Sales and Marketing Management
APRIL 12, 2015
'Issue Date: 2015-04-13. Author: Paige Musto, Director of Communications, Act-On Software. Teaser: Reckoning with mobile’s influence is no easy task, but it’s far from impossible – if you know what to prioritize and which minor adjustments to make to your existing marketing programs. Here are 10 ways you might get started in your mobile marketing efforts.
Bernadette McClelland
APRIL 13, 2015
'The buyer approach that might just work, so definitely give it a go! The fifth hammer doesn’t contribute beauty and magic by fitting in. The fifth hammer makes a difference by standing out.” – Seth Godin. Ever said those words? […]. The post The buyer approach that might just work, so definitely give it a go! appeared first on Bernadette McClelland.
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The Pipeline
APRIL 11, 2015
'Who isn’t right! Well the good news is that over the next couple of weeks I will be participating in two webinars aimed at helping you do just that. On Thursday April 16, at 1:00 pm Eastern: I will be part of a webinar with eGrabber , titled: Mastering two key elements of Sales and Prospecting success. Along with Clinton Rozario , we will be looking at the most efficient and effective ways to source leads and then connect with them so you can start selling.
The Sales Heretic
APRIL 14, 2015
'The top people in every profession got there by studying. Raw talent and intelligence will only take you so far. Whether you’re talking about doctors, athletes, lawyers, business leaders, artists, writers or teachers, the best are committed to continual learning. The same is true for salespeople. If you want to join the ranks of the [.].
Advertiser: ZoomInfo
Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
MTD Sales Training
APRIL 16, 2015
Being sales savvy is to have the business acumen, practical knowledge and active ability to carry out your sales job effectively and efficiently. Most salespeople would mark themselves fairly high. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
APRIL 13, 2015
'By Tibor Shanto - tibor.shanto@sellbetter.ca . Earlier in the month, I was invited to sit in with Executive coach and Sales Coaching Expert Steven Rosen, and Emma Foster of expertise.tv. The questions came from the audience, and as such will hopefully be similar to those areas of sales you are interested in. You can view and excerpt below, and watch the entire program on my You Tube channel.
Bernadette McClelland
APRIL 15, 2015
I left my handbag at home last night… “Sometimes it takes a wrong turn to get you to the right place.” Mandy Hale My routine had been changed. Instead of driving myself to a speaking gig, my daughter decided she […]. The post I left my handbag at home last night… appeared first on Bernadette McClelland.
MTD Sales Training
APRIL 14, 2015
Most salespeople we train know they need to achieve their KPI’s, as this is the key measurement against which their performance is analysed. Normally these performance areas revolve around the number. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Pointclear
APRIL 14, 2015
'On Tuesday, March 31, 2015, Gini Dietrich and Anthony Iannarino joined me on PowerViews LIVE for a value-packed discussion on Why Thought Leadership Matters: What it Takes to be a Sales & Marketing Opinion Leader. It was a great opportunity to go behind the scenes with two tried-and-true opinion leaders and benefit from their wealth of knowledge and experience.
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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.
Understanding the Sales Force
APRIL 16, 2015
'When my COO, John Pattison, had an excited look on his face, I thought he had a great new idea for a product enhancement. Instead, he said, "Did you know that this week is the 10th Anniversary of your Blog?" I didn''t. He also pointed out that I had written and posted 1,236 articles, generated more than 562,000 views directly on my blog and perhaps double or triple that number when you include syndication.
The Sales Hunter
APRIL 16, 2015
'Lately I’ve had a number of discussions with salespeople about how they’re finding themselves having to negotiate on nearly every deal. Every one of them has said negotiating has become a fact of life because things are so competitive. I agree things have become more competitive, but then again, so has nearly everything else […].
Sales and Marketing Management
APRIL 16, 2015
'Issue Date: 2015-04-17. Author: Micheline Nijmeh. Teaser: Sales reps that understand what buyers know about products and services can respond more quickly and get the competitive edge. Research shows that up to half of sales go to the vendor that responds first. Sales reps that understand what buyers know about products and services can respond more quickly and get the competitive edge.
Increase Sales
APRIL 17, 2015
'From our early education, many may remember the story of Atlas holding the world. Today, my sense is many leaders are in a similar role. No they are not holding the world, but they are bearing the burdens of leadership with what they believe is with little help or relief. Leadership continues to be the number one issue facing all organizations from the small businesses to the Fortune 100.
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Understanding the Sales Force
APRIL 14, 2015
'What do donuts, chips, cake and ice cream have in common with some of the articles that are written and published about salespeople, sales selection and assessments? That''s right, they are all junk and junk is bad for you to consume. Over the years, there has been no better source of junk science written about sales and salespeople than the reputable Harvard Business Review Blog.
The Sales Hunter
APRIL 14, 2015
'A huge problem salespeople struggle with is asking questions — not only asking the customer questions, but making sure the questions are actually relevant to the customer. The best way to correct this situation is by using what I call the STOP questioning approach. Before you go into a sales call, develop at least […].
A Sales Guy
APRIL 12, 2015
'Let’s face it, the world of sales is a different experience for women. Sales has traditionally been a male dominated profession, and although things are changing, new challenges are being created. I have personally found women to be better sales people than men. Yeah, yeah, I know. Some of you are thinking what a sexist statement. Let me be clear.
Increase Sales
APRIL 13, 2015
'Many small businesses always place marketing in the back seat if not the trunk. They become so absorbed with earning sales (closing deals) to delivering their promises that marketing becomes quite unimportant. This is a big mistake, a really big, mistake! Credit www.gratisography.com. May I add a gigantic mistake? Small businesses that achieve sustainable business growth understand that the front seat is reserved for marketing.
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.
SBI
APRIL 15, 2015
'Do you want to learn about sales tools but you’re too busy and there are too many of them to keep up? We know at least 30,000 of you who feel that way because they subscribe to our weekly newsletter to find out about 4 tools every week. But now, we have a way for you to see actual demos – one demo a week – in just 30 minutes. Thanks to encouragement by the members of the Silicon Valley VP of Sales Forum, Smart Selling Tools has introduced a new way to learn about tools.
The Sales Hunter
APRIL 14, 2015
'Below are 14 things great salespeople do that average salespeople only think about. If you want the broader explanation of each, check out my free eBook on the topic! Great salespeople… 1. Set goals. 2. Don’t settle for average. 3. Know their job is to help those around them succeed. 4. Understand what service […].
HeavyHitter Sales
APRIL 14, 2015
' Harvard Business Review is arguably the most prestigious publication for business leaders and management thinkers. Here’s one of my recent Harvard Business Review articles about What Separates the Strongest Salespeople from the Weakest. What separates high-performing salespeople who exceed their quota from underperformers who miss their quotas by more than 25 percent?
Increase Sales
APRIL 12, 2015
'How many times do we ask ourselves this question: What should I do? If we cannot answer it ourselves because of fear, ignorance to personal accountability , we may ask others. Maybe it is time to ask the question behind the question: What is keeping me from doing what I should do? In many instances, the answer is just one word – clarity. Clarity is such a simple word and yet illusive for so many.
Advertiser: ZoomInfo
Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
SBI
APRIL 12, 2015
'Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Velocify , a sales acceleration tool that improves performance and conversion rates of both inbound and outbound calling. Sales ToolSkool Video Transcript: Velocify Helps Sales Teams Accelerate Performance. This week’s topic is a tool that helps you accelerate sales performance across your entire team.
The Sales Hunter
APRIL 13, 2015
'Do you want to stand out as a sales leader? Of course you do! Then you need to be sharing new insights with your customers. What new insights are you going to share? These insights don’t have to be just about what you sell, but could be about anything that is of benefit to […].
Sales Training Connection
APRIL 13, 2015
'At dinner last night, a friend who had the good fortune of being at Woodstock relayed a story shared by Arlo Guthrie. Guthrie was at Woodstock and was asked to play a day before he was scheduled to appear. While uncomfortable with the request for a number of reasons one might guess, he went on to play at the earlier time. A couple of years later in an interview he shared that he could of and should of just should said, “No – I’m scheduled to perform tomorrow.”.
Increase Sales
APRIL 15, 2015
'I don’t know about you, but my email In Box is littered with newsletters to self promotion messages. 99.9% of these people I do not know nor have I subscribed to their lists. They appear to live with the marketing mantra of “just because.” Credit www.gratisography.com. These rationalization justifies: Publicity representatives sending me information on their clients just because they read one of my posts.
Speaker: Lynnette Khalfani-Cox, The Money Coach®
Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?
Partners in Excellence
APRIL 15, 2015
'I learn so much when I spend time with project managers. It may be the manager of a product development team that needs to get a critical product launched by a certain date. Or someone building a new factory, needing to get it into production by a certain date. When I was a kid, I watched my father a lot. He was responsible for developing and managing “giga-projects,” like a new transit system for a city, new airports, harbors, power plants, and so forth.
The Sales Hunter
APRIL 17, 2015
'Lately I’ve been getting a lot of questions and insights from clients and others regarding KPIs (Key Performance Indicators.) The use of them is nothing new, and I’ve been a big proponent of using them to help measure the business and, more importantly, for individuals to measure their performance. Question is, “Are you using […].
Sales Training Connection
APRIL 17, 2015
'A Classic – ’63 Corvette. “Our sales teams just don’t do a good job managing their pipeline.” There are many variations of this complaint – a popular one is how long opportunities languish in the pipeline. As one frustrated sales manager shared: “For some of my sales reps, accounts literally take up permanent residence at Stage 3″ I hear a thousand reasons why hope is just around the corner.
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