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.
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.
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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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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.
SBI Growth
OCTOBER 26, 2016
SBI recently spoke with Gahan Richardson, the Vice President of Corporate Marketing at Cypress Semiconductor. Gahan and I discussed his approach to Account Based Marketing (ABM) and how he uses it to set his sales team up for success. Cypress Semiconductor is.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Sales Heretic
OCTOBER 18, 2016
In sales, the single worst factor you can compete on is price. Selling on price guarantees you a razor-thin profit margin. As well as constant customer turnover, because price buyers are notorious for having no loyalty—they’ll switch as soon as someone else offers a lower price. And that’s assuming you make the first sale to [.].
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.
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
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.
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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.
SBI Growth
OCTOBER 27, 2016
Today’s topic is how to attract, train and retain talent. Joining us is Michael Jones, the founder and CEO of Pepperjam Performance Marketing. Pepperjam is a digital marketing and performance technology firm with offices around the globe. In the second segment of.
DiscoverOrg Sales
OCTOBER 27, 2016
As a newly hired sales rep, I began the way I did at every new company, spending the first several weeks typing furiously into a growing Excel spreadsheet. It wasn’t until after my own special brand of analysis, that I would begin full-on selling. I was always taught to plan my attack and then attack my plan. The plan comes first, and then the attack.
MTD Sales Training
OCTOBER 4, 2016
I came across a great quote the other day from Jeff Gitomer, the proficient sales writer from the States. He said that ‘Great salespeople aren’t born or made; they evolve over time based on their. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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.
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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.
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.
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.
SBI Growth
OCTOBER 19, 2016
We recently spoke with Kay Kienast, the head of marketing for Seagate Technology’s EVault division. Kay has served as an executive marketing leader for Xerox’ enterprise division, Lexmark, Cisco, and notable startup Avocent. The topic of our interview is the importance.
Sales and Marketing Management
OCTOBER 31, 2016
Issue Date: 2016-10-31. Author: Peter R. Adam. Teaser: I’d set up a lunch meeting with the chief of vascular surgery and the office manager to work on sealing the deal. After some friendly chit-chat, we were leading up to the defining moment that I had been preparing to execute. They fired multiple questions at me as we munched on our sandwiches.
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.
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! ]].
The Sales Heretic
OCTOBER 11, 2016
Whether you’re a salesperson, sales manager, business owner or CEO, there are a lot of skills that are necessary for success. A short list might include communication skills, sales skills, people skills, negotiation skills, leadership skills, and time-management skills. But if I had to pick one skill that supersedes all the others, that is shared [.].
Understanding the Sales Force
OCTOBER 19, 2016
Consider buying a car that had an insanely cheap price, with every option you could imagine, as well as options that you never thought you could use. Nice! But, you can't drive it until you hire an after market specialist to install instrumentation on the dashboard, a steering wheel, brakes, and gas pedal in the driver's area. When you finally accept delivery and take it for a spin with your family, everyone hates it, nobody wants to drive with you, and you feel like it wasn't such a great price
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
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
Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!
SBI Growth
OCTOBER 25, 2016
On this week’s SBI Insider Video Podcast we discuss three core areas of a successful product strategy. Our guest today is an expert on the topic, John Mansour, the founder of Proficientz, a firm that specializes in B2B Product Management. . Great.
No More Cold Calling
OCTOBER 20, 2016
Your marketing strategy is doomed without practice. Why is it that companies spend tons of money on client events, company celebrations, sales incentives, and work-life balance perks like childcare, but then they skimp on investing in building permanent, repeatable sales skills for their teams? Sure, they provide “training,” but training without reinforcement, coaching, accountability, and practice is a waste of time and money.
Sales and Marketing Management
OCTOBER 24, 2016
Issue Date: 2016-10-24. Author: Rick Reynolds, CEO of AskForensics. Teaser: If you want to win more deals and retain existing accounts, be on the lookout for the early warning signs of customer dissatisfaction and create a plan of action to address issues before they cause irreversible damage to a customer relationship. If you want to win more deals and retain existing accounts, be on the lookout for the early warning signs of customer dissatisfaction and create a plan of action to address issue
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 [.].
Speaker: David Nisbet, Everett Zufelt, and Michaela Weber
Once upon a time, in the vast realm of online commerce, there lived a humble checkout button overlooked by many. Yet, within its humble click lay the power to transform a mere visitor into a loyal customer. 🧐 💡 Getting checkout right can mark the difference between a successful sale and an abandoned cart, yet many businesses fail to make payments a part of their commerce strategy even when it has a direct impact on revenue.
Understanding the Sales Force
OCTOBER 24, 2016
What is they key to accurate sales forecasts? Sure, it's all of the things I've written about before, like sales process, uncovering compelling reasons to buy, selling value, thoroughly qualifying, etc. But haven't you witnessed more than enough opportunities where all of that was completed at an acceptable level and the business still failed to close?
The Pipeline
OCTOBER 20, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . It seems prospecting is back in style, we’re talking proactive, resource and process based methodical approach to professionally engaging with potential buyers, by leveraging all the tools and techniques available to them. While in the early part of the decade you’d be hard pressed to find pundits singing and parsing the virtues of a blended approach that includes the telephone.
SBI Growth
OCTOBER 18, 2016
On this week’s SBI Insider Video Podcast we discuss the topic of competitive advantage. How to select your competitive advantage to win, how to validate it in the market and how to align the organization to deliver on the advantage.
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