2018

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The Science of Basic Selling Skills

Bernadette McClelland

And the basics of selling are….? It’s a question I’ve asked a couple of times in workshops and online, and it’s a question that was triggered by a few ‘posts’ I read, stating that. salespeople today don’t execute on the basics. And my response was, what are the basics then? And as would have it on social, there was a plethora of responses, from which I randomly collected this bakers dozen: 1. Understand your customer’s business issues and what they want.

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Strategy Is Sexy, Execution is Boring

STAR Results

Business success is a function of brilliant strategies and excellent execution. How are your sales to date? Every sales leader I have spoken with could easily answer this question. I am sure you can as well.

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Dancing with the Competition? Watch your Step.

Jeffrey Gitomer

How do you feel about your competitors? You say, "I have a great relationship with my competitors." Right, if you needed $50,000 or your business would fold, I guarantee your friend, the competitor, would send you a bon voyage note. Get real, man. They may talk to you, they may be civil to you, they may even appear to help you – but ask them if they wish you were dead or alive, I'm betting on the funeral home.

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Sell Slower

Sales and Marketing Management

Author: Paul Cherry I was working with a manufacturer of medical instruments that use lasers to measure blood flow. The products cost upwards of $50,000 and are sold primarily to medical research facilities. With a niche product like this, the pool of potential customers is small, so you have to make the most of every opportunity. Unfortunately, the closing percentages for this company were low. That’s why they had brought us in. We looked at the sales process.

Marketing 236
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Contact vs. Company Intent Signal Data

Intent signal data comes in two types: either companies or individuals signaling interest in products like yours. Which kind of data delivers more advantages to B2B marketers? It depends. Get this infographic to learn about the advantages of intent-based leads and how you can most effectively use both types of data.

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What to Call Women in the Business Workplace

Score More Sales

I have spent an entire career in sales since my early 20’s being called a guy. Filling out forms that said “Salesman Number”. Being invited to sales incentive and award events at cigar bars. sales leadership B2B

More Trending

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Treat yourself to some social selling

Sales 2.0

OK I need to come out of the closet. In the last two posts I did a bunch of math. I wanted to boil down cold calling vs. social selling data so we could do a somewhat fair comparison. Here’s the punchline. Cold calling: 11 hours to get an appointment. Social selling: 3 hours to get an appointment. So obviously my axe to grind is that I think social selling is the way to go when prospecting as it’s almost 4 (3.66) times more efficient/faster. But there’s more…. Increase your assets.

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Two Killer Questions to Open & Close a Sale

Mr. Inside Sales

I was having breakfast with a client in Denver before a training program I was giving, and we were talking about the importance of asking questions and listening. He told me that a few years ago he was working for a company selling an IT solution, and that while dealing with the Director of IT, he suddenly had an opportunity to meet the new CFO. This was unexpected and he had to think fast!

Closing 236
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If the Whole Company Supported Revenue Generation

Score More Sales

If the whole, entire company supported revenue generation, how strong would your customer care or customer service team be? Would nothing ever slip through the cracks? If everyone supported revenue generation, how easily could we detect a disgruntled customer about to leave us? sales strategy company success

Company 181
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We’re Overthinking Seed Round Signaling Effects

For Entrepreneurs

There is much hand wringing in the startup ecosystem about various forms of signaling between the seed and A rounds. Conventional wisdom, and advice, abounds: entrepreneurs should never include a venture firm in their seed round because it’ll scare other VCs off from pursuing the A. After all, the “insider” VC has more information and. Getting Funded Entrepreneur Funding Raising capital seed deals Venture capital

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Intent Signal Data 101

Intent signal data helps B2B marketers engage with buyers sooner in the sales cycle. But there are many confusing terms used to describe intent data. Read this infographic to better understand three common areas of confusion.

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Top 3 Sales Strategy Priorities of CEOs

SBI Growth

Our guest today is Rob Hornish, the President of Americas Sales for Polycom. Rob has 20 years of sales leadership experience in the high-tech industry sector, with a proven record of building, scaling and developing high performing teams. Rob and.

Strategy 254
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5 Ways To Sell To The Modern Day Buyer

MTD Sales Training

One of the biggest changes in sales over the years has nothing to do with selling itself. It has to do with the way that the buyer has changed their modus operandi. The process of sales is evolving as technology, globalisation and communication methods advance and progress. But the evolution of the buyer has been exponentially faster. So what do you need to do to keep up with these changes? Here are five up-to-date ways to sell to the modern-day buyer : 1) Be social-media savvy.

Buyer 245
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Executive Sales Coaching – Frequently Asked Questions

Steven Rosen

The What, Why, How, and When of Executive Sales Coaching. Executive coaching is estimated to be a $2-3 billion/year global industry. There has been dramatic growth in the number of people who are becoming coaches and leaders who are hiring coaches. The rapid pace of change, high levels of uncertainty, complexity, and ambiguity in business is forcing both executives and managers to look beyond training for their ongoing development needs.

Coaching 242
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Finally!  Science Reveals the Actual Impact of Sales Coaching

Understanding the Sales Force

You must have heard the joke that 73.6% of statistics are made up! I have read and even reported that sales leaders who coach their salespeople see a boost in revenue of around 27%. It sounds like a realistic number but I have not seen any science to back it up. Until now. Check this out! Dave Kurlan Consultative Selling Sales Coaching sales improvement sales core competencies omg Closing Sales sales growth sales qualification sales data

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Guide to Leveraging Account Intelligence for Enterprise Sales Success

Use the infographic below to help you plan and sell more strategically and efficiently by leveraging sales and account intelligence; gaining a steep advantage over the competition.

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Why Fear Is Holding Back Your Sales Performance and Your Gut is the Answer

Sales and Marketing Management

Author: Tony Hughes When I sell, there's usually something nagging at my conscience that I'm avoiding. I start the day and there's someone I'm afraid to call. Maybe the timing isn't right or they're too senior. Shoulda, woulda, coulda, becomes didn't. Yes, I'm human. But to transcend, I use fear as a guide that points me to what I should do next. Repetition is the mother of skill, but it also gives us another profound gift which is the development of 'gut instinct.' Trust your gut.

Marketing 259
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The Sales Letter Will Work if You Get it Write.

Jeffrey Gitomer

How important is a sales letter/email? Presentation Skills

Sales 237
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I gotta question for ya

Bernadette McClelland

Hello there! With the New Year about to kick off again we may do one, or both, of two things. We may reflect on the year just gone or project on the year ahead. Some of us may reflect and cringe at embarrassing moments we’ve had, hold regrets of what was done or not done, or try to suppress those fears that caused us to self-sabotage. Others, meanwhile, will pat themselves on the back, high-five and with hearts filled with ‘yeah, I did THAT!’, hat tip the year that was. Then we look forward.

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Old-fashioned sales techniques

Sales 2.0

Sometimes it pays to do what is “out”. Social selling has become synonymous with technology. Many definitions make it all about using social media to sell. But I think social selling is about being social and actual human beings do more than just hang out on social media platforms. Some other productive people have learned that being tethered to your email is good way to get nothing done other than respond to email.

Fashion 236
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Selling With Video – Your Guide to the Benefits of Video-Based Training

Speaker: Don Schmidt - WW Sales Enablement Director, Inside Sales MongoDB

The power of video is working for a growing roster of organizations, whether working with a live mentor or scaling programs with artificial intelligence. Take advantage of this exclusive webinar to learn how to use video coaching to your advantage!

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9 B2B Sales Closing Techniques You Can Use Today

DiscoverOrg Sales

First things first: People buy from people first, product second , according to Director of Sales Steve Wernke. They want to feel good about who they’re buying from, and they want to walk away feeling good. As they negotiate, they want to feel like they won. So how can you make sure your customer-to-be wins – and feels like they won – while winning business yourself? Here’s how to manage so much winning, with 9 tips from our top sales closers. The Rule of Three.

Closing 231
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Yes, a B2B Sales Experience Can Be Euphoric for Your Buyer

Connect2Sell

Buyers are looking for a BSB sales experience that's different. They’re looking for much more than a transaction. They're looking for an experience that is rich and meaningful and includes an opportunity for them to contribute. to take from the experience what's going to be useful for them. It needs to be relevant, and it needs to be something that involves an element of the unexpected. B2B sales effectiveness

B2B 225
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24 Ways to Keep Your Brain Sharp

The Sales Heretic

When it comes to your sales—and pretty much everything else in your life—your brain is your most valuable asset. So it makes sense to do as much as you can to protect it. And it needs protection. The challenges of modern life mean our brains are under assault every day. The enemies of the brain [.]. Sales brain business creativity health motivation productivity self-confidence seminars stress training workshops

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Did You Set the Right Sales Quotas?

SBI Growth

Did you set the quotas right to drive revenue growth? The purpose of today’s show is to demonstrate how to link the company objectives to sales targets through quota setting. Leverage this use-case to evaluate how you set your quotas. Podcast Sales Strategy SBI for SMB john young quota quota setting sales enablement sales force effectiveness sales leader sales quota

Quota 253
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7 Ways to Supercharge Your ABM Strategy with Real-Time Intent

Streaming real-time intent is a homerun for marketing and sales’ account-based marketing (ABM) strategies. With real-time buyer insights, you can be first-in-line to provide solutions and lead better, hyper-personalized conversations.

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22 Ways To Critique Your Sales Meetings

MTD Sales Training

One of the best salespeople I ever worked with gave me a hint into his working life and what made him so successful. He once said to me, “Sean, what do you do after a sales meeting that ensures the next one will be even better?”. That question struck me because, basically, I hadn’t considered it much before. I used to simply write up my notes, put them on the CRM system and carry on from there.

Meeting 224
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Sales Strategy #2: Execute with Excellence

Steven Rosen

If you want to crush your sales numbers Sales Strategy #2: Execute with Excellence is guaranteed to help. Number one, your marketing team is ready to go, they have their strategies, their plans in place and their budgets. As the Head of Sales, you are still in 2017 my friend but you really need to have your head in 2018 deciding what you are going to do. The key now is to get prepared for 2018 which means ensuring that you have your sales execution plan ready to go come January.

Strategy 239
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The Wrong Salespeople are Hired 77% of the Time

Understanding the Sales Force

94% of sales managers are optimistic about their salespeople. That's a very surprising statistic for a couple of reasons: 50% or more of their salespeople won't hit their quotas this year and haven't since at least 2008. Objective Management Group's (OMG's) findings from the evaluations and assessments of 1.8 million salespeople show that 50% of all salespeople are weak. Sales managers believe that 50% of their salespeople are good and 44% of their salespeople have potential.

Quota 200
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The Race for AI-Driven Sales Success Starts Now

Sales and Marketing Management

Author: Anil Kaul Co-Founder and CEO of Absolutdata Artificial intelligence — AI for short — is already changing the world in countless ways. Millions of people use devices like Amazon Echo and Google Home to find out more about products and services they need or to control their home environment. Virtually all automakers are exploring self-driving car technology. Retailers are seriously considering plans for delivery drones.

Marketing 252
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Content Creation & Curation: The Missing Link Between Sales & Marketing

Speaker: Pam Didner - B2B and Tech Marketing Consultant

Content plays a vital role in creating a symbiotic –– and successful –– relationship and alignment between your sales and marketing teams. Join Pam Didner to learn how to create and curate great content to support your sales and revenue goals!

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Call Me in 6 Months - A Polite Way of Saying No

Jeffrey Gitomer

Pat me on the head and tell me to go away. That's the real meaning of call me in six months (or any nebulous "get back to me" after some period of time). Objections

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The Real Competition

Bernadette McClelland

We think it’s the company that sells the same as us, Or the paperwork we have to do, Or the meetings we have to run, Or the slackness of our admin team, Or the lack of urgency of our buyers. The real competition is ‘no change’.

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Volunteer to be an insider

Sales 2.0

I am the Chairman Emeritus of the Wharton Club of New York. I’ve been the president and the chairman. Over the years these titles have been very useful for my various business and sales endeavors. Probably not surprising as that Wharton word carries some credibility and I’ve found having the title president or chairman of the largest alumni association for the school has some credibility too. How did I achieve securing these positions?