SBI Growth
JUNE 5, 2013
'Sales Leaders miss or make the number one sales call at a time. Yet they typically don’t pay enough attention to each call. They look at each rep’s performance to quota. They review the pipeline. These are difficult to control. Sales leaders can control the quality of sales calls every day. Great single sales call execution will lead to great results.
The Sales Heretic
JUNE 24, 2013
'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. And you wouldn’t want that, [.].
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Bernadette McClelland
JUNE 3, 2013
'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. And it goes without saying that when that happens we will naturally be seen as invaluable to those around us whether they be colleagues, clients or friends. I think that’s wrong.
Jeffrey Gitomer
JUNE 26, 2013
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Speaker: Jesse Hunter and Brynn Chadwick
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.
Steven Rosen
JUNE 25, 2013
'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. As the head of sales it doesn’t matter if you are involved directly in the process, what matters, is that you have in place a top-notch sales selection system. Without a clear process your sales managers will each adopt their own approach and ultimately achieve sub optimal results.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
JUNE 26, 2013
'Are your prospecting skills keeping pace with the market? Phone and email are losing their appeal. Now LinkedIn is the best way to reach your Buyer. To be effective on LinkedIn, carefully consider how you correspond with your extended network. Every word must be carefully chosen. You are selling yourself in order to sell your product. This article outlines how to write effective prospecting messages on LinkedIn.
The Sales Heretic
JUNE 12, 2013
'For most salespeople, professionals and business owners, the sales process begins with prospecting. And yet, too often, we unwittingly sabotage our prospecting efforts. If you don’t have the number of quality prospects you’d like, chances are you’re making one or more of these common mistakes. 1. Not doing it It amazes me how many people [.].
Bernadette McClelland
JUNE 17, 2013
'Never wing a sales approach call. I have been engaged to work with a sales guy in a coaching/mentoring role – someone who has the right sales DNA but has plateaued. One of the tasks I had him to before the day ended, was to advance at least one sale. In this particular case, he chose to follow up a stalled lead. He picked up the phone and before I realised, he had flown straight into it, enthusiasm in top gear and adrenaline pumping.
Jeffrey Gitomer
JUNE 17, 2013
'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.
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The Sales Hunter
JUNE 18, 2013
'Quit kidding yourself! You’re not making any money off the low-price customer, regardless of what you think. Let me give you 4 reasons. Reason 1: The customer who demands a lower price from you is also going to be the customer who nags at you all the way through the sales process and long afterward. Low-price customers are wired to think they can get everything cheap and they can get people to do for them whatever they ask.
The Pipeline
JUNE 5, 2013
'by Tibor Shanto – tibor.shanto@sellbetter.ca. Ever wonder why some companies can generate as much revenues with less sales people than others with more? I think it has to do with the hoarder mentality that permeates sales thinking. “The more territory, the more accounts I get, the better I will do”. Yet often the opposite is true, more often than not, less is more in sales accounts and territories.
SBI Growth
JUNE 12, 2013
'Below is a letter of resignation. It was submitted by the head of sales at a client company of mine. If you have ever wondered “ why did the sales manager quit? ” this might be informative. I think the reasons this sales manager quit are typical, unfortunately. Replacing a sales manager takes lots of time and effort. You need to build a profile, conduct a search, perform interviews, on board, etc.
Understanding the Sales Force
JUNE 22, 2013
'Understanding the Sales Force by Dave Kurlan The NY Times posted a story on June 20 about Google, their recruiting efforts, and big data. The story really doesn''t reveal that much but there is an interesting quote (that I will get to shortly) that is relevent to hiring salespeople. When we help companies get the sales selection piece right there are several components that we tweak.
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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.
The Sales Heretic
JUNE 4, 2013
'Are you losing sales to people who aren’t as good as you are, but go after the sale more aggressively? Do you hold your tongue when you should speak up about your products and services? Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this eight-minute segment, you’ll discover: • Two [.].
Jeffrey Gitomer
JUNE 27, 2013
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MTD Sales Training
JUNE 4, 2013
'In our consultancies and trainings with salespeople, we consistently get asked how to be successful in the career they have chosen. There are so many answers to this question, and many books have. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
JUNE 21, 2013
'The Pipeline Guest Post – Diana Doherty. “Would you like to add batteries to your purchase?” Nearly everyone has encountered this type of cross-sell. It’s an easy way to increase the sale of anything that requires battery power. The basics of cross-selling, like offering necessary components to an item, are no secret. Take your sales up a notch with master cross-selling techniques.
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SBI Growth
JUNE 29, 2013
'Slow ramp time for new hires is lethal. Sales leaders will not Make the Number if they fail to rapidly onboard new talent. The good news is that new techniques are now emerging that make a measurable difference. The sales environment is uniquely suited to take advantage of an innovation called “ gamification.” This post is for HR and Sales leaders who ask, "How can we accelerate the productivity of our new hires?".
The Sales Hunter
JUNE 27, 2013
'Finding new customers is the bane of most salespeople, yet too many times, the reason it is so difficult is salespeople give up too easily. Really, I should say it’s not that salespeople give up too easily — it’s that they just don’t follow-up. For some reason, too many salespeople believe if they make one phone call, send one email or mail one letter to a prospect, then that is all it takes.
No More Cold Calling
JUNE 6, 2013
'If you can’t prove your product gets results, you won’t get the sale. Welcome to the new world of sales. Now more than ever, your customers expect major bang for their buck. They want to know up front whether their investments will pay for themselves in terms of increased revenue, profits, employee loyalty, or customer loyalty. And they won’t just take your word for it.
Sales and Marketing Management
JUNE 30, 2013
'Issue Date: 2013-07-01. Teaser: In order for a sales operations manager to be successful, he or she must be able to execute on three key business needs, which can be achieved with use of technology. In order for a sales operations manager to be successful, he or she must be able to execute on three key business needs, which can be achieved with use of technology.
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MTD Sales Training
JUNE 11, 2013
'Branding is a key component in determining your success in sales and marketing. You may not think that, as a salesperson, your input to how your brand is perceived or recognised should be a priority; [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
JUNE 20, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. There were two lists recently release by two different organizations you should all be aware of and make use of. They both list sales influencers. The first is Top Sales World’s Top 50 Sales & Marketing Influencers 2013 , the other is OpenView Sales Labs Top 25 Sales Influencers for 2013. What you will find on these list are a set of professionals with a wide range of advice, resources and ideas focused on helping you sell better.
SBI Growth
JUNE 14, 2013
'I sat across the desk from Mike, the new VP of Sales. He had just been promoted 6 months ago. Before his promotion Mike was the can’t-miss Sales Manager. Now he was just another VP of Sales in the crosshairs. His team had missed the last two quarters. An unraveled roll of antacids sat on his desk. “I feel like I’ve got to turn around a battleship and I’ve got a speedboat’s time.
Jeffrey Gitomer
JUNE 19, 2013
'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.
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Understanding the Sales Force
JUNE 12, 2013
'Understanding the Sales Force by Dave Kurlan How many times has this happened to you? A salesperson tells you about a great looking opportunity that has been forecast to close this month. "We''re definitely getting this and it''s an awesome opportunity for us. We''re going to knock this one out of the park!". At the end of the month the deal hasn''t closed and you question your salesperson about it.
The Sales Hunter
JUNE 25, 2013
'If you want to close more sales, you better first do something about these 8 reasons your customers don’t care: 1. Why should they care about you when you don’t care about them? Don’t even try faking it. If you do try to fake that you care, your customer will throw you out even faster. Successful salespeople care about their customers. 2.
MTD Sales Training
JUNE 6, 2013
'As a sales person, you cannot simply use the same sales techniques to sell to every prospects because not all prospects are the same. Each buyer will have a different way of thinking, a different way. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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