SBI Growth
APRIL 27, 2013
'Read on to learn if your Reps today are right for the future. This post is especially for HR Leaders and Business Partners in support of sales. Sales personnel will also benefit from the indicators of obsolescence. These are available in the downloadable tool: The 13 Symptoms of Sales Rep Obsolescence. The Problem: The buying environment has dramatically changed.
Sales and Marketing Management
MAY 1, 2013
'Issue Date: 2013-04-30. Author: Renato Beninatto, Chief Marketing Officer, Moravia. Teaser: If you want to do business internationally, you’ve got to communicate in the language of your target market. And no matter how small you are, you can be successful in foreign markets if you plan well and avoid five common mistakes. If you want to do business internationally, you’ve got to communicate in the language of your target market.
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The Pipeline
MAY 3, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. Had an interesting discussion with a rep Jim, last week around the area of trust. He works for smaller company, they use various technologies to help them with lead gen and nurturing. Two specific apps enable him to track who has opened his e-mails, and the other lets him know who has visited his company’s web site, right down to specific pages.
Steven Rosen
APRIL 29, 2013
'Do you have a secret formula for success? I wanted to talk to you about how you can be successful in any job do. I was fortunate to have been promoted into seven different roles over a five-year period, moving from a sales rep to a VP of Sales for three divisions. The problem was that I had no idea what I was doing in each of those successive new roles.
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.
SBI Growth
MAY 3, 2013
'Sales success is, ultimately all about results. Did the company make the number? But sales operations’ main responsibility is to predict and position for future success. Looking at results in the rear-view mirror isn’t the way to do this. Today’s post is about dramatically evolving how you predict future sales success. Without Personas woven into the fabric of your work, you will become obsolete.
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The Pipeline
APRIL 27, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. All this week I have posted clips from a recent interview with Ago Cluytens , for his Coaching Masters Series. We dealt with a number of issues around selling to buyers who are traditionally referred to as being Status Quo. Being the weekend, I thought it a good time to post the whole interview for your weekend lounging pleasure.
MTD Sales Training
MAY 2, 2013
'The challenge is often raised – “if we know why people buy we would always sell to them!” We talk about “buying triggers” and we use plenty of related jargon to talk about the moment at which people. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
APRIL 30, 2013
'Speed. Customers demand it. The Marketplace requires it. The Board and CEO expect results now. Yet many front-line sales managers are slow to respond. Why? Because speed requires more time and effort from a sales manager. It requires taking risks and learning from failure. The average sales manager will avoid these requirements. This post will explore ideas sales managers can implement to increase their speed.
The Sales Heretic
MAY 2, 2013
'Great quotations can enlighten, educate, entertain, even embolden. Here’s another round of my favorites. “Selling is our No. 1 job. Never get away from selling a lot of merchandise personally. The more you sell the more you learn.” —James Cash Penney “Business opportunities are like buses, there’s always another one coming.” —Richard Branson “The [.].
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The Pipeline
APRIL 29, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. When my kids were young and they would wish for something not real, or as a way to avoid a task, like “I wish I didn’t have to clean my room”, “I wish I could grow up to be a princess”, their grandmother always responded by saying “If wishes were horses then beggars would ride” It’s interesting how that expression has great significance and application to many sales people and sales advisors, all now grown-ups.
Score More Sales
APRIL 29, 2013
'One big contributing factor to your sales success is in your follow-up. There are three points to consider when thinking about following up with prospects, buyers, and with leads: A. Most sellers do not follow-up enough. B. With many in sales, follow-up effort is focused less about them and more about you, your products, and services. C. Many leads slip through the cracks because of a lack of methods and processes.
SBI Growth
MAY 2, 2013
'Success is a trap. Your past success as a Sales VP is holding you back. Why? Because the moment you see a sales problem you say: “ What have I done before? ”. This is a natural human tendency. We are creatures of habit. I have attached a case study and solution guide to help you. You will see a company''s attempt at solving a sales problem using an old solution.
The Sales Hunter
APRIL 30, 2013
'Think 2 days, 2 weeks and 2 months as your rule for following up. Each contact you make is designed to help you move from thanking the customer for their business to securing more business. Two days after the customer makes their purchase, reach out to them with a phone call thanking them for buying and making sure they received what they wanted with regard to the benefits they were looking to fill.
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The Pipeline
MAY 1, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. There are times when an objection is not what it seems, but by treating it as an objection we could inadvertently create a scenario and situation that is risky when it didn’t have to be. Often, prospects’ questions at critical points in the sale sound like objections, when they are just the buyer thinking out loud.
MTD Sales Training
MAY 1, 2013
'Whenever you use phrases like “I only do business with him/her” or “I think that person really understands me”, the likelihood is that you have experienced. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
MAY 1, 2013
'How do you know it’s time to restructure your marketing organization ? Does one size fit all? Who would have thought years ago that the CMO would have IT reporting into him/her? We also never thought that Marketing’s technology spend could outpace the IT spend. Let’s start with Sarah, the CMO who started less than 12 months ago. She inherited a legacy B2B marketing team, no marketing automation or lead generation program.
Jeffrey Gitomer
MAY 1, 2013
'Tweet Here are 8.5 personal insights that will help you achieve some original thought, reaffirm some existing thought, and maybe even get rid of a few unwanted thoughts…. 1. Identify your NOW feeling and state of mind. What’s up? Happy? Sad? Afraid? Mad? It’s important that your mind at least be in “neutral” before you start the thinking process, and the more the needle leans toward happy and positive, the more productive and rewarding the thinking time will be. 2.
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Pointclear
APRIL 30, 2013
'I''m pleased to have as my guest today Jamie Turner, CEO and Founder of The 60 Second Marketer, an organization that provides tools, tips and tutorials on the newest techniques in marketing. He is a regular guest on CNN and HLN on the subject of marketing and social media and is an internationally-recognized keynote speaker for corporations, events and trade shows around the globe.
MTD Sales Training
APRIL 30, 2013
'The sale is the most important aspect of any business. No matter what you make, no matter what service you deliver or what you do – unless you persuade enough people to pay you for doing it you don’t. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
APRIL 28, 2013
'Some CEOs are not very good at hiring sales leaders. This needs to change, for it is the most important hiring decision a CEO can make. I would like to help. This post is about hiring better sales leaders by replacing the reference check with the reference interview. You can download the Reference Interview template here. It provides the questions we recommend asking a reference when performing due diligence on a candidate.
Jeffrey Gitomer
MAY 2, 2013
'Tweet RSS readers click here for video. The Golder Rule of Leadership, and Life. DO THE RIGHT THING ALL OF THE TIME – Jeffrey Gitomer. The post The Importance of Likability in Leadership | Jeffrey Gitomer appeared first on Jeffrey Gitomer’s Sales Blog.
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.
Score More Sales
MAY 3, 2013
'It was an “aha” moment for me this week at the Boston Chapter meeting of the AA-ISP (American Association of Inside Sales Professionals). The award-winning chapter had a May 1 educational program with nine experts presenting on four topics. In addition to some other very interesting topics, I sat in a session about finding great salespeople and hiring them.
MTD Sales Training
MAY 3, 2013
'For a prospect making a decision to buy means taking the risk of a competitor coming by soon after with a better proposal that is a better fit to the prospects situation. How do we insure that we are. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
APRIL 29, 2013
'The SVP of Sales needs more new business. Now. Marketing has plans to help with better Demand Generation and Lead Management. But the Sales Leader can’t wait. We’re already deep into the second quarter. The CEO wants to know why things aren’t moving faster. We are currently talking with dozens of large company Sales SVPs and CSOs. Our interviews show there is huge interest in capturing new logos.
No More Cold Calling
MAY 2, 2013
'You must earn the right to ask for referrals—which is why your clients are your best possible Referral Sources. Benjamin Franklin once said, “Believe none of what you hear and half of what you see.”. While social media can be a valuable sales tool , not everyone who hosts a blog or posts on social media knows what they’re talking about. Often the misguided opinions expressed about sales send me into a spin.
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.
Jeffrey Gitomer
APRIL 29, 2013
'Tweet Beyond sales, reflections are about people and moments and books that have impacted you. The lessons you have learned along the way. Things completed and things left undone. Your bucket list and the next thing to cross off. And, of course, your present situation and how you got there. While it’s a little easier for me to reflect right now, at some point in your life reflection will begin as well.
Pointclear
MAY 1, 2013
'Frank Donny is founder and CEO of Marseli , a marketing and sales analytics and performance software company. Frank is responsible for the firm’s capabilities, software vision and services. Frank''s remarkable 25-year career of driving marketing and sales operations divisions within Fortune 500 and start-up organizations is highlighted by his passion for business development and empowering others to succeed.
Understanding the Sales Force
APRIL 29, 2013
'Understanding the Sales Force by Dave Kurlan I am asked quite often about the Challenger Sales model. I''ve written about it twice, something that might lead you to believe I like it, but that''s not entirely true. Read this article and be sure to read the comments - a disagreement between me and the editor of the study. Make sure you read this article too, written when the study appeared in the Harvard Business Review.
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