May, 2019

Timing is Everything

John Barrows

The more experienced I get in business the more I realize how important timing is with almost everything. I can’t tell you how many ideas I’ve heard about (or come up with myself) that were great ideas at the time, but failed because the market wasn’t ready for them. Good Ideas, Bad Timing.

Is Your Value Proposition Strong Enough?

Jill Konrath

I was eating lunch with the new president of a large manufacturing company. She was well aware of the work I’d done with their sales organization. So when I asked about her biggest challenge, I assumed we’d be talking sales. Instead, she answered, “Waste.”. Selling Tools

What to Do with the Salespeople Who Become Your Biggest Problem

Understanding the Sales Force

Promoted! Effective Sales Management Begins with Letting Go

Connect2Sell

Why is there so much confusion about what effective sales management looks like? delegating for development sales leadership sales management philosophy of leadership

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

Friday Five – Ways to Shorten Your Sales Cycle

Score More Sales

We know of eleven factors that historically have shortened sales cycles, based on research done by Objective Management Group. Here are a few to think about: sales process sales strategy complex sales

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Hit Sales Growth Goals and All Other Problems Go Away

Anthony Cole Training

Disconnect in the business world is pretty common. But, that doesn't mean it should be. Specifically in sales, your job as a leader is to create a model that benefits both the company and the salespeople that work there. So, how do you do this?

33 Things You Should Be Proud Of

The Sales Heretic

Pride is a tricky thing. Many religious texts—and religious leaders—decry it. In fact, it’s one of the “Seven Deadly Sins,” along with greed, lust, envy, sloth, reality TV, and ordering red wine with fish. It goes before a fall and it pairs well with Prejudice. Sometimes we have to swallow it. (I

Dave Kurlan's 23 Steps to Improved Channel Sales

Understanding the Sales Force

When you purchase a car, do you consider yourself a customer of the dealer you bought or leased it from, the auto maker, or both? Dave Kurlan channel sales

A Partner Strategy Without Sales Operations Alignment Is Destined for Trouble

Sales Benchmark Index

Are Your Sales Operations Chaotic? It is a story told time and time again. As a Sales Operations leader in your organization, every day feels like an uphill battle. You have KPI’s to hit and leadership is looking for results.

How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

Sell More! New Online Training—Early Bird Pricing!

Mr. Inside Sales

Want to get your team excited about selling again? Would you like to be motivated to pick up the phone instead of sending yet another email? Do you want to be confident when speaking with gatekeepers and decision makers? Are you ready to double or even triple your sales—in 2019? You can.

How Is Your Sales Commentary?

The Pipeline

The post How Is Your Sales Commentary? appeared first on TiborShanto.com. 04 - General Sales Attitude execution Tibor Shanto Video

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Why Success in Sales Leads to Personal Freedoms

Anthony Cole Training

Achieving the work-life balance sales professionals all hear and dream of starts with having a personal vision and a set of non-negotiable goals.

Leads 249

10 Things You Can Do to Prospect Faster

The Sales Hunter

We all wish every lead turned into a great prospect and in less time. You probably also want it all to take you less time than it takes to decide what you want to eat for lunch. That would be the greatest customer, right? Yes, in a perfect world, that could happen.

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.

Promoted! Sales Manager Goals and Objectives

Connect2Sell

As a sales manager, you’re responsible for delivering results. Leading people starts with leading yourself and making choices that truly get the right results the right way. delegating for development leadership development manager or leader sales goals new sales manager sales managers

Understanding Your Customer’s Story with Listening Paths

Sales Benchmark Index

Messaging Pipelines. When I was younger, I would often play “The Telephone Game” with my friends. You whisper a phrase to one person, who whispers it to another, and so on until the last person in the line repeats the message.

Friday Five – When Prospective Buyers Disappear

Score More Sales

You know what happens – great conversation with a future customer of yours, and then the conversation goes silent. Radio Silent. They don’t return your calls or emails – even if you had multiple interactions. What to do? Sales Tips sales strategy sales coaching

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Close More Sales with this One Training Tip

Mr. Inside Sales

Do you want to be a top producer in sales? If yes, then do what I did: Get the best training you can and use what you learn. Enroll yourself or your team in next week’s 7-week online training program. See it here.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Exhibit Something Different

The Pipeline

By Tibor Shanto. Most trade shows I attend, I do so to prospect, not as an exhibitor. Organizers kindly line up prospect in neat little stalls, one after the other. A couple weeks back I went to an event where I was indeed interested in what they were displaying and selling.

Who Makes a Great Prospect? 4 Questions You Must Answer

The Sales Hunter

You cannot afford to waste your time with prospects that will not become your customers. Your time is too valuable! All prospects are not the same. The sooner you know who is good and who isn’t, the better off you will be.

Promoted! Sales Team Management Tips for Turnaround Teams

Connect2Sell

In this series for new sales managers, we’re about to look at sales team management tips for turnaround teams … teams that aren’t performing well. coaching leadership skills sales leadership sales management

How the Best CEOs Drive Their Strategy to the Sales Force

Sales Benchmark Index

Most companies have ambitious plans for growth. However, few ever realize them. According to the Harvard Business Review, seven out of eight companies in a large corporation failed to achieve profitable growth. Yet 90% of the companies in the study.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

The New Salesenomics

Understanding the Sales Force

Back in the 1960's it made sense for gasoline prices to be discounted down to the nearest 9/10 of a cent because gas prices ranged between 17.9 to 18.9 cents. But when gas prices are around $3.00 per gallon, how does 9/10 cent continue to make sense? Some habits die really hard.

Make the "Business-to-People" Sale

Anthony Cole Training

Most Sales Managers would agree that completing prospecting activities and hitting sales goals are critical to success. However, what happens when we focus too much on the numbers and not enough on being a resource for prospects, we impact (or lose) the human element of our business.

Why Your Business Needs to Be More Fun

The Sales Heretic

One of my favorite pieces of research in the field of sales and marketing is a survey of B2B buyers conducted by Britt Beemer for American Demographics Magazine. In it, Beemer found that 70.1% of respondents would switch to a different vendor if the company was more fun to do business with.

Your Competitor is Not Who You Think It Is

The Sales Hunter

You probably think your competitor is the big evil company that just came out with a more superior product than yours. That big evil company is not your primary competitor. Your two biggest competitors are: 1. Your own self-limiting doubts about what you can’t do.

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 Complete Salesperson

The Pipeline

By Tibor Shanto. I know we’re not supposed to stare at people’s peculiarities, but at times it is hard not to. For instance, at the gym, where you see someone with a well-developed upper body, standing on two twigs.

Partners Can Make – Or Break – Your Product Launch

Sales Benchmark Index

Although you may have a crackerjack in-house development team, can they provide all the knowledge and horsepower you need to launch breakthrough products on-time, on-spec and on-budget? Often there are some gaps – which frequently contribute to costly delays.

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10 Reasons Why Salespeople Hallucinate

Understanding the Sales Force

I was in the basement of our home looking for something when I saw it. It moved left to right, low, between the stored Christmas trees. I took another look and this time it moved right to left. Each time I moved, it moved. I breathed a sigh of relief when I realized it wasn't a critter but a shadow that I was casting. I saw something that simply wasn't there. A figment of my imagination. You could even call it a hallucination.