Sat.Dec 26, 2015 - Fri.Jan 01, 2016

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Have you seen this? An open message from a buyer to a seller…

Bernadette McClelland

Salespeople – It doesn’t worry me that your sales process is not perfect so long as you help me think differently, help me be better at what I do. Do that and you will be adding value to my role […]. The post Have you seen this? An open message from a buyer to a seller… appeared first on Bernadette McClelland.

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Get It Together! Marketing and Sales Collaboration That WORKS

The Pipeline

The Pipeline Guest Post – Megan Totka. Once upon a time, the business world operated in silos. The accounting department worked in its own silo, while the human resources department worked in a separate silo. Sales and marketing teams also had unique silos. Everyone worked independently and everyone seemed happy – until conflict arose. Today, more businesses recognize the distinct problem with this setup: each department is working toward a common goal, yet no one is communicating.

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What’s Your Number One Goal Setting Technique?

The Sales Hunter

I asked several of the smartest people I know what they consider their number one goal setting technique, and here is what they shared: John Spence www.JohnSpence.com @AwesomelySimple My number one goal setting technique is to make it public. When I set an important goal that I truly want to reach, I tell several of […].

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[Missed Connections]: Referral Selling Insights from December

No More Cold Calling

Here’s what you might have missed from No More Cold Calling this month. “The most powerful tool in my sales toolbox is me.” Sound arrogant? Not really. Think about it. Technology takes you just so far. People buy from us because we’ve built strong relationships with them, because they trust us, because they like us. This is what I discussed with Andy Paul of Zero-Time Selling when he hosted me on his podcast. ( Click here to listen.).

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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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Are Excuses Affecting Your Sales Success?

Anthony Cole Training

The traffic was backed up. The client hasn’t gotten back to me with the information. My support staff hasn’t prepared the documents yet. I’ve been here less than a year, I inherited the current sales team. The leads I get from my internal partners are not very good.

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More Trending

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10 Things I Will Do This Coming Year

The Sales Hunter

This year I will: 1. Not set goals without also having a plan to achieve them. 2. Spend more time learning, and most of all using what I learn. 3. Focus not on what I wish I had done, but on what I will do. 4. Spend less time measuring trailing indicators and more […].

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Leaving Las Vegas?

Sales and Marketing Management

Issue Date: 2015-11-01. Author: Sales & Marketing Management. Teaser: The New Year means the masses will be flocking to Las Vegas for another Consumer Electronics Show (scheduled for Jan. 6-9). It's still one of the largest trade shows in the world, but an aging Las Vegas Convention Center combined with aggressive marketing by rival cities seeking convention and trade show business has organizers of some of the largest events to visit Las Vegas, including CES, considering relocating.

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Are Your Real Estate Marketing Messages Missing the Sales Target?

Increase Sales

Selling our home has exposed me to a variety of Realtors. What I have learned is 90% or better of the real estate marketing messages we have received are missing the sales target. Probably because these real estate marketing messages have worked in the past with less educated sellers, realtors continue to engage in the same marketing channels such as direct mail postcards, advertising banners on Internet real estate for sale websites.

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The Purpose Of Selling Is To ………

Partners in Excellence

Complete the sentence, “The purpose of selling is to…… ” When I ask sales people and managers that question, the responses vary but generally fit into one of the categories below: …… to make my/our numbers. …… to sell our company’s solutions and products. … to achieve our revenue and growth goals. … to grow our company.

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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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Customers Have Year-End Money to Spend NOW!

The Sales Hunter

Flash: Your customers still have year-end money they don’t just want to spend, but need to spend NOW! We might be just days from the end of the year and we might be looking at shutting things down for the year, but you do so at the risk of losing business. In fact, what you run […].

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What vs. How

A Sales Guy

“WHAT” is the end goal; it’s directional! “ HOW ” is the journey…” The difference between good and great sales leaders is in their ability to get things done. They not only know “what” to do but also “how” they are going to do it. How is where the win is. Check out this video and see what the truly best sales leaders do to win.

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The Failed Last Chance Marketing Messages for 2015

Increase Sales

Has your email in box been overloaded with “last chance” marketing messages. For the last week, numerous SMB retail businesses along with a couple of service providers (executive coaching and consulting firms) continue to send “this is your last chance” or “take advantage of this last chance.”. My little brain goes Really? How many last chances in life do you have?

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Deal Slippage

Partners in Excellence

It’s the end of the month, end of the quarter, end of the year… I’m looking at the pipelines of several clients (sometimes, I think they regret giving me access to their CRM systems) and I see a flurry of activity. Yes some of it is deals coming in and being closed, but too much of it is slipping the target close date. Move it out a month, a quarter… I look at the history of some of the deals, one has moved 11 times in the past 11 months, you guessed it, every month the s

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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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Sales Motivation Video: What Can You Learn Today?

The Sales Hunter

What can you learn today? And how can you apply it tomorrow? There is no better teacher than life itself, so I encourage you to have an attitude of continual learning. You will gain valuable perspective that will equip you to not just persevere, but to thrive — in life and in business! Begin […].

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#Firestarters – How I Begin My Day featuring Gabe Villamizar

Fill the Funnel

Listen To The Audio Version. Follow Me On Blab. Powered by the Simple Live Press. In our final guest interview in this series, I talk with Gabe Villamizar , one of the top social selling and social media practitioners in the world. Gabe joins us from a Starbucks in Utah before he heads out for a day of snowboarding. As has been the norm for each of the interviews in the #Firestarters series, Gabe’s has a specific routine that is both unique and personal to him.

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How These 7 Steps Will Increase Sales in 2016

Increase Sales

With the New Year of 2016 just 5 days away, now is the time to begin to increase sales. Actually much of this probably should have been started 30 to 90 days ago, but there is still time to make 2016 far better than 2015. Credit www.gratisography.com. Here are some steps to ensure your path to a better 2016 sales year. Step #1 – File, Purge and Clean.

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93.2353% Of Plan

Partners in Excellence

As I write this post, I’m 93.2353% toward a goal I set for all of us. It’s simply unacceptable for me not to meet plan, so I need your help. Many of you know that I’ve supported Charity:Water for a number of years. I started this year’s campaign about a week ago. In a very short time, through your generosity, we’ve raised $7925–so far.

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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

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Happy New Year!

Sales Training Connection

Wishing you a successful sales year. Keep an eye on the Sales Training Connection for new ideas that may help you improve your sales performance. To a smashing 2016, Janet and Richard.

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#Firestarters – How I Begin My Day featuring Lynn Hidy

Fill the Funnel

Listen To The Audio Version. Follow Me On Blab. Powered by the Simple Live Press. Lynn Hidy (@upyourtelesales) was our guest on this episode of #Firestarters. Lynn is an expert on using the telephone to generate revenue for your business, and using inside sales teams for growth and customer satisfaction. Technology challenges aside, Lynn had a few surprises for us during the interview and was the first that used visual aids to deliver her key points.

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Top Sales Performers Never Allow Price to Be the Fallback Position

Increase Sales

How many times have I heard anxious SMB entrepreneurs to young and even somewhat experienced salespeople quickly use price as the fallback position. Top sales performers never allow price to be brought into the sales conversations during the first few moments. Years ago my father shared two great pieces of wisdom. #1 – What Buyers Really Want versus Reality.

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Account Based Sales Development: Selecting Your Accounts

SalesLoft

We’re onto the next step in Account Based Sales Development : selecting your accounts. Now that you have cleaned your data , you are ready to select your accounts. This is an opportunity for sales development and marketing to come together to collectively decide the fate of your sales development effort. In most organizations, marketing is frothing at the mouth for someone in sales development to ask for help identifying the accounts that matter the most.

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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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Will You Create Sales Success in 2016?

Engage Selling

“This year is going to be MY year.” Almost without fail, each year we all hear phrases like this leading into January. It’s a good thing. It shows that most people have a genuine interest in being successful. Unfortunately, interest alone is not enough to follow through with creating real success. You must develop an unwavering […].

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#Firestarters – Series Wrap-Up and Observations

Fill the Funnel

Listen To The Audio Version. Follow Me On Blab. Powered by the Simple Live Press. Thanks to all of the guests that joined the #Firestarters series in December. In this final broadcast of the series in December, I share how I start my day, introduce you to Presley, run through all the guests that appeared with me during the month, and share several books that I have just read or will be reading over the holiday weekend.

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Realtors, Time for a Reality Check, Direct Mail Postcards Increase Sales for the U.S. Post Office

Increase Sales

Possibly direct mail postcards work for some realtors to increase sales. Yet from the quality of the marketing messages I have received from numerous local real estate agents and the absence of follow-up, I truly do not know how postcard increase sales except of course for the U.S. Post Office. My question is “What is keeping these salespeople from physically knocking on doors of potential listings?

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Sales Tips: Suggested New Years Resolutions

Customer Centric Selling

Sales Tips: Suggested New Years Resolutions. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. It’s hard to believe that 2016 is nearly upon us. I hope you agree that changes in buying behavior have outpaced changes in selling approaches by a wide margin over the last 15 years or so. In my mind the gap will continue to widen over the coming years.

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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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TSE 240: Learn How Podcasts Can Increase Your Sales

Sales Evangelist

Today’s guest is Tom Schwab and he shares with us another interesting side of the sales spectrum. In fact, it’s something not too many salespeople or entrepreneurs have even thought about. If you haven’t yet harnessed the power of getting on podcast interviews as part of your sales strategies, then you’d probably consider doing so. […] The post TSE 240: Learn How Podcasts Can Increase Your Sales appeared first on The Sales Evangelist.

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Why Current Top Performers May Not Be Future Top Performers

The Brooks Group

What kind of reaction would you get from your sales team if you incentivized hitting their next target with a brand new iPhone 1? Crickets, most likely. That’s because the technology that was cutting edge in 2007 no longer feels relevant today. In the same sense, what defines top performance on your sales team now will never be equal to what defines top performance in the future—at least it shouldn’t be if you’re motivated towards growth and improvement.

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Reflection Your Own Path to Inspiration and Motivation

Increase Sales

Do you take time for reflection, to think about what has happened, what is happening or what will happen? Yes life is so crazy busy, we get caught up in the day to day drama we often fail to reflect about the past or the present. Appreciate Yesterday. Each day creates a yesterday. From yesterday we first can appreciate what happened and some of that appreciation turns into knowledge.