Sat.Sep 05, 2015 - Fri.Sep 11, 2015

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“The Challenger Customer” – More Than A Sequel

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . A Review of The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. by Brent Adamson, Matthew Dixon, Pat Spenner, Nick Toman. What often differentiates great sales people from the also-rans is their understanding that their success in delivering revenue and retiring quota, is the result of a dynamic alignment and balance between selling and buying.

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How Eleanor Roosevelt Paved the Way for Women in Sales

No More Cold Calling

This first lady was a trailblazer for women leaders. And she’s finally getting some credit. I don’t remember Eleanor Roosevelt. I never knew what a maverick she was until I read why she might soon become the first woman featured on the $10 bill. She stood up for what she believed and used her role as first lady to fight for equality in all walks of life.

Hiring 235
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Five Great Things to Say to Prospects

The Sales Heretic

Have you ever struggled with what to say to a prospect? Do you wish you had an arsenal of powerful words, phrases, and questions that you could whip out and use whenever you needed? Listen to my appearance on Breakthrough Radio with Michele Price. In this 8-minute segment, I share five terrific things you can [.].

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Data Can Save Your Sales Quarter

Sales and Marketing Management

Issue Date: 2015-09-07. Author: Steve McKenzie. Teaser: It’s only a matter of time before analytical sales management becomes the norm. In order to start using your existing data to understand and hit your sales goals, you need to focus on the following three, key areas: How Much, How Good and How Soon. It’s only a matter of time before analytical sales management becomes the norm.

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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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Ready – Set – Go Part I

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Tuesday we enter the “final half” of the sales year, the unofficial intermission that is summer comes to a figurative end, and harvest season is upon us. Now if you did a good job of ploughing, seeding and nurturing (even fertilizing), in the spring, you are truly in a position to harvest.

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More Trending

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When You Can’t Close: 10 Questions to Ask Yourself.

The Sales Hunter

Have you ever asked yourself why you can’t close? I imagine you have. I know I have and I’d be willing to say there is not a salesperson out there who has not asked themselves that question. Here’s my quick checklist of questions you need to ask yourself when you can’t close a sale: 1. Is […].

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Driving, Asking Questions, Inside Sales, and Sales Process with a Twist

Understanding the Sales Force

Here's a quote from an article I wrote that appears now on the SellingPower Blog. It's an analogy to help you understand why asking questions is so difficult for most salespeople. "You’ve been driving a car since you were a teenager, but your cars have always had an automatic transmission and you’ve always driven on standard roads. Now we will ask you to drive a much larger car, drive it at faster speeds, on an obstacle course, with people in your way.

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Make Better Data-driven Marketing Decisions

Pointclear

You can never have too much of a good thing … right? Well, in an article published by the Georgia Institute of Technology, “Too Many Choices Can Lead to Bad Decisions” (February 2015), researchers found that “The frustration of picking one thing from dozens of options can take over and lead to choice overload.”. Earlier this year, the 2015 edition of the Marketing Technology Landscape Supergraphic was released and—are you ready for this?

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Unlocking Success in Emerging Markets

Sales and Marketing Management

Issue Date: 2015-09-11. Author: Tom Buckley. Teaser: While the opportunity to flourish in emerging markets is ample, learning how to successfully navigate these regions and come out ahead requires strategic thinking. Much of this can be accomplished by having the right technology. While the opportunity to flourish in emerging markets is ample, learning how to successfully navigate these regions and come out ahead requires strategic thinking.

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

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.

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Why Do We Limit Our Thinking on What is Possible?

The Sales Hunter

Recently, I did a video sales meeting for a company I’ve been working with. This particular client has sales meetings every Monday morning and it was great to participate. The meeting started at 9 AM, and I was to go on about 9:15 AM to talk for 20 minutes. Challenge was the client was in Europe and […].

Video 189
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The Right Way to Open a Closing Call

Mr. Inside Sales

How do you open your closing presentation calls? Have you scripted out the best opening, or do you wing it? Do you let your prospect take the lead, by asking if this is still a good time for them, or do you confidently and enthusiastically assume the opening and set the pace for the rest of the call? The way you open your closing call often determines how the presentation will go, and many sales reps set themselves up for stalls by opening a closing call weakly.

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Workplace Culture Is Perennial Flower Bed of Beliefs

Increase Sales

Funny I just read a posting about the myth and reality of organizational or workplace culture and the author wrote “culture is defined by habits.” Unfortunately, he has only identified part of the reality. Workplace culture is all about beliefs and those beliefs are very much like the flowers that bloom year after year in a perennial flower bed. Credit www.gratisography.com.

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When group feedback makes more sense

Sales and Marketing Management

Issue Date: 2015-09-01. Author: SMM Staff. Teaser: Many managers are hesitant to give feedback in a group setting for fear that it puts the person on the spot, gets him or her defensive, makes everyone else in the room uncomfortable, and strains the team’s working relationships. But there are instances when providing feedback in a group setting is more appropriate than one-one-one feedback.

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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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VIDEO SALES TIP: Don’t Ride the Wave of Yesterday’s Success

The Sales Hunter

Great salespeople are not hung up on what they did yesterday. Even when they had wildly amazing success yesterday, they are focused on what they are doing today to build on that success. If you want to move beyond average, you have to be willing to not ride the wave of yesterday’s success. Check out […].

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#heykeenan Take 11 What My Mom Let Hang on My Bedroom Walls When I Was 12.

A Sales Guy

In Take 11 of #heykeenan I break down what I would tell my younger self (I drop a killer story from when I was 12 in here too) and how LinkedIn is the business suit of the 21st century. If you don’t have time watch, check out the podcast here. I’m having fun doing these.

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The Economic Collision of Customer Service and Social Media

Increase Sales

The customer has evolved from being King or Queen to being an Internet socially connected King or Queen. No longer must he or she hang on for minutes to speak to your customer service department. Today, social media has expanded communication and has created a very loud and significant economic collision with customer service. Sprout Social Index recently released some customer service research that suggests seven out of eight messages on social media are ignored within the first 72 hours.

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The Intersection Of Seth Godin And Challenger And Insight Driven Sales

Partners in Excellence

For some time, I’ve had the famous Jack Nicholson/Tom Cruise scene in “A Few Good Men” playing in my mind when I think of delivering Insight to customers. You know the scene I’m talking about, it’s where Tom Cruise is cross examining Jack Nicholson as Col. Nathan Jesup and Nicholson delivers his soliloquy, “You can’t handle the truth!

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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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Do You Know How to Make Lead Qualification Work for You?

The Sales Hunter

As a salesperson, you know that lead qualification is vital to being successful. But what is the best approach to lead qualification? Check out the below video, which is a replay of a webinar I did through RingLead and Pipeliner CRM. Make Lead Qualification Work for You: Sales Experts Share Their Best Strategies from […].

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Who’s At Hubspot’s Inbound This Week?

A Sales Guy

Are you at Inbound this week? Hubspot’s premier, badass, content marketing event is going on all week, and I’ll be speaking on Friday. Here’s my session, HOW TO HIRE #BADASS NOT #SORRYASS SDR’S. THE NEW RULES TO HIRING TALENT THAT WINS. The rules to hiring have changed. Competition, the Internet, Millennials and more have changed the hiring game.

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True Leadership Goes Beyond Education

Increase Sales

Yesterday I was listening to a visitor to a monthly mastermind group of small business owners talk about himself and how he became involved in this one, multi-level marketing leadership program. He specifically mentioned he lacked education about himself as an individual and consequently as a leader. What continues to bother me about his comments is he believes education is the answer to making better leaders.

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How Are You Building Organizational Capacity And Capability?

Partners in Excellence

Talk to any sales manager or executive about their priorities and you’ll get this universal answer, “Make the numbers!” Without a doubt, every sales leader has to produce results, we’re measured on it, we’re compensated on it, we get to keep our jobs based on our ability to do this–quarter after quarter, year after year.

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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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5 Reasons You Need LinkedIn and the LinkedIn Photo Tour

The Sales Hunter

We should be way past even needing to have this discussion, but until everyone gets it, here you go: The five reasons why you need to have your profile on LinkedIn. I couldn’t pass up posting this, because the LinkedIn Photo Tour is coming to Omaha Sept. 18. (See the link at the end […].

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Happy Labor Day!

Sales Training Connection

Happy Labor Day to all of our Sales Training Connection readers. We wish you a strong sales finish to 2015. Janet and Dick. Technorati Tags: sales training articles , sales training blogs.

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Reflection Is Not Just on 9/11

Increase Sales

Today, here in America, reflection is bringing us back 14 year ago when terrorists attacked freedom and liberty. I remember exactly where I was when I saw the second plane go into the World Trade Center. That day of 9/11 created an “impact memory” for myself and millions of other Americans as well as world citizens. For this generation of the early 21st century, this terrible day will “live in epiphany” as the bombing of Pearl Harbor did for those in the mid 20th century.

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Customer “Decision-Making Readiness” As A Qualifier

Partners in Excellence

We’ve all read the data about increases in “No Decision Made.” In the new, The Challenger Customer , the authors provide compelling data about the 5.4—the average of 5.4 people involved in complex B2B decisions. It turns out from this and other research, the biggest challenge has little to do with vendor selection, but more to do with the customer ability to align disparate goals, priorities, agendas, perceptions of the problem, and so forth.

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The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

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Why I Hate “Participation Awards”

The Sales Hunter

I will sum up in one sentence why I can’t stand “participation trophies” and awards that are given for showing up. I hate them because “average is the bane of greatness.” Why should we settle for being just average when we can push ourselves to a higher level? Could you imagine Steve Jobs or […].

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One Action You Can DO to Exceed Your Quota

Your Sales Management Guru

One Action You Can DO to Exceed Your Quota. Exceeding quota is never easy, in fact studies have shown that large percentages of salespeople never achieve 100% of their assigned quotas, but if you are in a position of sales leadership what can you do to improve your odds of success? It’s not the purpose of this blog, but the first action is to read the last two week’s blogs on “ Hiring High Performance Sales Teams” but reality is here, it’s the third quarter and you have to work with the team tha

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Faith Plus Labor Equals Authenticity

Increase Sales

Yesterday as I listened to the homily I realized that authenticity is the direct result of one’s faith and one’s labor. We as human beings require both faith (beliefs) and labor for others to view us as authentic, real individuals. How often have we heard or thought “ Do as I say not as I do?” Those who speak that statement create distrust because we perceive them as not being authentic.

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