Sat.Oct 11, 2014 - Fri.Oct 17, 2014

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The 8 Essential Skills You Need To Become A Perfect Listener

MTD Sales Training

'We have spoken many times about the key skills required to become an expert salesperson, and we always keep coming back to the specific skill of being able to listen effectively. Listening is a skill. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Sorry But Your New Is Not That New

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . There is an old saying that goes: There is no such things as an old joke, just old people. Meaning no matter how old you are the first time you hear a joke it is new to you, no matter how long it has been out there. Which explains why I am going to sound a bit old in this piece, which is alright, because I will be talking about all the “NEW” out there that sellers are being told (sold) they should be consuming if they want to succeed.

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How to REALLY make sales

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.

How To 300
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Social Deja Vu: We’ve Been Here Before

No More Cold Calling

'Even when there’s nothing on, we’ll always have reruns. You’ve heard it: Television will kill radio. Video killed the radio star. And technology will eliminate the time-consuming, face-to-face aspect of communication. Um, no. Because the more things change, the more they stay the same—in sales and in life. Old but Not Irrelevant People have always been fascinated with—and even enthralled by—technology.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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How To Take Effective Notes During A Client Meeting

MTD Sales Training

'Many salespeople ask us about the best way to broach the subject of taking notes in a client meeting. Some actually state they’re worried about asking or simply taking out their notebooks because it. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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More Trending

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New Survey Highlights Sales Management Skills and Development Priorities

Steven Rosen

'October 14, 2014 – Star Solutions That Achieve Results Inc. (STAR Results) has launched its global 2015 STAR Sales Manager Survey. The Sales Manager Survey seeks opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers. The goal of the study is to help organizations better meet the developmental gaps of their frontline sales managers.

Survey 273
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How to Determine Your Ideal Prospect

The Sales Heretic

'Too many businesses and salespeople waste enormous amounts of time, money and effort trying to sell to “everyone.” Savvy ones, though, focus their resources on their “ideal” prospects, resulting in easier, faster and bigger sales. But how do you figure out who your ideal prospects are? Listen to my appearance on Breakthrough Radio with Michele [.].

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How To Overcome The Prospect Who Needs To ‘Cut Costs’

MTD Sales Training

'When negotiating with a client recently, I noticed she was often coming back to the issue of pricing for our services, trying to get me to reduce the fees for some specific services we were offering. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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How to Lose Clients and Alienate People

No More Cold Calling

'Stop the cold calling madness. Why are you still cold calling? Even if you’re not actually using the phone, when you send cold emails and automated requests to connect on LinkedIn, your outreach is still ice cold. Wake up: Cold calling success rates are dismal! Break Free from Failed Selling Strategies It’s common sense that annoying strangers who never expressed any interest in hearing your sales pitch is a waste of time.

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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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Power to the Buyers

Sales and Marketing Management

'As people who believe selling can and should be an honorable profession, it is discouraging to realize that the perceptions of salespeople haven’t improved much over the last 50 years. Perhaps this explains why recent changes in the selling landscape are in response to new buying behaviors. This presents a challenge to sales organizations. Those that can better align with these new buying approaches will enjoy a sustainable, competitive advantage.

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Why My Golfing May be Just Like Your Sales Recruiting

Understanding the Sales Force

'Image Copyright: deklofenak / 123RF Stock Photo. On the rare occasion that I have the opportunity to golf, it doesn''t matter what I choose for clubs, balls, gloves, tees or clothing. At this point in my life and very short golfing career, just being out with a friend is good enough for me and if we count his strokes, and my lost balls, our final scores might even be competitive!

Hiring 246
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10 Reasons Why Leadership in Sales is So Important

The Sales Hunter

' Nearly every time I first begin speaking to an audience, I will say, “Sales is leadership and leadership is sales.” I’m a firm proponent of the impact both sales and leadership have on each other. If you have followed me for any length of time, you know I have written quite a bit on […].

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4 Great Reasons to Take the Sales Performance Optimization Survey Today

Pointclear

'I just finished the survey questions for CSO Insights'' 2015 Sales Performance Optimization Study. Now I know that PointClear will be counted as one among the many thousands of companies contributing to overall sales knowledge trends for 2015. The survey itself took about 12 minutes, and since the form allows you to save as you go, I could be interrupted and not have to start over.

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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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5 Unexpected Ways Businesses Can Use Smartphones to Drive Profit

Sales and Marketing Management

'No matter the product, service or industry, mission or corporate philosophy, nearly every business is bottom line-driven. And, there is no shortage of ingenuity as to how companies try to glean more profit out of existing processes. Every so often, a new technology emerges that radically changes the productivity landscape and industry’s related profitability potential in kind.

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Your Midsize Company Wants To Get Into Social Selling

Score More Sales

'A mid-sized, mid-market company has some great advantages over a giant, slow-to-change organization when it comes to shifting to a more social approach to learn about your buyers and reach those buyers. After all, buyers are online and are reaching out for social proof about the services and products they seek for their businesses. Some are even looking for you socially.

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Your Price Reflects Your Confidence

The Sales Hunter

'Cheap price = Cheap salesperson. Confident salesperson = Higher margins. When you play the game of closing deals with the lowest price, you’re saying to yourself and to your customers that you don’t have a point of difference. What you’re saying is there is no difference in what you’re offering than what your competitors […].

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Sales Managers – Why Isn’t Goal Setting Easy?

Anthony Cole Training

'I was first introduced to goal setting in sales when I was an insurance agent with National Life of Vermont. The General Agent was Dave and his manager was Bob. The company subscribed to the “Al Grannum” school of 10-3-1 - see 10 people, 3 will be qualified buyers, 1 will buy. Based on that equation, the established goal was to write 100 lives. You do the math.

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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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6 Customer Experience Differentiators

Sales and Marketing Management

'Issue Date: 2014-09-01. Teaser: In his new book “Summit: Reach Your Peak and Elevate Your Customers’ Experience,” F. Scott Addis, an experienced business executive and recent Inc. “Entrepreneur of the Year” finalist, ties business success to elevating the customer experience. In his new book “Summit: Reach Your Peak and Elevate Your Customers’ Experience,” F.

Customer 250
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Top Lessons from Dreamforce 14

Score More Sales

'After attending my 7th Dreamforce conference / party / experience this week, I can’t help but post on some of the top takeaways as a participant and attendee. I remember a few years back when Mark Benioff, CEO and founder of Salesforce.com said there would be 100K attendees at the event that year – it seemed like a bit of an exaggeration – for PR purposes.

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Dreamforce Day 4: Thoughts from the Executive Summit

The Sales Hunter

' Wednesday I had the opportunity to host a table at the Executive Summit — a very small segment of Dreamforce geared for select key partners/clients of Salesforce. The people participating are all senior level and viewed as being on the cutting edge of their respective industry. Naturally I’m not going to share the names […].

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If A Tree Falls in the Woods, Do Your Sales People Hear It?

Anthony Cole Training

'Ever wonder if your sales people are really listening to you? Do they respond and react. or do they sit politely listening and then continue to do what they’ve always done? As a sales manager or sales executive, you have many roles to fill in order to get the most out of your sales team. You must coach them, you must motivate them, you must have some level of performance management and, in some way for some of them, you must mentor them.

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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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Employment Relationships in an Age of Rootlessness

Sales and Marketing Management

'Issue Date: 2014-09-01. Teaser: The traditional model of lifetime employment, so well-suited to periods of relative stability, is too rigid for today’s networked age, Reid Hoffman, cofounder of LinkedIn and two co-authors examine how to make this work for your company and your teams in “The Alliance: Managing Talent in the Networked Age” (Harvard Business Review Press).

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Money Monday – Send Smarter Sales Messages

Score More Sales

'I am convinced sales reps are making key mistakes when it comes to sending email messages. The email I receive weekly from sales “professionals” serve as great examples. I was inspired to write this after reading my colleague Mark Hunter’s post Preparing for Dreamforce and the Stupid Emails I’ve Been Getting. I think he summarizes my thoughts well on this – sales pros need to do a BETTER job, putting in MORE effort to do some research, and then PERSONALIZE a messag

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Dreamforce in 5 Easy Steps: Your Dreamforce Survival Kit!

The Sales Hunter

' I left for Dreamforce this morning and it’s time for me to share with you my “Dreamforce Survival Kit.” This event is so big! 130,000 people encompassing virtually every hotel in San Francisco area. If you don’t have a plan, it will overwhelm you. First, you must know what your objectives are before you […].

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Did our Sales Evaluation Uncover Part-Time Job Selling Drugs?

Understanding the Sales Force

'A salesperson was arrested for growing pot and selling it. Can you believe it? Recently, the same man participated in OMG''s Sales Force Evaluation at the company where he worked.

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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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Where Are the Honesty and Truth in Sales Leadership?

Increase Sales

'Yesterday in talking with a former client and now a strategic partner, he lamented how honesty and truth are in short supply when it comes to sales leadership. Small business to Fortune 500 organizations be them profit or not for profit appear to circumvent the truth when it comes to finalizing sales. What matters more is the ability to gain something at. the expense of someone or something.

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Are You That Someone Else for Your Sales Team?

Anthony Cole Training

'Ever wonder if your sales people are really listening to you? Do they respond and react. or do they sit politely listening and then continue to do what they’ve always done? As a sales manager or sales executive, you have many roles to fill in order to get the most out of your sales team. You must coach them, you must motivate them, you must have some level of performance management and, in some ways, you must mentor them.

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Dreamforce Day 1: The Melding of Old School and New School

The Sales Hunter

' Monday morning and Dreamforce ’14 is off and running. Yesterday, Sunday, was a day for sound checks and walk throughs. As I was doing my walk through for the program I’m doing Monday afternoon with Jill Rowley, I couldn’t help but think about the irony of the event. Here we are in San Francisco, […].