SBI Growth
SEPTEMBER 11, 2013
'Gaining B2B prospects via LinkedIn referrals is the best way to succeed in 2014. Hands down. Don’t waste time on cold calls with a 1-3% appointment success rate (AAISP, 2012). Think investing in email blasts is better? Slightly better maybe, but still an unimpressive 4.4% open rate (Google, 2013). Still not convinced? Read the 3 Reasons why you aren’t getting enough quality referrals.
The Pipeline
SEPTEMBER 13, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. The other day I was coaching a rep who was not buying into any sort of planning at all. More than fly by the seat of his pants, you could call this guy a “spiritual seller”, it seem to be his only guide and benchmark. No matter what he was presented with by his manager or I that in any way related to structure, he quickly set aside with a counter argument; an argument which usually impressing him more than me.
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Bernadette McClelland
SEPTEMBER 10, 2013
'From Hero to Ground Zero from NYC. Greetings from Ground Zero this September 11, It was three decades ago that I stood on the top of one of the World Trade Centres, marvelling at the dizzy heights and capturing the miniature Statue of Liberty in the background. Three decades later these world monoliths are no longer, and instead I am sharing a special moment with thousands of other people remembering the human element, the people, the heroes, who have also fallen.
Understanding the Sales Force
SEPTEMBER 9, 2013
'Understanding the Sales Force by Dave Kurlan There are more sales experts, self-professed and otherwise, than ever before. There is more free content on sales and selling than anyone could have imagined. There are probably twice as many books on the subject than just 10 years ago. There are categories of sales tools and CRM applications where none existed a few years ago.
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SBI Growth
SEPTEMBER 8, 2013
'As a Sales & Marketing Leader, you are responsible for driving lead generation. In 2013, leveraging social selling & prospecting has become mission critical. Your business development teams are using LinkedIn and you’ve equipped them with the best social selling tools. To be effective, carefully consider how you drive social media through the sales field.
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The Sales Hunter
SEPTEMBER 10, 2013
'Not all customers are good customers. In fact, there are some customers who are just plain stupid. Sometimes we as salespeople don’t recognize how stupid they are until it’s too late. As a public service, I’ve come up with 5 things you can do to avoid dealing with stupid customers. 1. Don’t sell on price. When you sell on price, the biggest group of people you’re going to attract is stupid people.
Understanding the Sales Force
SEPTEMBER 11, 2013
'Understanding the Sales Force by Dave Kurlan Most of the calls and emails we receive come from companies with flat or declining sales. However, some of the greatest successes occur when we help companies that are already kicking ass. Mark Roberge, Sales VP at Hubspot , is responsible for building one of those kick-ass sales forces and he contributed a guest post to Software Advice on Building a Sales Team the Hubspot Way.
SBI Growth
SEPTEMBER 12, 2013
'If you know the enemy and know yourself, you need not fear the result of a hundred battles. If you know yourself but not the enemy, for every victory gained you will also suffer a defeat. - Sun Tzu, The Art Of War. The Battle for leads in the marketplace has never been fiercer. As access to information increases, buyers turn to the internet for researching and shortlisting.
The Pipeline
SEPTEMBER 11, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Most sales people stay well to the centre of the road, and well within their comfort zone, leading to selling styles that are narrow and shallow, thereby often limiting their success. Some of this is due to “sales folklore” and mythology, some of which are broadly accepted as fact, often reinforced by the pundits, which just perpetuates questionable practices.
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Jeffrey Gitomer
SEPTEMBER 11, 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.
The Sales Heretic
SEPTEMBER 11, 2013
'Believe it or not, we’re already approaching the last quarter of the year. How are your sales coming along? Are you on track to hit your annual goals? Are you ahead of schedule? Behind? Whichever the case may be, if you’d like to finish the year on a strong sales note, listen to my latest [.].
SBI Growth
SEPTEMBER 7, 2013
'When you offer the Buyer too many choices they don’t chose anything at all. Your job as a Sales Rep is to provide the best solution to the Buyer’s problems. Don’t overwhelm them by offering them more than they need. So limit the options you present. Use the Solutions Options Framework to guide your conversation with the Buyer. This approach typically results in a larger deal size.
The Pipeline
SEPTEMBER 12, 2013
'Thursday, September 19, 2013. 1:00 – 2:00 pm EST / 10:00-11:00am PST. Join me and DiscoverOrg for this no filler – just stuff you can sink your teeth into – webinar. In a recent survey of 1,000 IT decision makers at Fortune ranked, small and medium-sized companies, DiscoverOrg found cold – sales calls and e-mails affect and “more importantly disrupt vendor selection.”.
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Score More Sales
SEPTEMBER 13, 2013
'Nearly every day I get asked about good blogs, books, and resources for the sales reps on the front lines – those with quotas who have to come up with new ideas and think outside of the box for success. Reps who make dozens, if not hundreds of calls, who craft emails and need to be fired up every day. Think outside of the box? At a recent conference, I liked Oracle Social Selling expert Jill Rowley’s comment: “There is no box” It makes me realize that creativity is one
No More Cold Calling
SEPTEMBER 12, 2013
'Instead of letting your buyers be judge and jury, make them your partners in “crime.”. Nancy Bleeke and I met online, but that was just the beginning of our relationship. We developed a deeper understanding of each other by talking on the phone. We both have extensive sales experience, so we committed to learning from each other. When I read her new book, Conversations That Sell , I was reminded of sales techniques I had forgotten.
SBI Growth
SEPTEMBER 9, 2013
'Each year, HR professionals pay for benchmark compensation data. For many, the information is the nearly the same each time. Some fractional movement in the average rates is announced. There’s a nagging sense of dissatisfaction. Is it worth the cost to learn so little? HR leaders want to know what the competition is paying. The benchmark doesn’t really answer the question – it feels like a waste of money.
Sales and Marketing Management
SEPTEMBER 8, 2013
'Issue Date: 2013-09-09. Author: Jason Jordan. Teaser: Sales coaching must be intentional, planned and scheduled. Whether you are the coach or the coached, both parties need to prepare for the content, tone and structure of a sales coaching conversation in order for it to have real value. Sales coaching must be intentional, planned and scheduled. Whether you are the coach or the coached, both parties need to prepare for the content, tone and structure of a sales coaching conversation in order fo
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.
Score More Sales
SEPTEMBER 9, 2013
'The full title for this post should be, “You Gotta Knock them Off Their Homeostasis” but was a bit too long as a title. This was a tip I learned from one of the most favorite of my 21 sales managers over my selling career – a former IBM top sales rep and leader who would say this so regularly that it was ingrained in my 20-something brain and has been there ever since.
Understanding the Sales Force
SEPTEMBER 9, 2013
'Understanding the Sales Force by Dave Kurlan My first post-vacation post is a collection of announcements that have been sitting in my note-taking app, inbox, and calendar. So, in no particular order: If you are not a client and want an inexpensive way to experience our training, I urge you to attend this 90 minute workshop being produced by Lorman: Motivating Your Sales Team - Secrets to Success I will share my top secrets to motivational success on Tuesday, September 10, 2013 at 1 PM Eastern
SBI Growth
SEPTEMBER 10, 2013
'70% of strategic sales initiatives fail. As CEO, you go through the process with your team of building and approving initiatives. You have identified the gaps, prioritized the gaps, and developed a plan for execution. There is a lot of momentum headed into the Sales Kick off meeting. By the time March comes around it will all be forgotten. Why did the new sales process not work?
The Sales Hunter
SEPTEMBER 7, 2013
'How well do you maintain good eye contact with your customer? Lack of eye contact does more to destroy sales confidence — yours and the customer’s — than most salespeople realize. If you want to succeed, you have to be able to maintain good eye contact, whether delivering your price or handling a customer’s question or objection.
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Sales and Marketing Management
SEPTEMBER 12, 2013
'Issue Date: 2013-09-13. Author: Ray Wolf. Teaser: The tools and processes needed to extract and mobilize business intelligence are not just for the biggest companies in the world anymore. But with huge volumes of data being generated and stored every day, how do you find the tiny needles of insight in the massive haystack of information? The tools and processes needed to extract and mobilize business intelligence are not just for the biggest companies in the world anymore.
Pointclear
SEPTEMBER 10, 2013
'James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Some have heard me say in interviews and on SLMA Radio that, pound for pound, marketers produce more revenue than anyone in their company. If this is true, and no one has refuted me yet, why isn’t marketing management (and everyone in the marketing department) compensated in some manner on revenue the same way sales people and
Jeffrey Gitomer
SEPTEMBER 12, 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. My Books Sales Success Best Sales Books Jeffrey Gitomer 21.
The Sales Hunter
SEPTEMBER 12, 2013
'We all want better prospects. The question we have to ask ourselves is, “Do we get better prospects by simply finding more or do we get better prospects by taking the ones we have and making them better?” You might say it’s akin to, “Which came first? The chicken or the egg?” Here are 4 quick tips you can use to get better prospects by focusing on the ones you already have. 1.
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?
Increase Sales
SEPTEMBER 13, 2013
'Open ended questions are the key so I once heard a sales trainer tell the audience. He continued with close ended questions in sales are old school. Sales people who ask close ended questions do not understand the sales process. When I heard these statements, my little brain said “Really?” For me close ended questions in sales where I received a yes, a no or even “I don’t know” allowed for agreement, permission to move forward and sometimes hidden pain points with
Sales and Marketing Management
SEPTEMBER 10, 2013
'Issue Date: 2013-09-01. Teaser: Former New York Times foreign correspondent Elizabeth Becker circled the world to report on the global impact of travel as a product. Her book, “Overbooked: The Exploding Business of Travel and Tourism,” was published earlier this year. It is a comprehensive and often discouraging report on the impact of tourism in a world where no corner is left untraipsed.
Jeffrey Gitomer
SEPTEMBER 9, 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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