: Up-Close with Top Revenue Leader Al Lieb, CEO of @ClearSlide

SBI

'This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry. . This week I interview Al Lieb, CEO of ClearSlide. Nancy: What does ClearSlide do? What problem/s are you solving for sales and/or marketing organizations?

Up-Sell 130
article thumbnail

What If You Shared Your Deal Strategy With Your Customer?

Partners in Excellence

'I had a fascinating conversation with Gerald Vanderpuye today. He shared what many of us would think as the Nightmare To End All Nightmares. He was working a huge deal, it was important to the company’s ability to make their numbers for the quarter. Deals like that get a lot of visibility all the way to top management, so as expected, top management in his company wanted to do a deal review.

Strategy 127
article thumbnail

The Importance of Being a Sales Specialist

The Sales Hunter

'Do you know what it means to be a specialist? Andy Paul and I talked about this recently, and I’m guessing you will agree with some of the points we covered. Click on the below image to go to the full video: Copyright 2014, Mark Hunter “The Sales Hunter.” […].

article thumbnail

Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

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.

article thumbnail

Closing the Gaps Is a Critical Leadership Trait

Increase Sales

'Before any organization can experience sustainable business growth, leadership must close the gaps between today’s results and tomorrow’s goals. Unfortunately, many leaders look to solve one problem without understanding that problem is a potential symptom of misalignment. Small Business Coaching Tip: Misalignment happens because of gaps.

Closing 140
article thumbnail

Hey Look at Me! #sshour

A Sales Guy

'The title of this post is a double entendre. Dang, my s**t is good. 1) The first part of the double entendre “Hey look at me.” I’m on Social Sales Hour #sshour with @rachelloumiller and Brian Fanzo ( @isocialfanz ) we’re breaking down personal branding and why it’s important. 2) And the other half of the double entendre, “hey look at me” is regarding personal brand and the importance of standing out.

Twitter 118
article thumbnail

Hacking Sales Management

Partners in Excellence

'I’ve been writing a short series on Hacking Selling–( Hacking Selling , Hacking Selling Part 2 ). As with the prior articles, I get huge numbers of requests from sales manager to help Hack their jobs. “What are the short cuts?” “How do I manage my time better?” “How do I get things done more easily?” As with the other articles, most of the hacks are very well known.

article thumbnail

Who is Smarter? The Salesperson or the Purchasing Agent?

The Sales Hunter

'If you had to vote for one or the other as being smarter, which one would it be? The salesperson or purchasing agent? The question may seem simple, but it’s anything but that. I’ve never seen any polls on this nor have I seen any research on the subject, but I know it comes […].

article thumbnail

Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

article thumbnail

“We Only Have One Server” Fails as a Customer Loyalty Strategy

Increase Sales

'Most will agree that a customer loyalty strategy is essential especially among national chains.However my customer service experience today shows even the national restaurant chains fail to understand this business growth strategy must be present from the bottom up. Today while on holiday in San Diego, CA we went to a national franchise known for its international pancakes for breakfast and was seated by the very young hostess.

Loyalty 139
article thumbnail

My Clients Made Me Do It-Web Tools For Everyone

Fill the Funnel

'Web Tools have been good for my clients this year. The end of the year is always an extra busy time for me. In addition to the holiday activities and responsibilities I always enjoy taking time to look back over the year to review how I did against my goals. Only after I am satisfied that I understand how I did in the past year do I get to consider what I want to tackle over the next twelve months.

Tools 115
article thumbnail

When All Else Is Equal, The Lowest Price Wins!

Partners in Excellence

'When the customer perceives little difference between alternative solutions from vendors, the lowest price wins! And that’s how it should be, it would be insane for the customer to do anything else. Now before you start leaping to conclusions thinking that I’m promoting rampant discounting to win business, let me clarify things. Too often, we fail to differentiate our solutions and value in meaningful ways.

Scale 116