SBI Growth
SEPTEMBER 14, 2012
For HR leaders, a recent Harvard Business Review blog post provides a stark reminder of the difficult challenge of supporting Sales leaders in recruiting top talent. These uniquely qualified men and women are in high demand and scarce. Q4 is "hunting season" when they are most likely to make a change. The most common mistake is failing to look at the job opportunity through the eyes of the candidate.
MTD Sales Training
SEPTEMBER 11, 2012
You can find a ton of sales training material and suggestions on what to SAY during a sales interaction, especially at the close. If you have been in the world of professional selling for any amount of time, you also know that asking the right questions is critically important. However, in this short and sweet piece, I want to focus on one question you should NEVER ask the prospect, in particularly at the close. “ What Do You Think?”.
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No More Cold Calling
SEPTEMBER 13, 2012
It’s not a sales secret: when you receive a referral, you’ll always connect. This blog headline, “How to Get Your Prospects to Call You Back,” nearly sent me screaming out of my office. Why even ask this question? Getting prospects to call you back is deceptively simple. Receive a referral introduction from a trusted colleague of your sales prospect, and you will always receive a call back.
The Pipeline
SEPTEMBER 8, 2012
On Thursday October 18, The Proactive Prospecting Workshop is coming to Houston, specifically to Four Points by Sheraton Houston Southwest, at 2828 Southwest Freeway, Houston. If you are in B2B sales, and need to engage with more new prospects, mark this date on your calendar, then sign up for this full day interactive prospecting program. Whether you are with a small company or large, veteran or just launching your career, this workshop will give you the fundamentals needed to connect and enga
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Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
SBI Growth
SEPTEMBER 11, 2012
Deploying a Sales Force Automation tool will not solve the challenges facing your Sales organization. Technology alone is not the solution. The Sales organization isn’t short on data, it is short on knowledge. Every Sales Leader needs innovative recommendations right now. As the Sales Operations Leader , you are the solution that will provide those recommendations.
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Sales and Marketing Management
SEPTEMBER 10, 2012
Issue Date: 2012-09-11. Author: Kurt Shaver. Teaser: In the past, marketing and sales had distinct roles. Marketing generated leads while sales converted those leads. Social media has blurred these separate responsibilities. Innovative companies are seizing this social selling opportunity by implementing a new type of collaboration between marketing and sales.
The Pipeline
SEPTEMBER 12, 2012
We have all heard the expression “Lower Hanging Fruit”, implication being the fruit is ripe, heavy to the point where it is pulling down the branch, ready to be picked and enjoyed. In sales it is often thought of as prospects who are perceived “ready to buy” or easy to sell due to a number of factors. “Lower Hanging Fruit” is great if you are a new rep to the company or territory, but in most instances sales professionals need to close more than ” Lower
SBI Growth
SEPTEMBER 9, 2012
Last week at Content Marketing World, the Chief Marketing Officer of IBM was asked; What’s the top skill that marketing organizations need to master to be successful? Answer: Writing skills. The Internet has changed everything. Today's marketing is driven off the written word. Text is the catalyst that drives everything Search, PPC, social media, email, etc.
MTD Sales Training
SEPTEMBER 13, 2012
Sales training 101 teaches that you must always maintain eye contact with the prospect during a sales interaction. While this is essentially true, it is not literal. In fact, there are three times during the sale when you do NOT want to look the prospect in the eyes. Eye-to-eye contact is usually a good thing, helping you to gain trust and develop rapport and helping you to listen more effectively.
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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.
The Sales Hunter
SEPTEMBER 11, 2012
If you’re wondering what salespeople would like to tell their sales manager, below are 12 things salespeople have shared with me. Sales managers, read this list and ask yourself if any apply to you. If you’re a salesperson reading this, you can agree with any or all, but in the end, don’t use any of them as an excuse as to why you can’t do something.
The Pipeline
SEPTEMBER 14, 2012
As the debate about whether “Relationship Selling” is dead or not rages on, there are some things you can do as a seller to protect and stretch your selling time and results now, regardless of which way the coin lands. We are a social creature, just witness the growth in social media and its impact on selling. Relationships are laced with social rituals, customs, and expectations.
SBI Growth
SEPTEMBER 12, 2012
As a sales rep, you need to tell the difference between opportunities that are just interested from those that intend to buy. Today’s post will define interest verses intent and why that matters to you. You’ll get three questions to ask about your opportunities to quickly identify those that intend to buy so you can close more business. If you're saying “I know which of my opportunities intend to buy and which are just interested”, stop reading now.
Score More Sales
SEPTEMBER 11, 2012
Is it a sales opportunity or not? It seems like a real sales opportunity – but is it? They told you they like you and your company. They found you online, after lots of research. They seem to have a lot of other potential business. There was all sorts of things that they needed from you and your company – proof of concept, white papers, data sheets, demos and more.
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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
Sales and Marketing Management
SEPTEMBER 9, 2012
Issue Date: 2012-09-10. Author: Monika D'Agostino. Teaser: Sales metrics matter, but in too many cases metrics are used to measure quantity of activity rather than progress. Sales metrics matter, but in too many cases metrics are used to measure quantity of activity rather than progress.
Jeffrey Gitomer
SEPTEMBER 11, 2012
Tweet Attitude In. Attitude Out. (That’s the Real 360.). Attitude is at the core of success—yours first! If you’re a leader that’s looking to succeed and leave a legacy of achievement and accolade, then you may want to start higher than your goals and aspirations to uncover the way to make those aspirations a reality. When you wake up in the morning, how do you feel?
SBI Growth
SEPTEMBER 13, 2012
Regain your sanity: Get the results you want and need. Change your marketing focus from “ inside-out ” to “ outside-in ”. Marketing inside-out versus Marketing outside-in should be common terms and concepts for B2B marketing and sales organizations. It seems that many are easily captivated by all the wonderful things their companies are doing with products, services and technology.
Score More Sales
SEPTEMBER 13, 2012
courtesy of IBM. One of the biggest reminders that sales is changing in midmarket companies is that customers have much, much higher expectations now. Buyers don’t just want a more personalized approach – they really are beginning to demand that from marketing and sales. Think about it – you sign up for and pay to attend an event. After you receive your confirmation of payment and a thank you, you notice that you still are getting emails that encourage you to sign up.
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.
Sales and Marketing Management
SEPTEMBER 13, 2012
Issue Date: 2012-09-14. Author: McKay Allen. Teaser: Between 2 and 6 percent of inbound sales leads are ready to make a purchase decision. So what do your sales team do with the other 94 percent? The correct answer is nurture them with useful information that builds respect and rapport. Between 2 and 6 percent of inbound sales leads are ready to make a purchase decision.
Understanding the Sales Force
SEPTEMBER 10, 2012
Understanding the Sales Force by Dave Kurlan We frequently discuss reasons why salespeople fail, the differences between successful and unsuccessful salespeople, and scenarios where salespeople make good versus bad choices. Those aren't the only topics which separate good selling from bad. Salespeople make other decisions which impact the likelihood for success and today's article takes a look at one of those.
SBI Growth
SEPTEMBER 11, 2012
Deploying a Sales Force Automation tool will not solve the challenges facing your Sales organization. Technology alone is not the solution. The Sales organization isn’t short on data, it is short on knowledge. Every Sales Leader needs innovative recommendations right now. As the Sales Operations Leader , you are the solution that will provide those recommendations.
Anthony Cole Training
SEPTEMBER 10, 2012
I was watching TV one morning last week while getting ready to deliver a 'surgical strike' report to a new client. A surgical strike is a summary of the evaluation we do for organizations to help determine why they get the sales results they get. This in turn helps the company and us determine the correct path to take to improve sales management, sales behaviors, sales skills and eventually sales results.
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Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
The Sales Hunter
SEPTEMBER 10, 2012
If’ you’ve been following along, we’ve been going in-depth on my 10 Secrets of a Successful Sales Meeting. So we have arrived at #8: Be Sure to Reach Agreement on Next Steps. Don’t leave things hanging. We ask salespeople to be accurate with how they close a sale to ensure the customer knows what they will and will not be receiving.
Pointclear
SEPTEMBER 11, 2012
This is the third in a series of four blogs about lead generation, marketing and sales metrics, and proverbs. The phrase, "A watched pot never boils" contains a warning against giving in to impatience; it'll do you no good at all and will only serve to make you and those around you uncomfortable. A pot of water is going to boil in exactly the same length of time whether or not you watch it, but if you are so impatient that you need to keep watching in the hope it will boil more quickly it will s
SBI Growth
SEPTEMBER 10, 2012
So you have a sales productivity problem and you’re asking yourself: How long will it take to fix? Can I fix it with my existing team? Can I get funding? How do I implement the changes? “ We can’t solve problems by using the same kind of thinking we used when we created them. ” Albert Einstein. You may even start thinking about the impact of the project: If this goes bad I’m done (fired).
Increase Sales
SEPTEMBER 11, 2012
With today being the 11th Anniversary of September 11, 2001 , relating to others is not only a necessary sales leadership talent but a leadership talent that makes sense for all of us to demonstrate. Those who have this ability can integrate personal insights and knowledge of others into effective actions. This is talent makes uses of accurate interpersonal skills when interacting with others.
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?
The Sales Hunter
SEPTEMBER 14, 2012
We’ve reached my #10 secret in 10 Secrets for a Successful Sales Meeting ! If you are a sales manager, you can’t underestimate the need for motivation and building culture. For most salespeople, the sales meeting is their biggest interaction with you and the company as a whole. Make sure they leave with a positive state of mind. You as a sales leader spend the bulk of your time interacting with others in the company.
Fill the Funnel
SEPTEMBER 10, 2012
Hookflash iPad Icon. LinkedIn has proven to be one of the key pillars of a sales persons online presence. Communicating directly with a network connection in real-time required several additional steps until now. Hookflash is a recently released iPad app that provides hi-def video calling and voice conferencing with your LinkedIn connections. You need to be logged in to LinkedIn to use the app, thus giving it access to your connections.
SBI Growth
SEPTEMBER 8, 2012
Nearly every Sales Leader we speak to mentions lead generation as a source of frustration. This post is for all the Sales Leaders that suffer from insufficient quality lead flow. In this blog we will discuss how to drive more of the leads you want. Generating leads has become a complicated topic with many moving pieces. Many of these pieces take months, if not years, to build.
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