Sat.Jul 04, 2015 - Fri.Jul 10, 2015

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Referral Networks: The Missing Ingredient in Your Marketing Best Practices

No More Cold Calling

Guest blogger Ken Thoreson tells how to grow your referral networks. I drove 90 minutes in traffic to attend a networking event. I’d only been home from vacation for a week and was still fighting jet lag, but the walls were closing in on me. I had to get out, connect with new people, and renew relationships with others. After all, networking is one of the most important marketing best practices for a sales professional.

Referrals 248
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Sales Data Or Insight Driven?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . The other day I go a resume that had a familiar phrase in it, “John Smith – A Data Driven Sales Professional. While I understand what they were going for, I am not sure it landed right. (Or maybe it was just me). No doubt the age of “big data” or perhaps a better label being used by some, “fast data”, is upon us.

Data 247
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How to Avoid Becoming Obsolete

The Sales Heretic

Technology, society and the marketplace are all changing faster than ever before. With those changes come both threats and opportunities for your business. How can you avoid the former while seizing the latter? Listen in as Jeff Shuey (Chief Evangelist at K2) and I join Michele Price on Breakthrough Radio. In this special episode, the [.].

How To 222
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Where’s the Beef?

Sales and Marketing Management

Issue Date: 2015-07-06. Author: Adele Revella. Teaser: For all the same reasons that salespeople who have the best account knowledge win more business, it’s time to reconsider our approach to understanding and defining our markets. For all the same reasons that salespeople who have the best account knowledge win more business, it’s time to reconsider our approach to understanding and defining our markets.

Account 211
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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.

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Business to Business Sales Reps Shouldn’t Cave on Price

No More Cold Calling

Can your buyers afford NOT to work with you? Jane was a senior vice president with a premier global company. She always brought in the best resources to work with her executives—consultants and speakers who were the highest profile and most respected in their fields. Yet, when Arlene sent Jane a proposal for a special project they had been discussing, Jane pretended she couldn’t afford it.

More Trending

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6 Buyer Tactics That Will Slash Your Margins

MTD Sales Training

We often talk about the selling skills required to deal with today’s complex and competitive market place. Those skills normally revolve around the abilities of salespeople to achieve specific sales. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Margin 208
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Summer is the Time to Get Social – at Selling

Sales and Marketing Management

Issue Date: 2015-07-08. Author: Robin Saitz, Chief Marketing Officer at Brainshark. Teaser: As social selling takes on greater importance in the sales process, organizations – including marketers, trainers and sales enablement professionals – can use the summer months to help sales teams get savvy about social selling, and lay the groundwork for strong sales.

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5 Ways to Shorten Your Sales Cycle — NOW!

The Sales Hunter

1. Ask this key question to ask every prospect during the first contact: What is your timeline for making a decision? It only makes sense that if your goal is to close sales faster, you must be working with prospects who are most likely to buy NOW. A prospect who says they’re not going to buy […].

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PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]

Pointclear

Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. A key to this trend is lead scoring. According to SiriusDecisions’ Research Brief 1 , the problem with lead scoring at many organizations is as follows: Lead scoring models are based on assumptions or inadequate sales input. The schematic is overly weighted to arbitrary behavioral signals.

Lead Rank 193
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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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5 Reasons Why Companies Struggle With Hiring Quality Sales People

Anthony Cole Training

#1 – Companies outsource their recruiting and the responsibility. Recruiting is something that a company has to own. They can no longer outsource the work and the responsibility. That makes it too easy for people internally to throw up their hands and transfer failures associated within the hiring process to the outsourced firm. If companies are going to improve the quality of their hires, they have to own the process.

Hiring 157
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Use These DVP’s To Blow Your Prospect Away

MTD Sales Training

When salespeople approach new or existing clients, there is always a form of anticipation, as they wonder how their ideas, products, services and offerings will be accepted by the potential buyer. On. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Sales Motivation Video: Don’t Stop at the End of the Day!

The Sales Hunter

Great salespeople don’t slow down. They are motivated by helping people, and this motivation carries them well past when other people have quit for the day. If you want to be exceptional — if you want to be great — you motivate yourself to go above and beyond. Check out the video to see […].

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Boasting Of Accomplishments Is Not Necessary

Increase Sales

Have you ever read some blog posting where the writer starts out boasting about his or her accomplishment within the first few words? Or how about all those webcasts where the first 5 minutes the speaker shares his or her credentials and accomplishments? Is all this boasting really necessary? There are ways to highlight one’s achievements without all the self -serving platitudes.

Twitter 120
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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

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Two Truths about the New Age of Technology, Google and the Internet that Breakthrough Companies Recognize, pt. 3 of 3

Anthony Cole Training

In the Age of Google, the Age of the internet and the rapidly changing face of technology, one of the biggest challenges that companies face today includes making the jump from old ways to new ways.

Google 140
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The Real Definition of Hard Work

A Sales Guy

How do you define hard work? Is your definition, simply defined as any work that is “hard”? I was pondering this thought the other day, and it’s a very real question when it comes to defining success. What makes hard work, hard work? Is something hard work if you like doing it? Is it hard work when you are energized, excited and thrilled about doing it?

Consumer 107
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When Negotiating, Never Put Anything in Writing Until…

The Sales Hunter

…everything is agreed upon. That’s right! In sales negotiations, you should never put anything in writing until everything is agreed upon. This is number 12 in my list of must-have strategies for successful negotiating. It’s not over until it’s over. Too many negotiations wind up being a series of re-negotiations, all because too much […].

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Forward Thinking Small Business Owners Make Time For…

Increase Sales

“Got no time” is not a statement you will hear from any forward thinking small business owners. No, these small business leaders will make time for: Answering the phone. Returning phone calls. Continual education. Working on their strategic plan. Working ON the business. Listening to a friend or colleague. Enjoying the company of family.

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Solving the Biggest Tech Challenges in RevOps

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

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2 Really Easy Things to Do to Increase Sales

Anthony Cole Training

Ever watch a movie for the 2 nd and/or 3 rd time and notice something you didn’t notice the first time? I know the answer is yes.

Sales 152
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Measuring Outcomes Not Activities

Partners in Excellence

We’re proud of the marketing and sales metrics we have in place. I sit in meeting after meeting with people going through endless charts showing their performance across any number of metrics. Too often, however, we see huge disconnects in what the metrics show and the most important performance metrics–revenue/profitability attainment, growth, share, customer satisfaction, customer growth/retention, and so forth.

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7 Reasons Selling on Low Price Doesn’t Work

The Sales Hunter

I don’t care how someone tries to argue it, a selling strategy based on being the cheapest simply does not work. Sure, you might make a quick sale, but in so doing, you will destroy your long-term business prospects. Below are 7 reasons why a low-price strategy will not work. If you’re still skeptical, let me know […].

Strategy 189
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Independence Is Not Easy

Increase Sales

Today here in the USA, we are celebrating our independence from England now the UK. Those men and women who fought to free us from excessive taxation and other unacceptable government behaviors indeed had quite a struggle. Many of these brave patriots lost their homes, their livelihoods and even their lives. They realized independence is not easy.

Travel 118
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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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Why “User Adoption” is the Best Indicator of Success

SBI

One of my ambitions is to identify the number of sales tools available on the market. It’s almost an impossible task right out of the gate because you could argue that almost anything a salesperson uses should be considered a “sales app.” For instance, some would say that email is a sales app. I’d argue that it’s a productivity tool but that tools like Yesware, LiveHive and Cirrus Insight, that supercharge email for selling most definitely do count as sales apps.

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Goal Alignment–A Performance Roadblock

Partners in Excellence

Too often, I sit in meetings of top executives and it seems each is speaking a different language. Marketing talks about their performance, sales, customer success, product management, engineering, development, finance, manufacturing, HR… Each has metrics and can go through pages and pages of data showing their performance. Yet when taken together, too often, the organization isn’t meeting their goals.

Hiring 93
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Negotiations: Your Confidence Level Determines Your Success Level

The Sales Hunter

I’ve reached the last tip in my list of must-have negotiation skills. The level of confidence you have going into the negotiation will determine the level of success you have coming out. It really is much simpler than most people realize. Before you enter into any negotiation, take the time to sell first and […].

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Realtors – Where You Are Missing How to Increase Sales

Increase Sales

Here in Northwest IN, there is a shortage of residential real estate for sale. This lack of inventory is a prime opportunity for top sales performers to increase sales. Unfortunately, many who sell residential real estate are not salespeople and definitely not top sales performers. Credit www.gratisography.com. Acknowledge and Work with Market Trends.

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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Request for Help and A Big Thank You Bonus

Fill the Funnel

First the bonus. If you do what I will be asking you to do, you will receive over 20 eBooks, books and a private Q&A session. No sign up, no email address – nothing. You get them all just for doing what I am asking next. Click on this link and listen, read and act. Pretty straight-forward. I am counting on you to take action. This is a first time to do this on Fill the Funnel.

Funnel 92
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Why Are They Buying—Do They Know?

Partners in Excellence

I’ve written, often, about the importance of understanding why our customers are buying. Too often, we lose this in our headlong rush to pitch our products and get the purchase order. We fail to understand what the customer is trying to achieve, their goals, the opportunities they are trying to address. We don’t know what’s making them dissatisfied with their current operations and driving the need to buy.

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Best Small Business Blogs – 2015

Sales Training Connection

If you missed the Best Small Business Blogs of 2015 (as culled by FitSmallBusiness.com) – take a look. You’ll find the Sales Training Connection … along with our 2015 featured post: Sales Reps – How to Bring Value by Saying “No” Take a read … Technorati Tags: sales best practices , selling economic value , selling value.