Sales and Marketing Management
OCTOBER 2, 2016
Issue Date: 2017-10-03. Author: Lance Tyson. Teaser: Most assumptions we make about millennials in the workplace are wrong. More important, anyone who wants to be managing a successful organization 10 years from now needs to figure out a way to harness the strengths of this generation, rather than pointing out the perceived deficiencies. Most assumptions we make about millennials in the workplace are wrong.
The Pipeline
OCTOBER 3, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . It’s Monday, a great day for great sellers, the week is ripe with possibilities and opportunities, and how it turns out Friday, is almost entirely up to you and the decisions you make, and the actions you’re willing to execute, or choose to avoid; it’s what makes sales great. But this Monday is that much more so, in fact if you’re inclined (you don’t have to be), you can look at this Monday as sales version of what stock market players call R
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Understanding the Sales Force
OCTOBER 3, 2016
Thanks for continuing to read my Blog - I appreciate it. There is one Blog that I never fail to read, and that's Seth Godin's Blog. Seth doesn't write about sales - he pens a thought leadership Blog - but sometimes his articles are very applicable to sales and selling. Recently, he posted two very short articles - each is less than 30 seconds to read and I believe they are both well worth your time.
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.
No More Cold Calling
OCTOBER 6, 2016
Are your sales reps wasting time prospecting? You’re a sales leader accountable for increasing revenue, while at the same time managing your profit margins. If you’re fairly new to your company, your sales reps are a mixed bag of talent. If you’ve beaten the odds and have held your role for more than 18 months, you’ve already gotten your team lined up, your prospecting strategy in place, and your goals set.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Sales Heretic
OCTOBER 4, 2016
Everyone experiences slumps occasionally. Not that that’s much consolation when you’re stuck in one. All you care about is how to get out of it. Listen to my appearance on Breakthrough Radio with Michele Price. In this short segment, I discuss what to do when you find yourself stuck in a slump. And not the [.].
The Pipeline
OCTOBER 6, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . Earlier this week I posted about the how your sales stack stacks up, (couldn’t resist) How Productive Is Your Sales Stack? Exploring how many companies and sales leaders are actually contributing to their team’s’ lack of success by overloading them with “sales tools”, the “Stack”. While many are sold, and think they are buying “productivity tools”, they are in fact hindering productivity, revenue success and growth.
SBI Growth
OCTOBER 5, 2016
SBI recently spoke with Tracy Hansen, the Chief Marketing Officer at Renaissance Learning, the world leader in cloud-based assessment, teaching and learning solutions. Tracy has deep field marketing experience and built a new team from scratch that launched this year. Field marketing.
DiscoverOrg Sales
OCTOBER 4, 2016
We guess that if you spend any significant effort on email marketing, then you’ve seen these recent trends in the last 12-18 months: plummeting open rates, dwindling click rates, and skyrocketing bounce rates. One glance at your inbox – personal or work – probably confirms what you secretly don’t want to admit: Email marketing is dead. It’s an overcrowded space with increasingly complex technical components blocking success.
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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.
No More Cold Calling
OCTOBER 27, 2016
Are your sales reps having trouble closing? The problem might be a lack of qualified leads. “ We chose someone else.” “We’re staying with our current vendor.” “We’re not adding any new solutions this year.” We’ve all heard those words. Devastating. What happened? It could be that sales reps neglected important activities during the early parts of the prospecting process.
MTD Sales Training
OCTOBER 6, 2016
The average life expectancy of a multinational organisation is approximately 40-50 years. So says Arie De Geus in his book ‘The Living Company’ (Boston, Harvard Business Press). He based this premise. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Understanding the Sales Force
OCTOBER 11, 2016
Last week I received a call from a young, motivated salesperson - we'll call him Jim - who desperately wanted to be one of the elite 7% of all salespeople. Despite being just 26 years old, he believed that he was already in the top 7%. During our call, he asked me a great question. He asked, "How many of the top 7% have you actually met and where are they today?
The Pipeline
OCTOBER 24, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . Despite all the tools available, both for sales people to execute their craft, and for companies to “enable” them, the narrative for many in sales has remained woefully unchanged over the last thirty years. Sure the delivery methods have changed, the means of engagement have evolved beyond where we could have imagined 10 years ago, yet what most sales people say once they engaged has one can argue, devolved.
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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.
The Sales Hunter
OCTOBER 6, 2016
Today I’m excited to share a guest post from Paul Smith, author Sell with a Story. One of the most important stories a salesperson can tell is a “How We’re Different From Our Competitors” story. Instead of a boring and unremarkable list of me-too reasons your company is better, the story illustrates those differences in […].
No More Cold Calling
OCTOBER 13, 2016
Buyer 2.0 needs us more than ever. Eliot Burdett, CEO of Peak Sales Recruiting, explains why in this month’s guest post. Have B2B sales reps gone the way of CD players, the Rolodex, and analog radio—replaced by technology that gets the job done faster and better? Not so long ago clients looked to salespeople for information about our companies and products.
MTD Sales Training
OCTOBER 25, 2016
I came across some interesting research about ‘emotional drivers’ the other day. Dr Dan Short of Arizona, USA, conducted a series of research studies that were intriguing as much as they were. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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Sales and Marketing Management
OCTOBER 20, 2016
Issue Date: 2016-10-21. Author: Chris Benedetto, Director of Marketing, Sales Automation, Pegasystems. Teaser: Sales, marketing, customer service and onboarding/operations functions are often running as disparate business systems that are not conducive to creating the holistic experiences that today’s customers expect. Savvy companies can build bridges between siloes to create positive experiences that will catapult them towards success.
The Pipeline
OCTOBER 31, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . If you manage hang on for another week, I assure you that there is life after the election, and what is waiting on the other side is not the end of the world, but the end of your sales year. Which if you plan it right is not as big a deal as many would make you believe, unless of course you’re one of those sales people who exists from crisis to crisis.
SBI Growth
OCTOBER 4, 2016
On this week’s SBI Insider Video Podcast we discuss how sales, marketing and product functional leaders can elevate the strategic discussion. The two most underutilized metrics that drive shareholder value are Customer Acquisition Cost (CAC) and Customer Lifetime Value (CLTV). Championing.
The Sales Hunter
OCTOBER 4, 2016
The telephone is still a great prospecting tool, despite what some naysayers might want you to believe. Voicemail is a great extension of it and can get you connections you’d never get any other way. In my new book High-Profit Prospecting, I devote several chapters to the discussion of the telephone and voicemail. Here are […].
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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
OCTOBER 5, 2016
In the past I've written about how words aren't that important. Here are two such articles: [link]. [link]. But today, I'll play politician, reverse my position, and talk about why words are very important. I've written about the importance of words before too. [link]. When it comes to words, there was probably nobody more clever than the comedic genius George Carlin.
DiscoverOrg Sales
OCTOBER 14, 2016
Sales is hard. Not hard in the standard sense — sales requires emotional fortitude to survive the daily barrage of objections and quotas. We have a soft spot for sales reps at DiscoverOrg because we sell too. Take a break from the cold calling and writing emails, and enjoy some light-hearted empathy to get through the day. The Life of a Salesman in Memes.
Sales and Marketing Management
OCTOBER 5, 2016
Issue Date: 2016-09-01. Author: Paul Nolan. Teaser: Ray Bloom is the founder and chairman of IMEX Group, which organizes the largest worldwide exhibitions for the incentive travel and meetings industry, including IMEX America, which is scheduled for Oct. 18-20 in Las Vegas. Sales & Marketing Management caught up with Bloom recently via email. Ray Bloom is the founder and chairman of IMEX Group, which organizes the largest worldwide exhibitions for the incentive travel and meetings industry,
The Pipeline
OCTOBER 13, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . People talk about prospecting as though it is open to interpretation, it should not be. Prospecting is the act of engaging with someone with the purpose of initiating a sales cycle. It is not about trying to sell, qualify, or any of the things that will never happen if you do not engage. There is a singular purpose to prospecting, that is to engage.
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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.
The Sales Hunter
OCTOBER 7, 2016
This week I’m in San Franscisco with 170,000 other people attending the Dreamforce conference, the mega conference hosted by Salesforce. For the last 5 years, I’ve been one of the speakers for their Sales Summit, and what I’ve found interesting has been the level of discussions around artificial intelligence (AI) and its impact on how we […].
Understanding the Sales Force
OCTOBER 13, 2016
Image Copyright 123RF Stock Photo. Earlier this week I received an unsolicited email from the founder of a company who introduced himself and asked me to try his new tool for speakers. By itself, this was not unusual because I receive 20-25 unsolicited emails per day. They want to optimize my website, sell me SEO services, provide me with online marketing tools, sell me the latest SaaS program, provide a guest article for my Blog, buy advertising on my Blog, sell me leads, book appointments for
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