The Pipeline
OCTOBER 5, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . There are times when we have to stop and make sure that our actions or words have not caused the pendulum to swing too far. Too much of anything can take away from or completely defeat what we are trying to achieve. And so it is with execution, one of my favourite words, and the core success factor in sales.
No More Cold Calling
OCTOBER 8, 2015
What do women in sales and engineers have in common? An engineer who sells? I didn’t understand what one skill set had to do with the other … until I spoke to Ellen, an executive saleswoman at a semi-conductor company. As you might imagine, Ellen is typically the only woman in the room —which gives her a unique perspective. She is off-the-charts bright, with degrees in both statistics and physics, so engineering was a natural career choice.
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Understanding the Sales Force
OCTOBER 5, 2015
Most of the great books I read are disappointing, at best, when they become movies. The Davinci Code, Gone Girl, Absolute Power, Lone Survivor, Hunger Games, The Girl with the Dragon Tatoo, The Lincoln Lawyer, 127 Hours, and Heaven is for Real are just some of my recent disappointments. Unbroken, The Blind Side and Moneyball didn't get botched up too badly.
The Sales Hunter
OCTOBER 6, 2015
Recently after a conference where I spoke, a salesperson asked for ideas on how he could increase his value. The question got me thinking, so here’s my list of what you need to be doing to become a top-performing salesperson: 1. Ask your customer questions both you and your customer can’t answer. Salespeople are famous for […].
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
OCTOBER 7, 2015
When you hold a door open for someone to follow you, what do they naturally say to you? When you offer someone a compliment or admiring comment, what do they normally say back? You’ll probably answer. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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Understanding the Sales Force
OCTOBER 7, 2015
Last week I published a case history on a company that we nicknamed, BigBrains. Many readers emailed asking if we could perform this analysis for them (yes, in most cases) and whether this would be considered benchmarking (no). In this article, I will actually show you the difference between benchmarking and the Perfect Fit Analysis that we use as proof to clients and to customize Objective Management Group's (OMG) Sales Candidate Assessments.
The Sales Hunter
OCTOBER 9, 2015
You have a great opportunity coming up. I hope you won’t miss it. Along with 5 other sales thought leaders, I will be part of a webinar that gives you the secrets to closing deals faster. You want to close more deals faster, right? Of course you do! The TAS Group is sponsoring this […].
Sales and Marketing Management
OCTOBER 5, 2015
Issue Date: 2015-10-05. Author: Chris Merrington. Teaser: I’ve worked with many really smart people working within agencies and in sales teams of many leading companies. I see the same mistakes being made in many of these companies repeatedly. It’s not dumb to make mistakes. What’s dumb is to repeat the same mistake. I’ve worked with many really smart people working within agencies and in sales teams of many leading companies.
Anthony Cole Training
OCTOBER 7, 2015
One of the problems facing many companies today is getting more from what they have. In a time of economic pressure to manage the profits companies have become very creative in finding solutions to manage the burn rate of their cash. The solution that many, if not most, struggle with is how to get the cash generation rate to meet and exceed the burn rate.
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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.
Increase Sales
OCTOBER 9, 2015
The reality of most sales success formulas is they look to behaviors as demonstrated through sales skills. What continues to be missing are the beliefs driving the actions (behaviors) delivering the results. B → A → R. When sales success formulas or any success formulas focus on behaviors (actions), this is very much running around in a circle. Behaviors are the end result of our experiences.
The Sales Hunter
OCTOBER 6, 2015
It’s time to wade back into this very critical discussion. You say it’s not critical? I will argue it is, because if you’re a sales manager or anyone even remotely responsible for sales, don’t you want to make sure you’re capturing all you can? Sure you do. Jill Konrath — who I feel is […].
Sales and Marketing Management
OCTOBER 7, 2015
Issue Date: 2015-09-01. Author: Tim Riesterer. Teaser: The results of a recent study are pretty alarming regarding the effort salespeople put into practicing their craft. The results of a recent study are pretty alarming regarding the effort salespeople put into practicing their craft.
MTD Sales Training
OCTOBER 8, 2015
During my career in the finance industry, I had many occasions to discuss opportunities with prospects that centred around their investments, pensions, banking circumstances and the like. I would listen attentively as they told me what had happened in the past, how they had sometimes burned their fingers with investments and how they had made killings in other situations.
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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
Increase Sales
OCTOBER 4, 2015
WAY SMART goals do propel people to greater goal achievement provided they go beyond just being smart (intelligence). For us to achieve our goals, we must and I repeat must emotionalize them. Human beings are creatures of emotions. When we take those emotions out of the goal setting and goal achievement process we are working at a disadvantage. How many times have you been in a meeting and a goal is set?
The Sales Hunter
OCTOBER 8, 2015
Unfortunately, many of today’s sales leaders are stuck in the past. I’ve seen the same patterns over and over again. Far too often, sales managers and leaders are busy, overwhelmed, and bogged down in the day-to-day operations of a sales team. But in order to succeed in sales, you have to plan far in […].
Sales and Marketing Management
OCTOBER 8, 2015
Issue Date: 2015-10-09. Author: Chris Dent. Teaser: One of marketing’s most important roles is generating leads for the sales force, but too often this is done in a vacuum. In our work with hundreds of B2B companies, we have found that the common disconnects are rooted in three basic failures. One of marketing’s most important roles is generating leads for the sales force, but too often this is done in a vacuum.
A Sales Guy
OCTOBER 5, 2015
You want to know where the biggest opportunity for sales growth is today? Do you want to know what is the one short thing you can do to blow out your numbers and crush the competition? It’s to turn your sales organization in to a teaching organization. Times have changed and so has your job. As a sales leader it used to be you had to build a sales organization that could sell by telling, pitching and closing.
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.
Increase Sales
OCTOBER 5, 2015
We hear and read all the time about the top interpersonal skills in sales. From my experience, looking at top sales performers, their interpersonal sales skills are never the same. Each salesperson is unique and that uniqueness affords him or her different skills or talents. A quick review of the last five top salespeople (those earning $100,000 or more) I have assessed revealed each had a different top attribute or talent: Personal accountability.
The Sales Hunter
OCTOBER 9, 2015
I’ve been talking a lot recently about the need to have engaged customers and their impact on both the top-line and the bottom-line of your business. The ability to have engaged customers requires engaged salespeople, which come about due to engaged leadership. All of this is a result of the culture of the business. […].
Sales and Marketing Management
OCTOBER 6, 2015
Issue Date: 2015-10-07. Author: Paul Black, CEO of sales-i. Teaser: It has been said that more seasoned salespeople resist new technology, largely due to a lack of knowledge and technological fear. If you’re working as a sales and marketing manager, technophobia is nothing less than a millstone around your neck. It has been said that more seasoned salespeople resist new technology, largely due to a lack of knowledge and technological fear.
A Sales Guy
OCTOBER 9, 2015
I have some bad news for you, you are probably not as good as you think you are. I know, it’s not something you want to hear, but you can’t argue research. According to research by David Dunning too many of us suffer from incompetence, but also, and more disappointingly, we don’t have the capacity to know we’re incompetent. In other words, in many areas of our lives, we suck and don’t know we suck.
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.
Increase Sales
OCTOBER 3, 2015
SMART goals have been around for several decades. Yet, goal achievement is still very allusive for most people. How many New Year’s resolutions fall to the wayside by late February if not before? How many sales professional fail attain sales goals? How many executive fail to achieve their revenue, market share or profitability goals? Yes, SMART goals no longer work for these 3 reasons.
The Sales Hunter
OCTOBER 3, 2015
Every now and then, I hear of or meet people who are adamant they are not a salesperson. Yet, what they do is help people. Helping people is sales! Take pride in being a salesperson, regardless of your title, because if you help people, you are selling. Check out the below video to see what I […].
Sales and Marketing Management
OCTOBER 5, 2015
Issue Date: 2015-09-01. Author: Paul Nolan. Teaser: As a 24/7 salesman, your website has the potential to be your most powerful asset and the centerpiece of your marketing efforts. But rapidly changing technology can make your website feel old and outdated. A redesign maybe ideal but who has the time or the budget? Darling Jimenez, a Web developer and inbound marketer, offers simple ways to improve your website.
A Sales Guy
OCTOBER 5, 2015
In 1995, McArthur Wheeler walked into two Pittsburgh banks and robbed them in broad daylight, with no visible attempt at disguise. He was arrested later that night, less than an hour after videotapes of him taken from surveillance cameras were broadcast on the 11 o’clock news. When police later showed him the surveillance tapes, Mr. Wheeler stared in incredulity.
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?
Increase Sales
OCTOBER 7, 2015
One hears about the importance of intrapersonal accountability almost as much as goal setting to leadership. Yet this necessary individual characteristic or talent requires more than words, but a solid process supported with proven tools. Credit www.gratisography.com. Over the years I have come across many definitions for this talent. The best one I have read comes from the Attribute Index psychometric assessment.
The Sales Hunter
OCTOBER 5, 2015
The end of the year is coming fast, so now is the time to accelerate. Yes! Get ahead of the curve in making and exceeding your number. You want to build momentum, especially between now and Thanksgiving. Check out the video to see what I mean: Copyright 2015, Mark Hunter “The Sales Hunter.” […].
Sales and Marketing Management
OCTOBER 9, 2015
Issue Date: 2015-10-09. Author: Chris Dent. Teaser: Ineffective sales management is often due to one or more of three common failings. By addressing these issues, companies can elevate the effectiveness of their managers, which in turn will boost the performance of the sales organization as a whole. Ineffective sales management is often due to one or more of three common failings.
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