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.

Outsourcing Services 324

Outsourcing Services Meeting Ideal Customer Profile LinkedIn 324

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! ]].

Film 334

Film Sales 334

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

Social Selling 325

Social Selling Cold Calling Referrals Account 325

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.

LinkedIn 321

LinkedIn Account Advertising Advertising 321

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Trends

Jeffrey Gitomer

MARCH 31, 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 326

Sales 326

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

Tools 323

Tools Face-to-face Social Selling Banking 323

The Sales Heretic

MARCH 31, 2014

'In a recent post, I listed 54 Things Buyers Want More Of. But buyers also want less. Sometimes buyers want less of some things in addition to more of other things. Other times buyers are only interested in less. (This is especially true of people who tend to be negatively-focused rather than positively-focused.) So what [.].

Buyer 306

Buyer Positioning Marketing Customer 306

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.

Up-Sell 317

Up-Sell Consumer Exact Account 317

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?

Quota 320

Quota Analysis How To Resources 320

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Sales Management

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.

Coaching 300

Coaching Hiring Follow-up Meeting 300

Jeffrey Gitomer

MARCH 3, 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.

Training 308

Training Sales 308

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.

B2B 296

B2B B2C Retail Data 296

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 [.].

Competition 306

Competition Customer Sales 306

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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.

Webinar Metrics 316

Webinar Metrics Intent Objections Sales Methodology 316

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.

Buyer Persona 319

Buyer Persona Buyer Campaigns Resources 319

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.

Social Selling 281

Social Selling Ideal Customer Profile Software Software 281

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.

Gatekeeper 306

Gatekeeper Strategy Selling Skills Training 306

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.

Hiring

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! ]].

Retention 293

Retention Leads Marketing Qualified Lead Customer 293

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.

Pipeline 292

Pipeline Top of Funnel Lead Rank Funnel 292

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.

Cold Calling 314

Cold Calling Handbook Call-back Objections 314

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.

Motivation 315

Motivation Face-to-face Compensation How To 315

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

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Call Monitoring

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.

Hiring 290

Hiring Ideal Customer Profile Compensation Webinar Metrics 290

Sales 2.0

MARCH 23, 2014

'“How are you?” When I first came to the US (in 1991) a fellow student asked me this question as we were walking by each other in Philadelphia. I’d heard that Americans were much friendlier than Brits so I thought it was very nice of this person I did not know to care about my well being. In typical British style I answered “not bad” That apparently concerned my new friend and lead to a 10 minute conversation to make sure I was not seriously ill.

Call-back 274

Call-back Quota Prospecting Tools 274

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! ]].

Course 293

Course Closing Training Opportunity 293

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.

Coaching 288

Coaching Salary Energy Motivation 288

Speaker: David Nisbet, Everett Zufelt, and Michaela Weber

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Sales

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

ACT 310

ACT Intent Objections Account 310

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.

Leads 312

Leads Marketing Qualified Lead Pipeline CRM 312

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.

How To 280

How To Sales 280