No More Cold Calling
JULY 7, 2016
A LinkedIn connection is not a sales lead. It happened again. I accepted a LinkedIn invitation from someone I didn’t know, sent a personal response to greet my new connection, and immediately received a cold calling message from someone looking only for lead generation: I’d love to talk and hear about you, what’s happening in your business and how you think I can contribute to your success.
MTD Sales Training
JULY 14, 2016
I’ve always admired Jim Rohn. His insights into the deep philosophies of life always touch a nerve and his laid-back delivery is one that I admire. His untimely death has left a big gap in the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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SBI Growth
JULY 3, 2016
Developing an ‘A’ player profile is a direct result of aligning your talent strategy with your corporate, product, marketing and sales strategies. Simply put, you cannot construct an ‘A’ player profile without strategic alignment. Building an ‘A’ player profile is the.
Bernadette McClelland
JULY 7, 2016
The Boss walks through the door, he steps onto the platform, he opens his mouth and words of wisdom, inspiration and life lessons spew forth, weaving us into the world of musical euphoria. Cyndi Lauper sings about it, The LGBT crowd wave their flags around it. And Bruce Springsteen will not sing because of it… What is the theme? Their TRUE COLOURS!
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The Pipeline
JULY 4, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . Much of the discussion around social selling vs. traditional selling, or even old school selling like cold calling, has distracted many from the central issue, successful selling. When was the last time someone congratulated you on landing a big account and asked you “BTW, Ann, did you use social or other selling to win this deal?
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales 2.0
JULY 25, 2016
Nice post today on the Pipeliner CRM blog from that smart man Dan McDade of Pointclear about how you should not buy into the proposition that waiting for your prospects is the right sales strategy. I agree. We’ve overcooked the concept of “inbound marketing” if we’ve convinced sales people to rely on their marketing group to “catch leads in a big net” and deliver them to the sales people.
MTD Sales Training
JULY 12, 2016
This is an interesting and, for some salespeople, a ‘killer’ response from a prospect when you are presenting your solutions. Your product may be the best in the market…you may have all the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
JULY 5, 2016
Organizations spend large amounts of money on sales training every year. But are they getting their money’s worth? Sales training is a $70 billion dollar industry. Every sales team should be making their number with that kind of investment in.
The Sales Hunter
JULY 5, 2016
Let’s face it. You can’t prospect if you don’t start, and starting is the problem too many salespeople have. The number of excuses salespeople can come up with range from logical to just plain avoidance. Here are 10 things you can do right now to help you stop procrastinating on doing the prospecting you know […].
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Steven Rosen
JULY 5, 2016
My friend Barbara Weaver Smith, founder and CEO of The Whale Hunters, has a new book and I want to encourage you to get it. It’s called Whale Hunting with Global Accounts: Four Critical Sales Strategies to Win Global Customers , and it’s for fast company entrepreneurs, sales VPs and sales managers, large account sales team leaders from inside sales and field sales—whether you’re already managing global accounts or you haven’t yet gone global with your biggest accounts.
Sales and Marketing Management
JULY 7, 2016
Issue Date: 2016-07-08. Author: Stephen Davis. Teaser: In many ways, technology has turned even inside sales reps into independent businesspeople. There is less day-to-day interaction between managers and reps in the field. Unified communications (UC) systems can help shine a light on the daily performance of your mobile workforce. In many ways, technology has turned even inside sales reps into independent businesspeople.
Score More Sales
JULY 6, 2016
Top sports teams know a secret that we can all use in business and especially sales. You don’t always win. Sometimes you lose. If you don’t dwell on the loss you can win again tomorrow. I was thinking about this again recently when I heard that the Red Sox had lost 21-2 to the Angels at Fenway Park.
MTD Sales Training
JULY 7, 2016
Have you ever had that time when a prospect has been really horrible to you? I mean aggressively horrible, even resorting to swearing or downright nasty comments? It does happen, and unfortunately. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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SBI Growth
JULY 7, 2016
You have a strategy in place, but is it getting executed? In order to hit your revenue growth goal you must make sure you are connecting your strategy with execution. We recently spoke with Kermit Randa, the CEO of PeopleAdmin.
The Sales Hunter
JULY 1, 2016
Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the below information: A […].
Mr. Inside Sales
JULY 7, 2016
Last week, in Top Characteristic Number Two, I introduced the concept of scripting out the very best responses to the selling situations and objections you get into 80 to 90% of the time. I urged you to practice, drill and rehearse these responses until they become automatic. The point here is that you are practicing the right responses. You see, the thing about practice is that it doesn’t make perfect, as everyone has heard.
Sales and Marketing Management
JULY 31, 2016
Issue Date: 2016-08-01. Author: Reza Mohsin, CEO of Speakeasy. Teaser: Creating processes that deliver the information you need, when you need it, with minimal investment of time and effort is essential to understanding how your teams operate. Sales managers can help make this happen by employing the right tools for their teams – tools that simplify the sales process instead of making it more complex.
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.
No More Cold Calling
JULY 31, 2016
Tired of watching your sales reps spend hours on the phone, calling prospects who rarely ever call them back? Or wasting time pestering strangers on social media, who never asked for—and don’t want to hear—their sales pitches? Then it’s time to stop the cold calling madness. During the “Turn Cold to Gold” webinar I hosted earlier this month, I polled the audience to uncover their greatest lead generation challenges.
DiscoverOrg Sales
JULY 29, 2016
Looking to give a your sales a boost? There is a renewed interest in Account-Based Marketing (ABM) and it currently has two definitions: 1) a strategy for marketing to existing clients for the purpose of cross-selling or expanding presence within an account, and. 2) an alternative to “buyer persona marketing,” whereby named accounts are micro-segmented with messaging that is hyper-specific to their needs.
SBI Growth
JULY 4, 2016
People buy from people. Ultimately, there is no substitute for face time. This means organizations need a world class field marketing program. SBI recently interviewed Kim Salem-Jackson, the senior vice president of worldwide field marketing at Informatica about this topic.
The Sales Hunter
JULY 31, 2016
Confident people do not allow other people to define success for them. You need to define success for yourself! Write down your definition of success. Then ask yourself if you are achieving this. Your goals should equip you to be successful, and when you are successful, you will be more confident. Copyright 2016, Mark Hunter […].
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?
MTD Sales Training
JULY 28, 2016
I love the expression “Questions are the answer”. It reminds us all that the quality of the answers we get in life are determined by the quality of the questions we ask. Much of what we experience in life goes over our heads, created by things that are out of our control. What we focus on will get us our results. And that focus is very often derived by the questions we ask.
Sales and Marketing Management
JULY 28, 2016
Issue Date: 2016-07-29. Author: Dan Siedman. Teaser: Most training focuses on learning objectives as the outcome. In the selling world, your outcome should be behavior change. Learning objectives? Who cares if you have the smartest sales pros on the planet and they don't put what they know into practice? Most training focuses on learning objectives as the outcome.
No More Cold Calling
JULY 28, 2016
The greatest challenge for many women leaders isn’t gender discrimination; it’s self-doubt. Women in sales don’t have to think or act like men to become rainmakers; we have the natural-born skills and grit it takes to be top-tier sellers. We know how to build relationships. We are hardwired to be nurturers, connectors, and collaborators. So it’s no wonder that men say the best salespeople they know are women.
Understanding the Sales Force
JULY 26, 2016
Earlier this week I wrote an article on why so many sales managers are so bad. In today's article, I'll share what makes them so ineffective. The easiest way to explain this is to start with a baseball analogy. Our son, who is now 14, is a very talented baseball player. In addition to me, he has been coached in some capacity by approximately 15 other baseball coaches with varying degrees of effectiveness.
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SBI Growth
JULY 2, 2016
Your corporate strategy carries a lot of weight. It sets the direction for the entire organization, especially the sales and marketing teams. My colleague, John Staples, Partner at SBI, and I recently spoke with Jim Schleckser about developing corporate strategies.
The Sales Hunter
JULY 3, 2016
I don’t want you thinking just about 2016! I want you thinking about your 18-month goals too! When you look out 18 months, it changes the way you use your time (your greatest asset!) Ultimately, it also changes the questions you ask and the customer relationships you build. Check out the video to see what […].
MTD Sales Training
JULY 26, 2016
You’ve probably been on courses where you’ve discussed the different types of questions that are available to you. You’ll have heard of open questions and closed questions. You’ll be familiar with probing questions and possibly leading questions, too. But the truth is that this can bog you down into thinking you’ve got to vary your questioning type and it can lead to confusion and a lack of flow in the conversation.
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