SBI Growth
MAY 3, 2014
'You just heard that your largest opportunity signed a multi-year deal with your competitor. That deal should’ve been yours. It was the difference between making your number or missing it. And you missed it.
MTD Sales Training
MAY 7, 2014
'The whole economic world has changed in the last few years. It will never be ‘business as usual’ again. Most companies that haven’t adapted to the changes will either no longer. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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The Pipeline
MAY 8, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. One of the things I enjoy about what I do is the variety of people I get to observe doing their work across a range of verticals and locales. While on the one hand many of these people are in sales, their buyers are in so many different categories. After years of watching and learning, I have come to the conclusion that if business people would get comfortable with and adopt one word, they, their companies, their entire ecosystems, and by extensi
The Sales Heretic
MAY 7, 2014
'Whether you’re a salesperson, a small business owner, or a CEO, you have to make decisions every day. Some are small and some are big, but you’d certainly like as many of them as possible to be good ones. Yet for a skill we all have to use multiple times a day, we’ve never really [.].
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SBI Growth
MAY 9, 2014
'Where does the time go? Q1 is in the books and Q2 is halfway done. More than a quarter of the year already down. Summer’s upon us and you may have a mid-year sales training event coming up. Where should you focus? How do you make your enablement more effective? Sales manager coaching is a good place to start.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Jeffrey Gitomer
MAY 6, 2014
'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.
MTD Sales Training
MAY 6, 2014
'One of the biggest hurdles facing sales people is the objection raised from the prospect. Using the tactics in our infographic below, handling objections will now be a doddle! TO DOWNLOAD THE FULL. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
MAY 7, 2014
'Depending upon the outcome, a big deal can make the year for any CEO. Celebrate wins of course. But you also need to celebrate failure. Quickly learn from the losses and no decisions. Dive deep into the deals to build on the mistakes. This will strengthen your pipeline as the sales team reaches the mid-year point.
The Pipeline
MAY 5, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. As selling and sales approaches evolve and we adopt new practices, we also tend to forget give up or move past practices that when used, still facilitate sales, foster relationships, and help us succeed. I’d like to present three that you can weave back in to your routine and step up your sales.
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Sales and Marketing Management
MAY 6, 2014
'Issue Date: 2014-05-07. Author: Meridith Elliott Powell. Teaser: Sometimes it feels like just getting in the door and getting that first meeting takes so much time and energy that you have nothing for the follow-up and the final push you need to get that deal to close. Here are five tips to help your salespeople hit the finish line. Sometimes it feels like just getting in the door and getting that first meeting takes so much time and energy that you have nothing for the follow-up and the final
Understanding the Sales Force
MAY 5, 2014
'Understanding the Sales Force by Dave Kurlan During the past 9 years I have written the occasional Top 5, Top 10 and Top 20 Articles and we have now put them into a series of their own. In no particular order they are: Top 10 Sales Competencies. Top 10 Sales Management Functions. Top 10 Indicators That You Have a Trustworthy Sales Prospect. Top 10 Ways Salespeople are Selling in the Dark.
SBI Growth
MAY 5, 2014
'Can your sales force handle another new product introduction? New offerings open up profitable new revenue streams. But they also tax your sales talent. This post is for sales leaders and their HR business partners. It answers the question, “What will it take to enable our team to sell the new solution?” The post will explore the pressures on productivity and cost.
The Pipeline
MAY 7, 2014
'Join me for this special webinar looking at: The Objective Seller – presented by salesforce.com. May 12, 1:00 pm Eastern – register here. All businesses have objectives, focusing on objectives and the buyer’s desired return on those objectives, are the most effective way to engage and align with buyers. With changes in the buying and selling dynamic, B2B buyers who are ready to buy are much better informed and more empowered than ever, you need to shift the conversation from your product
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Pointclear
MAY 6, 2014
'The main reason that the results from CRM initiatives are suboptimal in most organizations with a field sales force is that the main stakeholder, the sales rep, doesn’t get the “WIIFM” (“What’s in it for me?”). CRM may have been well intentioned—meant to centralize information—but it wasn’t designed specifically for sales.
The Sales Hunter
MAY 6, 2014
'Last Saturday I gathered with a few close friends (38,000+) to listen to Warren Buffett and his sidekick Charlie Munger answer questions for 6 hours at the annual meeting for Berkshire Hathaway. Let’s skip past what the news media had to say about the event (yes, there was plenty of coverage). Here are the 7 […].
SBI Growth
MAY 6, 2014
'Your team has fallen behind on adopting the new sales initiatives. Now you are on your boss’s radar. He now has the perception that you cannot execute. Since the beginning of the year, you have struggled to get the team onboard. You find yourself scratching your head on what went wrong. A few months ago, the team was excited about the investments in sales.
Jeffrey Gitomer
MAY 9, 2014
'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.
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.
Sales and Marketing Management
MAY 4, 2014
'Issue Date: 2014-05-05. Author: Neil Baron. Teaser: James Garfield, the 20th president of the United States, died needlessly from a gunshot wound because the doctor who cared for him made two wrong assumptions. The mistakes that were fatal for Garfield continue to kill sales and business deals all these years later. James Garfield, the 20th president of the United States, died needlessly from a gunshot wound because the doctor who cared for him made two wrong assumptions.
The Sales Hunter
MAY 6, 2014
'Recently I was talking with several very capable salespeople. Each one has had success and each one demonstrated a positive attitude. At one point in our discussion, we were talking about volume opportunities for the next 12 months. One salesperson immediately jumped in and stated how he expected to achieve “x” growth. I asked him […].
SBI Growth
MAY 4, 2014
'Do you have enough leads? The marketing team is expected to provide sales with a set number of leads each month. Are you hitting this number? Probably not. Even if you are, who would turn down more leads?
Understanding the Sales Force
MAY 9, 2014
'Understanding the Sales Force by Dave Kurlan When most sales bloggers write about selling, we almost always discuss direct B2B sales. Ignored in all of these articles are those clients and companies that sell through channels. The channels are many, and include stocking distributors, brokers, retailers, VARs, agencies, partners, resellers, rep firms and more.
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Bernadette McClelland
MAY 5, 2014
'How do you really show up? Yes, you! As someone who works with executives, salespeople and business owners to create peak performing outcomes, a common phrase my clients will hear from me is, “ how you show up in one area of your life is how you show up in every area of your life.” If I ask a client to complete a specific task by a particular time and they haven’t done it, with no real reason, and that behaviour is ongoing, then that tells me that person will more than likely
The Sales Hunter
MAY 9, 2014
'The number one part left out of any presentation is the close. It really is no surprise when one considers it’s human nature not to seek out rejection. That is exactly what too many salespeople expect to get when they ask for the order. This blows my mind. Why should anyone be afraid to ask […].
SBI Growth
MAY 8, 2014
'Hiring leadership talent is incredibly difficult. Sales has become more scientific, yet many Executives still leave hiring leadership to feel. Or even worse, 3 rd party recruiters that don’t know their sales org. Even with the best process, some silver tongue bad hires still make it through. This post is about spotting leadership hiring mistakes quickly.
Score More Sales
MAY 5, 2014
'Think of the skills and attributes that make you great in sales: You need to be a language expert – being able to convey great messaging. You need to be a listening expert – hearing what is said and not said with potential buyers. You need to be an organizational expert – working your own plan and the plan your boss expects you to work.
Speaker: Lynnette Khalfani-Cox, The Money Coach®
Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?
Bernadette McClelland
MAY 5, 2014
'How do you really show up? Yes, you! As someone who works with executives, salespeople and business owners to create peak performing outcomes, a common phrase my clients will hear from me is, “ how you show up in one area of your life is how you show up in every area of your life.” If I ask a client to complete a specific task by a particular time and they haven’t done it, with no real reason, and that behaviour is ongoing, then that tells me that person will more than likely
The Sales Hunter
MAY 5, 2014
'We are all busy! That’s a reality. But if you want outcomes, you have to be proactive in scheduling. Schedule time to prospect! Schedule time to follow up! Do not allow a busy career prevent you from making it a successful career. Check out the video to see what I mean… And if you want more videos […].
Anthony Cole Training
MAY 7, 2014
'A guest post by Walt Gerano, Sales Development Expert with Anthony Cole Training Group. Cinco de Mayo originated with Mexican-American communities in the American West as a way to commemorate the cause of freedom and democracy during the first years of the American Civil War, and today the date is observed in the United States as a celebration of Mexican heritage and pride.
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