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Here’s what I’ve learned about selling from some top women leaders. When she referred to herself as a “bulldog,” the idea conjured up images of a pushy, arrogant, aggressive, in-your-face salesperson—the kind none of us wants to be. But that’s not what she meant. She’s tenacious. She sells with confidence. She’s dedicated and loyal—a dog with a bone who works hard to find the best possible solutions for her clients.
One area where many salespeople fall short is the gaining of referrals from their clients. Many simply forget to ask; others think it’s an imposition that might put the client under too much. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Issue Date: 2016-03-01. Author: Paul Nolan. Teaser: Could there be a Sales & Marketing Management Bump? Only a few months after appearing in a feature on unique meeting venues in the March/April 2015 issue of this magazine, Randy Stenger, CEO and founder of Extreme Sandbox in Hastings, Minnesota, was selected to be on the ABC hit TV show “Shark Tank.
Many sales executives are feeling overwhelmed, unproductive and frustrated. They are finding it difficult to deal with important daily tasks due to the barrage of emails, number of meetings, interruptions and putting out fires. How can you be productive, if you spend your entire day responding to emails, are fully booked with meetings, are being constantly interrupted by the phone or people in the office who want to speak with you, and putting out one fire after another?
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
There are specific events, points in time, and conditions when it is appropriate to ask for help. Before I explain those, let me go to my favorite source for analogies - baseball - to show how this is true. A quick Google search indicates that I have woven baseball into 435 of my articles - nearly one third of them, so why baseball again?
By Tibor Shanto – tibor.shanto@sellbetter.ca . In every walk of life, you hear people saying “I should have done this” or “should have asked that”, and a whole bunch of other should haves. We all have moments of realization after the fact, you leave a meeting and just as you get on the freeway, you remember you should have asked a question of the prospect, or you should have highlighted something.
By Tibor Shanto – tibor.shanto@sellbetter.ca . In every walk of life, you hear people saying “I should have done this” or “should have asked that”, and a whole bunch of other should haves. We all have moments of realization after the fact, you leave a meeting and just as you get on the freeway, you remember you should have asked a question of the prospect, or you should have highlighted something.
What makes the most influential sellers so successful on social media? Any sales professional who says it’s easy to keep up communication on social networks is either lying or doing it incorrectly. Done right, social selling is a time-consuming task that requires thought and focused effort. Your marketing department can help by providing relevant content to the sales team.
I read an amusing story recently that made me think seriously about being a victim of circumstances and the attitude we should have about things. Apparently, reports had been coming in about a. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Issue Date: 2016-03-18. Author: Campaigner Email Marketing. Teaser: March Madness-inspired insights for more productive email marketing efforts. March Madness-inspired insights for more productive email marketing efforts.
Sales Manager Development. The Key to Building a World-Class Sales Organization. I recently had a meeting with a dynamic VP of Sales. Lisa just took on a new role with a high growth technology company. She came from a mature industry and is now competing at a much quicker pace. Lisa shared her vision of building a world-class sales organization and asked me where she should start.
Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.
You remember the last recession - the great recession - right? I remember that in November of 2008 the business stopped coming in as if someone had turned off the faucet. Bam! We lost a third of our revenue overnight - and we were prepared for it! I predicted the last recession as early as September of 2006 with this article and in the summer of 2008 with this article.
By Tibor Shanto – tibor.shanto@sellbetter.ca . If you’re in sales, you know that a crowd favourite is differentiation. Companies, marketing folks, sales people all want to differentiate, which is not an easy thing in a climate where differences are few and subtle. Often the only real difference is the sale itself, since products tend to be often all but identical.
Sales leaders’ chief concern is lackluster lead generation, according to new CSO Insights study. Greg had barely taken his seat when he told me his greatest challenge was getting his sales reps to generate enough qualified sales leads. His company was a fairly new player in his industry, and they were competing against “the big guys.” So, his salesmen and women were struggling to engage prospects who didn’t even know their company existed.
Referrals have often been called the solid gold introductions for future sales, because they offer something of much greater value than cold calls or informal introductions. Referrals are like gold. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.
Issue Date: 2016-03-04. Author: Mike Kunkle, senior director of sales enablement, Brainshark, Inc. Teaser: All companies want to be in the sales generation business – but on National Salesperson Day, it’s an opportune time to ask yourself: are you actually and unwittingly in the sales prevention business? All companies want to be in the sales generation business – but on National Salesperson Day, it’s an opportune time to ask yourself: are you actually and unwittingly in
Sales Management Training. The Key to Building a World-Class Sales Organization. I recently had a meeting with a dynamic VP of Sales. Lisa just took on a new role with a high growth technology company. She came from a mature industry and is now competing at a much quicker pace. Lisa shared her vision of building a world-class sales organization and asked me where she should start.
If you work for an IT staffing firm, put yourself, for just a moment, in the shoes of your target clients. You have staffing needs, and you needed the talent yesterday — before your competitors snapped them up in the high demand market that dominates the tech scene. The job ads you’ve put out there draw in hundreds of unsolicited calls from staffing firms and recruiters, all with the same sales pitch, quotas, and fees.
By Tibor Shanto – tibor.shanto@sellbetter.ca . Over and over different sales people tell a success story that starts with them saying “I got lucky the other day, I called this guy, and he is ready to move forward.” Or “I’ve been calling this guy every few months for the last couple of years, and I finally got a meeting with him.” While luck may have played a small role in it, especially the first scenario, the fact remains that even luck has to be met half way.
October Prime Day is usually an early sign of how consumer spending trends ahead of the holidays. This one was no exception. Our October Prime Day Report breaks down what’s working: the products flying off the shelves, the categories winning big, big brands, and the search terms defining demand. All brought to you via Similarweb’s Shopper Intelligence platform.
Do your salesmen and women sound more like teenagers than professionals? Can your sales reps put a sentence together? The words salespeople use define them in the eyes of customers, just as their voices and demeanor do. But in the digital world, strong communication is becoming a lost art. People have become accustomed to typing and texting in shorthand, and we spend less time actually talking to people.
Dr W. Edwards Deming was an American engineer, statistician, professor, author, lecturer, and management consultant – an all-round clever guy. He is regarded as having had more impact on. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Issue Date: 2016-03-07. Author: Giles House. Teaser: A 2015 study by CallidusCloud showed that only 11.5 percent of sales and marketing pros said their forecasting was very accurate. Almost half the respondents said that a forecast accuracy below 80 percent was acceptable. It’s easier than you think to improve your forecast accuracy, here are four ideas for a more accurate 2016: A 2015 study by CallidusCloud showed that only 11.5 percent of sales and marketing pros said their forecasting w
I just finished reading Ted Kopel's new book, Lights Out: A Cyber Attack, A Nation Unprepared, Surviving the Aftermath. The book was incredibly well researched and written, but more than that, it scared the crap out of me! While Kopel asked and thoroughly answered all the questions, it left me with a few questions that I just couldn't answer, and that created a sense of urgency in me.
What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
All of us experience stress to one degree or another. We’ve all heard where some stress can be good for you, because it keeps you focused. But at the same time, we all know what can happen when we’re too stressed. Here are 5 Things you can do to help minimize stress and allow […].
By Tibor Shanto – tibor.shanto@sellbetter.ca . In the past I have posted about the attitude sales people have towards prospecting, some see it as a necessary evil and unpleasant part of their job, something they have to “tolerate” early in their career, until they build up a sufficient base to live off. How many times have you heard a rep with tenure say they “have earned the right not prospect”, or the less honest version “put me in front of the right guy and I’ll close them.
It might be nice to put a fancy label around why your Q1 sales did not top the charts as you had planned, and it is true that an affliction called Cognitive Distortions may be partially to blame. But before I give you some wording for what you’ll tell your boss at your next pipeline review, know that this is just ONE aspect of your ability to succeed in professional selling.
One of the keys to being successful at sales is the ability to understand who in the buyer’s organisation needs to be convinced you have the best product or service that will enhance their future. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
This guide is for leaders who recognize the importance of Salesforce but would rather trust a team of external experts to do the heavy lifting. Choosing the right managed services provider is a significant decision that impacts your business's efficiency and success. In this 10-minute read, you'll find 5 essential questions to ask any potential provider.
Issue Date: 2016-01-01. Author: Oscar Macia. Teaser: The emergence of truly mobile CRM solutions makes reporting while on the road easier. The emergence of truly mobile CRM solutions makes reporting while on the road easier.
It's a catch-22 that I find myself in all of the time. In this business, I can't ever be better at training, coaching, evaluating, consulting, and general sales expertise than I am when actually selling. If I am less expert at selling I will lack credibility. I become one of those people who, if they can't do it, teach it. On the other hand, I can't be better at selling than at providing expertise because it is often very threatening to potential clients, they fear being sold something - especia
It’s not your boss’s job to motivate you. In fact, it’s not anyone else’s duty to motivate you. The only person who can really motivate you is you. You can listen to someone else, and yes, they may motivate you for a moment, but ultimately it is only because you choose to act upon what they […].
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