Sat.Jul 25, 2015 - Fri.Jul 31, 2015

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15 Sales Tips from NSA ‘15

The Sales Heretic

As a sales trainer and keynote speaker, I am, of course, a member of the National Speakers Association. Which means that last week I was in Washington, D.C. for the 2015 NSA Annual Convention. More than 1700 of the world’s top professional speakers and trainers gathered for four days to learn from each other. The [.].

Course 260
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Wondering How to Grow Sales? Create Time to Think

No More Cold Calling

You’ll never get your next great idea without a quiet space to innovate. How do techies come up with such innovative ideas? Steve Jobs did it with the iPhone, and Elon Musk did it with Tesla. Reed Hastings did it with Netflix, Mark Zuckerberg with Facebook, and Elizabeth Holmes with Theranos. Every day we read about new companies addressing needs that never existed before.

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7 Secrets of Success in Sales

Sales and Marketing Management

Issue Date: 2015-07-31. Author: Jamie Thomas, Vice President Talent Acquisition for Combined Insurance. Teaser: Building a successful sales career is challenging, but it can also be interesting and satisfying. To help determine if you have what it takes to build a career in sales, here are seven best practices that are the foundation of most every successful salesperson.

Insurance 250
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LinkedIn Serves Up Catholic Like Feature

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . People always seem to be looking for a means to repent and ease their guilt. Whatever the cause or underlying motivation, people feel better when doing something, even if it is not the right thing for the wrong reasons, acting gives the illusion of accomplishment. So when it comes to sales, social media offers an outlet more immediate and less demanding than going to a confessional, when they know they have wronged and are feeling guilty.

LinkedIn 240
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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.

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Unconventional Ways to Get Your Salespeople Out of a Rut and Closing More Deals

Steven Rosen

Are your sales reps constantly complain that they are “stuck”? It could just be one tough deal that seems to be endlessly dragging on, and subsequently dragging them down. Or it could be a bad quarter that is making them feel stuck in a huge rut. How do you help them get through and get back on top of their game? Maybe we all need to think outside of the box a bit and explore some more unconventional ways to help them move on and start bringing in those big deals again.

Closing 240

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Are You Ready for Machine Learning?

Sales and Marketing Management

Issue Date: 2015-07-01. Author: Jeff Erhadt, CEO of WISE.IO. Teaser: In this era of Big Data, we’re inundated with messages to use data to drive personalized and predictive experiences for customers. But for many, the gap between this data-driven vision and reality is large and growing. Machine learning alleviates the burden of establishing fixed rules for how to react to data.

Data 216
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"Marketing is too important to be left to marketers."

Pointclear

This saying always amuses me. Partly because it’s true, partly because it’s funny, but also because it’s often misunderstood. It’s funny because it sounds like marketers are too stupid to be in charge of marketing. And, as a marketer, I love laughing at myself and those who do what I do. But my take on what it really means is that marketing is so important that it should be an integral part of the fabric of a company’s mindset, culture and strategy.

Marketing 200
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Trust and Integrity in Selling May Not Be What You Think

Understanding the Sales Force

I know someone who is incredibly likable, is always willing to help a friend, will help those in need, but will also manipulate situations to get what he wants. He is likable and kind-hearted but sometimes low in integrity and I don't always trust him. I know someone else who has inpeccable integrity. His integrity is so strong that it makes him come across as self-righteous, pompous and surly.

Sales 196
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How Many Times Should I Attempt to Reach a Prospect?

The Sales Hunter

A huge reason I feel more salespeople are not successful is they give up too soon. When I get asked this question by salespeople, my first response is, “You can contact them twice as much as you think they can.” I say this because the tendency is to not contact out of fear of […].

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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The Allure of Doing Nothing

Sales and Marketing Management

Issue Date: 2015-07-01. Author: Tim Riesterer. Teaser: Nevermind competitors, salespeople's most formidable adversary is the human preference for staying the course even when the current situation is clearly to their detriment. We look at why buyer indecision happens and what sellers can do to make sure it doesn't. Nevermind competitors, salespeople's most formidable adversary is the human preference for staying the course even when the current situation is clearly to their detriment

Course 208
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[Missed Connections]: July Referral-Selling Insights

No More Cold Calling

Here’s what you might have missed from No More Cold Calling this month. A beach, a ball, an ocean, a lake, a pool … that’s all kids need for a great summer vacation. That’s all adults really need as well. But we don’t make time to relax, unwind, enjoy ourselves, or just have some alone time to think. A senior sales executive told me she checks out on weekends and schedules an hour each week to “think”—just to get “off the grid” and tap into her creativity.

Referrals 190
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How to Handle the References Stall

Mr. Inside Sales

How do you handle it when a prospect asks you for a reference? Do you dutifully provide them with a list of clients they can call? And, if you do, how many of your prospects actually call those references? More importantly, do those prospects that call references ever close? In my experience when a prospect asks me for references they rarely – if ever – become clients.

How To 141
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When is it Time to Walk Away from a Prospect?

The Sales Hunter

How long should you pursue a prospect? I get asked this question all the time and yes, each situation is unique. There are several underlying things you can look at to help determine when it’s time. The biggest problem many people have in walking away is the size of the prize. The huge opportunity that […].

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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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What Inspires You?

Increase Sales

Almost every month, I contribute to the Worldwide Coaching Magazine. This publication focuses on the executive coaching industry and is one of the most read magazines by executive coaches. Topics vary and this month, the theme was inspiration. As I read my contribution along with the contributions of others, I began thinking about what inspires you or me?

Coaching 130
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The One Thing Every Sales Email Needs, But is Lacking

A Sales Guy

One of the biggest problem I see in sales today, particularly with SDRs (Sales Development Reps) is that their email requests are unable to provide 30 minutes of value. And to make matters worse, their company, their sales organization isn’t helping them out. At the beginning of every sales process there is an ask, every sale starts with an email or phone request asking to meet with a prospective buyer.

Buyer 108
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The Physiology of Sales Calls

HeavyHitter Sales

    Sales is a profession based upon pressure: pressure from sales management to make the numbers, pressure from competitors who are trying to defeat you, the pressure you place yourself to be number one, and the pressure to perform on every sales call. Pressure upon the salesperson during sales calls has a profound impact. It creates an emergency situation that triggers our body’s “fight or flight” system.

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Prospecting the CEO: 5 Things You Must Know

The Sales Hunter

Stop immediately! Put the prospecting process you’ve been using on the shelf. It’s not going to work when it comes to trying to reach the CEO or any other senior level person. Before proceeding, here are 5 things you need to know: 1. Be strategic, not tactical. Lower down in an organization, people think […].

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Cloud-Based Solutions: The Sky Is the Limit for Retail Success

Speaker: Ryan Bryers, SVP of Global Engineering

In a rapidly evolving industry, the shift from traditional on-premise systems to cloud-based solutions has become crucial for retail success. While many businesses still rely on store-level infrastructure, it's time to embrace the unlimited potential of the cloud! With technology giants like Google, AWS, and Azure leading the charge, the true value of the cloud extends far beyond cost savings.

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In Sales 3 Is No Longer the Magic Marketing or Prospecting Number

Increase Sales

Three has always been considered a magic or special number for a variety of reasons. Somewhere along the annals of history salespeople also became mesmerized by this number especially when it came to marketing or prospecting. Send 3 direct mail pieces. Make 3 phone calls. Send 3 emails. After three attempts to contact the sales lead (prospect) all activity stops and the salesperson looks to the next “hot” sales lead.

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#heykeenan Take 8 How to Get Sales and Marketing on the Same Page

A Sales Guy

#heykeenan Take 8 is out. In this take, I break down how to get sales and marketing the same page, what to do when a prospect goes dark. I’m also giving away some free swag. Do you have any questions for me? Hit me up on Twitter or Facebook with the #hashtag #heykeenan. You shout out, I’ll shout back.

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“I Want To Follow-Up Our Earlier Conversations….”

Partners in Excellence

I feel obligated to put a disclaimor on my behavior at the beginning of this post. I sincerely try to be a good prospect when being prospected. It’s very difficult to prospect, I know, I’ve made thousands of prospecting calls over my career. As a sales professional, I have empathy for other sales people prospecting. Generally, I’ll answer a phone call, if I’m in and available.

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VIDEO SALES TIP: Do You Own the Process?

The Sales Hunter

Great salespeople own the process. They don’t shift blame and they don’t wallow in frustration. Do you own the process? This is especially critical when things don’t go as planned or when you run into unexpected challenges (on a sales call, mistakes in a customer’s order, miscommunication, paperwork problems, etc.) I can often spot great salespeople simply […].

Video 183
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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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Real Estate Agents Why Aren’t You Personalizing Your Direct Mail Marketing?

Increase Sales

Believe it or not the residential real estate market has changed. A study by Caslon & Co. revealed personalized marketing can generate three times the response rate. Now is the time to accept the fact impersonalized direct mail marketing has gone the way of the Dodo Bird. Personalized direct mail marketing has always known to be the better path.

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Completely Inappropriate Sales Person Interview (But Funny as Sh*t)

A Sales Guy

I stumbled across this old Jerky Boys clip a little while back and I just had to share it. It’s someone responding to a job ad for a care sales person. It’s frickin’ funny. It’s completely inappropriate, but it’s funny as s**t. You’ve been warned. If you don’t like profanity, don’t hit play. For the rest of you.

Hiring 97
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Making Our Customers’ Lives Better

Partners in Excellence

My article, How B2B Customers Make Decisions , sparked a lot of discussions in LinkedIn, Twitter, comments and emails. John N. (a good friend and client) raised an interesting question, “How do we get those lower level questions about how to make our customers’ work lives better?” It’s a great question! Truly understanding what makes each buyer tick, what their hot buttons are, their dreams and passions, what keeps them awake at night (I still think that’s a powerf

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Month-End Review: Assessing Your Sales Performance

The Sales Hunter

It’s the last day of the month, and for many salespeople, that means it’s a mad scramble to get another order to make a number. For others it’s a day to coast, because of a bad attitude that says the month is shot, so screw it and try again next month. Regardless of where […].

Sales 180
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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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“Are You a Customer?” Is a Dangerous Question

Increase Sales

This past week I drove through my bank’s outside drive through teller lane to quickly deposit several checks. Well I thought it would be quick because 3 of the 4 lanes were empty. Unfortunately I must have drawn the slowest teller imaginable and one who was not thinking. Credit www.gratisography.com. After waiting several minutes for an acknowledgement that the teller would be with me, I pressed the “Call” button.

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“Value” What the F%*K Does That Mean? Why Value is Today’s Dumbest Buzzword

A Sales Guy

Value is the buzzword of the 21st century. You can’t go anywhere and not see some marketing maven, some company, some blog post, some industry guru whipping out the word value and how important it is to “create value.” Yeah, no s**t. Ya think?! Value is being bantered about with such ubiquity it hardly has any meaning left. Really?

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Sales coaching: enough talk – it’s time to get serious

Sales Training Connection

Sales Coaching. Today having a superior sales team is more important than ever. Good is no longer good enough. Several factors are driving this need for excellence – two stand out: You can’t sustain a competitive advantage by product alone. Because of advanced manufacturing technologies and global competition even if you have a great product, the competition is likely to come out with one that is just about as good (or sometimes better), in half the time compared to yesteryear and it’s likely