Sat.Feb 21, 2015 - Fri.Feb 27, 2015

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36 Things Buyers Value More Than Low Price

The Sales Heretic

'Too many people in both sales and marketing get hung up on price because they believe that price is foremost in the mind of the buyer. Yet, study after study has found that price typically ranks dead last among the reasons people buy what they buy. (And where they buy it.) What do buyers value [.].

Buyer 247
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March Madness: 5 Small Business Lessons to Take Away

The Pipeline

'The Pipeline Guest Post - Megan Totka. There are not many events that compare with the excitement that is the NCAA College Basketball Tournament. The Super Bowl, Kentucky Derby and World Series are all great spectacles. However, something about March Madness draws in a wider audience and sparks excitement of people of all ages around the country- 181 million viewers tune in throughout the NCAA tournament each year to cheer on their favorite teams.

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What to Do About the Short Supply of Sales Candidates

Understanding the Sales Force

'Image Copyright: 123RF Stock Photo. I don''t know if this is an issue where you live, but lately where we live, grocery stores no longer sell yellow bananas! Their entire stock is green and those taste quite bitter. Is it the weather? Supply and demand? A new strategy? Do the stores pay less when they''re green? If you''ve been hiring, you may have noticed the exact same thing with salespeople!

Hiring 233
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The 7 Habits Of Highly Ineffective Salespeople

MTD Sales Training

'Our brains are wonderful things, in that it always tries to find the best for us. We can justify every and any action we take simply by identifying some kind of gain for us or achievement we attain. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 225
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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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I Just Deleted You

No More Cold Calling

'Here are three ways NOT to get deleted on LinkedIn. After being on the road for a few days, I’d gotten a little behind on responding to LinkedIn invitations. When I logged on, there were 32 requests to connect. I deleted 14 of them. Of those 14, all but one sent the standard invitation supplied by LinkedIn. I had no idea who these people were or why they wanted to connect with me.

More Trending

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The Customer You Attract with Low Price Will Be the Customer You Lose to Low Price

The Sales Hunter

' Recently I was talking with a salesperson who had just been recognized by their company as being #1 salesperson for the past year. I’ve had the privilege to work with the company for several years developing and implementing their sales training program. Yes, you could say I have a vested interest in the results […].

Customer 209
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Can You Double Your Sales With A Sat Nav?

MTD Sales Training

'It’s my lifeline, my saviour, my instant access to finding new destinations. Yet, since I started using satellite navigation systems, I have been lulled into a false sense of security, allowing it to. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

System 211
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[Missed Connections] February Referral Selling Insights

No More Cold Calling

'Things you need to know—but might have missed—from No More Cold Calling this month. With Black History Month coming to an end and Women’s History Month starting in just a few days, diversity is on the minds of many business leaders right now. But it should be a year-round priority for sales executives who want to build winning teams. Successful sales organizations in the 21st century will facilitate teams that leverage the strengths of men and women, young people and seasoned pros, along with p

Referrals 216
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Verne Harnish's Rant and 3 Sales Leadership Issues

Understanding the Sales Force

'The one newsletter that I never fail to read each week, rain, 7 feet of snow, sub-zero temperatures, or shine, is Verne Harnish''s Weekly Insights ( subscribe here ). If you are not familiar with Verne (The Growth Guy), he wrote Mastering the Rockefeller Habits and his latest book, Scaling Up : How a Few Companies Make it and the Rest Don''t , is another must read best seller.

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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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10 Questions About Sales Prospecting (And Why Your Process Doesn’t Work)

The Sales Hunter

' Do you really know if your prospecting process matches your prospect? A key reason why prospecting fails to work is it’s not aligned with the target audience. In order for a sales prospecting process to work, it has to fit the way the prospect thinks. Keep this in mind. What would happen if your […].

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When Bad Things Happen to Good Leads - Part 2

Pointclear

'In part 1 of this series we discussed the troubling statistic that 70 – 94% of leads generated by marketing are ignored by sales. Part of the problem is the misuse of valuable data that results from marketing contact. The first type of data we’ll look at is what we call the “pipeline” disposition*. A “pipeline” disposition is a prospect that is just one or two touches away from being converted to a sales-ready lead.

Leads 198
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Who is Your Sales Competition?

Anthony Cole Training

'A Guest Blog By Mark Trinkle, Sales Development Expert, Anthony Cole Training Group. Hello, this is Mark Trinkle with Anthony Cole Training Group and I want to ask you one simple question. Who is your competition? That is a question that we ask our clients from time to time and the answer usually comes back in one of two ways: The name of another firm that competes in the same space and/or the same geography.

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Unleash Your Secret Weapon

Sales and Marketing Management

'Issue Date: 2015-02-23. Author: Mike Saliter.

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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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Quit Asking “Feature” Based Questions and You’ll Boost Your Sales

The Sales Hunter

'That’s right! Quit asking “feature” based questions and start asking “outcome” based questions. This is the easiest way for you to increase your sales! If you want to significantly alter your sales results, here is one of the most powerful things you can do. I’ve talked for years about the need to be focused […].

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When Bad Things Happen to Good Leads - Part 1

Pointclear

'There will be a ton of ink (and cyber ink) dedicated to lead nurturing this year. Most of it will be about using marketing automation to nurture leads. In and of itself, marketing automation is not a bad thing. More accurately, it’s a good thing being used badly by most companies. But that’s not what this blog is about.

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Why Sales Training Must Embrace Self-Leadership Development

Increase Sales

'Today I encourage you to review your most recent sales training and identify where self-leadership development was present? Possibly you may be somewhat confused by the term self-leadership. What I know to be true is if anyone cannot lead him or herself first, they cannot lead anyone else. Self leadership development includes some of the following learning objectives: Interpersonal communication – How are you speaking to others?

Training 137
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Sales and Marketing Export Compliance Risks

Sales and Marketing Management

'Issue Date: 2015-02-25. Author: Eric J. Rudolph. Teaser: Understanding U.S. export control rules is critical to avoiding violations and undue delays to business activities. Understanding U.S. export control rules is critical to avoiding violations and undue delays to business activities.

Marketing 152
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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

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.

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14 More Questions About Sales Prospecting (And Why Your Process Doesn’t Work)

The Sales Hunter

'Yesterday I shared with you 10 questions you need to ask yourself about your prospecting process. Today I’m sharing 14 more questions! To be successful at prospecting, you have to be disciplined and have a desire to succeed. Challenge is getting everything to align. When you do, you have a prospecting plan that matches […].

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Sales excellence – listening is not a spectator sport

Sales Training Connection

'Listening isn’t a spectator sport. You have to get in the game. You must convert from thinking about listening as something that is passive – to something that is active. Here are seven best practices to help salespeople do a better job at active listening: Make sure you understand what the customer is saying before you move on to the next topic – try summarizing.

Sports 109
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The Road Not Taken; How to Make Incredible Differences for Your Business and Yourself

Increase Sales

'“Two roads diverged in the yellow woods” begins the poem, The Road Not Taken , by Robert Frost. The poem ends with: “Two roads diverged in a wood, and I. I took the one less traveled by, And that has made all the difference.” Conventional thought suggest this was the least traveled road and I agree. Where I diverge from conventional thought or the status quo is I believe the road not taken is so because this is the path of purpose.

Travel 132
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Incenting the Reseller of the Future

Sales and Marketing Management

'Issue Date: 2015-02-27. Author: Dan Hawtof, Vice President of Business Solutions, Global Channel, Blackhawk Engagement Solutions. Teaser: As systems and networks become more complex, customers don’t just need a salesperson, they need a consultant — and are more than willing to pay a fee for this expertise. Therefore, some resellers are starting to be paid by the customer, not the vendor.

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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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VIDEO SALES TIP: How to Stop Leaving Money on the Table

The Sales Hunter

'I bet you are leaving money on the table — and there is a way you can stop doing that. Come up with three packages, with the first two of those being priced much higher than you really think the customer is going to buy. When they choose the third package, they will feel like they […].

Video 186
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Top 3 Mistakes in Selling to Inbound Leads

A Sales Guy

'Today I’m droppin’ a guest post from my boy and Chief Sales Office over at Hubspot, Mark Roberge. Mark has written a new book and it drops today; The Sales Acceleration Formula. Mark has done some killer stuff over at Hubspot, growing them from 0-100M in reve nue. I say that qualifies him on teaching the rest of us how to grow revenue. But, if 0 – 100M isn’t enough, Anthony Robbins reviewed his book and said this; A new breed of disciplined, data-driven leaders are re-sh

Inbound 104
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Leaders Know How to Say No

Increase Sales

'Saying yes is far easier than saying no. Leaders especially those considered to be effective and forward thinking know how to say no. Of course, the first person they say no to is usually themselves. Saying no is the simple act of self-discipline. The ability to restrain natural tendencies such as eating that second cookie to staying in bed instead of getting up and going for a daily early morning walk.

How To 131
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Prospecting Fatigue: The True Death of a Salesman

Zoominfo

You just spent 30 minutes researching your prospect; calling him and leaving him a voice message, then you sent THE PERFECT EMAIL. It was so perfect that the prospect has to respond- you talked about what their CEO said in his annual report, you knew a project he was currently working on, and you outlined other customers in his space that you work with.

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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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Sales Motivation Video: Your Huge Opportunity is Happening Today

The Sales Hunter

'Are you watching closely? You might miss it if you aren’t! That’s right! Your huge opportunity is happening today. That’s the reality for so many salespeople, but sadly they often miss it. If you want big opportunities, you have to be on the lookout for them. Check out the video to see what I mean… […].

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Smart Selling Visions: Up-Close with Top Revenue Leader Barry Nelson, CEO of @theFactorLab

SBI

'This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry. . This week I interview Barry Nelson, CEO of FactorLab. Nancy: What does FactorLab do? What problem/s are you solving for sales and/or marketing organizations?

Up-Sell 99
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The Unasked Question to Convert More Sales

Increase Sales

'With the goal to convert more sales, open ended questions to closed ended questions have become the arrows in the professional salesperson’s quiver. There are many good open ended questions as well as some not so good ones. By the way, did you know more and more decision makers can tell by the questions being asked the type of sales training the salesperson has encountered?