SBI Growth
OCTOBER 30, 2012
“Executives owe it to the organization and to their fellow workers not to tolerate nonperforming individuals in important jobs.” – Peter Drucker. If you run a $5B company, you need a strategic presence in your marketing organization. However, if you think you need a highly experienced marketing strategist to take your company from $50M to $100M, think again.
MTD Sales Training
OCTOBER 29, 2012
Just a short post today as I wanted to ask you all a favour. I’ve been publishing my sales tips on here for a quite some time now and I would really appreciate it if you could give me some feedback. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
The Pipeline
NOVEMBER 2, 2012
Success is not a straight line, there is give and take, the tried and true, and the ability to improvise and deal with the unexpected, good or bad. This is why process is vital to sales success regardless of natural born talent a sales professional may have. It serves as a road map that allows you to better navigate the routine aspects of a sale, and it also allows you to better improvise when faced with the unexpected.
Steven Rosen
OCTOBER 28, 2012
In Jim Collins book “Good to Great” he finds that the best companies have the right people in the right seats. Hiring is one of the most important activities that a sales manager conducts. If they make the right decision they will improve the performance of the territory and elevate the performance of the entire team. Concerns associated with lost sales in a vacant territories puts a lot of pressure on the sales manager to quickly fill the vacancy.
Advertiser: ZoomInfo
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
OCTOBER 28, 2012
This post is for the marketing leader trying to bootstrap their department. Your CEO wants one thing from you: leads that result in more business. Your sales team wants one thing from you: leads that are ready to buy. To satisfy both you need to produce not just more leads, but quality leads. To generate quality leads, focus on these four essential elements: Process, Technology, People and Content.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Sales Heretic
OCTOBER 30, 2012
As a life-long San Francisco Giants fan (having grown up in the Bay Area), I was thrilled by the team’s dramatic victory over the Detroit Tigers in the 2012 World Series. After being down two games to none against Cincinnati in the Division Series and then down three games to one against St. Louis in [.].
Bernadette McClelland
OCTOBER 30, 2012
'Get Some More Sales INDIA now! Having just returned home from New Delhi, India my eyes have been opened to a different culture and lifestyle both on a business level and individual level. Together with my promoter, Tanuja Vashisthi, founder of BRICCKS, we successfully launched Sales Mastery India to a little under 200 B2B sales leaders and sales people, on October 17-19th and are already gearing up for Sales Mastery India, 2013.
SBI Growth
NOVEMBER 2, 2012
Do you remember Moore’s Law? Gordon Moore, co-founder of Intel, introduced this simple premise in 1965: transistor and computer-processing power would double every year. You have to admit, what we can do today with an Apple iPad versus computing power in the 1960’s is amazing. Something similar is going on in the world of content marketing. You need to know about it.
The Pipeline
OCTOBER 31, 2012
Last week I got an e-mail from one of the traditional providers in the sales enablement business. It seems they have discovered social media, Sales 2.0, and felt they had to let the world know. Further, they shared a couple of “big reveals”; one was that “buyers” will go to the web and the social web long before they will “call a sales person or company”, in fact completing over 60% of the buy cycle.
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
OCTOBER 31, 2012
I believe someone once said that knowledge is power. I beg to differ however. It is really only applicable knowledge that is power. As a professional sales person, you can have all of the knowledge. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Understanding the Sales Force
OCTOBER 30, 2012
Understanding the Sales Force by Dave Kurlan. Yesterday I received two assessments for the same candidate; one from Objective Management Group (OMG) and one from Caliper. Not being one to ever pass up opportunities like this I, conducted the following comparison. First, it's important to know that OMG's assessment is sales specific - built for sales.
SBI Growth
OCTOBER 31, 2012
In Business Services companies, Operations executives usually have more power than Sales executives. Let’s be honest about how things work in many large, traditional companies. Operations leaders often have a disproportionate amount of influence over Sales functions. This is especially true in Business Services companies and other more mature business models.
The Pipeline
OCTOBER 29, 2012
Every day people make choices about how they want to experiences things, choices in restaurants, mode of transport, business class vs. economy, four start hotel vs. two star, Hugo Boss or Sears, prospect for new opportunities or make football pool selection. More often than not they do not give these choices much thought, choosing instead to let fate, circumstance, and/or habit dictate the decisions and resulting outcome.
Advertisement
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
Jeffrey Gitomer
NOVEMBER 2, 2012
Tweet Trust is everywhere – it’s ubiquitous and omnipotent. 1. The risk of trust and trusting – trust is a risk. 2. Initial trust is tentative. 3. Trust is a form of faith. 4. Trust lowers resistance. 5. Trust lowers barriers. 6. Friendship leads to trust. 7. Business relationships leads to trust. 8. Business deals are based on trust. 9.
Sales and Marketing Management
NOVEMBER 1, 2012
Issue Date: 2012-11-02. Author: Dominique Turpin. Teaser: At most companies the power of the chief marketing officer is being eroded almost by the day. Instead of grieving over this, CMOs can take some practical steps to reclaim some of their lost power. At most companies the power of the chief marketing officer is being eroded almost by the day. Instead of grieving over this, CMOs can take some practical steps to reclaim some of their lost power.
SBI Growth
OCTOBER 27, 2012
True ‘A’ Player Sales Reps know their capture and loss ratio. Why do they know it? Because, they understand that without good win/loss/no decision data, they have limited information about their sales trends. ‘A’ Players want to know if wins are trending with lower profitability. They want to know if the sales cycle is lengthening or shortening. They wonder which market segments, verticals, and company sizes are providing them the most success.
Sales 2.0
OCTOBER 28, 2012
A story from my consulting work. I thought it would be a good idea for my client to see if they could sell more to their existing top accounts (I’m quite the strategist you will note.) The first step to doing this was to get a list of those top accounts. After playing with the client’s accounting software for a fun few hours I managed to get a list of their top 100 accounts by revenue for the last year.
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
OCTOBER 31, 2012
The times they are distracting. If it isn’t hurricanes, flooding, or snow, it is elections…… and pretty soon it will be holiday planning here in North America. These make for potent, distracting combinations if you are supposed to be making calls and contacts to grow sales for the company you work for. Unlike other jobs, you can’t just mentally “check out” Instead you need ideas, tips, strategies and inspiration to keep your focus.
The Sales Hunter
OCTOBER 30, 2012
Clueless is what some salespeople are when it comes to understanding what is going on. If you’re in sales, you have to be aware of what might be going on in the mind of the customer you’re dealing with. This is especially true of salespeople who rely on the telephone and email to communicate. As I write this, Super Storm Sandy has been bearing down on the east cost of the United States for the past several hours.
SBI Growth
NOVEMBER 1, 2012
Mapping the buying process is a popular sales topic. But what does it mean and why is it important to sales leaders? We will explore in the post. In this post we will discuss two topics. If 57% is your buyer’s number. What mapping the buying process entails. 57% of the buying process is completed before buyer-rep interaction. (Source – SEC) This statistic is based on the “average” buyer.
Pointclear
OCTOBER 30, 2012
Today's guest blogger is Jeff Molander. Jeff is the authority on making social media sell, adjunct faculty at Loyola University business school, author of, Off The Hook Marketing: How to Make Social Media Sell for You and a social sales training speaker. Is your business-to-business (B2B) content marketing plan creating re-action beyond sharing? I’ve been using LinkedIn and blogging to generate B2B leads and sales very effectively lately.
Advertiser: ZoomInfo
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.
Score More Sales
NOVEMBER 1, 2012
Are you a seller or sales leader? Want to defy the odds during end of the year obstacles like holidays, pre-holidays, post-holidays and focusing ahead on 2013? Yesterday I wrote about maintaining focus , but we know you need more tactical ideas to make this happen. Craft a “60 Day Focus Plan” This plan helps you or your team stay on point with what needs to be done, namely revenue generation.
The Sales Hunter
OCTOBER 27, 2012
Do you know what is the most important part of a sales presentation? It’s not the marketing materials or the PowerPoint presentation or the product samples. No! The most important part of the sales presentation is YOU! You must be able to deliver your entire sales presentation without any sales tools. It’s not that you are going to do this — it’s just that you must be able to do this so that you can handle whatever situation may pop up.
SBI Growth
OCTOBER 29, 2012
This post will help you test a redesigned sales compensation plan to ensure cultural fit. Plus, you’ll find advice on compatibility with other sales effectiveness drivers. Let’s suppose HR is fully engaged for redesign of a 2013 Sales Compensation plan. HR even brought in an expert compensation firm. The plan looks great – equitable, in line with competition, attractive to sales.
No More Cold Calling
NOVEMBER 1, 2012
Being without your treasured workhorse device can leave superconnected sales pros feeling lost, anxious, and debilitated. There’s a term for that. “Nomophobia”. I’m quoting from Spirit, the magazine of my favorite airline, Southwest. Here’s the definition from Spririt Lexicon, Entry No 435: Walk the Walk, Talk the Talk. We’re all on the move, but on-the-go multitasking can be dangerous!
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
OCTOBER 27, 2012
Have you ever considered to increase sales is as simple as being: Authentic? Believable? Consistent? Yesterday I had two experiences that confirmed the ABC approach to increase sales. The first one was quite early in the morning where I earned two new clients because over the course of 5 years my marketing and sales behaviors had been authentic, believable and consistent.
The Sales Hunter
NOVEMBER 1, 2012
We all know the sales principle that says customers buy the salesperson first and the product second. I agree with it in principle, but I have some huge differences in the principle when it’s put into practice. I was recently exposed to a salesperson who was without a doubt successful. He knew he was successful and he wasn’t shy about telling everyone around him how successful he was.
A Sales Guy
OCTOBER 29, 2012
How many times have you heard this: “Just because he or she is your best sales person doesn’t mean they should be promoted to sales management.” In spite of the truth to this, I watch people do it all the time. A sales person is killing it. They are the top performer for years and when a sales management position opens up, BOOM! they get the job.
Expert insights. Personalized for you.
331 
Let's personalize your content