Sat.Nov 07, 2015 - Fri.Nov 13, 2015

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What Is Sales Without Relationships?

No More Cold Calling

Try a “No Toys at the Table” policy for sales reps. When did it become the norm to answer the phone during dinner or to check email while having a conversation? We’re so wired for 24/7 connectivity that we have developed FOMO —fear of missing out. The unfortunate result: While we stay up-to-date on what’s happening online, we’re not paying attention to the people right in front of us.

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The 5 Step Pathway to Corporate Game Playing

Bernadette McClelland

OK! So, this topic could be construed as a little ambiguous ;), but let’s play anyway so please keep on reading to the end! I have just returned from a whirlwind business trip to the UK to roll out a […]. The post The 5 Step Pathway to Corporate Game Playing appeared first on Bernadette McClelland.

Strategy 273
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Are you Open Ended Questions Leading to Closed Ended Results? – Sales eXecution 316

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Often the best sales books are not about sales or by sales experts. Case in point Dorothy Leeds’, the The 7 Powers of Questions: Secrets to Successful Communication in Life and at Work. If you haven’t read this and you’re in sales, you are at a disadvantage to any rep that has. While the importance of questions has been explored by many, I keep coming back to this because she does not limit questions to being a sales tactic, bu

Lead Rank 243
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The Holy Grail of Content Marketing – and When to Recommend It

Sales and Marketing Management

Issue Date: 2015-11-09. Author: Tanya Hall. Teaser: Conspicuously absent from most content strategies is the granddaddy of all content marketing – writing a book. Here are four elements to look for to determine if writing a book makes sense in your marketing mix. Conspicuously absent from most content strategies is the granddaddy of all content marketing – writing a book.

Marketing 223
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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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10 Mistakes Salespeople Make and Why You Can’t Afford to Make Any of Them!

The Sales Hunter

It’s not my nature to be negative, but sometimes the best ways to point things out is by expressing it in a negative manner. Here are 10 mistakes salespeople make (hopefully you will see why you can’t afford to make even one of them!) 1. Failing to gain a relationship with others beyond just […].

More Trending

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Is It 2016 Already? #BBSradio #podcast

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . As we head to the finish line 0f 2015, there is a tendency among many in sales to maximize their “closing” activities. Spurred on by their managers to close business, sales people get distracted from executing on the entire cycle, and focus on the here and now, and sacrifice future opportunities.

Maximizer 239
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How to Make Cold Calling Easy

Mr. Inside Sales

Anyone who has to cold call as part of their sales career knows how hard it can be. Many sales reps cringe as they dial a number and wait for the receptionist to answer: “Who’s calling?”. “Will he know what this call is regarding?”. These and other questions create such call reluctance that it’s no wonder the programs that claim “Cold calling is dead!

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Ask for the Sale the Right Way, Okay?

The Sales Hunter

First off, let’s drop the mindset of “asking” for the sale. Mentally, I feel this sets us up for failure. In my mind, I’m going to take one of two approaches. First approach is the one I like best for B2C. “Invite” the customer buy. Second approach is for B2B, where my preferred style […].

B2C 204
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What Sustainable B2B Model Believes Salespeople Are Unnecessary?

Increase Sales

Believe it or not, there are B2B models once again rearing their ugly heads that believe salespeople are unnecessary. No what is critical to these yokels (executive leadership) is decreasing the cost of doing business by cost cutting. Eliminate the salespeople and the business will have greater profits and somehow magically increase sales. Credit www.gratisography.com.

Lead Rank 131
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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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Here’s A Handy Way Of Measuring Your Success In Sales…

MTD Sales Training

A salesperson attended one of our programmes recently and asked ‘how many ways are there to measure whether you are successful, other than meeting your sales quota?’. It’s a good question and many people would say there’s probably only one success factor that matters; hitting your figures each month. But is it possible that you could be successful by other means?

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Is your customer contact a group hug?

Sales and Marketing Management

Issue Date: 2015-11-01. Author: Rachel Klein, Director of Strategy, Avenue. Teaser: B2B sales force turnover continues to worsen, with total churn of 22.4 percent in 2015, significantly higher than the year before. The high cost of replacing and retraining sales reps is painful enough. But there is a potentially more damaging risk that can arise from this rapidly revolving door — one that is best summed up as the “Loyalty Giveaway.

Groups 120
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Sales Motivation Video: Do You Have a Monday Goal?

The Sales Hunter

You need to build momentum early, so be sure to have a goal TODAY — on Monday! — that you can definitely achieve. Having a Monday goal is vital and will give you good perspective on what you can accomplish throughout the week. If you think it seems odd to set a goal for […].

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Be Proactive When Seeking Sales Referrals – Part 3

Increase Sales

No one knows what you do better than you do. So it makes perfect sense to educate your colleagues, your clients as well as those in your business to business networking groups to ensure you receive those coveted sales referrals. What this means is for you to write down the following: Things to Listen For. Things to Look For. Things to Listen For. If you have completed your strategic planning process , you probably already have identified what to listen for during an initial meeting with a prosp

Referrals 126
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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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Are You Creative Enough?

A Sales Guy

I am constantly amazed at the complete lack of creativity in sales people. Sales people are the extreme athletes of the business world, yet for some reason too many of us subscribe to the herd mentality — doing what everyone else does. The problem with doing what everyone else does is ONE, it’s boring and TWO, it lacks creativity. Making it in sales requires creativity.

Industry 101
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It’s Not My Job To Teach You How To Prospect Me!

Partners in Excellence

Before I start this post, I have a confession. I’m oddly drawn to really bad prospecting–particularly from companies selling tools or services to help sales people prospect. Perhaps it’s a deficiency in my character or something wrong in my upbringing, though Mom and Dad did the very best they could with the material they had. But I’m obsessed by really bad prospecting.

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Does Your Personality Come Through with the Gatekeeper?

The Sales Hunter

I’ve been digging deeper into 10 Ways to Get Past Gatekeepers When Prospecting on the Phone, and I’ve reached #8: Let your personality come through and allow the gatekeeper to see you as a normal person who is merely doing their job, just like them. Few things turn people off faster than answering the […].

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Be Proactive When Seeking Sales Referrals – Part 2

Increase Sales

Before you seek new sales referrals it helps to have crystal clarity as to who is your potential ideal customer. This knowledge comes from several resources: Existing clients. Strategic plan. Marketplace. Existing Customers. Have you taken the time to survey your existing customers as to why they selected you as their solution provider be it a product or service?

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Cloud-Based Solutions: The Sky Is the Limit for Retail Success

Speaker: Ryan Bryers, SVP of Global Engineering

In a rapidly evolving industry, the shift from traditional on-premise systems to cloud-based solutions has become crucial for retail success. While many businesses still rely on store-level infrastructure, it's time to embrace the unlimited potential of the cloud! With technology giants like Google, AWS, and Azure leading the charge, the true value of the cloud extends far beyond cost savings.

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#heykeenan Take 17

A Sales Guy

Carlos Gil asked a great question that really made me think. He asked how I define Hustle. Hustle is a word that’s being tossed around a lot lately, but I think we’re selling the word short. In Take 17 of #heykeenan I share my definition of hustle and what inspires me. I enjoyed this one, it was emotional, because the more I thought about it, the more it became personal and emotional.

Twitter 95
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What Do Prospects Owe Sales People?

Partners in Excellence

I had a fascinating exchange of emails with a very good sales person. He described a particularly difficult sales situation. It started well, then all of a sudden things fell apart. As he tried to recover or at least understand, there was a series of miscommunications, ending in the customer/prospect saying, “Don’t ever contact me or anyone in my company again.” The sales person had learned a lot in the process.

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Can You Ever Un-Discount a Discount?

The Sales Hunter

This is the question that Andy Paul and I dig into in a recent podcast on his site! I encourage you to check it out at the below link: High-Profit Selling: Why You Can Never Un-Discount a Discount Discounting changes your relationship with your customer and NOT in a good way! I would rather […].

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For Me Veterans Day Is Every Day

Increase Sales

Today is Veterans Day and has an extra special significance for me. Each morning for the last 30 years as I walk downstairs for my first cup of coffee, I see my father’s World War II Army picture. For those who never have met him or those who only met him after the War, they probably would recognize him, but there would be something different. Dad participated in the first landing on the island of Leyte.

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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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Millennials Schmellenials

Engage Selling

Bah Humbug. I’ve officially jumped off the millennial bandwagon. In truth, I’ve jumped off all the generational stereotyping bandwagons and have decided to treat instead, people as individuals. Why this novel approach? This month I’ve been reading a lot about why people say Millennials are different. Of note they list: They want a culture of purpose They […].

Quota 93
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Being Interesting

Partners in Excellence

Millions of people hours are spent every day confronting the issue, “How do we get our customers to be interested in us?” Marketing spends millions in content strategies, overlaid with all sorts of promotion programs. Sales looks for insights or provocation. Together, marketing and sales looks for provocative prospecting messages and approaches.

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VIDEO SALES TIP: What the CEO Really Wants to Hear

The Sales Hunter

When you meet with CEOs or other senior level people, make sure you are talking strategically, not tactically. CEOs are focused on outcomes that are big picture, not on the day-to-day technical things that have to happen. You need to make sure you align your focus with what they focus upon. Check out the below […].

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Be Proactive When Seeking Sales Referrals – Part 4

Increase Sales

Even the most helpful colleagues, business to business networking members and clients may find it difficult to start sales conversations and especially those that involve sales referrals. It is your responsibility to help others make it easier for them to provide you with quality sales referrals. Some Sales Conversations Prompts. Most people like to talk about themselves and what is happening in their worlds.

Referrals 117
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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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Shape the customer’s decision journey – create a unique competitive advantage

Sales Training Connection

Customers Buying Journey. McKinsey&Co’s David Edelman and Marc Singer recently wrote about the world of consumer buying. We thought the overall conclusion also had relevance for the B2B market. According to Edelman and Singer – “the traditional funnel model in which customers begin with a set number of brands in mind and then whittled them down until they decided what to buy—has been usurped by a customer decision journey model.

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It’s Plan AND Execute!

Partners in Excellence

It’s strategic planning season–at least for those companies on a fiscal calendar. For the past 2-3 months, I’ve been involved in working with a number of clients on their “strategic plans.” Usually, these are driven by the end of a fiscal year. People use the annual strategic planning process to drive major changes in what they want to do.

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Sales Strategies of Top Salespeople - Webinar for Sales Leaders

HeavyHitter Sales

  The grand strategy to win the B2b sale is based upon influencing the people, the selection process, and the politics of customer decision making. In key accounts, salespeople must penetrate new organizations, navigate to key C-Level decision makers, and dovetail their products' benefits to customers' internal politics. Steve W. Martin has interviewed with over one thousand top salespeople to better understand their strategies to win the complex B2B sale.