September, 2014

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Startup sales gigs-watch out for men bearing shades

Sales 2.0

'“Dude, the future of this startup is so bright you better bring shades.”. Startups are super exciting but they can turn a “rockstar sales person” into a “loser”. So if one of these “golden opportunities” comes your way, try to look carefully before you jump in. Here’s why. Entrepreneurs by definition need to be super passionate about their product.

Scale 373
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The POWER of Sales Success is 100% in Your Control

Jeffrey Gitomer

'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 335
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Why Millennials Make Great Salespeople

Sales and Marketing Management

'Issue Date: 2014-10-01. Author: Mark Roberge. Teaser: This generation not only embraces the new playbook, they helped write it by leading the digital charge and tuning out old-school sales tactics from day one. Here are the top reasons I think millennials make naturally great salespeople. This generation not only embraces the new playbook, they helped write it by leading the digital charge and tuning out old-school sales tactics from day one.

Leads 325
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Would You Rather Be Right or Successful?

The Sales Heretic

'We all want to be successful. And we all like to be right. The problem is, those two things are frequently in opposition. Whether in sales, customer service, leadership, or our personal relationships, we are often faced with the uncomfortable choice of catering to our ego or catering to the issue at hand. And it [.].

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The Trends You Need to Succeed This Holiday Season

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.

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The Best CEOs are Teachers of Strategy

SBI Growth

'“The best CEOs I know are teachers, and at the core of what they teach is strategy.” -Prof. Michael Porter, Harvard Business School. Professor Michael Porter is a leading authority on competitive strategy. He chairs Harvard Business School''s program dedicated to newly appointed CEOs of large corporations. What’s interesting about his work is that he states most companies don’t have an actual strategy.

Strategy 316

More Trending

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40 Ways To Hunt For Business More Creatively

Sales 2.0

'Mr. Paul Castain demonstrates his creativity with this excellent list of 40 ways to be more creative in prospecting. Super-practical stuff. You know, I could be way out of line in this assumption but prospects need creative solutions to the challenges they face in their world. More specifically they need your creativity. Million dollar question coming atcha in 3,2,1.

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Do people WANT to listen to you? 9.5 strategies to employ when presenting as a sales trainer, coach or leader

Jeffrey Gitomer

'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.

Coaching 333
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To Sell Better, Make 'Em Laugh

Sales and Marketing Management

'Issue Date: 2014-09-02. Author: Bill Rosenthal. Teaser: When a salesperson and customer laugh together it builds trust and empathy and helps remove the customer’s body armor. Here are seven tips that can help you make the customer laugh. When a salesperson and customer laugh together it builds trust and empathy and helps remove the customer’s body armor.

Customer 316
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“That’s Too Expensive”—What It REALLY Means

The Sales Heretic

'One of the most common objections salespeople, professionals and business owners encounter is the dreaded Price Objection. While the wording can vary from prospect to prospect, the gist is, “That’s too expensive.” Fearing the loss of the sale, too many sellers respond by immediately dropping their price. While this can sometimes close the sale, it’s [.].

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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

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.

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Why Fear is Killing Your Sales Career

SBI Growth

'Last week I spent time onsite with a VP of Sales. As we were reviewing priorities for next fiscal year, I noticed hesitation. He was struggling on many of the items we discussed as top priorities. I sensed that something was holding him back. He knew he needed to make changes, but he was afraid to act. Fear was impacting his ability to lead.

ACT 316
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The Art of Entrepreneurship

The Pipeline

'The good folks at The Art Of are presenting another exciting conference in Toronto: The Art of Entrepreneurship. Featuring a group of dynamic entrepreneurs sharing ideas leading edge strategies to help current and future entrepreneurs. Whether you are an entrepreneurs, thinking about becoming one, or want to add an entrepreneurial flair to your current career, this is the event for you.

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Where can I get the best prospect list?

Sales 2.0

'Some sales people in my firm were discussing where they could get the best prospect lists. They are building out a new territory so they need people to contact. Some of the team were leaning towards a trial account with Hoovers. I jumped in to try and be helpful and told them I already had an Insideview account that they could use. They took me up on that offer and so far seem contented with Insideview.

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How to Measure Sales Manager Coaching Effectiveness

Steven Rosen

'Benchmarking Coaching Effectiveness. By Steven A. Rosen. Do you know how effective you sales managers are? How would you evaluate their level of effectiveness? Where do you begin? What To Assess. The obvious place to start assessing your sales managers’ effectiveness is to evaluate the activity that has the greatest impact on sales rep performance.

Coaching 310
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Buyer’s Guide: 5 Tough Questions To Ask a Salesforce Managed Services Provider

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.

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Forget Social Selling—Try Social Engagement

No More Cold Calling

'A new research study unlocks the key to using social media for sales. Social engagement. Is it just another term to check off your buzzword bingo card at the next sales meeting you attend? Not really. It simply means having robust conversations, exchanging ideas, providing insights, and sharing expertise—whether we’re online, on the phone, or meeting in person.

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Nine Ways to Bore Your Audience to Tears

The Sales Heretic

'Hate giving presentations—sales or otherwise? Want to relieve yourself of the burden of having to prepare and deliver them ever again? Just be lousy! After delivering a few terrible presentations, people will stop asking you to give them. And then you’re home free! But how can you ensure that your presentation is as awful as [.].

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Why Your Marketing Plan Will Fail in 2015

SBI Growth

'For most marketing leaders, the annual planning cycle is upon us or will be soon. Your teams are most likely putting together their wish list for next year. New tactics, content, channels and the next big ideas are on their list. You want to go into next year confident that you’ll contribute to the revenue goal. To prevent failure, here are 6 steps to include in your planning process.

Marketing 308
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3 Things You Can Do Now To Close The Year Strong – Sales eXecution 267

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . Last week I took part in a panel discussion sponsored by KiteDesk , along with two of my favourite pundits, Matt Heinz and Mike Weinberg. In the discussions leading up to the event we wanted to deliver something of substance, people can put into practice right away in almost every market segment, and something that would have impact now, before the end of the year.

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Beyond the Basics: How to Develop and Retain a Top-Performing Sales Team

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.

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Taking Your Prospecting to the Next Level

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan. Do you ever wonder how selling evolved to where it is today? Do you ever think about how salespeople sold in the old, old days? All sales calls were face-to-face (no phones) and the sellers traveled by horse, canoe, boat and later, ship. That doesn''t sound like it was efficient - or fun. Over time, selling and our options for connecting with potential customers, moved to a new level.

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How sales is like dieting

Sales and Marketing Management

'Issue Date: 2014-09-08. Author: Liz Wendling. Teaser: In sales and dieting, there really is no easy fix for instant results, and most of the hard work is done when nobody is watching. If it were really that easy to see results without lifting a finger, everyone would have the perfect body and a booming business. In sales and dieting, there really is no easy fix for instant results, and most of the hard work is done when nobody is watching.

Sales 271
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PowerPoint Is Killing Your Sales Presentations

No More Cold Calling

'Strip away the tech to increase sales effectiveness. I used to add long columns of numbers once, and I was always correct. I never had to add backwards or have someone else check my math. To this day, I can still look at numbers and ascertain whether they have the correct number of zeros at the end. Those of us who grew up before the world was dominated by calculators learned the reasons behind calculations.

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Five Things You Need to Love to Boost Your Sales

The Sales Heretic

'You might not think love is vital to your sales success, but it absolutely is! Specifically, there are five things you need to love if you want to increase your sales. Listen to my appearance on Breakthrough Radio with Michele Price. In this eight-minute segment, I share what these five items are and why it’s [.].

Segment 272
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How to Optimize Call Monitoring: Automate QA and Elevate Customer Experience

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!

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How a Sales Manager Gets Promoted

SBI Growth

'You have a consistent record of successful accomplishments. You beat your number every year. Yet you are always passed up for an internal promotion. This pushes you to look outside the organization. Almost like an NFL free agent, you test your value in the market. The problem is that you keep being rejected from other companies. This leaves you asking yourself, “What skills as a Sales Manager am I missing?".

Promotion 308
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Panel Discussion: Close the Year Strong with 8 Simple Sales Tips

The Pipeline

'We are about to enter the silly season in sales, the run up to the end of the year. I say silly because all the theorist and soothsayers will be brimming with advice, pulled from their memories and favourite web sources. Soothsayers, because many spend more time advising than selling. As a sales professional what you need is practical and executable inputs that will help you close the year strong, and set yourself up for a profitable 2015.

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The 10 Most Common Mistakes Sales People Make

MTD Sales Training

'When discussions move round to the subject of sales, conversations often get quite negative. The profession has, in many circles, a bad reputation and it’s obvious to many that the salespeople they. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 266
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600 Seconds and Counting

Sales and Marketing Management

'How often have you planned on having 30 minutes or so for a first meeting with a prospect, only to find that the time is cut short? Maybe they got busy. Maybe something came up. Maybe the truth is that they don’t recall agreeing to a meeting in the first place, or have forgotten why they wanted to talk to you.

Meeting 270
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Secrets of a Successful Sale: Optimizing Your Checkout Process

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.

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[Message to Management]: 14 Things Top Sales Managers Do

No More Cold Calling

'The Sales Hunter tells you what it takes to lead a winning sales team. How often do sales managers generate opportunities and support their teams in customer conversations? Probably not as often as they should. Under constant pressure to deliver sales, they focus on reports and not on the critical sales activities that generate revenue. Sales execs tell me they don’t have time to coach their teams.

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I have lied…

Bernadette McClelland

'I have lied… “I have no intention of telling you the truth. Instead I’m going to tell you a story. This is a story about why marketers salespeople must forsake any attempt to communicate nothing but the facts, and must focus on what people believe and then work to tell them stories that add their world view. Make no mistakes. This is not about tactics or spin or little things that MIGHT matter.

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What Did 700 Executives Say About B2B Marketing Strategy?

SBI Growth

'The right marketing strategy provides: Twice the job tenure. Double the personal brand presence. Performance that beat EPS (Earning Per Share) estimates 88% of the time. Are you performing at this level?

Strategy 306