Sat.Aug 08, 2015 - Fri.Aug 14, 2015

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Top 10 Reasons Why New Sales Managers Fail

Steven Rosen

Welcome to Steven’s Top 10. I will be publishing a new top 10 list every week. Feel free to add additional points to the list and if you have any lists you are interested in please let me know. Of course my focus is on sales, sales leadership, executives and business. Your firm is growing and needs a competent, energetic sales manager to increase revenue and direct sales operations on the frontline.

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Why the Best Sales Techniques Won’t Win You Clients (Here’s What Will)

No More Cold Calling

Without strong relationships, your sales career is DOA. Salespeople are asking the wrong questions: What are the best sales techniques? What tech tools will help me generate hot leads and land new clients? It’s not what will help you win clients; it’s who. The answer is you. Yes, you are the very best tool in your sales toolkit. You know how to have conversations and build relationships—the most important ingredients for sales success.

Referrals 246
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Learning What You Don’t Know to Win Deals – Sales eXecution 306

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . We all have deals we know we should have won, they had our name practically written on them, all we had to do was complete, yet in the end, the commission went to a rep from another company. First you need to do is dig in and understand why you won, much like you would when you win, or when the prospect takes no decision.

Margin 240
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8 Traits That Will Transform You From Salesperson To Trusted Consultant

MTD Sales Training

Most salespeople we see on our courses like to consider themselves as consultants rather than salespeople. They tend to think that salespeople get tarred with the same brush and like to think they. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Course 231
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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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The Science of Sales Selection vs. the Marketing of Modern Selling

Understanding the Sales Force

Today I received this email from an OMG (Objective Management Group) Partner after he asked me to run an analysis on a company's top and bottom performers. He wrote, "After all these years this is still amazing to me. Thanks Dave, my conversation is Monday and we are getting next steps in place. Appreciate the help.". So why is that such a big deal?

Analysis 227

More Trending

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Their Only Pain is You

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Ask a group of sales people what they want to know about their prospect, and the majority respond “I want to know about their pain or needs” In theory a good concept, in practice highly over rated and ineffective. As discussed before, at any given time, only a small percentage of your total potential market is in play.

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5 Critical “HOW TOs” to Increase Sales Results for Sales Leaders

The Sales Hunter

It’s time to cut to the chase and do what needs to be done if we’re going to get sales to where we know they can be. Few organizations come close to getting all of the sales possible. Breakdowns occur for any number of reasons. Cut through everything, and it almost always comes down to […].

Sales 211
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How the Right Questions Can Make up for Lack of Sales Experience

Understanding the Sales Force

Last week, for the second year in a row, our son played in a 12U baseball tournament in Cooperstown, NY. Last year he played with boys a year older than him and the tournament inspired this very popular article on the Top 5 Mistakes Salespeople Make. This year's tournament was special, it was exciting to be there, and a privilege for him to be on such a talented team.

Up-Sell 222
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B2B Sales Still Needs A Human Touch

Sales and Marketing Management

Issue Date: 2015-07-01. Author: Barry C. Collin. Teaser: As new tech grabs much of the news regarding game-changing tactics in sales today, we’re letting ourselves become so focused on the digital side that we’ve forgotten it’s only part of the equation. As new tech grabs much of the news regarding game-changing tactics in sales today, we’re letting ourselves become so focused on the digital side that we’ve forgotten it’s only part of the equation.

B2B 214
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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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Here’s A Sales Challenge That Guarantees Results…

MTD Sales Training

Occasionally, I set a challenge to my sales team and they enjoy it as much as I do, as it stretches them but it also challenges them to do something they should be doing on a regular basis anyway. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Guarantee 196
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I Don’t Sell. I Help People With Their Problems.

The Sales Hunter

Listening to a successful small business person being interviewed a few weeks ago, I was struck by a comment he made about his success. He was asked if he saw himself as a salesperson. His response was, “No, that’s the last thing I would want to be, I don’t sell at all. What I […].

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Follow the Money: The Primary Responsibility for CMOs

Pointclear

The term ‘follow the money’ was made famous in the 1976 drama documentary All the Presidents Men , and has been used variously as the basis of journalistic articles ever since. Its purpose is to follow the money trail to get to the root cause of an issue. It happens also to be one of the four primary duties for Chief Marketing Officers. However, if you have ‘Marketing’ in your title, regardless of what it’s attached to, these are your ultimate responsibilities, and ‘following the money’ is the s

ROI 182
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The Five-Part Sanity Check

Sales and Marketing Management

Issue Date: 2015-08-10. Author: Frank Visgatis, President and COO, CustomerCentric Selling. Teaser: As a sales manager, I learned a long time ago that train wrecks happen a month at a time. Looking in the rear view mirror at YTD achievement means you’re tracking a lagging indicator. Doing some simple math on a monthly basis allows a sales manager to get a sanity check as to the likelihood of attaining quota for the year.

Quota 196
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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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How to Handle, “My supplier is my friend/brother/long term relationship, etc.”

Mr. Inside Sales

I often get asked the question of how to handle the objection: “My supplier is my friend/brother/long term relationship, etc.” While this is, at first glance, a seeming difficult objection to overcome – and sometimes, if it’s true, won’t be overcome right away – there are ways to position yourself to earn some of the business either right away, or to be the preferred vendor they reach out to if they need to consider making a change.

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VIDEO SALES TIP: Do Your Ethics Never Waver?

The Sales Hunter

How solid are your ethics — not just when things are going well, but particularly when things get difficult? A key characteristic of great salespeople is their strong ethics. This is especially apparent when it would be easier to cut corners or compromise. Do you want to be a great salesperson? Of course you do! Then […].

Video 200
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Eating Workplace Culture One Bite at a Time – Part 11

Increase Sales

Now that all the main bites for eating your workplace culture have been identified, the next step is totally up to you. Possibly you are still unsure as to where to begin? Let’s quickly review your workplace culture or your elephant in the room along with a few symptoms that may help you prioritize what bite to eat first: Leadership Symptoms. Gossiping at the water cooler.

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Sales Professionals Need Connectivity to Succeed

Sales and Marketing Management

Issue Date: 2015-08-12. Author: Patricia Hume. Teaser: One of the biggest limitations preventing them from maximizing their potential while travelling is a lack of connectivity. Rather than accept the status quo, salespeople must make employers aware that staying connected is critical. One of the biggest limitations preventing them from maximizing their potential while travelling is a lack of connectivity.

Travel 192
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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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How To Create Smarter Sales Communication

Fill the Funnel

What is the most inefficient part of the sales process? What is the area that causes the most friction on the flow of sale? While every company is different, most will narrow down their focus to one thing – Communication. Sales commun­icatio­n done right is a results multiplier. Click to tweet. Tellwise has created a sales tool that provides an elegant, powerful and easy to implement solution that is easy for sellers and enjoyable for buyers.

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6 Ways to Get Prospects to Open Your Emails

The Sales Hunter

Anyone can send out emails. Getting prospects to read them and then do something with them is a different situation altogether! Ask yourself this question: “Do I read emails I receive from people I don’t know?” I doubt you do. I know I don’t. Face it — we all can hit the delete key in a nano second when […].

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Eating Workplace Culture One Bite at a Time – Part 08

Increase Sales

At the end of the day, the week, the month, the quarter, the year, the workplace culture is responsible for executing the strategies to achieve the business results. Peter Drucker said “culture eats strategy for breakfast.” Since Drucker made that statement, strategy has improved and no longer is the greatest barrier to achieving business results. “Today workplace culture eats execution for breakfast, lunch, dinner, dessert and all snacks in between.” .

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What NOT To Do When You Screw Up

A Sales Guy

I’m a tough guy to work for. I don’t have unrealistic expectations. I don’t scream and yell at people. I don’t belittle people. I’m not a micromanager. I’m not an absentee leader. I don’t play favorites. I’m not a jerk. I’m not many of the things people associate with being tough to work for. The reason I’m tough to work for is I hold people accountable and people don’t like that very much.

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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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Are You Going to Hit Your 2nd Half Sales Number?

Fill the Funnel

It is that time of year when summer is winding down and we start to turn our attention to business and how the rest of the year is shaping up. I have heard from many of you through our Annual Survey and in conversations throughout the summer that achieving those goals is in question. It can be a bit uncomfortable in your forecast or commit meetings when you do not see a clear path to the expected results.

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Are Buyers Always Rational?

The Sales Hunter

Regardless of what you sell and the process with which you sell it, there will always be buyers who will not base their buying decision on rational logic. I’ll even go as far to say there is no such thing as a 100% rational buyer. Regardless of what the sale is, there will always […].

Buyer 179
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Eating Workplace Culture One Bite at a Time – Part 09

Increase Sales

Today’s workplace culture is changing and part of that is due to the continued emphasis on sustainability. Being green has always been prevalent far more in the operations of mid-size to small businesses that had far less resources than the big firms. Credit www.gratisography.com. To not only survive, but thrive, small businesses had to maximize all resources.

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#heykeenan Take 9 How to Deal With Pushy Customers and Red Plaid Shirts

A Sales Guy

Have you ever wondered how many red plaid shirts I have? I didn’t even know. But @robfreeborn wanted to know so I answered that and how to deal with a prospect who is pushing you off the phone in this Take of #heykeenan. Do you have a question you want me to answer about sales, sales leadership, success, entrepreneurship, my wardrobe or any other crazy topic?

How To 97
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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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Sales mastery 2015 – a horse of a different color

Sales Training Connection

Sales Mastery 2015. According to Bain & Company, B2B sales executives have seen tremendous disruption in how customers buy in recent years – and they see no reason to think it won’t continue. And if buyers change how they buy – salespeople need to change how they sell. How well are companies meeting the challenge? The folks at Bain surveyed 550 B2B sales executives.

Hiring 90
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Sales Motivation Video: Change Your Outlook to Change Your Output

The Sales Hunter

What really builds momentum to achieve more in your sales career? Changing your outlook! Change your outlook and you’ll change your output. I meet salespeople all the time who want their numbers to look different, but they aren’t willing to have a better attitude. You have it in you to change your outlook! Check out […].

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Is LinkedIn The New Prospecting Den of Deceit?

Increase Sales

Most B2B professional recognize the value of LinkedIn for prospecting new sales leads. For many this has been the increase sales gift that keeps on giving. Yet there does appear to be some darkness now materializing. Credit www.gratisography.com. This week during a mastermind session, one of our members shared this prospecting approach using LinkedIn.

LinkedIn 121