Sat.Dec 06, 2014 - Fri.Dec 12, 2014

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Sales Management: 6 Top Tools to Create More Effective Sales Teams

The Pipeline

'The Pipeline Guest Post - Diana Doherty. Want to increase productivity without stressing out your employees? Data can help you improve your process – and your workforce ROI. Think you have the best possible toolkit for your sales team? Think again. The best sales tools now are all about integration and automation. If you’re using clunky apps or programs that don’t integrate, you’re wasting time.

Tools 319
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Top 5 Keys to Select and Hire Great Salespeople in 2015

Understanding the Sales Force

'Copyright: swingvoodoo / 123RF Stock Photo. I''m always amused when an email comes through with a message that says something like, "Maybe we should target candidates that aren''t recommended" or "Why do so many candidates lack Commitment?" or "Your assessments are only recommending 1 out of every 5 candidates!" or "The questions don''t fit the role!

Hiring 287
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Your Millennials Are Gems Just Waiting to Be Polished

No More Cold Calling

'Sales organizations need to engage the next generation of rainmakers. When a Millennial told me about texting her boyfriend to say she loved him, I looked at her in disbelief and asked, “You’re texting ‘I love you’?” She explained that she had been at a conference and couldn’t call him, so she texted a romantic message instead. Boomer that I am, I couldn’t help but wonder why she didn’t just wait until the break to actually use her phone the way it was meant to be used—to have a real conversati

Hiring 285
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How to Boost Your Sales Without Selling More

The Sales Heretic

'What if you could increase your sales without any additional time or effort? Without finding more prospects or improving your closing ratio? Sound impossible? Listen to my appearance on Breakthrough Radio with Michele Price. In this five-minute segment, I share a proven idea that anyone can implement, regardless of what your business is. This powerful [.].

Segment 281
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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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Amp Up Your Sales – Great Reading To Start Your Sales Year

The Pipeline

'Book Review - Amp Up Your Sales – Andy Paul. Many of you are no doubt familiar with Andy Paul, author of Zero-Time Selling ; well Andy is out with yet another great book just in time to kick your sales year off right, Amp Up Your Sales. Andy looks at a key question in sales: What Buyers Want from Sellers? It’s the big mystery of sales. How do we get buyers engaged?

Margin 257

More Trending

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’Tis the Season for Networking

No More Cold Calling

'Keep these networking success secrets in mind as you make the rounds at holiday parties this month. It’s the most wonderful time of the year…and the most hectic. You’ve probably already accepted invitations to holiday office parties and client events. And you’re probably already considering the usual list of questions: Should you bring your spouse or partner?

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Match Mobility with Mobility

Sales and Marketing Management

'Issue Date: 2014-12-08. Author: Lynly Schambers Lenox, Group Product Marketing Manager, Adobe Inc. Teaser: The time is fast approaching when filling your car trunk with brochures, catalogs, and other sales tools will be a thing of the past. Sales teams that have been more focused on these traditional tools are finding themselves challenged, since more and more customers are using their mobile devices for their explorations.

Groups 243
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Top Predictions for Sales Leaders 2015

Score More Sales

'How are B2B sales leaders planning for their teams in 2015? Top 20 sales experts weigh in on this, including me. I was pleased to be a part of this e-book (download here) created by Velocify which addresses a number of issues that are on the minds of sales leaders everywhere. (note: there is a form to fill out on the Velocify website.). In addition to my prediction (below), you can read predictions from my colleagues: Jill Konrath , Bestselling author of Agile Selling , SNAP Selling & Sel

B2B 241
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8 Reasons Selling on Price Never Works

The Sales Hunter

'So you say you’re a good salesperson because you’ve got pricing that is hot and you have the flexibility to make it hotter when necessary. What it comes down to is you’re selling on price. Here are 8 reasons why selling on price never works: 1. Your current price (which you think is so […].

Discount 248
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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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What’s More Important - Sales Management Skills or Behaviors?

Anthony Cole Training

'The obvious gut reaction answer is …both. However, if you HAD to choose, it would be a dilemma similar to the age old “Which came first - the chicken or the egg?” And, you know, I have never been able to answer that question. I honestly don’t know that there is a RIGHT answer to the question I’ve posed today, but if you held a gun to my head and demanded an answer – not that you would have to go to that extreme to get an answer from me – I would have to say start with the behaviors.

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3 Questions for Improved Sales Training Effectiveness

Sales and Marketing Management

'Issue Date: 2014-12-10. Author: Alison Brattle. Teaser: How well does your sales training program prepare new sales candidates for success? Ask yourself these questions. How well does your sales training program prepare new sales candidates for success? Ask yourself these questions.

Training 227
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Before You Sign that Sales Training Contract, Read the Brain, Butt Clause

Increase Sales

'Right now, sales managers to small business owners are finalizing sales training budgets for the next year. As they review each proposed sales training contract, they probably failed to read the Brain, Butt Clause. Of course we cannot blame them because this Brain, Butt Clause is written in invisible ink. This important sales training contract clause is one of the main reasons why most sales training or any training does not stick.

Training 175
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Why Is Football So Important to So Many? (And Why it Should Matter to You as a Leader)

The Sales Hunter

' We’ve reached the time of year where it seems the only thing people want to talk about is football, whether it be the NFL, college or even high school. As the season winds down, it seems as if passions and the level of conversation only warm up even more. So why is football so […].

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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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Time Is Short – Get It Right

Anthony Cole Training

'Occasionally, maybe 3 or 4 times since I started blogging, I write about something that is bigger than managing sales people, sales growth, sales coaching or selling. Something happens that is meaningful to me and I feel compelled to write about it. Maybe it’s my way of dealing with the event. Often, the event is when someone in my life (or our lives) is lost.

Insurance 190
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Dealing With The Different Levels Of Stakeholders In The Buying Company

MTD Sales Training

You’ll be well aware of the different levels of stakeholders in the companies you are dealing with. It will be good to categorise these so you can plan how to make each of these levels’ lives easier so it makes sense for them to choose you. The different levels will be involved in the search, evaluation, purchase and use of your products or services.

Company 120
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How Social Media Is Spawning Mediocre Marketing

Increase Sales

'Maybe it is just me, but have you found social media is spawning a lot of mediocre marketing? Small business owners to sales professionals believe connect on LinkedIn, post on Facebook or share on Twitter will generate all the necessary sales leads. And worse yet, social media gives these crazy business professionals permission to sell without any thought about relationship building or even if they have connected with the i deal customer.

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Are My Customers Willing to Pay More than I’m Currently Asking?

The Sales Hunter

'This is just another one of the questions I get asked frequently as I work with salespeople and companies trying to understand how to close more sales without discounting the price. Your customers are willing to pay more IF — and it’s a big IF — you have the right customers. Too many times […].

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The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

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Questions We Are Afraid To Ask

Partners in Excellence

'Often, in talking about deals with sales people, there are things that just don’t make sense. The customer is doing things that don’t make sense–they are very far off our normal experience in similar sales situations. They may be responding in a very unusual manner. They may be asking things that are really wrong–perhaps missing critical issues they should be looking at, demonstrating real misunderstanding of the issues they should be considering for a solution, or foc

Fashion 123
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The Only First Impression A Salesperson Needs To Make – Ever

A Sales Guy

'There is only one first impression you need to make as a sales person. It’s the impression you can deliver value. Any other impression is immaterial. The next time you meet a buyer for the first time, you’re only goal should be to get the buyer to say, Man that person was impressive, they could make a serious impact on my organization. You can make other impressions.

Buyer 117
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Thought Leaders Lead Themselves First Through Words

Increase Sales

'Today in checking my marketing statistics, I glanced at some past reviews of my book, Be the Red Jacket in a Sea of Gray Suits. Noted international sales trainer, Ashraf Chaudhry, left a positive review and wrote this: “Our WORDS are our WORLD.” What I realized is his comment really is about “Our WORDS as THOUGHT LEADERS are our WORLD!

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VIDEO SALES TIP: Booster Rocket to Get You to Next Level

The Sales Hunter

'You can move yourself to a higher level in your sales career. But it’s not going to happen if you only feel urgent when you have to make your number. What would happen if you took that same urgency and applied throughout the year? You can put a booster rocket into your prospecting and […].

Video 221
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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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Sales People Are Not Automatons!

Partners in Excellence

'Recently, I was doing pipeline, deal, and territory reviews with several sales teams. In the reviews, they were clearly struggling–they had new sales processes, new tools to help them in executing their deal strategies, developing their accounts, and managing their pipelines. All had been put in place to help improve their effectiveness and performance.

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Amp Up Your Sales

A Sales Guy

'I know, right? Who wouldn’t want to amp up their sales? Sales is a tough business. I’ve long argued on this blog the importance of deliberate learning to becoming a badass. My boy Andy Paul, author of Zero-Time selling has come out with another book; Amp Up Your Sales, Powerful Strategies That Move Your Customers to Make Fast, Favorable Decisions.

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Disappointment Is Unmet Expectations

Increase Sales

'Have you ever thought about why you may have some disappointment? I recently realized this emotion is the result of my own expectations not being met or fulfilled. Credit www.gratisography.com. Unmet expectations have one origin, ourselves, but many involve these other aspects. We can be disappointed by not achieving our own expectations. We can be disappointed by others not achieving our own expectations.

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Will I Sell Less if I Raise My Prices? My Answer Will Surprise You.

The Sales Hunter

'I have been asked this question hundreds of times by salespeople, marketing teams, business leaders, CEOs and business owners. In fact, I’ve even asked myself the same question a number of times regarding my own business. Are you ready for my answer? Here it is: It doesn’t matter whether you sell less or not. […].

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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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Put Art & Science in the Boxing Ring: Who Would Win?

SBI

'The question about whether Sales as a profession is Art vs Science is an old one. It’s typically asked because we wonder whether you can teach someone to be a great salesperson or whether it’s an art which presumably can’t be taught. The big question isn’t whether Sales is an art or science. The big question is, “does your sales team actually use a scientific approach at all?

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Why Do They NEED What You Are Selling?

Partners in Excellence

'I have to admit, part of the reason I’m writing this post is to ease my conscience (Yes, I do have one). Yesterday, I was doing a deal review. It was a very exciting opportunity and a very large deal–one of the largest this sales person would have for the year. Fortunately, he was very early in the sales cycle. He had done a pretty good job at qualifying the customer.

Maximizer 121
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What Inspires You To Write?

Increase Sales

'A colleague, Rick Gosser , asked during a masterminding session this question: “What inspires you to write?” He then asked “Where do you find your ideas for your blog and other articles such as your weekly business column ?” My response was I look, I listen and I think. Just by actively looking around and keeping my mind open I find a plethora of topics.

Facebook 140