MTD Sales Training
MARCH 27, 2014
'We’re big film fans in the office and any new sales person (or member of staff come to that) that starts with MTD, I always grill them as to the movies they’ve seen about sales! “Have you watched. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
MARCH 31, 2014
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The Pipeline
MARCH 24, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Last week I had the honour of placing in the top 10 of the 30 The Top 30 Social Salespeople In The World. But more than ever before it highlighted the need to unhyphenate sales, and focus on those things that make sales people good at what they do. I can’t speak for the others on the list, but I do not see myself as a social seller, but as a sales person who takes the profession seriously, and as a result of that commitment use every available
Sales 2.0
MARCH 15, 2014
'Dear Nigel, First of all I’d like to introduce myself. My name is John Same and I am the head of business development at Offshore Dev Co. I have found your profile on LinkedIn and, given your role, thought that it might be a good idea to contact you and offer some services that could be of interest to you or your company. As a brief introduction, our United States & Asai-based development centers offer a variety of services: Software Outsourcing.
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.
SBI Growth
MARCH 15, 2014
'You are a progressive Sales VP in a medium size company. You know how hard it is for your reps to prospect today. Targets don’t answer their office phones or open e-mails. You know today’s buyer is time starved and media saturated.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Steven Rosen
MARCH 2, 2014
'Horror Stories From The Field. By Steven A. Rosen. Last week I had a monthly coaching session with one of the top sales managers I work with. Tony started with a new company in January and had made it a point to work in the field with each of his reps twice in the first two months. Tony’s team is made up of the company’s “top” sales reps that have been promoted to launch a new product.
Jeffrey Gitomer
MARCH 3, 2014
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The Pipeline
MARCH 31, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Many people seem to equate action with productivity, doing things to “move forward”. And let’s be honest, in many ways some of the things I and my peers write and serve up on a regular basis, can easily be read to support that view. But the reality is that building in some flux to your sales time is an important element of success.
Sales 2.0
MARCH 30, 2014
'A lot of salespeople don’t like to do research. That’s the way it seems hanging out in my “buyer’s chair” again this week. As much as Sales 2.0 and social selling tools improve (and they have), we are still only as good as how we use these tools. I guess at some point the tools will be so good they will slap salespeople in the face with the exact information they need to really personalize everything they are doing but until then it seems to me that salespeople that do their homewor
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SBI Growth
MARCH 20, 2014
'The good news is you had a great last year. The bad news is you had a great last year. Long time sales representatives are familiar with this situation. The reason is that new quotas are often set based on last year’s production. To make it back to president’s club you need a plan. Business as usual may not be enough this time. What changes need to be made in order to hit your number?
The Sales Heretic
MARCH 13, 2014
'I recently read about a restaurant in Alexandria, Virginia called The Sushi Bar. Even before it opened, it received a lot of publicity for an unusual reason: The restaurant bans all children 18 and under. Owner Mike Anderson wanted to create a dining experience that would enable adults to eat without children around. He envisioned [.].
Bernadette McClelland
MARCH 26, 2014
'How EMPATHY can kill a sale! I had a client ask me about the importance of empathy last week, and before reeling off the standard answer, I gave it a little more thought and so would be keen to hear your views. It doesn’t matter where you go, you will find that one of the main qualities a salesperson must have is the ability to enter a prospect or customer’s world.
Jeffrey Gitomer
MARCH 19, 2014
'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 Pipeline
MARCH 10, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. I overheard an interesting discussion recently at the airport. Two guys talking about eating out a lot, could even have been road warrior sales types. One was waxing poetic about how is sick and tired of seeing tipping jars at staff cafeterias, or fast food places. When his buddy asked why, his reply was that the people in those place do not do anything that merits a tip.
Sales and Marketing Management
MARCH 30, 2014
'Issue Date: 2014-03-31. Author: Joe Boissy, Chief Marketing Officer, Vendavo. Teaser: B2B sales will always demand a certain level of art and emotional intelligence. The same can be said for B2C sales. But it is possible to take the guess work out of B2B sales. With hard numbers backing their decisions, salespeople will be able to stand by prices with confidence, just like retail salespeople used to.
SBI Growth
MARCH 10, 2014
'Most CMO’s have created Buyer Personas. Best in Class CMO’s go a step further to invest in creating buying process maps. The most important question these CMO’s ask is “Did we get it right?” Buyer Personas have to be right. Your company is building products, content and campaigns based on the personas. The sales force utilizes them to make sales.
MTD Sales Training
MARCH 26, 2014
'No matter how well you’ve done your job, there will always be things that are outside of your control. Things that would drive your customer mad. Things that would make them annoyed. And things. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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Understanding the Sales Force
MARCH 10, 2014
'Understanding the Sales Force by Dave Kurlan Clients frequently ask about the percentage of candidates recommended by Objective Management Group''s (OMG) Sales Candidate Assessment and why it is so low. When clients are feeling the urgency to hire salespeople and too many candidates are not getting recommended their knee-jerk reaction is to change the customized criteria on the role configuration so that more candidates can be recommended.
Steven Rosen
MARCH 25, 2014
'Stories From The Field. By Steven A. Rosen. Janet is an experienced and successful district sales manager who could work in any industry and for any company. In fact, there are many Janet’s in all companies. Janet is performance-driven, a very good coach and a people person. Each month Janet is put to the test with different sales reps she must coach to success.
The Pipeline
MARCH 13, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Every day I work with sales people who start their day by setting their sights on winning second prize, and then celebrate when the achieve it. No really, watch any group of sales people on the phone trying to set appointment, and it is only a question of minutes before you see a few telling you how they convinced the potential prospect to let them have second place, or take their place among the also-rans.
Sales and Marketing Management
MARCH 24, 2014
'Issue Date: 2014-03-24. Author: Jason Jordan. Teaser: Dumping leads into the classic sales funnel results in a significant amount of wasted effort on deals that will never make it to the final stage of the pipeline. It’s time for a new, more productive model. Dumping leads into the classic sales funnel results in a significant amount of wasted effort on deals that will never make it to the final stage of the pipeline.
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SBI Growth
MARCH 1, 2014
'Q1 is almost over and your reps still do not have their compensation plans. Every time you get on the phone with your reps, they express their frustrations. Every year the same story yet it does not get any easier. As a sales manager, you face a serious challenge. Keeping the team motivated is key to hitting your number.
MTD Sales Training
MARCH 11, 2014
'Those questions were raised at a recent sales course we ran, and they are interesting because most salespeople are trained to present and close at every opportunity. In fact, in one of my favourite. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
MARCH 26, 2014
'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.
Sales 2.0
MARCH 8, 2014
'I was packing up my things to go home for the night and my office phone rang. “Hmm”, I thought, “I better not pick this up or I’ll be late getting home as promised and then they’ll be trouble” So I let it ring to voice mail. But of course curiosity overtook me so once the voice mail light lit up I checked it. “Nigel, it’s John from XXX company.
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The Pipeline
MARCH 17, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. If I had a dollar for every time I heard a sales person say “I should have …”, I could start working a three day week. And for all the coulda shmoudas, the risk for not acting was not that much greater than not acting, but the rewards always measurably bigger. I have never understood how some can live better with the regret of not having gotten a sale because they did not act, versus worrying about not getting an account because
Sales and Marketing Management
MARCH 13, 2014
'Issue Date: 2014-03-14. Author: Bill Rosenthal. Teaser: Tablets are helping sales profession be productive pretty much any time, anywhere. But having a more versatile way to present information doesn’t necessarily translate to more effective presenting. Sales reps have to understand that what they say is as important as what they show on the tablet.
SBI Growth
MARCH 23, 2014
'Most sales professionals have relied for too long on Marketing to provide leads. In addition they complain the leads are unqualified and a waste of time. The irony is that most sales professionals are not producing their own opportunities. All you have to do is open CRM and pull up the pipeline dashboard. Inspect how many opportunities exist in the pipeline.
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