SBI Growth
JANUARY 12, 2013
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.
Bernadette McClelland
JANUARY 8, 2013
'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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Steven Rosen
JANUARY 8, 2013
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?
MTD Sales Training
JANUARY 22, 2013
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! ]].
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.
The Sales Heretic
JANUARY 16, 2013
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 Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
JANUARY 28, 2013
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.
The Pipeline
JANUARY 21, 2013
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
Steven Rosen
JANUARY 4, 2013
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.
MTD Sales Training
JANUARY 15, 2013
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! ]].
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Sales and Marketing Management
JANUARY 6, 2013
Part I of III.
No More Cold Calling
JANUARY 3, 2013
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.
SBI Growth
JANUARY 17, 2013
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.
The Pipeline
JANUARY 30, 2013
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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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.
Steven Rosen
JANUARY 2, 2013
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.
MTD Sales Training
JANUARY 17, 2013
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! ]].
Score More Sales
JANUARY 29, 2013
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?
Jeffrey Gitomer
JANUARY 16, 2013
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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SBI Growth
JANUARY 16, 2013
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.
The Pipeline
JANUARY 11, 2013
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.
Sales and Marketing Management
JANUARY 20, 2013
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.
MTD Sales Training
JANUARY 29, 2013
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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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.
Score More Sales
JANUARY 8, 2013
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.
No More Cold Calling
JANUARY 17, 2013
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.
SBI Growth
JANUARY 8, 2013
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.
The Pipeline
JANUARY 4, 2013
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.
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Understanding the Sales Force
JANUARY 14, 2013
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.
MTD Sales Training
JANUARY 3, 2013
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! ]].
Bernadette McClelland
JANUARY 22, 2013
'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?
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