No More Cold Calling
FEBRUARY 25, 2016
Referral selling requires a personal touch. How many emails are waiting in your inbox? Enough to make you dread opening it? Most people have a love/hate relationship with email. It’s both a fantastic business tool and a huge time-waster. Worse yet, digital communication is beginning to replace the real human connections that drive sales. When Email Is Not OK.
Bernadette McClelland
FEBRUARY 2, 2016
Bill Gates shared with us the fact that ‘we all need feedback. That’s how we improve’. So imagine the impact on the global economy if prospects or professional buyers gave appropriate feedback to salespeople who called them up, instead of […]. The post Re: Salespeople Who Want More Respect and Buyers Who Need To Give It appeared first on Bernadette McClelland.
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MTD Sales Training
FEBRUARY 17, 2016
When working with clients’ demands, it is often seen that we react to their wishes quickly and efficiently. Or do we respond quickly and efficiently? Aren’t they the same thing? Don’t they mean. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
FEBRUARY 24, 2016
Issue Date: 2016-02-24. Author: Marcel Florez, Senior Vice President, N3. Teaser: Regardless of how experienced or driven your salespeople are, motivation is a key factor in driving the best results. Pulling the best out of each member of a sales team can’t be done on autopilot; it requires a robust program of recognition and engagement. Regardless of how experienced or driven your salespeople are, motivation is a key factor in driving the best results.
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.
Understanding the Sales Force
FEBRUARY 1, 2016
Would you believe me if I told you that in a recent sales force evaluation, nearly 50% of the 300 inside salespeople were not in the right role? Recently, we evaluated a large inside sales force and I thought it might be interesting to share some of the more unusual findings that were responsible for this sales team's inability to achieve the revenue goals that the company expected from them.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
No More Cold Calling
FEBRUARY 18, 2016
Lead generation isn’t so tough when you’re asking for referrals. I hung up the phone, feeling excited and still a bit nervous. I’ve been selling for decades, but I’d never spoken with the CEO of a Fortune 500 company. Yet, getting Bill on the phone was surprisingly easy, thanks to a referral from someone he trusts. My referral source, Larry, is one of Bill’s largest clients.
The Sales Hunter
FEBRUARY 9, 2016
A sales leader is one who helps others see and achieve outcomes they didn’t think were possible. In order for a sales leader to do that, they have to be at the top of their game each day. Below are 10 daily habits sales leaders must have to be successful: 1. Learn something new […].
MTD Sales Training
FEBRUARY 18, 2016
It’s often said that you never learn anything when you’re talking, only when you’re listening. How true is that statement! But we often meet people who are poor listeners. They interrupt, they are. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
FEBRUARY 11, 2016
Issue Date: 02-11-2016. Author: Paul White, Ph.D. with Daniel Agne. Teaser: The sales manager sits right in the gap between the recognition provided by the comp system and the needs of an individual sales rep. Unfortunately, many recognition efforts by managers are misguided and wind up being a waste of time and effort. Why? Because they are not built upon the core principles needed for appreciation to be communicated effectively.
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Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.
Understanding the Sales Force
FEBRUARY 29, 2016
Saturday evening I was driving my car and listening to the radio when a song played that I hadn't heard since the 70's. It occurred to me that long before the advent of rap music, Charlie Daniels must have been the accidental originator of rap with his song, The Devil Went Down to Georgia. If you are too young to have heard it, don't remember it, or just want to hear this white country boy do his thing, watch this awesome YouTube clip.
The Pipeline
FEBRUARY 8, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . There is nothing worse than finally getting a meeting with a buyer you have been chasing for some time, only to completely blow the meeting. No one goes in with the intent of blowing, but it happens, even when you prepare in advance. There are some basic things we can pay attention to that can make a world of a difference, especially given the fact that many sales people commit these errors, and you can standout by just avoiding them.
No More Cold Calling
FEBRUARY 4, 2016
Pay for referrals? Are you kidding me? Thanks for all the happy birthday wishes last month. My friends and clients aren’t the only ones who remembered my big day. I received offers from my favorite retailers for birthday discounts, designed to make me feel special and (more importantly) spend money. B2C incentives work like magic. We all love saving money and brag about getting great deals.
Steven Rosen
FEBRUARY 20, 2016
Leadership Lessons from the Elite. Like many of you, I follow professional sports but I am in no way a sport fanatic. One of my passions is leadership and I am beginning to see a very troubling trend in professional sports where the team owners are regularly putting profit before people. Think about it, team owners are in the top 1% of income earners, yet they show little regard for their employees and customers.
Advertiser: ZoomInfo
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.
MTD Sales Training
FEBRUARY 24, 2016
I went to lunch with a client a week ago and they insisted we go to a very specific restaurant not far from his office, but still a brisk ten-minute walk. We passed several buzzing and vibrant. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
FEBRUARY 19, 2016
Issue Date: 2016-02-19. Author: AlexAnndra Ontra. Teaser: Knowing how to organize and deliver your thoughts and information is an integral aspect of a true presentation, and crucial to any sales pitch. Here are a few tip. Knowing how to organize and deliver your thoughts and information is an integral aspect of a true presentation, and crucial to any sales pitch.
Understanding the Sales Force
FEBRUARY 23, 2016
When report cards and grades are available, measuring the academic success of your child or grandchild is a lot easier than it is to measure sales success. School grades go up and we say, "Great effort!" School grades go down and we say, "Oh-oh, something is seriously wrong here!" Academic grades are a reflection of tests scores, completed homework and class participation.
The Pipeline
FEBRUARY 18, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . In the past I written about the fact that your sales process and the way you or your team execute that process is most likely the last real way of differentiating yourself from your competition. I think by now we can all agree that product is rarely the deciding factor; and when it is, it is usually driven by price, regardless of what marketing is smoking.
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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.
No More Cold Calling
FEBRUARY 11, 2016
It’s never about the symptom. Tomorrow is your company’s biggest presentation of the year, but everyone involved is down with the flu. Sure, you could prescribe plenty of tea, throat lozenges, and numerous over-the-counter drugs. But those methods will only treat the symptoms, not the real sales management problem: a lack of proper planning.
Bernadette McClelland
FEBRUARY 2, 2016
Bill Gates shared with us the fact that ‘we all need feedback. That’s how we improve’. So imagine the impact on the global economy if prospects or professional buyers gave appropriate feedback to salespeople who called them up, instead […]. The post To: Salespeople Who Want More Respect and Buyers Who Need To Give It appeared first on Bernadette McClelland.
MTD Sales Training
FEBRUARY 25, 2016
I’m sure we’ve all been told how important it is to follow up on leads and get back to enquirers as soon as possible. It still baffles me why some people take days to get back to prospects that have. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
FEBRUARY 12, 2016
Issue Date: 2016-02-12. Author: Greta Roberts, CEO, Talent Analytics, Corp. Teaser: It’s possible (even easy) to measure and predict sales reps natural abilities before you hire them. When considering why sales reps struggle in a solution sales rep role, consider that it might be the person selling before spending time and money on training that will have little or no impact.
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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.
Understanding the Sales Force
FEBRUARY 10, 2016
This week a candidate for a sales position sent along his Predictive Index (PI) assessment so that we could compare it to his sales assessment from Objective Management Group (OMG). Most people have little sense as to how assessments compare to each other - and even more have experience only with personality and behavioral styles assessments. I was able to extract the dashboard from OMG's 21 page sales-specific assessment, and the graphics and selling summary from the 3-page Predictive Index beh
The Pipeline
FEBRUARY 1, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . I recently sat through a demo for a product that potentially could have been of interest. The rep had just the right amount of enthusiasm, mix of personality based small talk, right down to the obligatory question asked by Americans of Canadians in January “How cold is it up there?” The igloo is holding up I said.
The Sales Hunter
FEBRUARY 2, 2016
“My goal in sales is to help my customers see and achieve things they didn’t think were possible.” “A sale made without integrity is not a sale.” “My greatest assets are my time, my mind, and my network. My goal is to use each one wisely, each day.” “My goal with each person I […].
No More Cold Calling
FEBRUARY 29, 2016
Here’s what you might have missed from No More Cold Calling this month. Think sales has changed a lot? Sure, technology has shifted the way we work. But while technology may power sales research, people still power the close. . Top salespeople have always won deals based on their well-nurtured relationships, inquisitive nature, insightful questioning, ability to demonstrate the value of their solution, and willingness to walk away if their solution doesn’t fit.
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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.
MTD Sales Training
FEBRUARY 11, 2016
Very often, we ask companies to give us their marketing stance on their products and services and wait to see if they are appealing to us on a rational or emotional basis. By that, I mean do they. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
FEBRUARY 21, 2016
Issue Date: 2016-02-22. Author: Anthony Caliendo. Teaser: The 9 belts in the Sales Assassin Master sales philosophy are not intended to be progressive, but instead they are a series of elements and skills that exist independent of one another. Collectively, they provide a professional foundation for sales success. The 9 belts in the Sales Assassin Master sales philosophy are not intended to be progressive, but instead they are a series of elements and skills that exist independent of one another
Understanding the Sales Force
FEBRUARY 24, 2016
I just love it when cool gets cooler and I'm not talking about the winter weather in New England. About a month ago, I wrote this article on Targeting and shared a generic model for scoring opportunities. George Bronten and Henrik Oquist, CEO and COO of Membrain, took note and already developed the concept as a new feature for their world-class CRM application, Membrain.
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