The Pipeline
DECEMBER 11, 2014
'The Pipeline Guest Post - Diana Doherty. Want to increase productivity without stressing out your employees? Data can help you improve your process – and your workforce ROI. Think you have the best possible toolkit for your sales team? Think again. The best sales tools now are all about integration and automation. If you’re using clunky apps or programs that don’t integrate, you’re wasting time.
Jeffrey Gitomer
DECEMBER 1, 2014
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Sales and Marketing Management
DECEMBER 14, 2014
'Issue Date: 2014-12-15. Author: Micheline Nijmeh. Teaser: Advanced, real-time analytics can reveal a prospect’s engagement not only with email but also with any sales content – down to a very granular level. Using this "digital listening," salespeople can gain the insight they need to time their engagement and deliver the most tailored follow-up.
No More Cold Calling
DECEMBER 18, 2014
'When you have a referral introduction, there’s no need to dupe the gatekeeper. Are you tired of talking to people without any decision-making power? Wouldn’t you rather walk straight into the corner office and speak with the person who’s actually in charge? Of course you would. So why is your outreach still cold? It’s tiresome reading about how to get past the gatekeeper.
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Steven Rosen
DECEMBER 2, 2014
'By Steven A. Rosen. Do you know how effective your sales managers are? Are you a highly effective sales coach? The Corporate Executive Board (CEB) Executive found: Sales manager coaching is the #1 activity that drives sales performance and develops great sales reps. Highly effective sales managers drive 19% more sales than their less effective colleagues.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
DECEMBER 4, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . I remember reading somewhere about a company that had set up different office, each with a different motif. One would be full of things relating to fishing, another would be all decked up with pictures of golf courses and golf related chachkas. The goal was to stump the sales people who would come through, often it played out to be stump the chump.
The Sales Heretic
DECEMBER 9, 2014
'What if you could increase your sales without any additional time or effort? Without finding more prospects or improving your closing ratio? Sound impossible? Listen to my appearance on Breakthrough Radio with Michele Price. In this five-minute segment, I share a proven idea that anyone can implement, regardless of what your business is. This powerful [.].
Sales and Marketing Management
DECEMBER 19, 2014
'Issue Date: 2014-12-19. Author: Liz Wendling. Teaser: Often, in high-pressure sales situations, there is a big gap between knowledge and translating that knowledge into action. This is the much written about topic of the knowing-doing gap. Here's how to conquer it. Often, in high-pressure sales situations, there is a big gap between knowledge and translating that knowledge into action.
No More Cold Calling
DECEMBER 2, 2014
'All sales reps need coaching and guidance, but rainmakers deserve extra attention. The sales manager announces the top performers of the year. Drum roll, please. The “winners” learn the exotic location of the President’s Club. Applause resounds throughout the building as these sales champions are paraded like Superbowl winning gods across the sales floor.
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Steven Rosen
DECEMBER 3, 2014
'Early results are showing that sales leaders are most concerned about improving the performance management skills of their sales managers. 50% of sales leaders who have taken The 2015 Sales Management Survey have identified performance management as their #1 priority in 2015. Over 97% respondents agree or strongly agree with the statement “One of the sales manager’s most important responsibilities is to proactively manage and address performance issues”.
Understanding the Sales Force
DECEMBER 8, 2014
'Copyright: swingvoodoo / 123RF Stock Photo. I''m always amused when an email comes through with a message that says something like, "Maybe we should target candidates that aren''t recommended" or "Why do so many candidates lack Commitment?" or "Your assessments are only recommending 1 out of every 5 candidates!" or "The questions don''t fit the role!
The Pipeline
DECEMBER 1, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . Successful sales people share certain attributes, some can be learned and developed, some we come by naturally, and if we have less of those than other, we can spend time and effort developing them, and improving our sales habits and results in the process. Two that are common to many successful sales people are ego and confidence.
Score More Sales
DECEMBER 22, 2014
'As the year draws to a close, it can be challenging to find inspiration to be productive when there are so many distractions going on. Want to make the most of your days through the end of the year? Just think Beast Mode. Yesterday, Marshawn Lynch of the Seattle Seahawks went “Beast Mode” on the Arizona Cardinals and ran for a 79 yard touchdown.
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
Sales and Marketing Management
DECEMBER 25, 2014
'Issue Date: 2014-12-26. Author: Todd Lenhart. Teaser: Everyone appreciates quick and easy-to-implement ways to improve sales for you or your organization? Here are three. Everyone appreciates quick and easy-to-implement ways to improve sales for you or your organization? Here are three.
No More Cold Calling
DECEMBER 9, 2014
'Sales organizations need to engage the next generation of rainmakers. When a Millennial told me about texting her boyfriend to say she loved him, I looked at her in disbelief and asked, “You’re texting ‘I love you’?” She explained that she had been at a conference and couldn’t call him, so she texted a romantic message instead. Boomer that I am, I couldn’t help but wonder why she didn’t just wait until the break to actually use her phone the way it was meant to be used—to have a real conversati
The Sales Hunter
DECEMBER 16, 2014
' Salespeople are always asking me for the closing techniques that work the best. Here the five I have found work the best time and time again. What’s even better is the first three are great for the new salesperson or the “non-salesperson” who suddenly finds themselves having to sell. 1. Pick a Date Close […].
Understanding the Sales Force
DECEMBER 22, 2014
'Copyright: 123RF Stock Photo. You’ve made your New Years resolutions to exercise, lay off the carbs, lose weight, be kind, leave the cell phone in another room at night, close the laptop by 7PM, and be an all around better person. You may have even set your goals for 2015. But what can you do to kick-off the New Year so that 2015 is your best sales year ever?
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The Pipeline
DECEMBER 18, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . As part of a series of posts dealing with areas you should consider, better yet reconsider, going in to the New Year, today we look at incentive. No doubt everyone should be thinking about commissions, after all is in effect the cost of revenue. While there are other expenses, commissions/incentives, are the most direct “payment” you pay for bringing in revenue.
The Sales Heretic
DECEMBER 29, 2014
'Everyone fails. The question is, what can you learn from the failure? Better yet, what can you learn from other people’s failures? Listen in as Dino Dogan (founder of Triberr), Andrea Waltz (author Go For No), Jeff Shuey (Chief Evangelist at K2), Stephanie Calahan (The Business Catalyst™), Daniel Cohen (founder of RedShift Writers) and I [.].
Sales and Marketing Management
DECEMBER 28, 2014
'Issue Date: 2014-12-29. Author: Marty Jacknis, President, Opportunity Maximizers, Inc. Teaser: Most sales managers recognize the importance of making a great first impression, but if you ask the typical sales manager if he has a yardstick or benchmark that identifies what a perfect “10 out of “10” presentation looks like, chances are the answer is no.
No More Cold Calling
DECEMBER 23, 2014
'Guest blogger Phillip Twyford encourages us all to put the phones and tablets aside, and take time to connect with the people around us. You don’t want to miss out on the joyful sound of children singing, or opportunities to connect with family and friends, or the heartwarming feeling you get when your kids or grandkids smile at you. But you will…unless you put your devices down and pay attention.
Speaker: Jay Black, Senior Account Executive
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The Sales Hunter
DECEMBER 30, 2014
'Here are two things you must know to kickstart the New Year: If you think you’re good, it may prevent you from becoming great! Failure can be a foundation for becoming great. You may have had a very good year. If so, congratulations! But at the same time, don’t think for a moment 2014′s performance […].
Understanding the Sales Force
DECEMBER 10, 2014
'Copyright: zimmytws / 123RF Stock Photo. As we approach the end of the year, do you pass judgement on the personal contributions you made to your wallet, family, friends, co-workers, customers, community, industry, religion, and the world during the past year? How did you do? If you''re like me, you did really well in some areas, and in others, not very good.
The Pipeline
DECEMBER 22, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . Here we are at the height of the holiday season, a season filled with family gatherings, good cheer, forgotten poverty ( please donate to the Salvation Army ), and loony tune predictions and resolutions. And why not, what’s the risk when we live in an ADHD addled society that explores grand ideas 140 characters at a time; who will remember to check 12 months from now.
Score More Sales
DECEMBER 11, 2014
'How are B2B sales leaders planning for their teams in 2015? Top 20 sales experts weigh in on this, including me. I was pleased to be a part of this e-book (download here) created by Velocify which addresses a number of issues that are on the minds of sales leaders everywhere. (note: there is a form to fill out on the Velocify website.). In addition to my prediction (below), you can read predictions from my colleagues: Jill Konrath , Bestselling author of Agile Selling , SNAP Selling & Sel
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Sales and Marketing Management
DECEMBER 1, 2014
'Issue Date: 2014-12-01. Author: Kristina Jaramillo. Teaser: With a little care and some creativity, you can communicate the value that B2B prospects are looking for through your LinkedIn profile. With a little care and some creativity, you can communicate the value that B2B prospects are looking for through your LinkedIn profile.
No More Cold Calling
DECEMBER 4, 2014
'Assumptions tank deals and ruin sales pipelines. Remember the old saying about what happens when you assume? You make an “ass” out of “u” and “me.” Yet salespeople tend to make a lot of assumptions. We assume that: Because we had a good meeting with a client, we can forecast the business at 50 percent. Because someone downloaded a whitepaper , we should call him.
The Sales Hunter
DECEMBER 2, 2014
'You may have thought you asked for the order, but did your customer know you were asking for it? Surprisingly, there are quite a few times when the customer doesn’t even know the salesperson is trying to close. The situation usually happens like this: Either the salesperson is so timid and scared of hearing […].
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