2013

Stop Giving Value

Bernadette McClelland

Stop Giving Value. Marketing tells us to give value, give value, give value so that, in turn, we will be valued by others and ultimately become a force to reckon with.

Easy Tips For Enjoying the Holidays This Year

Jeffrey Gitomer

We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us. Success

249

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.

Nine Ways to Waste Your Marketing Budget

The Sales Heretic

Your company has too much money. I understand. It’s a common problem. Clearly, you need to get rid of some of it. But how? Marketing! But not just any marketing—it has to be bad marketing. Because good marketing is actually an investment—it will generate more sales, making you more money.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

More Trending

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.

14 Things Great Salespeople Always Do That Average Salespeople Only Think About

The Sales Hunter

What separates great from average, and what do you need to do if you want to step up your sales game? Here is what I’ve found in having worked with thousands of salespeople over my 15 years of sales consulting — and before that, nearly 20 years of sales with 3 Fortune 500 companies: 1.

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

Is Your Toddler Texting?

No More Cold Calling

Technology addiction hooks users early—even before they’re out of diapers. I am not, I assure you, a Luddite. I am not scared of, intimidated by, or opposed to technology and all of the wonderful ways it can help us organize our lives—at work and at home.

Retail 293

What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

Are you BOLD or BORING?

Bernadette McClelland

Are you BOLD or BORING? What is the one quality you think might shift your results this year – in ANY area? I think being BOLD would have to be one of those qualities. I guess I am lucky I was christened with this characteristic – Bernadette just happens to mean bold as a bear lol.

Understanding THANKS So You Can Say It In A Better Way

Jeffrey Gitomer

We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us. Attitude Success

249

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,

Energy 228

13 Sales Tips from NSA ‘13

The Sales Heretic

As a professional speaker and trainer on the subject of sales, I am, naturally, a member of the National Speakers Association. So last week I was in Philadelphia for the 2013 NSA Annual Convention.

Sales 244

Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.

The Unexamined Life Is Not Worth Living

Increase Sales

Today here in the USA is Memorial Day. This is a national holiday to remember and honor those fallen military individuals who gave their lives for our country. To remember is to reflect and thus keeps us from living these words of Socrates over 2000 years ago.

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.

Sports 233

Everyone Can Sell. Not Really. Top 10 Reasons Why Not

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Dan Pink, Author of To Sell is Human , has been getting a lot of well deserved exposure. He wrote a terrific book and most who have read it really like it. I don''t have a problem with his book because read in its entirety, it makes sense.

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.

CRM 213

Staying Relevant in Sales as AI and Technology Continue to Take Over

Speaker: John Barrows, CEO, JBarrows Sales Training

As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where an how to add it throughout the sales process!

5 Ways to Avoid Stupid Customers

The Sales Hunter

Not all customers are good customers. In fact, there are some customers who are just plain stupid. Sometimes we as salespeople don’t recognize how stupid they are until it’s too late.

5 Mistakes to Avoid When Entering a Foreign Market

Sales and Marketing Management

Issue Date: 2013-04-30. Author: Renato Beninatto, Chief Marketing Officer, Moravia. Teaser: If you want to do business internationally, you’ve got to communicate in the language of your target market.

A Vicious Sales Cycle—4 Traps to Avoid

No More Cold Calling

How to stop undermining your performance, and save your sales. Getting caught in the cyclone of a vicious sales cycle is a looming trap. Take one wrong step, and you’re pulled into the eye of the storm.

3 leadership lessons from my Nana

Bernadette McClelland

3 leadership lessons from my Nana. I have 45 first cousins on my Dad’s side of the family. My Dad is the middle child of 13 children. My nana was widowed when my Dad was only 7 (you can do the maths). Clearly she was a born leader.

Using Connected Device Data to Improve Sales

Speaker: Charlie Isaacs, CTO for Customer Connection at Salesforce

Now that you've figured out how to connect your products and devices to the cloud, how do you prove that your investment will pay off? Discover the power of Smart CRM, and find out how companies are leveraging the best ideas from Software as a Service to provide Customer Experience as a Service.

All Airlines are the Same, Except for Their People

Jeffrey Gitomer

We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us

Four Principles for Hiring Sales STARS!

Steven Rosen

By Steven Rosen. Whether you are starting a new sales force or hiring a new rep to fill a vacancy, the four principles of the STAR Process will help you select top sales performers.

eBook 216

Stop Selling What People Don’t Care About

The Sales Heretic

I was meandering through a store recently when I came upon a display for a new electric toothbrush. The biggest, boldest words on the signage and the packaging were “New Quadpacer Mode!” I thought to myself, “Finally!

The Dog Ate My Homework Is Alive and Well for Small Business Owners

Increase Sales

At a monthly mastermind meeting of some local small business owners here in Northwest Indiana, one of the members, Rick Gosser , shared a photo with a person exercising and this caption: I don’t have time is the adult equivalent of the dog ate my homework.

Salesforce Formulas for the Everyday Admin

Speaker: Steve Molis, Salesforce MVP

Steve Molis has put together a collection of universal formula tips and tricks, along with several of his personal favorites, so that you can get the benefit of a wealth of information without having to trawl through everybody else’s Salesforce problems.

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.

What is the Most Difficult Part of the Sales Process

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Yesterday I was leading a training program for a group of veteran Objective Management Group (OMG) Partners and experienced sales trainers. One attendee asked the hypothetical question, "What is the most difficult part of the sales process?"

Understand the Power of Words to Build Relationships

Score More Sales

Jen Mueller, sideline reporter for the Seattle Seahawks had a quick conversation with Seahawks star quarterback Russell Wilson recently and shared a lesson for us all in sales about the power of the words we choose to use. Click here to view the embedded video.

Travel 201

4 Reasons Why Mondays Matter to Salespeople

The Sales Hunter

First reason is how you start Monday is a good indicator as to how the entire week is going to go. If you allow Monday to slide by and not make it productive, then most likely you’re going to let the entire week slide by.

The Best Learning Methodologies for Developing Elite Sales Leaders

Speaker: Steven Rosen MBA, Author, Executive Coach, Speaker and Top 50 Sales Influencer

It is well recognised that the frontline sales managers are the key to driving performance in sales organizations. If you had to choose between investing in sales manager training vs sales rep training what would you do?