Sat.Dec 27, 2014 - Fri.Jan 02, 2015

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Is Your Presentation a “10”?

Sales and Marketing Management

'Issue Date: 2014-12-29. Author: Marty Jacknis, President, Opportunity Maximizers, Inc. Teaser: Most sales managers recognize the importance of making a great first impression, but if you ask the typical sales manager if he has a yardstick or benchmark that identifies what a perfect “10 out of “10” presentation looks like, chances are the answer is no.

Maximizer 276
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[Missed Connections]: December Referral Selling Insights

No More Cold Calling

'Here’s what you might have missed from No More Cold Calling this month. Goodbye, 2014. Hello, New Year! But before we move on, let’s take the time to think about what we’ve learned this year. Which broken sales strategies should we leave in the past (ah-hem, cold calling )? And which tactics will help us keep our pipelines full in 2015 and beyond? Here’s a hint: Any sales tactics, activities, or systems that help you build relationships with clients and prospects are worth the time and effort.

Referrals 260
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Seven Business Failures and What You Can Learn From Them

The Sales Heretic

'Everyone fails. The question is, what can you learn from the failure? Better yet, what can you learn from other people’s failures? Listen in as Dino Dogan (founder of Triberr), Andrea Waltz (author Go For No), Jeff Shuey (Chief Evangelist at K2), Stephanie Calahan (The Business Catalyst™), Daniel Cohen (founder of RedShift Writers) and I [.].

Sales 251
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2 Things You MUST Know to Kickstart the New Year

The Sales Hunter

'Here are two things you must know to kickstart the New Year: If you think you’re good, it may prevent you from becoming great! Failure can be a foundation for becoming great. You may have had a very good year. If so, congratulations! But at the same time, don’t think for a moment 2014′s performance […].

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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Don’t Make New Year’s Resolutions

Steven Rosen

'Happy New Year! Don’t waste your time making New Year’s resolutions. Set Goals and Put Them to Paper. Chances are you have had some time off to reflect and make resolutions for 2015. The only problem is that you will probably forget all your “New Year’s” resolutions by next week. You are not alone. Like most busy executives you are focused on your business.

Research 202

More Trending

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1% Improvement Every Day Grows Sales

Score More Sales

'In sales, you cannot assume that other reps and teammates know exactly what to do and say at every moment to grow revenues. Did you ever learn about compound interest? It is the concept that interest paid on principal and interest vs. simple interest which is only paid on the principal amount. It is one of the biggest concepts in finance since it can make such a difference long term with your money.

Lead Rank 215
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Increase Your Price by Narrowing Your Value Proposition

The Sales Hunter

' We all want to think we can raise our prices or minimally not have to discount our prices. Easiest way to do this is by narrowing your value proposition. You might say the way to get more is by offering less. You read that correct — offer the customer less and you will get […].

Discount 189
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Probortunities

Sales and Marketing Management

'Issue Date: 2015-01-02. Author: Gerry Sandusky. Teaser: Having the same-sounding name (different spelling) as one of the most reviled convicted criminals of the past quarter-century was a problem I wasn't certain I was up for. But the nature of the problem of my name changed dramatically once I saw the opportunities it could lead to. Along the way, I discovered four pillars that will support anyone’s search for opportunities in the realm of problems.

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How Starting Over Is Simply Insanity

Increase Sales

'With the year coming to a close, some are looking to this common and shared belief of “starting over.” Self improvement experts to life coaches and others are writing articles directed to just starting over. What happens is when people embrace this behavior, they are throwing the baby out with the bathwater. This behavior is the epitome of insanity because it sets people up to a conditioned response of “just start over.” The last year had some if not a lot of good expe

Banking 158
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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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Data Cleanse For A Sales Boost

Score More Sales

'There is definitely an issue in smaller and midsized companies which you don’t always see but is there in nearly every organization. The issue – dirty data. Dirty data is old data. It is wrong data – double entered and triple entered. It is bad data. Here is an example: ACME Corporation (record 1 – which is the only correct listing of the name).

Data 193
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5 Questions to Ask Yourself: A Look Back on the Year that Was

The Sales Hunter

' Another year has passed and we’re already racing forward, but I can’t help but take one more look back on the year and ask myself a few questions. Yes, I’m pleased with the past year — very much enjoyed it — but at the same time, the year leaves me wondering about what could […].

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What HR really thinks

Sales and Marketing Management

'Issue Date: 2015-01-01. Author: Staff. At first blush, Laurie Ruettimann is a former corporate human resources director who uses her brassy blog (LaurieRuettimann.com) to upbraid the women (yes, they are still predominantly women) who continue to fight the HR fight in cubicles around the world. First impressions aren’t all wrong.

Resources 120
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May 2015 Be Filled with Peace, Abundance and Gratitude

Increase Sales

'Tomorrow is the beginning of another New Year. Today the current year, 2014, ends. If the past is any indicator of the present, quite a few business, sales and leadership experts will be writing about: 2014 review of achievements, business, professional or personal. 2014 review of missed business opportunities. 2015 New Year’s resolutions or goals. 2015 business trends. 2015 opportunities.

Trends 134
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Supercharge Your Sales: 5 Steps to Effortless Selling

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

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Countdown to 2015: Top 5 Smart Selling Tools posts of 2014

SBI

'As we close out the year, I thought I’d put the spotlight on some of your (and my) favorite posts. There’s a little something for everyone. 2015 looks to be the most exciting year yet for sales and marketing solutions and for those who seek to improve their revenue. Thanks for being a loyal reader. Enjoy… Most ReTweeted (500 retweets). 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14.

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VIDEO SALES TIP: What Your Sales Presentation MUST NOT BE

The Sales Hunter

'Have you listened to your sales presentation lately? Does it sound like a lecture? I meet so many salespeople who come across more as a professor giving a lecture rather than an advocate offering customers solutions. It’s better to have a conversation with your customer. Yes! Be so comfortable with your presentation that it really […].

Video 226
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Top Performers: Obsessive Learning And Relentless Execution

Partners in Excellence

'At one point, I wanted to get better at golf (it’s hard to be worse than I am). I started reading a lot of “How To” books, watching videos, and taking lessons. As I stood, club in hand, looking down at the ball, I struggled to remember: “Keep your head down, bend your knees, keep evenly balanced, keep your back straight, shoulders level, reach straight back, keep your arm straight, watch your elbow……” I’d always end up twisted like a pretzel,

Call-back 128
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The I Want to Pick Your Brain Quandary

Increase Sales

'The New Year is very young and I have already received an email from someone who stated “I want to pick your brain.” This request becomes a quandary for many in small business especially those who deliver consulting or executive coaching services. These small business owners do not want to offend a potential client or center of influence nor do they want to give away their time.

Workbooks 107
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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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The One Must Do Action Step to Ensure a Great 2015

Your Sales Management Guru

'The One Must Do Action Step to Ensure a Great 2015. What is the first action all salespeople must do to begin each year? It’s simple, but many times overlooked. The first action they need to do is reach out to every one of their existing clients, in a physical meeting if possible, and discuss with them their use/satisfaction and impact of the salespersons product/services on their company.

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Make 2015 the Year for Radical Change

The Sales Hunter

' What does 2015 look like for you? I’m like most people. I get toward the end of the year and I assess the year that is about to be gone — and then I plan for the year ahead. Rather than basing goals and objectives on how the current year finished, why not do […].

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Any Idiot Can Be A LinkedIn LION!

Partners in Excellence

'… An Most Are! Before I go further, I need to offer a disclaimer and apology to a very small number of friends and colleagues who are LinkedIn LIONs. Having said that, I do wonder why they choose to put themselves in such bad company. But I will be making some tough statements about LinkedIn LIONs. I don’t mean to insult those friends who are LIONs, but I don’t want to clutter this post with continued apologies to you.

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The Problem with the Let’s Make a Deal Leadership Lens

Increase Sales

'The New Year is here. Some in leadership roles are already subconsciously thinking through the Let’s Make a Deal Leadership Lens. These thoughts may be: If I close this many deals, I will get … (fill in the blank). If you close this many deals, you will get from me (fill in the blank). If we do not close this many deals, we will get (fill in the blank).

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Retail Tech: Empower Associates, Optimize CX, and Boost Productivity

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.

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Sales Tips: Do You Know the Difference Between Buyers and Researchers?

Customer Centric Selling

'Sales Tips: Know the Difference Between Buyers - and Researchers. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of Stock Images at FreeDigitalPhotos.net. Recent studies would have you believe as much as 80% of buying activities are complete before salespeople are involved. For complex B2B transactions I struggle to accept this statistic and wanted to suggest two (2) separate and distinct activities that must be completed before B2B

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Sales Motivation Video: End 2014 on a High Note! List Successes!

The Sales Hunter

'You’ve reached the end of 2014! That means it’s time to list your successes! Yes, no matter how you feel the year went, look back and find what went well. This is how you wrap up 2014 on a high note. Check out the video to see what I mean: Copyright 2014, […].

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Presence

Partners in Excellence

'Often when we think about “Presence,” we think about a person’s bearing or how they present themselves. There are some people who seem to have tremendous presence. When they walk into a room, when the participate in a conversation, all focus shifts to them. There’s a lot to be said for this kind of presence–but I think most of the time it has to do with a different sense of presence.

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Sales Leadership Temperament of Flexible Part 39

Increase Sales

'This sales leadership temperament of flexible is another one I have yet to encounter. Actually in reviewing the hundreds of Attribute Index Profiles I have delivered, no one thus far has demonstrated this specific internal temperament. Those who have this temperament exhibit the following: Neutral Self-Esteem. Neutral Role Awareness. Negative Self Direction.

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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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Cementing Relationships in The New Year

Engage Selling

'Are you doing enough to build your current relationships? When you close a sale with a new client, you create a new relationship that needs to be nurtured. All too often, salespeople make a sale and then move to the next prospect. When a salesperson continues this trend long term, their client retention is going […]. Observations from the real World client attraction client loyalty client relationships Colleen Francis Engage Selling Solutions Lead Up!

Loyalty 86
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Surviving Frugalnomics: Top 5 Articles in 2014

The ROI Guy

'From our Frugalnomics Survival Guide, the articles you voted as the most popular and important in 2014: 5 Tips for Crafting Provocative E-Mails That Work! [link] SiriusDecisions Interview: From Pitching Products to Selling Value [link] The New ABCs of Selling: Always Be Challenging [link] Gartner: The Technology Sales Rep Lost Their Mojo [link] Aristotles’s Persuasions and the Neuroscience of Purchase Decisions [link] Thanks for your continued interest and support.

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Charity:Water, We Do Have An Impact!

Partners in Excellence

'Some of you may think you are having a “Deja-vu” experience or that I’m repeating myself. Don’t worry, both are true! I kicked off this campaign with a post on December 20. For those of you who have followed this blog for some time, you know this is the time of year I ask you for money. For the past 3 years, I’ve sponsored campaigns through Charity:Water to provide wells and potable drinking water to 10’s of thousands of people in Africa, India, and Southeast Asia.