Sat.Aug 17, 2013 - Fri.Aug 23, 2013

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It’s a beautiful day and I can’t see

Bernadette McClelland

'It’s a beautiful day and I can’t see. I don’t know whether you have seen the YouTube video clip titled The Power of Words link here but it is really quite powerful and a great lesson for us in our business and personal relationships. It portrays a man begging for money with a cardboard sign that says ‘I’m blind, Please help” and a only few people toss him coins.

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You Don’t Need To Be Manager To Be A Leader

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. I hope we can all agree that in sales, manager are better leading from the front than behind the desk. Yet despite the rousing and collective yes we just heard, and the fact that less managers manage from behind the desk, the reality remains that all too many managers still do not lead, or lead effectively.

Lead Rank 317
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Ten Ways to Insult Your Prospect

The Sales Heretic

'Prospects are so annoying. They show up at the most inconvenient moments, they ask a lot of silly questions and they take up ridiculous amounts of your time. If only there was a simple way to get rid of them. But wait, there is! Just insult them. “But how?” you’re wondering, “I’m such a nice [.].

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Sales Management Tip #28 The Science of Psychometric Tests

Steven Rosen

'Want to hire top performers, than you need use science! Hi I’m Steven Rosen for Sales Management TV. One of the most important parts of a sales manager’s job is hiring. Many managers claim they rely on their gut instincts when making hiring decisions. I think this is an excuse for not developing and following detailed hiring processes. The science of hiring relates to the use of psychometric profiles.

Hiring 277
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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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Top 10 CMO Transformational Best Practices

SBI Growth

'The need for transformational change is the reason they brought you into the organization. The CEO realized it was time to reinvent the Marketing organization. Whether it’s a newly hired CMO or the annual planning process, this is the time when transformational change is mapped out. The key to marketing transformation is creating a measurable, customer-centric, market-driven organization.

More Trending

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You Can’t “Fit it In”?

No More Cold Calling

'Reap the only reward that matters. An experienced, high-performing salesperson recently bragged to me about his skill at cold calling. He said he was engaging on the phone, had a booming broadcaster voice, and had landed some of his best business by cold calling. So why was he talking to me? He knew referrals were the best way to bring in new business, but he didn’t have a consistent referral process with metrics and goals.

Referrals 250
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'Gold Calling' Is Alive and Well

Pointclear

'More musings on the premature death knell for outbound sales. S. Anthony Iannarino wrote in a blog that “All generalizations are lies.” One of the biggest and most damaging is that cold calling is dead. One article espousing the theory that cold calling doesn’t work anymore states that making cold calls creates the perception that you have nothing better to do; or worse that you are desperate and needy.

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A New Tool to Drive B2B Leads from LinkedIn

SBI Growth

'As a Sales & Marketing Leader, you are hungry for high quality B2B leads. B2B Marketers have tested many forms of social advertising. Marketing leaders must challenge past assumptions of how to leverage social advertising opportunities. Facebook & Twitter ads deliver high volume but lack the high-level targeting options. The best B2B option until now has been LinkedIn ads.

LinkedIn 259
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Sounds Like A Personal Problem – Sales eXchange 213

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. My daughter is a member of the Royal Canadian Air Cadets, a program administered by the Canadian Forces. Among the many benefits is their ability to teach and reinforce basic like skill habits everyone can benefit from. Two in specific is teamwork and accountability. Two attributes core to sales success; and while I am not suggesting that sales people be sent off to boot camp as part of their on-boarding process, if only because of the economics, a

Hiring 275
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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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Don’t Build Sales Plans to Make Your Goal!

The Sales Hunter

'Wow! That title sure seems strange coming from me, doesn’t it? The truth is, though, that when you build your sales plans to make your goal, chances are pretty high that you will MISS your goal!! Reason is simple: Things don’t always go as planned. Many of you are building your 2014 sales goals as you read this, and if you’re not, you need to start.

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Inside Sales Power Tip 128 – Outbound + Inbound

Score More Sales

'Some people are set in their ways and they don’t see how sales has been changing over the last handful of years. Sales IS changing, make no mistake. A lot of the companies that read this blog are big outbound prospectors – they make “warm” – not so cold, anymore, but warm calls to companies that fit as their target buyers.

Inbound 201
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The #1 Skill Your Reps Are Missing

SBI Growth

'The ability to prospect. These muscles have been dormant for years. As a VP of Sales, you keep asking yourself “how do I get more leads for my team?” You are frustrated. Marketing is tired of taking the blame. Your boss is tired of hearing it. Your best reps are irritated. You tell your peers all the time, “if only we could get more at bats”. As a sales leader, you need a richer pipeline.

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The Countdown for The Laws Book is HERE | 16 Days and Counting…

Jeffrey Gitomer

'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. Attitude Productivity Sales Best Sales Books Jeffrey Gitomer 21.

Sales 174
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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.

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Keeping the Sale Alive with Email After the Sales Call

The Sales Hunter

'First off, let’s get this straight. Email is neither the primary way to make sales nor the best way. Treat email as one of the tools you have to communicate with a prospect/customer. Too many salespeople think they can use email exclusively to generate sales. For these people, I have two words: lazy and lousy. I’ll stop my rant regarding that now.

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Do You Know Your Millennial Customers

Score More Sales

'The statement below was stunning and I had to write about it because it affects how we hire new sales reps, how we reach out to buyers, and how we run business in general. Ready for the quote? By 2017, Millennials – those consumers now in their mid-teens to mid-30’s – will have more spending power than any other generation in history. This came from a recent Forbes article, How Small Businesses Can Build a Relationship with Millennial Customers written by John Mason, GM of IBM’s Midmarket

Customer 201
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Hiring Best Practice: Test Before You Offer

SBI Growth

'Some sales candidates look great during the hiring process. They wow the interviewers, but mysteriously fail to perform after onboarding. HR has worked hard to find capable talent, and Sales has committed time and money to ramp the new hire. Result: another failure to launch. If you’re a Sales or HR leader, this may be happening all too often. You wonder, “How can we be sure we hire the right people ?

Hiring 239
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Good Reads for B2B Marketing - Are You Achieving High Performance Marketing?

Pointclear

'Online content in the sales and marketing industries is constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. High Performance Marketing: It’s Not What You Think. Every CMO wants a high-performance marketing team. If you have high click-through rates and an abundance of leads being routed to sales, then you’re achieving that right?

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Retail Reimagined: What It Means To Be An Innovative Retailer

Speaker: DeAnna McIntosh, Retail Growth Strategist

The past three years have forever changed the retail landscape. Companies of all sizes were forced to welcome change with open arms and surrender to total flexibility in order to be agile in the ever-evolving economic environment. In 2023, we are navigating inflation and its impact on consumer spending, various lasting side effects from the pandemic, and a looming recession in the back half of the year.

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What if We All Thought a Little Like Elon Musk

The Sales Hunter

'Elon Musk is the man behind the Tesla and a huge number of other game-changing ideas. He thinks at a level different than 99.9% of all other people. As sales leaders, we can’t be content to merely think like everyone else. If we’re to succeed, we have to have at least a little bit of Elon Musk inside of us. Too many times we settle for status quo, only because that is what we know or it’s what we’re comfortable with.

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Seth Godin Speaks and Marketers Listen

Score More Sales

'The annual HubSpot INBOUND conference started as a great get-together for fans of the inbound marketing software platform a few years back and has grown now to being one of the biggest and best marketing conferences out there. Hubspot has made some smart moves in building this event to a whopping 5300 attendees here in Boston this year representing 35 countries.

Marketing 195
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How to Use Twitter for Modern Prospecting

SBI Growth

'Top Sales Reps are Thought Leaders for their clients. They use Social Selling tactics to share their insights. This article discusses how to use Twitter as a one-to-one selling tool. When combined with LinkedIn, Twitter is highly effective for modern prospecting. In SBI’s 7th annual research tour, Social Selling is specifically discussed. This tactic (among others) will be explored in depth.

Twitter 234
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The Countdown for The Laws Book is HERE | 17 Days and Counting…

Jeffrey Gitomer

'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. My Books Sales Success Jeffrey Gitomer 21.

Sales 168
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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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VIDEO SALES TIP: Play Up Your Strengths and You Will Succeed

The Sales Hunter

'What are your selling strengths? You need to leverage these to the fullest. . What I have found is that if salespeople continue to build upon their strengths, they will come across more positive and confident. Guess what? Customers want to buy from people who are enthusiastic! Whatever it is you are good at in the sales profession, use those skills to motivate you.

Video 202
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Guess What? You Might Be a Sales Geek and Not Know It

Increase Sales

'Are you a sales geek? Think not? The definition of the word geek has changed over time as I recently learned from my daughter. Geek now means someone who is intellectually passionate about her or his chosen activity. Glance around your office just for a moment. Do you have business books regarding: Sales? Sales training coaching? Sales management? Marketing?

Journal 173
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The Ultimate Game Changer

SBI Growth

'The year started strong and the team came out of the gates like a racehorse. Q1 quota seemed to be a walk in the park. As the year progressed, the lead seems to be slipping away. Competition got more aggressive; funnels are filled with more “no decisions” than ever before. The team will need to scratch and crawl to the finish line. There is a better way to differentiate your sales force from the competition.

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The Countdown for The Laws Book is HERE | 14 Days and Counting…

Jeffrey Gitomer

'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. My Books Presenting Sales Jeffrey Gitomer 21.

Sales 163
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Contact vs. Company Intent Signal Data

Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.

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Are You Sending “Discounting” Signals?

The Sales Hunter

'Recently, I began searching for a new software package for my company. I had done the research, read reviews, talked with others and decided on a particular type of computer program. Funny thing happened along the way. In talking with several other companies that had worked with the company, I kept hearing the statement, “You can dicker with these guys.” Wow, what a statement to hear!

Discount 197
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In Sales Trust Is an Evolution Not a V-8 Moment

Increase Sales

'People buy from people they know and trust. Credit V-8. Some in small business have been led to believe that in sales trust can be achieved through a “I could have had a V-8″ moment or follow these cut and paste steps because knowing is trusting. They become frustrated their goals to increase sales is taking far longer. Trust evolves over time especially when it comes to people spending their disposal dollars or corporate profits.

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The Key for Sales Ops in Driving Change

SBI Growth

'We’ve all heard the expression that “the only thing that remains constant is change”. As a Sales Operations leader, your success depends on getting change initiatives to stick. Today, this is more relevant than ever. Spending budget on initiatives that don’t gain traction is a nightmare. Programs that don’t get adopted lead to lost budget and executive trust.