Sales 2.0
NOVEMBER 12, 2012
Every now and then I like to go check my own view of the world by talking to smart people who are out there actually selling. This week is one of those weeks. I interviewed sales manager, sales person, sales trainer and all around smart guy Jorge Soto. I asked Jorge about how he uses Sales 2.0 and how it is impacting Silicon Valley startups (an environment where he’s spent a lot of his career). 1.
SBI Growth
NOVEMBER 11, 2012
The biggest impact to acquiring new customers in 2013 will be Direct Content Marketing. This is the adoption of Content Marketing principles into outbound direct marketing. Direct Content Marketing is born. Content Marketing works. B2B Marketing teams are seeing fruit from their investment in content marketing to fuel Lead Generation efforts; 2-3x increase in the quantity of inbound leads.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
MTD Sales Training
NOVEMBER 14, 2012
You did everything right. You maintained an excellent prospecting track and qualified the decision maker. You got through a tough gatekeeper screen, set a good appointment and sealed it with cement. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Steven Rosen
NOVEMBER 15, 2012
New book helps sales managers unlock hidden sales potential (available in paperback). Now available in paperback. The sales manager is the pivotal person in the sales-driven organization, and Steven’s book shows you how to excel!” said Brian Tracey , author, Getting Rich Your Own Way. When a company hits a sales slump, most look at the sales staff — but that’s a mistake, says Steven Rosen, author of the new book 52 Sales Management Tips: The Sales Manager’s Success Guide ( Amazon ; $10.9
Advertiser: ZoomInfo
One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.
Sales and Marketing Management
NOVEMBER 11, 2012
Issue Date: 2012-11-12. Author: By Herb Greenberg and Patrick Sweeney. Teaser: The future belongs to salespeople who can thoroughly understand, embrace and take advantage of new technology to enhance their relationships with their customers. Selling, as always, is about understanding the way your customers want to buy. What is most important now is that those ways are changing.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
MTD Sales Training
NOVEMBER 15, 2012
Just what in the world is it that really puts people off when they receive a cold call? Let’s face it; we know that for years the buying public has been becoming more frustrated and annoyed by. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Understanding the Sales Force
NOVEMBER 15, 2012
Understanding the Sales Force by Dave Kurlan We've all been on planes when they tell us to put our electronic devices into airplane mode so that the devices - your laptops, ipads, ipods, kindles and phones - do not send a radio signal looking for a connection. They tell us that these signals can interfere with the plane's instrumentation. Scary stuff!
The Pipeline
NOVEMBER 12, 2012
People use the phrase “common sense” in many ways for many purposes; at times to communicate or suggest that something is so simple, or straight forward, that there is no need to explain it, it is just there. Other times it serves as a means for people not to deal with things that do in fact need to be dealt with, at times desperately. Often it is used to feign understanding of something they should know or do, but don’t, and as a result they fail to succeed in doing something important to the
SBI Growth
NOVEMBER 14, 2012
Actually, this article isn’t about your standard numbers. We won’t touch on revenue, percentage of quota, customer retention, etc. This article is about your ICP – that is to say, your Ideal Competency Profile numbers. At the end of the day and the end of the year, you know what you’re evaluated on. But it’s your ICP numbers that will help to increase your close rate and put money in your pocket.
Advertisement
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.
MTD Sales Training
NOVEMBER 13, 2012
Short and sweet; here are two quick but very powerful responses to the age-old reply of, “That costs too much!” The responses are a brief summary of each concept as you can add you own flavor and. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
NOVEMBER 14, 2012
Issue Date: 2012-11-15. Author: McKay Allen. Teaser: The biggest question with sales training isn’t “Do my employees remember what they were taught?” The biggest question is, ‘Do my employees DO what they are taught?’ The only way to answer that question is to hear them talking to customers. The biggest question with sales training isn’t “Do my employees remember what they were taught?
The Sales Hunter
NOVEMBER 15, 2012
I think this is a chicken and egg type of question. What came first? Cheap prices or cheap customers? I’m a firm believer that a huge by-product of cheap prices is cheap customers. You might say what’s wrong with cheap customers, but I’ll challenge anyone on that comment and here’s why. People who argue with you on price will tend to be ones who will argue with you on everything else.
SBI Growth
NOVEMBER 15, 2012
There are the four essential elements to World Class Lead Generation : Content, Process, Technology and People. If you are a marketing leader and you’re missing or deficient in one of these, there’s a problem. IBM recently completed a survey of CMOs across all industries. According to the study, a CMO's number one success measure is marketing ROI. Translation – ROI equals results.
Advertisement
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.
MTD Sales Training
NOVEMBER 16, 2012
All over the country, businesses of all sizes and sectors have been participating in weird and wonderful activities to raise money for Children In Need. From fancy dress days in the office and bake. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Bernadette McClelland
NOVEMBER 12, 2012
'The Bridge Over The River Sales. When people think of psychology they usually conjure up images of people pouring their childhood issues out whilst lying on a therapist couch, people wearing straight jackets in mental institutions or cult like environments with people singing kumbaya, therefore people tend to steer away from anything that remotely begins with the term ‘psych…’.
The Sales Hunter
NOVEMBER 16, 2012
We’re into the home stretch. Before we know it, we will be turning the page on another year. Challenge is there is still a lot of selling left in this year. Problem is far too many salespeople are already drawing conclusions as to how their year is going to end. What gives us the ability to know how the year is going to end when we don’t even know what could happen today?
SBI Growth
NOVEMBER 16, 2012
Teams of Lead Development Reps (LDRs) are being built in Marketing to help fill the Sales pipeline with qualified leads. This is an emerging best practice. Best-in-class Lead Management programs provide sales with more than 50% of all leads. Usually, LDRs are compensated for their efforts with a base + variable compensation mix. Join the SBI Make the Number tour to find out how to do this.
Speaker: Jake Miller, Senior Product Marketing Manager, Allego
Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.
Score More Sales
NOVEMBER 14, 2012
Do you talk too much? I know I can. Give me a day to present and there is no shortage as to what to say. But give me one minute to be concise – well, that is difficult for most anyone. Here’s what I try to do to keep an audience engaged – learned from some of the top experts in presenting. Ready? Think of threes. In presentations, we have an opening, a middle, and a summary.
No More Cold Calling
NOVEMBER 15, 2012
Closing the sales year with a bang is nice, but getting a jump-start on business development for next year is even better. Here’s how. How “done” are you? Some companies have unused budgets you need to grab (although that is a less likely scenario than in previous years). Are you resting on your Q4 laurels? Still chasing that last deal for 2012? Or are you thinking ahead?
The Sales Hunter
NOVEMBER 12, 2012
Groupon and dozens of other coupon sites, including LivingSocial, were all the rage just a short time ago. These sites were to disrupt the way people advertise and were seen as catalysts for giving control of pricing to the consumer. Gee, something happened on the way to the prom. Or, said another way, things just haven’t worked out the way people expected.
SBI Growth
NOVEMBER 12, 2012
The number one reason someone voluntarily leaves a company is their boss. But you asked what that really means. Last year we surveyed over 12,500 sales reps and 4,500 sales leaders. (Click here to view that research) When we asked that question they answered: ‘My boss cares only about himself.’. Some interesting quotes from our conversations with these sales reps and leaders: “Making money is the reason I joined.
Advertiser: ZoomInfo
In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.
Understanding the Sales Force
NOVEMBER 12, 2012
Understanding the Sales Force by Dave Kurlan Today I listened to voice mails from 3 salespeople who cold called me. The good news is that 3 people actually made cold calls! The bad news is that not much has changed. Despite the tools, training, coaching, video, audio and reading that are available, all three calls were as bad as I have ever heard. For example, the first caller was from a hardware/software catalog/online retailer with whom we've done a little business over the years.
Anthony Cole Training
NOVEMBER 14, 2012
I am reading the blog of Insideview. One of their recent posts is about. This is part II of a III part blog post discussing the DNA of High Performance Sales Teams. The first post discussed the DNA of a Hunter Sales person as a result of reading a blog about building a "Rock Star Team of Sales Hunters". The author highlights a research paper by one of their partners, Vorsight, that has identified a hunting sales model - (DEPT)^T.
The Sales Hunter
NOVEMBER 13, 2012
Last week I found myself in a discussion with a sales manager regarding the subject of sales leadership and what does it really entail. Our discussion centered around the quality of the sales call, but it made me think about it from a different perspective. Sales leadership is about leading the customer, yet I find too many salespeople think they’re leading because they have a great sales process.
SBI Growth
NOVEMBER 10, 2012
This blog post is for the small company CSO or VP of Sales. If you’re keeping up with the sales and marketing publications, one of the big buzzwords burned into your eyelids is Content Marketing. Is this just another buzzword du jour like Big Data, Pivoting, and Gamification? CMOs and marketing professionals constantly talk about how Content Marketing will increase leads and drive more revenue.
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.
Jeffrey Gitomer
NOVEMBER 13, 2012
Tweet December 10-14, 2012. Do not miss this. Here’s the lineup: Monday, December 10th. Jeffrey Gitomer , Sales {Re•defined}. Tuesday, December 11th. Darren Hardy , Productivity {Re•defined}. Wednesday, December 12th. Lisa Sasevich , Closing {Re•defined}. Thursday, December 13th. Mitch Joel , Social {Re•defined}. Friday, December 14th. Jeffrey Gitomer , Q&A {Your Questions Answered}. * Spaces are limited to 1000 – Don’t Wait!
Understanding the Sales Force
NOVEMBER 12, 2012
Understanding the Sales Force by Dave Kurlan Today I listened to voicemails from three salespeople who cold called me. The good news is that three people actually made cold calls! The bad news is that not much has changed. Despite the tools, training, coaching, video, audio and reading that are available, all three calls were as bad as I've ever heard.
The Sales Hunter
NOVEMBER 10, 2012
A big problem many salespeople have is knowing how to get the customer talking. Too many times the customer either doesn’t say anything or responds with nothing more than one or two word responses. In this sales tip video, I share how you can get the customer to open up by using what I feel is one of the sales techniques to get the customer talking.
Expert insights. Personalized for you.
384 
Let's personalize your content