SBI Growth
SEPTEMBER 26, 2013
'This post is written for Marketing Leaders who describe themselves as students of the craft. You are exposed to hundreds of pieces of content a day. You find yourself having no time to figure out what is relevant vs. noise. You are competitive and want to outmaneuver your competitors. Let me net it out for you. These tips represent best practices from leading Sales & Marketing organizations.
The Pipeline
SEPTEMBER 27, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. It Actually Works. I am a terrible dancer, I make Elaine from Seinfeld look like Ginger Rogers, and so as a courtesy to myself, and others at weddings, Bar Mitzvahs, or funerals, I don’t dance. But at the same time, I don’t so anything to spoil other people’s fun with dancing, especially those who do it well.
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Understanding the Sales Force
SEPTEMBER 23, 2013
'Understanding the Sales Force by Dave Kurlan Well you would think so. People in inbound marketing would have you believe that if you create the right content, get people to raise their hands, complete a form, and request something, then inbound marketers, formerly known as inside salespeople, can take it from there. If you are selling something in great demand (iPhone 5), really inexpensive (monthly subscription of $20 or less), significantly lower-priced than your competition (by 20% or more),
MTD Sales Training
SEPTEMBER 26, 2013
'Ever wanted to become the worst sales person of the year? No, we thought not! But you would be surprised how many sales people still have some (or all) of these of these bad sales habits. Take a long. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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SBI Growth
SEPTEMBER 23, 2013
'Your Sales Strategy. It is one thing to have a sales strategy. It is entirely different to have one you and your team can execute. You know you need to begin planning for 2014 now. VPs of Sales are asking the question “What have I done before?”. You start building from that point. This is flawed. Why? Market conditions 12 months ago were very different.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
SEPTEMBER 22, 2013
'Issue Date: 2013-09-01. Author: Tim Riesterer, Chief Strategy & Marketing Officer, Corporate Visions. Teaser: What will a marketer say if you ask, “What is the most important contribution you make to driving profitable growth?” What if you ask a salesperson the exact same question about marketing’s role? Will the answers be the same?
MTD Sales Training
SEPTEMBER 25, 2013
'For Part One, Motivation Directions, Click Here For Part Two, Frames of Reference, Click Here For Part Three, Matching and Mismatching, Click Here For Part Four, Convincer Strategies, Click Here Our. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
SEPTEMBER 22, 2013
'You’re completing 2013 and building your marketing strategy for 2014. Perhaps you’re beginning to roll out marketing automation or some form of company-wide communication program. Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. Poorly executing one of these major initiatives will cost you your job in 2014.
The Pipeline
SEPTEMBER 23, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. There is no hotter topic in B2B sales than cold calling, does it work, and is it necessary in today’s social environment, call screening, voice mail , and “inbound” universe. Well I am here to tell you it does work in 2013, and will continue to work in 2014 and beyond. And I am not alone in that conviction, not only are other experts with me on this, but so are the facts; I know many don’t like confuse the issue with facts, but I just feel the ne
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The Sales Heretic
SEPTEMBER 25, 2013
'Is your sales presentation as strong as it could be? Or are you doomed before you even open your mouth? Most sales presentations suffer from a fatal flaw, causing prospects to check out and move on. But if you know how to avoid this critical mistake, your presentation can blow everyone else’s out of the [.].
MTD Sales Training
SEPTEMBER 23, 2013
'In Part One of this series, we looked at motivational direction. In Part Two, we discussed Frames of Reference and how they are diagnosed. Part Three covered how people match or mismatch in their. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
SEPTEMBER 24, 2013
'As a sales ops leader, you face problems every day. With each challenge, you make choices along the way to find the best solution. Today’s post gives a stepwise approach to selecting a consulting firm. At the core, your choices depend heavily on your answers to some key questions: Do I need to take action or can I ignore this? How quickly do I need to find a solution?
Jeffrey Gitomer
SEPTEMBER 25, 2013
'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.
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Score More Sales
SEPTEMBER 27, 2013
'Every day you can see examples of how big brands and small brands are blowing it when it comes to getting new customers and then retaining them. Just go in to a retailer in a mall or in a big box store somewhere and try to have a really great interaction with an employee. Go to a restaurant for the first time in hopes of having a high value customer experience – it is rare.
The Sales Hunter
SEPTEMBER 24, 2013
'Allow your prospect to understand the value of what you have to offer by the questions you ask. In preparing for a sales call, you should at the minimum develop the following: 4 Questions that will allow the customer to explain to you their needs and the benefits they desire. 3 Questions for which you don’t have the answer. 2 Questions that link back to what the customer shared with you on a previous call. 1 Question that closes the sale.
SBI Growth
SEPTEMBER 27, 2013
'Entering 2014, Sales and HR leaders face new trends causing turnover with top talent. The impact of generational differences can be profound. As reported recently in AARP The Magazine , Baby Boomers are now outnumbered by Millennials. (The group now in their mid-teens to early 30’s.) Also known as Gen-Y , they have different career aspirations than their older counterparts.
No More Cold Calling
SEPTEMBER 26, 2013
'If you’re not making your clients feel important, they’ll find someone who will. Call me crazy, but when I spend money with people, I expect them to treat me well, to follow up with me, and to have processes in place to ensure my needs get met. I recently received the following note from a salesperson at a company I’ve done business with for years: My name is Tim Sales (name changed to protect the guilty).
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
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Score More Sales
SEPTEMBER 23, 2013
'We all have words that have become our “go-to” words and phrases in conversation. When you talk and write for a living, which is what sellers do, it’s important to a) know what you are dealing with and b) work to make your language more impactful. Saying more with less has never been more in style. I was at a conference last week for inside sales professionals and more than a few people recommended Three Sentences – the idea of sending just three sentences (or less) in a
Sales and Marketing Management
SEPTEMBER 23, 2013
'Issue Date: 2013-09-24. Author: Craig Sherman. Teaser: In a recent survey, 86 percent of marketers said social media is important to their businesses, yet only one in four agreed they were able to measure their social activities. If you want to get serioius about social media marketing, here are three solid starting points. In a recent survey, 86 percent of marketers said social media is important to their businesses, yet only one in four agreed they were able to measure their social activities
SBI Growth
SEPTEMBER 25, 2013
'The sooner you discuss risk with the Buyer the better. Why? Two reasons: 1. You can dispel "false risk" by eliminating misconceptions the Buyer may have. 2. You address risk early. When it''s time to launch your solution, you will be ready to deliver. Gartner Group published a study about failed enterprise software implementations. 20-30% fail, and up to 80% exceed time and budget estimates.* They attribute much of these failures to organizational issues.
Bernadette McClelland
SEPTEMBER 24, 2013
'Bernadette rocks Atlanta??? Well, am not sure about that but I do know Atlanta, GA certainly rocked my world and taught me a thing or two. I had the privilege of speaking to a room filled with a salespeople and sponsors on how to have sales conversations that drive value and deliver million dollar results and we had a ball! But what really rocked me was the way the morning started.
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Pointclear
SEPTEMBER 24, 2013
'BANT is an acronym for Budget, Authority, Need and Time Frame. I have written articles and blogs against BANT (as a lead qualifying criterion) for years. A couple of months ago I read a blog by Ardath Albee entitled “BANT is Bunk, BS and Irrelevant”. I summarized Ardath’s thoughts, and mine, in a blog published on July 11, 2013. Next, I reached out to my Power Opinions team (PowerViews alumni) to find out what they thought about BANT.
The Sales Hunter
SEPTEMBER 21, 2013
'The “Out of Office” auto reply feature can be a great tool to capitalize on sales opportunities. Many people use the feature when they are on vacation or simply away from the office for a few days. Do you? That’s great if you do, but if possible, still reply to the emails when they come in. Think about it… your customer or prospect emails you.
SBI Growth
SEPTEMBER 26, 2013
'This post is written for Marketing Leaders who describe themselves as students of the craft. You are exposed to hundreds of pieces of content a day. You find yourself having no time to figure out what is relevant vs. noise. You are competitive and want to outmaneuver your competitors. Let me net it out for you. These tips represent best practices from leading Sales & Marketing organizations.
Score More Sales
SEPTEMBER 25, 2013
'photo courtesy travisroyfoundation.org. It was an honor this week to hear inspirational professional speaker Travis Roy talk to a high school audience. For the last 18 years, Travis has been paralyzed from a fluke accident while going after his dream of becoming a Division 1 college hockey player. I know of Travis, and have for 18 years. He and I share a birthday, and he graduated from the same high school my son did, one year before my son began attending there.
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?
Sales and Marketing Management
SEPTEMBER 26, 2013
'Issue Date: 2013-09-01. Teaser: Whether you want to play the ukulele, get the hang of windsurfing or increase the skill level of a roomful of sales reps, author Josh Kaufman says it's possible to reach a profiency that produces high returns in just 20 hours. He offers 10 principles of rapid skill acquistion. Whether you want to play the ukulele, get the hang of windsurfing or increase the skill level of a roomful of sales reps, author Josh Kaufman says it's possible to reach a profiency
The Sales Hunter
SEPTEMBER 24, 2013
'Sales managers without even trying are very good at taking profit right out of their company. They do this because of how they handle things with their salespeople who in turn offer customers discounts. Sales managers place inordinate pressure on salespeople to close the sale immediately, and in so doing, they are telling the salesperson to cut the price as a way of getting the order now.
Jeffrey Gitomer
SEPTEMBER 23, 2013
'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.
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