Sat.Jan 17, 2015 - Fri.Jan 23, 2015

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How To Lose A Sale With Your First Response – Sales eXecution 282

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . When you initially approach an unsuspecting prospect, how you present what you sell will go a long way in determining the outcome. Yet when you ask sales people to tell you what they sell, a large majority and their managers get it wrong. They will usually tell me things like: I sell hardware – software – any kindaware.

How To 257
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4 Steps to Make Your Sales Life Easier

No More Cold Calling

'LinkedIn’s Koka Sexton shares four no-sweat solutions for increasing sales productivity. You’ve got your head down, drafting a proposal or implementing a complex solution with a client. You’re firing on all cylinders, while still trying to make time for sleep and maybe even a little exercise. Business is booming, and the adrenaline is coursing through your veins.

Referrals 256
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14 Ways Buyers Want to Feel

The Sales Heretic

'You’ve heard before that all buying is emotional. Whether you sell to businesses, governments or consumers, your buyers go through a variety of emotional states during the sales process. And while those emotional states at the start of the process can sometimes be positive (hopeful, excited), very often they’re negative. When a buyer begins their [.].

Buyer 233
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Sales Management Book of the Month

Steven Rosen

'Slammed: For the First Time Sales Manager. I wanted to share a new eBook “ SLAMMED!! For first time sales managers ” by my friend and sales management guru Ken Thoreson. This is his 4 fourth in a series of books written under the banner “Your Sales Management Guru’s Guide To:”. I know that sales managers can use all the help they can get. With a lack of on boarding and training for new sales managers it is sink or swim.

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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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Why Are You Still Doing Pipeline Reviews?

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . Why? While this long entrenched ritual has some utility, it more often than not ends up being a painful and torturous waste of time. Reps are rarely truly prepared and while this is not excusable, it is usually because they feel that regularly these are a CYA exercise their managers go through. Numerous times I have seen mangers schedule their pipeline reviews just in advance of their review with their higher ups in the hierarchy, not much in t

Pipeline 242

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A Good Look at Bad Salespeople - Companies Don't Get This!

Understanding the Sales Force

'Copyright: 123RF Stock Photo. This week I received a cold call from one of the worst salespeople ever. I get to see the Sales DNA and Sales Competencies of more bad salespeople than anyone on the planet so I know bad when I see it or hear it. Objective Management Group (OMG) has assessed more than 750,000 salespeople and when I compare percentages between the beginning and end of the last ten year period, not much has changed. 74% of all salespeople still suck and I get to see just how bad they

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4 Ways To Stop Sounding Like You’re Begging For Their Business!

MTD Sales Training

'I was asked to go on a sales call once by a Sales Manager with one of his sales people who wasn’t bringing home the bacon. He asked me to observe this salesperson to see what might be done to assist. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How To 207
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Quit Expecting Others to Motivate You

The Sales Hunter

' The line I hate hearing from salespeople or anyone for that matter goes something like this: “I’d do so much more if only I had someone who motivated me.” There are many variations of it, but it always boils down to thinking that it is someone else’s job to motivate you. Guess what? It’s […].

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7 Tips to Jump Start Your Life from Todd Schnick's Live the Intrepid Life

Pointclear

'Todd Schnick is a stellar individual. He’s a great guy who spends a lot of time helping others (like me, for instance)—but that’s not the only reason you should read his new book. Live the Intrepid Life is well worth your read simply because it is in and of itself a very good book. I found myself doing a whole lot of head nodding while reading this one.

Tools 193
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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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Did You Lose a Deal You Had Already Closed? This is Why!

Understanding the Sales Force

'You closed a nice deal, you shared the news with everyone else at the office, you entered it into your CRM, you provided the information to get the deal invoiced, you went home and calculated your commission and before you could collect the money, it got taken away. Ouch! This story should explain exactly what actually happens nearly every time you take business away from another company.

Closing 200
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Have You Built Enough Reasons For The Prospect To Choose You?

MTD Sales Training

'Often, we find when with a prospect that the time has come to present a solution to their needs and wants. In the old days, we would say we are ‘going for the close’. It’s at this point that we. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Smart People Make Dumb Leaders

The Sales Hunter

' You read the title right. Smart people make dumb leaders and here’s why… Smart people think they know it all, so what they would rather do is manage. Sorry, but managing isn’t anything close to leading. Smart people don’t feel they need to ask questions, and on the surface they don’t, because they know […].

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Pipeline Priorities: Don’t Leave Potential Customers Flapping in the Wind

Pointclear

'You’re a sales person. On Tuesday morning, 45 sales "leads" come your way through a variety of sources. Terrific! In due time, you figure out that three of them are real opportunities and want to take the next step in learning about your services, twelve of them are bogus opportunities, and the rest of them are … well … up in the air. They didn’t give an outright “no,” but they aren’t jumping up and down for you either.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Why Your Sales Team Isn't Performing As Expected - Part 4

Anthony Cole Training

'Sales teams perform based on two inputs - effort and execution. If your sales team isn''t performing as expected, you must ask the question - Why? Chances are you won''t know for sure but you can describe the symptoms: Anemic pipeline. Not closing enough. Sales taking too long. Not consistent in our prospecting. Chasing too many of the wrong deals.

Hiring 179
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My Takeaways from Rainmaker Sales Development Event

Score More Sales

'If you want to learn about the latest ideas in sales you need to be a student of learning. I wrote a quick post last week from the Rainmaker 2015 Sales Development Summit – but didn’t give it the detail it deserved, so here is part 2. When asked why create a new B2B live sales event when so many are out there, Salesloft CEO Kyle Porter told me the following: Sales development is the biggest innovation to happen to the sales process in the last decade.

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5 Obstacles You Will Need to Overcome This Year to Be Successful

The Sales Hunter

'If you’re like me, each year poses new opportunities and new challenges. Regardless of how you view things, the core issue is the same — we must be ready from the start to make it happen. Here are the 5 obstacles we all must overcome: 1. We must display consistency The marketplace is far […].

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6 Ways to Live Like a Boss

Sales and Marketing Management

'Issue Date: 2015-01-19. Author: Jen Lawrence. Teaser: From having a vision to focusing on your "next play," here are six tips from the business world that can improve your personal life too. From having a vision to focusing on your "next play," here are six tips from the business world that can improve your personal life too.

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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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Get More Sales Opportunities With These 5 "Go To Green" Activities

Anthony Cole Training

'By Tony Cole, President, Anthony Cole Training Group. One of my favorite expressions is “You are tomorrow what you are planning for today.” My favorite thing to do is accomplish is accomplish goals and I’ve learned over the years that the best way for me to accomplish goals is to plan for them first. Hello, this is Tony Cole, LIVE from WWHQ and welcome to another edition of Tony Cole Unplugged.

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How Critical Mass Accelerates Sales Growth

Understanding the Sales Force

'I''m going to begin today''s article with a recent example of how reaching critical mass changes things for the better.

Groups 160
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Do You Still Like Your Surcharge Pricing Strategy?

The Sales Hunter

' A few years ago, it was popular for companies to tack on energy surcharges as a way of increasing the price without (in their eyes) actually increasing their price. For years I’ve talked about how this is a dead-end strategy that will always backfire. Every opportunity I had when working with clients, I would […].

Strategy 181
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The Dangerous Assumptions For Small Businesses

Increase Sales

'How many dangerous assumptions do small businesses live with every day? These assumptions almost seem to pull the business owners into a hole or a void. Here are three areas where I have found these dangerous assumptions alive and well for many small businesses. Strategic planning. Sales process. Talent management. Here are some quick assumptions for each of these areas: Strategic Planning.

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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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You’re NOT an Employee, You’re A Product

A Sales Guy

'How’s that title make you feel? Are you feeling a little minimized? I get it. Saying you’re not an employee can sting a little, but why play games, why pretend? As much as we like to think we’re an employee, that should be cared for and respected; we are the product before we are anything else. Here’s why? It breaks down like this.

Hiring 107
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Is a Gemba Walk the New Sales Ride-Along?

SBI

'Do you want to increase sales in 2015? You have a few choices. You can: Deliver more or better product training. Enact more or better Sales Skills training. Hire more salespeople. Run Sales contests. Introduce more products. Increase prices. What if you’re already doing all of these things? Then what? Well, you just might want to go on a Gemba walk.

Hiring 103
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How Will You Succeed in 2015? Breakthrough Sales University!

The Sales Hunter

'Each year I set myself goals on things I want to learn and, more importantly, how I want to apply what I learn. This is what trips my trigger and gets me excited. The reason is simple — it allows me to achieve more. Last year I set a goal to find a way […].

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Are You Facing This Sales Barrier of ‘Everyone Is a Coach’?

Increase Sales

'A colleague emailed a business card of another coach who joined a local Chamber of Commerce. His email RE line read: Everyone is a coach. This statement has become a sales barrier for many good executive coaches who go beyond the platitudes offered by some coaches. With executive coaching continuing to grow and be marketed as the “quick fix” to gain instant wealth, this sales barrier will continue to expand because not everyone is a coach, or at least an effective, results driven

Coaching 122
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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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“I’m Too Busy To Prospect”

Partners in Excellence

'I’m constantly amazed at the fear that strikes at the hearts of sales people with the mention of the word, “Prospecting.” While it doesn’t strike fear into my heart, it’s still something a don’t like to do (though there are ways to make it more enjoyable). It’s also interesting to hear all the reasons and excuses sales people dream up to avoid prospecting, “I have a proposal that’s due, I have a meeting on this deal, I’m busy preppin

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Sales management – the power of culture

Sales Training Connection

'Consider this …. “If you create an environment that inspires people in the good times and bad, they will figure out the right strategy and will do the right things from an execution perspective. I used to think strategy, execution and culture were a three-legged stool. Now I realize that if you create a great culture, the other two will follow.”. In a recent New York Times article Robert Reid CEO of Intact goes on to point out - “Almost everyone goes to work to do a good job.

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VIDEO SALES TIP: Are You Really Selling? Or Just Taking Orders?

The Sales Hunter

'If you are constantly selling at a discount, you aren’t really selling! Anyone can discount! And when you do it, you are really just taking orders. You are conditioning yourself to always rely on a discount, and you are conditioning the customer to always expect a discount. Stop it! Sell without the discount. Check […].

Discount 177