2013

When will Sales catch up with Marketing?

Sales Benchmark Index

The sales field is suffering. Customers are suffering. Sales forces lack buyer-centered tools for success. When will Sales catch up with Marketing? Sales field alignment with the modern day buyer requires more than lip service.

What is the Role of a Sales Manager

Steven Rosen

By Steven A. Rosen. I just had a conversation with a sales executive who asked me “what is the role of the sales manager?” This executive was frustrated by poor sales and felt that the sales managers could be doing more to meet sales objectives.

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Powerful Questions to Qualify Sales Opportunities

Score More Sales

Looking back, I remember thinking that Ron had some sort of memory problem. He was my sales colleague. We both were account managers selling millions of dollars worth of technology to a major aircraft company. Between us, we sold more than $30M a year of items selling for $20 or $100 or $5000 each.

It Doesn’t End With the Sale: Managing Customer Relationships

The Pipeline

The Pipeline Guest Post – Megan Totka. Customers are the lifeblood of any business, and attracting new customers while strengthening your relationships with existing ones is a constant challenge. The best way to do so, however, is a matter that often leaves your sales and marketing staff at odds.

Sales Enablement: What It Is, What It Isn't, and Where It's Going

Speaker: Roderick Jefferson, Chief Executive Officer

The biggest problem with Sales Enablement is that there is no one universal definition. If you were to ask 10 different people “What is Sales Enablement?” you would get 10 different answers, none of which would show the whole picture. Roderick Jefferson, CEO and top sales enablement consultant, is here to provide some much-needed clarity on the what, why, and how of Sales Enablement.

Are you making sales or measuring sales activity?

Jeffrey Gitomer

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More Trending

Why Good Storytelling Beats Good Selling

Sales Benchmark Index

Some reps are convinced they can’t sell a new product. The next day, another rep does just that. Why is this? How can some reps be so effective and assertive, and others so passive? Confidence and belief are certainly big parts of the equation. The other part: exceptional storytelling.

Lunch and Learn - 12 Sales Lessons from Rich Ambrose

Anthony Cole Training

Learning about sales and selling is one of the things I enjoy most about what I do. When I started my personal quest to improve my understanding of sales, my ability to execute a sales process effectively and to ultimately improve my sales results, there was much for me to learn.

10 Mistakes that Kill Sales Calls

Sales Benchmark Index

Sales Leaders miss or make the number one sales call at a time. Yet they typically don’t pay enough attention to each call. They look at each rep’s performance to quota. They review the pipeline. These are difficult to control. Sales leaders can control the quality of sales calls every day.

Why Top Sales Reps Will Be Unemployed In 2 Years

Sales Benchmark Index

Read on to learn if your Reps today are right for the future. This post is especially for HR Leaders and Business Partners in support of sales. Sales personnel will also benefit from the indicators of obsolescence.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

The Six Skills of Great Sales VPs

Sales Benchmark Index

Not all “A” Player sales reps were meant to be managers. If you’ve been in sales long enough, you’ve seen this mistake unfold. The newly promoted manager repeats behavior that made him successful as a rep. He neglects his skill development and sales initiatives. His team flounders.

How to Write Effective LinkedIn Messages

Sales Benchmark Index

Are your prospecting skills keeping pace with the market? Phone and email are losing their appeal. Now LinkedIn is the best way to reach your Buyer. To be effective on LinkedIn, carefully consider how you correspond with your extended network. Every word must be carefully chosen.

Be Bold: The Decision Before the Decision

Steven Rosen

Guest Post by Jeff Shore: An excerpt from “Be Bold and Win the Sale” by Jeff Shore. Available from McGraw-Hill Business in January 2014. Several years ago my wife and I took swing dance lessons in preparation for our son’s wedding; we wanted to dance without looking foolish. (OK,

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3 Ways to Increase Revenues with CRM

Score More Sales

There are SMB and mid-market sales organizations who have not embraced a cloud-based, customer relationship management system, better known as CRM or SCRM.

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Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

You Don’t Need To Be Manager To Be A Leader

The Pipeline

By Tibor Shanto - tibor.shanto@sellbetter.ca. I hope we can all agree that in sales, manager are better leading from the front than behind the desk.

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Replacing the Cold Call with: ANYTHING!

Jeffrey Gitomer

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Making The Right First Impression To Improve Your Sales

MTD Sales Training

[[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Presell & Positioning First Impressions making the right impression personal braning

How Social Sellers Build Their Pipeline with LinkedIn

Sales Benchmark Index

You don’t want a new job. You want to excel at the job you already have. To do that, you must outperform your peers and close more deals. So your success tomorrow depends upon your pipeline today. In today’s environment, a quality pipeline starts with LinkedIn.

7 Marketing and Sales Strategies to Grow Your Revenue Fast

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Many companies have the core marketing and sales elements to take their revenue to the next level, but are still missing out on some key opportunities. Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book "The Expert’s B2B Revenue Growth Playbook," to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!

Will Technology Solve My Sales Problem?

Sales Benchmark Index

As the head of sales you can become overwhelmed with technology options. With limited time, how do you prioritize initiatives? We will discuss how your sales organization can prepare to utilize technology effectively. Many sales organizations are using new technology to automate broken processes.

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Sales Ops: Defend your Turf

Sales Benchmark Index

Over the last 18-24 months Sales Operations leaders have experienced Diminishing Authority. Diminishing Authority is easy to spot. The Chief Sales Officer is not relying on Ops to translate data into insight. Ops remains close to the CSO but marketing, finance and HR are more influential.

How B2B Social Sellers Align With Their Buyers

Sales Benchmark Index

In B2B corporate environments, Social Selling gets a Sales Rep’s foot in the door. But the transition from a virtual conversation to a real opportunity is complex. During this transition, Reps are met with a wall of bureaucratic process and resistance.

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How Top Sales Reps use LinkedIn to Create Buyer Personas

Sales Benchmark Index

You are a B2B Sales Rep with a new product to sell. Do you know who your Buyer is? New company, new division, or new product, you must ask that question. This article discusses how Sales Reps define their Buyer as a Persona. I describe how to use LinkedIn as a source to create these Personas.

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

2014 Planning Metrics for B2B Marketing Leaders

Sales Benchmark Index

The Holy Grail of 2014 Planning: Marketing Contribution as a % of Total Revenue. 2013 is the last year executives accepted activity-level results from marketing. CEO''s don’t accept activity reports from Sales leaders without revenue results.

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Why Sales Managers Hate Performance Management

Steven Rosen

Performance management can be a dirty job. Many managers shy away when having to deal with performance issues. My approach says “bring it on.” I believe that non-performing players need to get their act together or there is no place for them on the team.

30 Ways to Reach Prospects

Score More Sales

With this being the end of the month and 2/3 through Q2, I thought it might be helpful to post a lot of ideas to help you or those on your sales team reach B2B decision makers, influencers, and strategic partners.

Do You Really Need/Want a Shorter Sales Cycle?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. Shorter sales cycles are one of those things that come up in many discussions with sales and corporate leaders. When I ask them what specific improvements they would like to see 18 to 24 months out, a shorter cycle is usually one.

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.