Sat.Aug 01, 2015 - Fri.Aug 07, 2015

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Do Great Salespeople Make Great Managers?

Sales and Marketing Management

Issue Date: 2015-08-03. Author: Gregg Schwartz. Teaser: Finding great managerial talent is always a tricky and uncertain proposition, but your team will often be better served if you look beyond the top sales performers. Finding great managerial talent is always a tricky and uncertain proposition, but your team will often be better served if you look beyond the top sales performers.

Sales 253
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3 Elements of a First prospecting E-Mail – Sales eXecution 305

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . While in Canada e-mail has been neutered by our supposed business friendly Prime Minister, in other parts of the free world, e-mail continues to be an effective way to initiate engagement with new potential buyers. And while some may be shaking their head in disbelief, done right it contributes to prospecting success, but as usual, its down to what and how – the execution.

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Does “Call Reluctance” Prevent You from Asking for Referrals?

No More Cold Calling

What are salespeople so afraid of? “I think I’ve told you before that I have a mild-to-moderate case of call reluctance. Even warm opportunities I’m following up on create anxiety.” I was a little surprised to receive this email from Sam, a sales and marketing pro with years of experience. In theory, someone who talks to people for a living should be accustomed to it.

Referrals 234
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One Simple Trick to Improve Your Sales Presentations

The Sales Heretic

View image | gettyimages.com Do your sales presentations cause prospects to buy immediately? Or do they result in yawns, glassy stares and fidgeting? If it’s the former, great! But if it’s the latter, there’s a simple way to make them far more powerful. What is this tactic? And how can you incorporate it into your [.].

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Sales & Marketing Alignment: How to Synergize for Success

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.

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Newfangled Tips for an Old-School Tactic

Sales and Marketing Management

Issue Date: 2015-07-01. Teaser: The exchange of business cards, says marketing consultant Matt Heinz, is “the start of a fast, proven and scalable system that helps me more consistently follow up, stay in touch and ultimately convert more of those new contacts into partners, referral sources, customers and more.” The exchange of business cards, says marketing consultant Matt Heinz, is “the start of a fast, proven and scalable system that helps me more consistently follow up, st

Referrals 214

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[Message to Management]: What a Winning Sales Team Does Differently

No More Cold Calling

To attract and retain talented salespeople, build an environment where winners can thrive. I hung up the phone and barged into my manager’s office. Without any explanation, I announced, “Get out the suntan lotion.” He looked puzzled for a minute, and then a huge smile spread across his face. He got up from his desk, shook my hand, and congratulated me for making Club.

Hiring 228
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Quit Selling Price and Start Selling You

The Sales Hunter

The believability a customer has in you will only be equal to or less than the credibility you’ve established in their mind. The believability a customer has will determine their belief in the outcomes they expect to receive. The price they are willing to pay will never be more than the value / benefits […].

Benefit 198
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Predictive Analytics as an Engine of Research and Development with New Product Launches

Sales and Marketing Management

Issue Date: 2015-08-07. Author: Lana Klein. Teaser: Innovation is the driving force of growth, but many new product ideas fail in the marketplace, leaving a trail of wasted time and resources. Sometimes the product idea is good but is poorly communicated. Sometimes, the idea is not that good from the start or lacks proper validation before a go-to-market strategy is crafted.

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How To Look REALLY Stupid In Front Of A Customer

MTD Sales Training

My team and I often discuss the skills of top salespeople and how we admire their abilities to turn difficult situations around. We’re always seeking best-practice ideas that helps customers to. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Customer 189
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How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

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How to Use Assumptive Statements

Mr. Inside Sales

Want to make your presentations instantly better? Then invest some time and change your closed ended, weak closing statements and questions into powerfully persuasive assumptive statements that lead your buyer to make the decision you want them to make. Assumptive questions are just that – they assume an answer rather than ask it, and in doing so, they cut through any hesitation or resistance a prospect is likely to put up.

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VIDEO SALES TIP: Great Salespeople Don’t Stop at the End of the Day

The Sales Hunter

Is selling simply a job to you? Or is it more than that? In my experience working with salespeople, I have found that the great ones really don’t stop at the end of the day. They have a passion for selling and are constantly learning. Do you motivate yourself to keep going and growing? […].

Video 193
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Eating Workplace Culture One Bite at a Time- Part 05

Increase Sales

Numbers are pesky things for many in executive leadership and management even with salespeople. Without analyzing basic data, the workplace culture may be engaged in ineffective behaviors or may even have insight in how to improve business operations. Technology allows a better mechanism to gather and analyze information. However the executive leadership team must invest the time to analyze the data because as of yet we have not achieved the analyzing skills of Data.

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Boy That Was Unexpected

A Sales Guy

Doing the unexpected is powerful. When we unexpectedly surprise someone with a compliment, it makes them feel better than a compliment they were expecting. When we give someone a gift they weren’t expecting, the gift is that much more special. When we unexpectedly do something for someone, the impact is far greater than when it was expected. Being unexpected is a force multiplier.

Buyer 98
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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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Manager, If You’re Doing Deals, You’re Not Doing Your Job

Partners in Excellence

All sales professionals revel in doing deals. There’s an adrenaline rush working on a complex deal and making it happen. There’s the sense of attainment and accomplishment in winning a hard fought competition. There’s that momentary celebration, high-five’s, before we move on to the next. But as managers, as great as that feeling is, if we are spending the majority of our time doing deals, then we aren’t doing our jobs.

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What Value Does Your Sales Proposal Bring to You and Your Ability to Close the Sale?

The Sales Hunter

I’ve seen far too many sales proposals, and I’ll admit 90% of them are a waste. Reason is simple: We don’t take the time to do them right. Reason we don’t take the time is we’re too busy scrambling to get them out, as we feel it’s what the customer wants. What gives us the right […].

Proposal 182
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Eating Workplace Culture One Bite at a Time – Part 04

Increase Sales

We have all heard the customer is king or queen. Yet if we look at customer service research, the workplace culture may not believe in the implied royalty within the customers or clients being served. Poor customer service is a reflection of the workplace culture. Credit www.gratisography.com. Just a quick search for customer service statistics revealed 99,400,000 Google hits and here are just a few of the newer highlights: Salesforce.com. $41 billion cost to US businesses for poor customer ser

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Do You Like to Consume Video?

A Sales Guy

As many of you have noticed, I’ve been doing A LOT more video. I’m obsessed with it. I think video tells a much better story. It’s taps so many more of our senses. It’s more fun and in many cases, easier to consume. In spite of my obsession, I suck at it. Video is not easy. They take a lot of work. Unlike writing you can’t just sit down and put out a video.

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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 “Competitor” Question

Partners in Excellence

It happened again this morning. I was doing a review with a sales person. It was a very important call, we were discussing the customers’ attitudes, views, priorities, and so forth. I asked, what competition are they looking at, what do they think of them? There was a momentary pause on the phone. The sales person responded, “I think they are looking at competition, but I’m not sure……” He went on, “… I’m really afraid of planting the idea

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5 Things You Need to do NOW to Make Your Annual Number

The Sales Hunter

We’re heading quickly into the last few months of the year, and that means the scramble is on to grab business. Here are five things you need to do now: 1. Conduct business reviews ASAP with all of your big accounts. By discussing current business circumstances together, you will uncover new opportunities you can take care […].

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Eating Workplace Culture One Bite at a Time – Part 02

Increase Sales

Leadership continues to be the straw that breaks the camel back. For without strong leadership, the workplace culture will become the “defacto leader.” Workplace culture is very sensitive to leadership or ineffective executive leadership. Understanding the beliefs, experiences, expectations and emotions held by your employees is essential when it comes to leadership.

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A Sales Podcast, The Word and #heykeenan

A Sales Guy

Is now on iTunes. Many of you have been asking me to put The Word in a Podcast for easier listening. You said it was hard to find 45 minutes to watch a video, but if you could listen to it in the car, while working out, on your iPod or phone, you’d be down. Well, here you go! The Word is now a Podcast. Enjoy peeps. Now go subscribe.

Video 94
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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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7 People In 10 Years!

Partners in Excellence

Recently, I had an email exchange with a friend. He was seeking advice about his current role. As he described his situation, I stopped him at the sentence, “I’m the 7th person in 10 years to hold this job.” Without knowing anything more, the problem–at least the primary problem–had nothing to do with him (or probably his predecessors).

Churn 86
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Help! I Can’t Sell. What Am I Supposed to Do Now?

The Sales Hunter

During a program I was doing recently, I was asked this exact question by a person who was incredibly sincere. Sad comment is I’ve been asked this question far too many times by people who suddenly find themselves in a sales position. My advice to the person was to first relax and get the […].

Exact 179
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An Often Ignored Sales Metric That Reveals a Dangerous Business Trend

Increase Sales

In CRM Buyer, writer Christopher J. Bucholtz shared his recent survey of the most important sales metric to monitor. His one question survey revealed numerous sales metrics that included: Sales leads volume (how many sales leads are in the pipeline). Quote to close ratio. Conversion rate. Average transaction value. Product mixed sold compared to strategic sales plan goals.

Trends 120
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Medical sales – there is no back to the future

Sales Training Connection

MedTech Sales. Constant change has always characterized the business world – so looking in the rear view mirror has never been an ideal strategy for determining future direction. Yet, from time to time the scale and speed of the changes are so large and so fast that they can only be described as disruptive. Today’s medical sales industry is a case in point.

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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

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.

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Being Too Smart About Our Solutions

Partners in Excellence

Not long ago, I had a fascinating call with a sales person. He was very knowledgeable about the issues and challenges customers in his target segments faced. Turns out, he had spent much of his career in “operational roles” in his target markets. Stated differently, he had held the same jobs and faced the same issues as the people he now called on.

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Sales Motivation Video: Your Success Happens Today!

The Sales Hunter

Are you riding the success you achieved yesterday? If so, it is time to adjust your focus. Great salespeople are always looking ahead. If you want to replicate past success, you have to focus on what you need to do today! Sure, celebrate what you achieve, but just don’t get stuck there. Check out the […].

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Eating Workplace Culture One Bite at a Time – Part 03

Increase Sales

The verb plan is one of the four letter dirty words within mid-size to small businesses. Big businesses know the value to plan their strategic direction; not so much for the smaller firms especially when it comes to workplace culture. President Dwight Eisenhower said “Plans are worthless: planning is everything.” Yet far too many mid-size to small businesses still live in the role of Captain Wing-It where they continue to spray their actions all over the place and then pray something will stick.