Sat.May 23, 2015 - Fri.May 29, 2015

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Sales Leadership and Motivation Best Practices

Bernadette McClelland

Sales Leadership and Motivation Best Practices I was reminded the other day of a dilemma occurring more and more on the sales floor when it comes to motivating a salesperson to do the tasks that their role demands of them […]. The post Sales Leadership and Motivation Best Practices appeared first on Bernadette McClelland.

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Why You Can’t Motivate Anyone (And 16 Things You Can Do Instead)

The Sales Heretic

© Alexskopje | Dreamstime.com I am not a motivational speaker. While I am occasionally described as one—and I do speak at conferences, annual meetings and other events—the fact is that I’m not. For the simple reason that I can’t “motivate” anyone. And neither can you. Whether you’re talking about a prospect, a member of your sales team, a [.].

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Sell More and Sleep at Night

Sales and Marketing Management

Issue Date: 2015-05-25. Author: John Richard Pierce, Jr. Teaser: Relationship selling goes beyond emotional intelligence to a disposition of being other-focused to such a degree that you are in tune with others’ emotions, hopes, and desires – and with how you can meet those needs. Think about building relationships around these four key segments.

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[Missed Connections]: May Referral-Selling Insights

No More Cold Calling

Where in the world are you? (I’m in Croatia.) Once upon a time, salespeople only sold to their assigned zip codes. But in today’s global economy, most of us need to branch out. Social media can help us make new connections—across the country or even around the globe—but then it’s up to us to take those conversations offline. Social media has expanded my international network time and time again.

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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 the word NO can prevent a sale stalling and fast track business

Bernadette McClelland

How the word NO can prevent a sale stalling and fast track business ‘When a buyer says NO, we have been conditioned to have it mean, ‘NO, not yet!’ It’s the phrase we know and love, it makes us feel […]. The post How the word NO can prevent a sale stalling and fast track business appeared first on Bernadette McClelland.

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More Trending

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Is Voicemail Your Only Prospecting Tool? You Need a Better Plan!

The Sales Hunter

I am making good on my promise that I would unpack in detail the 5 Ways Can Work for Prospecting. Today we’ll look at the first thing to remember: #1: Voicemail works when used as ONE of your prospecting tools, rather than the only one. When voicemail is combined with emails and even postal […].

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[Warning] The Internet Is Giving Salespeople Tunnel Vision

No More Cold Calling

Has customized communication gone too far? Personalization is the key to delivering a great customer experience. Sales and marketing professionals know this, and it’s exactly what we strive to deliver for our customers—tailored, relevant content they want to see. But consider the flip-side: As consumers, we’re only getting customized, relevant content—from news organizations, social media, and brand marketers alike.

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How to Set Your Outsourced Lead Generation Program Up for Success (pt 1)

Pointclear

I’m always pleased when a prospect asks, “What can I do to help ensure my program’s success?” It’s a great question. It shows they want a collaborative, win-win relationship—not a “vendor under my thumb” relationship. (Those kinds of relationships really suck.). As an outsourced lead generation company, one of the ways we can best serve our clients is to offer insight on what they can do to maximize the results from their program.

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Whiplash on the Sales Force

Understanding the Sales Force

I don't know too many people who saw the award-winning movie Whiplash. This past winter, Tom Schaff, an OMG Partner in St. Louis, recommended it and he thought that I would love it. As luck would have it, we were living in an igloo this past February, when temperatures never rose above freezing (for 6 weeks), we had nearly 10 feet of snow on the ground and our home was encased in ice.

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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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Sales Motivation Video: Great Salespeople OWN the Process

The Sales Hunter

Do you respond when the customer needs help? Or do you pass the responsibility on to someone else? Great salespeople own the process. They are diligent in responding when they know they should. If you want to set yourself apart from average salespeople, you have to understand what it means to own the process. Check […].

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Is Your Opening Hurting Your Sales Closing?

Anthony Cole Training

(**To hear the audio version, click here! ). When I was in high school, I ran track. During my sophomore and junior years, I ran the 1-mile race. Though I normally like to take the lead early, I really wasn’t entirely focused on a “great start” because I had 5,280 feet to make up for a slow start. During my senior year, I ran the 880-yard event. Not a sprint, not the exhausting 440, but certainly a little more demanding of speed and a good start than what I needed when I ran the mile.

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Email Marketing Best Practices to Reduce Unsubscribes

Sales and Marketing Management

Issue Date: 2015-05-29. Author: Fayez Mohamood. Teaser: Reducing the rate of unsubscribes can pay substantial long-term benefits by converting more prospects into customers and encouraging repeat buying. Here are several best practices companies should be using to reduce unsubscribes and improve their email marketing. Reducing the rate of unsubscribes can pay substantial long-term benefits by converting more prospects into customers and encouraging repeat buying.

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Do We Know Who We Are?

Increase Sales

The older we become, the more we understand who we are. This clarity comes through experience and a whole lot of self-reflection. Now there are a few people who have exceptional clarity of who they are at much earlier ages. My Swedish grandmother was one such person as is my husband. However, for the majority of individuals (myself included), they lack crystal clarity when asked “Do you know who you are?

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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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5 Ways Voicemail Can Work for Prospecting

The Sales Hunter

I get asked all the time if voicemail works for prospecting, and if it does, then how can it be done? I strongly believe in voicemail as a prospecting tool. Let’s not kid ourselves — the vast majority of people allow any phone call they receive to roll over to voicemail unless they recognize […].

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How To Use Silence When Answering Sales Objections

MTD Sales Training

I’m asked for phrases on how to respond to objections all the time. But one phrase you could try is by responding by saying nothing! “Your prices are too expensive” says the prospect. You respond with……. Nothing! All it will take is a nano second of silence and the prospect will feel the need to fill in the silence and they will normally fill in the time with the reasons why they feel you’re too expensive and hence you’ll get the information you need to make an informed response to them.

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3 Sales Myths You Don’t Want to Fall For

SBI

Sales has institutionalized many tenets since the time it became an organized profession in the late 1800’s. Don’t sell features, sell benefits. The listen to talk ratio should be 70/30. People buy from people they like. Qualify for budget, authority, need, and timing (B.A.N.T). And the list goes on. The art and science of selling has gotten progressively more complex.

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Are You Suffering from Marketing Malaise?

Increase Sales

Marketing can become quite routine, almost boring especially for small business owners. Each day turns into another one where you may write a perfunctory blog; send out some social media updates; go to a business to business networking event to uncover some more sales leads; make those necessary phone calls; or meet with a new ideal customer. Soon you feel you are tired and marketing becomes difficult.

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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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Prospecting Voicemails MUST Be Short

The Sales Hunter

We’ve been looking at 5 Ways Voicemail Can Work for Prospecting, including the first tip: Make sure voicemail is only one of your prospecting tools. This brings us to tip #2: Keep prospecting voicemails short. Never more than 18 seconds and preferably as short as 12 seconds. The last thing a prospect wants to […].

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Are You Asking Enough Of The Right Questions

A Sales Guy

Make a list of all the questions you ask a prospect. Try to be as exhaustive as you can, but make it at least 10. Now, take a look at your questions and remove all the questions that aren’t “business” questions. Questions like, who are the decision makers? When are you looking to have the solution in place, etc? Once you’ve removed the non-business questions, scratch off all the non-business process questions.

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Context, The Ultimate Sales Differentiator

Partners in Excellence

Everyone is enthralled with content these day–Thankfully! Content’s not new, just most of the content generated sucks. We have data sheet after data sheet, millions spent in brochures. Of course there’s always the standard corporate presentation, with the ever so important logo’s slide. It’s usually the second or third slide and it really is a “brag slide,” “here are all the wonderful customers that bought from us…” Fortunately, lead

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Sales Training Is Not Just for Big Business – Part 1

Increase Sales

Credit www.gratisography.com. Once again I realized SMB businesses desperately need sales training. Many salespeople in mid size to small businesses (under 50 employees) have never had any formal education about the sales process – marketing, selling and keeping customers. I cannot count all the times I heard “I was given some business cards, some brochures, pushed out of the front door and told ‘go sell.’ ” Believe it or not this continues to happen even in the 21

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Cloud-Based Solutions: The Sky Is the Limit for Retail Success

Speaker: Ryan Bryers, SVP of Global Engineering

In a rapidly evolving industry, the shift from traditional on-premise systems to cloud-based solutions has become crucial for retail success. While many businesses still rely on store-level infrastructure, it's time to embrace the unlimited potential of the cloud! With technology giants like Google, AWS, and Azure leading the charge, the true value of the cloud extends far beyond cost savings.

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Negotiation Tips: Never Ask. Only Tell.

The Sales Hunter

We’ve arrived at tip #8 in my list of things you must do when negotiating. For the other essential tips, go to this page. When we ask, we’re saying we’re not sure of ourselves and we’re open for options. Doing this invites the other person to come back with a lower option. Be firm […].

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Do You Have This Key Skill For Selling?

A Sales Guy

The best sales people have an unbelievable ability to climb into the skin of others. They have an uncanny ability to feel what others are feeling. The can sense and feel what someone is experiencing when they’re happy, sad, angry, scared, frustrated, etc. The best salespeople know when others are feeling apprehensive and how it’s affecting them.

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The Seller’s Process Or Journey

Partners in Excellence

x. Connect via LinkedIn. Subject. Message. Connect. Yes, you read it correctly. The title of this post is the Seller’s Process. I’m not trying to play word games, but rather suggest that we (sellers) need to dramatically shift our points of view about how we engage prospects and customers (buyers), along with that, change the words we use to describe the process.

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Sales Training is Not Just for Big Business – Part 03

Increase Sales

In any business from the micro to the macro, there are only two (2) types of problems – people and process. When there are any inconsistencies in people or process, these four Ps of Performance suffer: Productivity. Progress. Profits. Purpose. Sales training, rather good sales training (results driven), is the mechanism to reduce and eventually eliminate these inconsistencies.

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Outrun Your Competition: Best Practices for Accelerating Sales Processes

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

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Freedom Comes at a Price

The Sales Hunter

To the families torn by the loss of a loved one, we ask, “How can we say thank you?” To the sons and daughters who never had the privilege of spending time growing up with a father or mother, we ask, “How can we say thank you?” To the sibling who played for hours […].

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Why Organizations Aren’t Giving Their Sales Teams Enough Time

A Sales Guy

Predictable Revenue author Aaron Ross says companies have unrealistic expectations that are “evil” when it comes to achieving goals. He calls it the entrepreneurs-journey. He says companies need to have more patience and give sales more time. Aaron also talks about he new book, which doesn’t have a title yet. He shares a couple of his title ideas and asks us what we think?

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How Well Do I Have To Know My Customer?

Partners in Excellence

x. Connect via LinkedIn. Subject. Message. Connect. There are some interesting discussions about the amount of research required to prospect and engage customers. Inevitably, the search is for the right answer—or probably realistically, it’s “give me the answer I want to hear.” The answer we want to hear is, “What’s the minimal amount of work I need to do to be able to contact and engage a customer?