Sat.Sep 12, 2015 - Fri.Sep 18, 2015

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Leading a Negotiating Team—10 Success Secrets for Women in Sales

No More Cold Calling

Guest blogger Carol Frohlinger explains how to corral your colleagues and make the sale together. Most salespeople would pass Negotiating 101, but negotiating in teams? I think I’d flunk. My sense is that most salespeople, especially women in sales, would jump at the opportunity to learn how to win at team negotiations. That’s why I invited Carol Frohlinger, president of Negotiating Women, Inc., to guest blog this month.

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Ready Set Go – Part II

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Last Monday, in Ready Set Go – Part II I wrote about how to plan and execute the rest of the calendar year (for many their fiscal year). We looked at two scenarios, one for sellers who set themselves up for success. The second, and the focus for today’s post, is for those in the other group, the “Holy s#*t, there are only how many working days left in the year?

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Want to Drive Better Sales? Manage People, Not Things

Sales and Marketing Management

Issue Date: 2015-09-16. Author: Mark Weber. Teaser: More than ever, success in business – particularly when it comes to building, growing and retaining great sales teams – comes down to one fundamental truth about leadership: Great leaders manage people, not things. More than ever, success in business – particularly when it comes to building, growing and retaining great sales teams – comes down to one fundamental truth about leadership: Great leaders manage people, not th

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Negotiating Tip: Don’t Discount Your Price. Increase Your Value.

The Sales Hunter

Why would you want to cut your price? Just because your customer is looking for you to reduce your price does not mean you need to do it! Lowering your price is never a “one-time” event. It’s permanent. The money you give up is gone for good and, worse yet, you’ve established in the customer’s mind […].

Discount 217
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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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Saleswomen Don’t Need to Be Tech Gurus to Sell Technology

No More Cold Calling

Women in sales have everything they need to succeed. Sue wasn’t the most technical person in the world, but now she’s selling technology in a male-dominated industry. At first, she struggled to embrace the technology at a deeper level. Then she realized she didn’t need to get into the weeds. She had access to technical experts if a client required more details.

Hiring 230

More Trending

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Did You Know That There is a Season for Hiring Salespeople?

Understanding the Sales Force

I live in the Boston area and there are some things that I know will always be true about the seasons. School buses start rolling in September, fall foliage peaks in October, the first freezing cold days arrive in late November, snow storms are routine by mid-December, the coldest, driest days are in January, the snowiest month is in February, the days begin to get longer in March, the snow has melted so that baseball can be played in April, flowers blossom and leaves appear on the trees in May,

Hiring 210
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10 Things Top Performing Salespeople Do Regularly

The Sales Hunter

Without a doubt, there are things that top salespeople do in order to excel in their professional and personal lives. Top salespeople… 1. Plan their week and work their plan. 2. Do not allow email and other routine activities to consume their time or their mental focus. 3. Have a prospecting plan they follow […].

Consumer 212
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3 Ways to Increase Sales in Rural Markets

Sales and Marketing Management

Issue Date: 2015-09-14. Author: Andy Kelly, director of sales at TBHC Delivers. Teaser: In the consumer and B2B landscape, sales in a rural market requires a different outlook than in urban locations. In the consumer and B2B landscape, sales in a rural market requires a different outlook than in urban locations.

Marketing 209
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Here’s 450 Sales Questions That You Can Use

MTD Sales Training

If you want to be great at sales then you have to be great at asking questions. Lots of questions! To help you with this, I’ve gathered a list of the top 450 sales questions that I’ve. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 208
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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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A Guaranteed Fix for Inaccurate Sales Forecasts

Understanding the Sales Force

The weather has become quite predictive - if you want to know what it will be like in say, an hour. Meteorologists are still fairly accurate within 24 hours but for the most part, especially where I live in New England, they are challenged to get it accurate beyond a day in advance.

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Is There Such Thing as a “Born” Salesperson?

The Sales Hunter

We’ve all heard the expression that someone is a “born salesperson.” It seems too many times, the person who uses that expression is the one who is trying to deflect away from them the reason they’re struggling to sell. People who aren’t successful are quick to create excuses, and I think this is one of the best […].

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4 Behaviors to Embrace When Working With Consultants

Sales and Marketing Management

Issue Date: 2015-09-18. Author: Sona Jepsen. Teaser: Though the outcome depends on many different variables, how sales reps treat their consultants can go a long way toward ensuring a positive and successful experience. Though the outcome depends on many different variables, how sales reps treat their consultants can go a long way toward ensuring a positive and successful experience.

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New To Sales? Here’s Are 5 Ways To Make Yourself More Valuable…

MTD Sales Training

We often see people who are new in sales on our programmes, some of whom having even started selling yet. They ask my trainers how they can quickly get up to speed and get results. We offer some. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Up-Sell 199
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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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Very Alarmed Over the Latest Data on Sales Forces

Understanding the Sales Force

Almost two weeks ago I weighed 188 pounds, gained 5 pounds over the 4-day Labor Day weekend and last Tuesday was up to 193. I ate well, lost 3 pounds over the next 3 days, went into the following weekend at 190, gained 5 pounds again and was at 195 at the beginning of this week. In other words, the good eating I manage during the week is all for nothing as my bad eating over the weekends cancels it out.

Data 195
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Close More Sales by Fixing Your Attitude

The Sales Hunter

On the other end of the phone was another salesperson complaining to me about how they can’t seem to close more sales. I asked the person why he felt that was the case and the response was immediate, “Marketing provides all us with crappy leads. You can’t close anything if your leads are pathetic.” […].

Closing 192
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Making Memorable Sales Conversations

Increase Sales

If your desire is to increase sales, possibly now is the time rethink how your sales conversations can be memorable first and foremost. With all the emphasis on asking the right sales questions, possibly you have lost sight of making your sales interactions memorable. When salespeople are so entrenched on asking the right sales questions, they lose sight of the end game and become focused on each play or question.

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If the Prospect Only takes Emails, What to Do?

Mr. Inside Sales

I received an email from a reader who said that he sometimes gets the objection from the gatekeeper of, “I am sorry but he/she does not take outside calls, he/she only responds to emails.” He asked if there is a way to get around this, and my answer is: sometimes. Let’s start at the beginning: First of all, my question to the sales rep who sent me this email would be, “How did the gatekeeper know you were an “outside” call,” rather than a client, prospect or friend?

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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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Why Sorry Isn’t Enough and What People Really Want to Hear

A Sales Guy

What do you do when you f**k up? Do you apologize? Do you get defensive? Do you try to minimize it by avoiding the f**k up altogether? How do you handle it when you or your company screw up? There is only one way to respond when you make a mistake in sales or business, s**t in life, in general, and most people don’t do it right. The majority of people (a simple majority it seems) apologize.

Airlines 116
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VIDEO SALES TIP: This Might Be Why You Can’t Sell

The Sales Hunter

If your goal is just to get the order, my guess is you are not willing to listen. If you haven’t mastered what it means to truly listen and let the customer guide the discussion, you will never see the greatest success. You must listen to the customer share their critical needs and desired […].

Video 183
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Bad Business Strategy Is Not Your Barrier to Increase Sales

Increase Sales

Yesterday I read a posting about how bad business strategy keeps salespeople and mid-size to small business owners from being able to increase sales. Possibly years ago this was more true. Today, this is one of those falsehoods sold by people who sell their consulting services specific to business strategy without acknowledging this reality: The real barrier to increase sales and business growth is execution. .

Strategy 136
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How to Generate Leads with Twitter and LinkedIn

Fill the Funnel

Can you generate leads in B2B by using Twitter and LinkedIn? The best way I know to answer that question is to ask those that are actually doing it, using these social media platforms every day to generate leads, opportunities and win business. Real people generating real leads in real life. Leads are the lifeblood of every business. No leads, no revenue.

Twitter 101
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Why You Shouldn’t Focus On Questions When Selling

A Sales Guy

Let me flip the script on you here. I want you to stop thinking about questions when it comes to selling. I don’t want you thinking about what you want to ask your prospects or customers. Try and abandon the notion of asking questions for just a little bit. Now that you’re not thinking about what questions you’d like to ask prospects and buyers, what are you focusing on?

Call-back 101
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Sales Motivation Video: Make a Difference This Way

The Sales Hunter

Do you want to make a difference in your week? Make one more call! That’s right. Make one more call today, and then do it again tomorrow and the next day too. One more call is the way you make a difference. Check out the video to see what I mean: Copyright […].

Video 177
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Money in Education for Business and People Growth Is Secondary to This

Increase Sales

Seth Godin recently asked this question “What if we spent twice the time and the money on education as we do now?” As a former educator, elected school board trustee and someone who truly understands how people learn, money in education for business and people growth is secondary to this one word – Attitude. People from young children and adult learners must have the desire to learn.

Education 136
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Does What You Do Inspire You?

Partners in Excellence

I’ve spent the last couple of days at Dreamforce. It’s an astounding event, but for me, participating in Dreamforce has taken a big shift. I find myself spending more time meeting with people in one on one’s than attending the sessions in the event. This year, I noticed a shift in the conversations I had with many people. A few had recently made major job and career shifts.

Energy 92
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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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Why Sorry Isn’t Enough and What People Really Want to Hear

A Sales Guy

What do you do when you f**k up? Do you apologize? Do you get defensive? Do you try to minimize it by avoiding the f**k up altogether? How do you handle it when you or your company screw up? There is only one way to respond when you make a mistake in sales or business, s**t in life, in general, and most people don’t do it right. The majority of people (a simple majority it seems) apologize.

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Sales training and national sales meetings – an odd couple – An STC Classic

Sales Training Connection

A Classic – ’63 Corvette. As the fourth quarter begins, many VPs of Sales and Sales Training Directors will be focusing on closing Q4 strong and positioning their sales teams for success in 2016. One item on many agendas will be the annual sales meeting, often sometime during Q1. Over the years we have attended a number of our clients’ national sales meetings.

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Must Leaders Be Liked to Be Effective?

Increase Sales

Do leaders have to be liked to be effective? Many may probably think right away absolutely! Yet, is this a fallacy for good leadership? Being an effective leader is very similar to being an effective salesperson. People must know you first before they can buy from you. From knowing you they begin to trust you. Liking you is probably third on the leadership characteristics’ checklist.