The Pipeline
JANUARY 19, 2015
'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.
No More Cold Calling
JANUARY 20, 2015
'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.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
The Sales Heretic
JANUARY 21, 2015
'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 [.].
Steven Rosen
JANUARY 22, 2015
'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.
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
The Pipeline
JANUARY 22, 2015
'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
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Understanding the Sales Force
JANUARY 22, 2015
'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
MTD Sales Training
JANUARY 21, 2015
'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! ]].
The Sales Hunter
JANUARY 18, 2015
' 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 […].
Pointclear
JANUARY 22, 2015
'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.
Advertisement
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.
Understanding the Sales Force
JANUARY 22, 2015
'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.
MTD Sales Training
JANUARY 22, 2015
'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! ]].
The Sales Hunter
JANUARY 23, 2015
' 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 […].
Pointclear
JANUARY 20, 2015
'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.
Advertiser: ZoomInfo
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
Anthony Cole Training
JANUARY 19, 2015
'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.
Score More Sales
JANUARY 19, 2015
'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.
The Sales Hunter
JANUARY 20, 2015
'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 […].
Sales and Marketing Management
JANUARY 19, 2015
'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.
Advertisement
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.
Anthony Cole Training
JANUARY 19, 2015
'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.
Understanding the Sales Force
JANUARY 21, 2015
'I''m going to begin today''s article with a recent example of how reaching critical mass changes things for the better.
The Sales Hunter
JANUARY 20, 2015
' 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 […].
Increase Sales
JANUARY 23, 2015
'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.
Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)
Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.
A Sales Guy
JANUARY 22, 2015
'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.
SBI
JANUARY 20, 2015
'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.
The Sales Hunter
JANUARY 22, 2015
'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 […].
Increase Sales
JANUARY 21, 2015
'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
Advertisement
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
Sales Training Connection
JANUARY 19, 2015
'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.
A Sales Guy
JANUARY 19, 2015
'I have been doing a lot of thinking about what to write today. The events of 2014 and Ferguson andMichael Brown, Eric Gardner and I can’t breathe, Tamir Rice and the toy gun, and John Crawford and Walmart have pushed many people to question how far has this country really progressed when it comes to race? To many, we’ve come a long way and racism is a non-factor.
The Sales Hunter
JANUARY 17, 2015
'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 […].
Expert insights. Personalized for you.
257 
Let's personalize your content