Sat.Sep 19, 2015 - Fri.Sep 25, 2015

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7 Critical Sales Leadership Challenges

Steven Rosen

That could crush your sales organization. Let’s face it, being a sales executive has become increasingly more difficult. Chances are next year’s sales objective is going up and your budget is being reduced. You are facing challenges of do more with less, increased competition, pricing pressures, staff turnover, and increased expectations from customers.

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Spare Change

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . I was recently invited to sit in on a presentation by a world famous ( in Toronto anyways ) sales speaker. After the big intro by the host, building anticipation just to the right boil, the keynote started off with a profound statement. I know it was profound, because the speaker told us he was going to share some profound observations with us, in fact he started by saying “here is what you need to understand”, I’m ready; “thin

Exercises 239
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Age of Unified Communications (UC) and Your CRM

Sales and Marketing Management

Issue Date: 2015-09-24. Author: Stephen Davis. Teaser: As Salesforce and other CRM solutions continue to evolve, companies should make sure their business phone system can keep up. As Salesforce and other CRM solutions continue to evolve, companies should make sure their business phone system can keep up.

CRM 239
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What the 15 Top Women Leaders Have in Common

No More Cold Calling

Leadership today requires a feminine touch. Tell your kids to do something? Forget it. They’ll either ignore you or do the opposite. Find a way to influence their thinking so they learn to make wise decisions? Well, that’s a different story. This is as true in business as it is in parenting. You can’t just tell people to perform. Effective leadership today means influencing and collaborating with others, including people over whom you have no authority.

Lead Rank 227
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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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10 Reasons Prospects Won’t Engage With You

The Sales Hunter

Each week I get at least one or two emails or phone calls from salespeople asking for help in getting prospects to engage. Below are 10 reasons prospects fail to engage. Yes, there are more reasons, but I’ve found these 10 cover a lot of ground: You haven’t given them a reason. Your prospect […].

More Trending

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7 Psychological Triggers That Will Put Your Sales Goal in Reach

Sales and Marketing Management

Issue Date: 2015-09-25. Author: Ben Newman. Teaser: There’s a deep psychology to sales, and your success depends on your ability to understand the “how”and “why” of your clients’ decisions. Activating the following psychological sales triggers will send you down the right path and enable you to quickly build deeper, more effective rapport with your current and prospective clients: There’s a deep psychology to sales, and your success depends on your abili

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[Missed Connections]: September Referral Selling Insights

No More Cold Calling

Women in sales don’t need to cold call. Our relationships help us seal the deal. “Dear optimist, pessimist, and realist: While you guys were busy arguing about the glass of wine, I drank it! Sincerely, the opportunist!” —Lori Greiner You’re in a meeting and make a great suggestion, but the group pretty much ignores you. A few minutes later, a man proffers almost the same idea, and heads start nodding enthusiastically.

Referrals 208
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Why Prospects Won't Talk with You and How to Fix it

Understanding the Sales Force

Would you put steaks and burgers on the grill before it was hot? Would a pitcher throw as hard as he could without first throwing some long-toss and then pitching 20-30 slower pitches? Would a runner sprint without stretching? If you were in a cold climate in the middle of winter and your car was parked outside overnight, would you shift into drive without letting the engine warm first?

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6 Steps That Help Your Prospect Know They’ve Made The Right Decision

MTD Sales Training

We’re often taught as salespeople that we have the best solution for prospect’s businesses and that we should be able to sell to everyone. If they don’t buy, then our sales managers think you haven’t. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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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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Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]

Pointclear

According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. Is ABM the Holy Grail to lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before?

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VIDEO SALES TIP: Don’t Ask Customers to Buy. Ask Them To…

The Sales Hunter

Invest! That’s right. Customer’s don’t want to “buy” anything. They want to invest. Customers will invest when they see that the value they are getting is equal to or greater than the money you are expecting them to give you. Never ask a customer to buy. Get them to a point where they […].

Customer 191
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4 Ways to Enhance the Marketability of Your Degree in Business

Sales and Marketing Management

Issue Date: 2015-09-23. Author: Peter Salt. Teaser: Many people flock to universities to complete courses in finance, accounting, business administration and related fields. The competition in these fields is stiff. Therefore, you must complete extra work that makes you more marketable. Here are four steps in that direction. Many people flock to universities to complete courses in finance, accounting, business administration and related fields.

Marketing 179
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Are You Selling To Entrepreneurs Correctly?

MTD Sales Training

Entrepreneurs are by their very nature independent and flexible in their approach to their company and the way it works. Every decision they make could have a big effect on their future operations, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Company 189
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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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Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]

Pointclear

As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter. This is the question I posed: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months.

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Sales is a Contact Sport!

The Sales Hunter

You can’t make a sale until you make contact with a customer. That’s a fact, no way around it. Sales is a contact sport. With that being the case, why is it so many salespeople want to fight the premise that sales is a contact sport and leave all of their selling completely to something […].

Sports 186
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The 360 brand

Sales and Marketing Management

Issue Date: 2015-09-01. Author: James Heaton. Teaser: In a 360 brand, the brand lives not only as a product of the marketing and communications function within the organization, but as a living, breathing truth in all aspects of organizational life. In a 360 brand, the brand lives not only as a product of the marketing and communications function within the organization, but as a living, breathing truth in all aspects of organizational life.

Marketing 166
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Seven Things to Say when Prospects Don’t Have the Time for Your Presentation

Mr. Inside Sales

We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following: This isn’t a good time, OR. They only have a few minutes, OR. They ask you in an exasperated tone, “How long will this take?” OR. They tell you they have a meeting in 10 minutes, can you give them the information anyway?

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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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Lenses and Sales Management Effectiveness

Anthony Cole Training

What you cannot see can kill you. If you don't see the car to your right about to run a stop sign you might be in trouble. If you cannot see a clogged artery you might be in trouble. If you cannot see that your sales team is failing to execute the fundamentals of an effective sales approach then surely this will kill your changes for consistent sales growth.

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Sales Motivation Video: What Will You Cut From Your Calendar?

The Sales Hunter

Take a good look at your calendar. And then figure out what you can take off of it — permanently. Start this week by prioritizing your schedule, even if that means moving some things to the side. Check out the video to see what I mean: Copyright 2015, Mark Hunter “The Sales Hunter.” Sales […].

Video 180
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Developing an Effective Sales Force in Today’s Complex Environment

Sales and Marketing Management

Issue Date: 2015-09-21. Author: Greg Long and Butler Newman. Teaser: How do you address the challenge of achieving a successful sales interaction with today’s customers, and how do you equip your sales force to consistently perform to produce the sales outcomes you need? There are no simple answers to complex problems, but these four steps will help you determine what matters most to your sales team for creating success in your complex selling environment.

Sales 156
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How to Stay Organized (and Efficient!)

Mr. Inside Sales

How are you at organizing your day? Do you find that the “small things” like organizing your office, organizing your laptop, checking in with old customers just to see how they’re doing, distract you from what you know you need to be doing to make more money – i.e., cold call, follow up on leads, call prospects back who are on the fence, etc.? If you’re like most inside sales reps, then there are many distractions which seem to scream out for your time and attention.

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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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Whacky Idea for Sales Management - Terminate Under Performers NOW!

Anthony Cole Training

I’m finally going to finish the book American Icon. It's the story of Ford and how Alan Mullaly helped the auto dealer regain its swagger. Time after time Ford and Mulally have to make tough decisions on underperforming business units and automobiles. If the car or unit isn’t performing, if the buying public is no longer buying and if the manager of the unit isn’t getting progress or growth – they get cut.

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Why I Hate Mission Statements. Think Volkswagen.

The Sales Hunter

I can’t begin to tell you the number of corporate lobbies I’ve visited, conference rooms I’ve sat in and company hallways I’ve walked where the company’s mission statement is on display. The mission statement usually contains this lofty display of how integrity and ethics are central to the job at hand. Along with the […].

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Where to Begin Developing Workplace Talent

Increase Sales

Americans by an over whelming majority believe to stay competitive workplace talent must be developed. Many are also in agreement this action must take place at institutions of higher education. Yet, is there where the emphasis should be? When we look at what employers are seeking, even college graduates fail to meet what is needed in the workplace such as: Communication skills.

Education 138
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Do you know the difference between a good sales leader and a GREAT sales leader?

A Sales Guy

Do you know the difference between a good sales leader and a GREAT sales leader? [link]. What does a GREAT sales leader do that a good one doesn’t? If you’re lucky, you’ve worked for a least one GREAT sales leader, but have you ever stopped asked why she was GREAT and not just good? In most cases we will say it’s because they had vision or were good communicators or because they were great sales people, or because they are fun to be around or they were good motivators.

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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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Key to Successful Selling – Manage Your Players to These 5 Rules of The Game

Anthony Cole Training

I’m reading Fast Company magazine this morning and realize I don’t get out of it what I used to. It’s probably a combination of how I’ve changed, how our company has changed and how the magazine has changed. This got me thinking about articles I’ve ready about how selling has changed and the ‘keys’ to selling in today’s market.

Company 147
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Is Your Prospecting Email a Shopping List?

The Sales Hunter

In the last couple of days, I have received at least 5 prospecting emails that are nothing more than shopping lists. When I say “shopping lists,” I mean the email lists a variety of services the person sending it thinks I should buy. When I see a list like that, the only thing I’m doing […].

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Let’s Have a Sales Dialogue instead of a Sales Conversation

Increase Sales

Would you want a sales dialogue or a sales conversation? Do you think both are the same? Well, they are not and there is quite a difference between the two. The word dialogue comes from the Greek and truly is about building a relationship through a very focused exchange of words. A conversation can lead to a relationship, but its general purpose is not to build a relationship.