January, 2013

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Will Technology Solve My Sales Problem?

SBI Growth

As the head of sales you can become overwhelmed with technology options. With limited time, how do you prioritize initiatives? We will discuss how your sales organization can prepare to utilize technology effectively. Many sales organizations are using new technology to automate broken processes. Why? They are looking for a quick fix. This leads to a lack of faith in the technology.

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Are you BOLD or BORING?

Bernadette McClelland

'Are you BOLD or BORING? What is the one quality you think might shift your results this year – in ANY area? I think being BOLD would have to be one of those qualities. I guess I am lucky I was christened with this characteristic – Bernadette just happens to mean bold as a bear lol. It might be a good idea to understand what being bold actually means.

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Why Sales Managers Hate Performance Management

Steven Rosen

Performance management can be a dirty job. Many managers shy away when having to deal with performance issues. My approach says “bring it on.” I believe that non-performing players need to get their act together or there is no place for them on the team. Here are a few considerations when addressing sales performance issues. Opportunity Cost: What happens when one of your sales people is not performing?

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Too Much To Do Today? Here’s How To Handle Being Overwhelmed

MTD Sales Training

Are you feeling overwhelmed with the amount of sales calls to make, prospecting to do, admin to catch up on, proposals to complete? Join the club! There are many people out there who are in despair, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Proposal 306
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The Trends You Need to Succeed This Holiday Season

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.

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39 Places to Put a QR Code

The Sales Heretic

In a previous post, I discussed 22 Ways to Use QR Codes to Boost Your Sales. The article lists 22 different things you can link a QR (Quick Response) code to, in order to boost your web traffic, engagement and sales. Since QR codes bridge the gap between the print and digital worlds, they’re perfect [.].

Sales 300

More Trending

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The Truth Behind Why Your Best Sales Reps Leave

SBI Growth

Your fiscal year just came to an end. Your top rep walked into your office, collected his commission check and resigned. He contributed 20% of your new revenue number last year. It was twice your next best producer. He made more money than your sales leader. He hit the top commission rate. Yet, he left. Why did you lose your top rep? Here’s a secret: It’s not all about the money.

Sports 332
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The Coma Call – Sales eXchange 184

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. As the euphoria of the new year beings to fade and the harsh reality of winter and the pipeline begin to set in, it is a great time to go to your Coma List. What is a Coma List? It is a list containing two types of prospects: Those people who were involved in a sales cycle with you some time in the last 18 months, but did not go to decision, with you or any other vendor (You can say these are the folks in a self-induced coma, maybe there needs to be

Call-back 296
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Why make New Year’s Resolutions?

Steven Rosen

Let’s face it most New Year’s resolutions fail. Studies show that 92% of New Year’s resolutions just don’t happen. You may have already forgotten yours. Welcome back to work. Once again, you are dealing with the daily minutia of the 100+ emails you received over the break, meetings throughout the month of Jan and dozens of voice messages. There is no way you are going to be able to focus on your New Year’s resolutions.

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12 Tips To Nurture And Build Relationships With Clients

MTD Sales Training

Gavin Ingham once said “Most salespeople make a sale to a client and then move on to the next one. Most clients think that salespeople only ring them when they want to a) sell something new or b). [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How To 305
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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

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.

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Tips to Enhance Personal Presentation Skills In the Digital Age

Sales and Marketing Management

Part I of III.

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Social Media Marketing Is NOT the Same As Social Selling

No More Cold Calling

Everyone yelling, “Me, too!” as they hop on the social media bandwagon makes for a crowded ride. Understand the platforms, distinguish yourself, and get ahead of the noise. Want to get the real scoop about social selling? There are a lot of fakes out there and a lot of confusing lingo. My colleague, Barb Giamanco tells it straight and without techie talk.

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5 LinkedIn Must Do’s for Time-Strapped Sales & Marketing Teams

SBI Growth

Recent enhancements to LinkedIn’s social network should be leveraged to generate leads. The new LinkedIn user profile offering is one of many recent enhancements. Engaging with these enhancements will drive Demand Generation. Sales teams know that social selling on LinkedIn will help make their number. The Marketing team can help support sales rep social sellers by growing their own networks.

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Managing Prospecting Objections (#video)

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. This is the second in a series of video prepared for BizTV dealing with objections, the first was an overview of sales objections ; this one specifically those you encounter while prospecting. [link]. In the video it references a link to download the Objection Handling Handbook, just in case you missed it above, it is: [link].

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Buyer’s Guide: 5 Tough Questions To Ask a Salesforce Managed Services Provider

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.

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Why sales forces are not performing to their potential?

Steven Rosen

Front line sales managers drive performance! Consider the following: The #1 performance factor for sales people is the quality of their manager. The #1 manager activity associated with rep success is coaching. Highly effective sales coaches impact sales performance by as much as 20%! The #1 reason why top performing sales reps leave an organization is their relationship with their manager.

Coaching 282
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How To Increase Your Lead Generation

MTD Sales Training

There isn’t much in sales that’s more important than your pipeline generation. Without leads, you’re dead in the water, and in order to take control of the quality of leads coming. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Why Sales People Don’t Ask for Referrals

Score More Sales

Mike, who is a B2B sales guy asked me a great question: “WHY DON’T MORE SALES REPS PRACTICE ASKING FOR REFERRALS AFTER THE SALE…. I think that big organizations my company sells into have a very big influence at alumni and C-level meetings our C-level contacts attend throughout the year. The referral from this level would be very powerful. Would you agree?

Referrals 263
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Jeffrey Gitomer on Choosing Happiness. What’s your choice?

Jeffrey Gitomer

Tweet Your life will always be filled with challenges, barriers, and disappointments. It’s best to admit this to yourself and decide to be happy anyway. Alfred Souza said, “For a long, long time it had seemed to me that I was about to begin real life. But there was always some obstacle in the way, something to be gotten through first, some unfinished business, time still to be served, a debt to be paid.

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Beyond the Basics: How to Develop and Retain a Top-Performing Sales Team

Speaker: Brendan Sweeney, VP of Sales at Allego

Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.

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7 Critical Skills of the Social Seller

SBI Growth

The market is changing. The Social Seller is replacing the traditional prospector. Gone are the days with four hour time blocks to dial for dollars. Successful Reps now spend their four hours taping into social networks to win business. Why? Because Buyers spend more time online, gathered around their social networks. Today's Buyer finds influence in Twitter and LinkedIn, not their email or voicemail.

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Objections – Not What They Appear to Be (#video)

The Pipeline

Many sellers believe that Objections are the bane of their existence, and one can understand why. On the other hand, if you step back, you can actually see Objections in a more positive light, and see them as something you can leverage to move sales forward, and win deals other less enlightened sellers may miss. Below is the first of a series of videos dealing with objections, and how to make them work for you in winning sales.

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Why Trust Matters More Than Ever

Sales and Marketing Management

Issue Date: 2013-01-21. Author: David Tovey. Teaser: There is a global crisis of trust and an increased level of cynicism never before experienced. Sales growth cannot occur unless you overcome this "guilty before proven innocent" attitude from today's B2B consumer. There is a global crisis of trust and an increased level of cynicism never before experienced.

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6 Ways To Reduce Your Cost Of Sales

MTD Sales Training

We’ve discussed before how the science of sales means you have to be totally aware of your numbers. You need to identify how your ratios are connected to the results you achieve, so you can. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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How to Optimize Call Monitoring: Automate QA and Elevate Customer Experience

Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions

Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!

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Understand the Power of Words to Build Relationships

Score More Sales

Jen Mueller, sideline reporter for the Seattle Seahawks had a quick conversation with Seahawks star quarterback Russell Wilson recently and shared a lesson for us all in sales about the power of the words we choose to use. Click here to view the embedded video. I can’t imagine how much fun (and work) it must be for someone like Jen who often travels with the team and gets the most incredible viewpoint – from the side line of the field – to see the NFL in action.

Travel 258
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When You Work It, It Works

No More Cold Calling

Develop your 30-minute sales plan and referral program, and discover a business-development strategy that delivers. Writing sales plans? Setting goals? Who has time? You do! Perhaps I don’t want to write a sales plan and set my goals, because then I’ll actually have to do them. Or, I think, “I’ll get to it later,” and later never happens. Like anything else in life, when you work it, it works.

Referrals 258
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How to Spot Where Your Customer is on Their Buyer’s Journey

SBI Growth

Why do my customers buy? What drives their buying behavior? When do they make their decision to purchase? These questions are the Holy Grail of sales and marketing. Answer them and you’re on your way to a great year. For the marketing leader struggling to produce leads , mapping the buyer’s journey is priority #1. A Buyer Process Map will focus your marketing efforts for maximum demand generation.

Customer 331
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Just Mailing It In (#video)

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. It is bad enough when this expression is used figuratively, but it is sad and dangerous when sales people actually and literally do it. What’s in Your Pipeline? Tibor Shanto.

Video 285
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Secrets of a Successful Sale: Optimizing Your Checkout Process

Speaker: David Nisbet, Everett Zufelt, and Michaela Weber

Once upon a time, in the vast realm of online commerce, there lived a humble checkout button overlooked by many. Yet, within its humble click lay the power to transform a mere visitor into a loyal customer. 🧐 💡 Getting checkout right can mark the difference between a successful sale and an abandoned cart, yet many businesses fail to make payments a part of their commerce strategy even when it has a direct impact on revenue.

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Sales Process - Top 10 Reasons Why Sales are Lost

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan When a salesperson fails to land a deal, sale or order which they expected, projected, forecasted and pre-banked, nine times out of ten, you can lay the blame on one of the following ten conditions: The salesperson did not have an effective sales process. The salesperson did not follow the sales process. The salesperson was not coached on this opportunity in the context of the sales process.

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Logic Versus Emotion: Getting The Balance Right During The Sale

MTD Sales Training

Scientists tell us that humans have more than one brain. Some people you know may disprove that rule (only half a brain?!) but the truth is that everyone has three parts to their brain: firstly, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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VIP’S, Demonstrations and Showcases

Bernadette McClelland

'VIP’S, Demonstrations and Showcases. Each of you who read this newsletter are in business, each are responsible for generating sales revenue and each of you do that through the product or service you sell. Only thing is – how many people know about what you have to offer the world? Do you know what the value of your product or service is?