Steven Rosen
AUGUST 22, 2016
Why New Sales Managers Fail. Are you a new sales manager , or have you just been promoted into a sales manager role? The odds of failure are high! I am going to share the number one reason why new sales managers fail. Time and time again companies promote their best sales reps into managerial roles. Heads of sales feel that they owe it to their best sales people to give them an opportunity to advance.
No More Cold Calling
AUGUST 25, 2016
Pushy and arrogant sales reps still give the rest of us a bad name. Many buyers dislike salespeople. In their eyes, we’re the epitome of the used-car salesman—pushy, arrogant, in-your-face, and promising they’ll only get the best price if they buy today. Much of that perception is justified. If I were to judge solely by the cold emails and phone calls I receive from sales reps about why I should watch a demo or spend 30 minutes listening to their pitches, I would feel the same way about our prof
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The Sales Heretic
AUGUST 30, 2016
Salespeople–along with professionals, business owners, and others who have to sell as part of their jobs–are always looking for magic words. Words and phrases that will quickly capture a prospect’s interest, easily overcome objections, and effortlessly close the deal. So in that spirit, I want to share with you what I have discovered—after much painstaking [.].
Sales and Marketing Management
AUGUST 17, 2016
Issue Date: 2016-08-18. Author: Dennis Egen, President and Founder, Engine Room. Teaser: It has been estimated that approximately 60 percent of corporate data compromises are caused by employees or insiders (e.g., freelancers, contractors). And the vast majority of these are unintentional. Steps can be taken to address the threat. It has been estimated that approximately 60 percent of corporate data compromises are caused by employees or insiders (e.g., freelancers, contractors).
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DiscoverOrg Sales
AUGUST 3, 2016
“If you get the wrong people, they have the ability to put growth at a standstill.” – Henry Schuck. In an ongoing interview series by Crain’s , executives, entrepreneurs, and business leaders are asked about mistakes that have shaped their individual business philosophy. Recently, author Charlotte Woolard sat down with DiscoverOrg’s CEO, Henry Schuck, to discuss his learning moments over the years, as well as some of the biggest stumbling blocks he experienced while helming one
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Bernadette McClelland
AUGUST 17, 2016
Book publishers , Wiley Australia, told me not to put the word ‘sales’ in the title of my latest book… ‘ covers with the word sales don’t sell well in Australia ‘ The speaker bureau said not to promote the word ‘sales’ in my keynote… ‘ no one will be interested if you mention sales ‘ The group responsible for the International Women In Sales program told me they were having difficulty in gathering interest in Australia because they said
No More Cold Calling
AUGUST 11, 2016
The most effective sales techniques don’t require a device. You’ve heard it. Television will kill radio. Video killed the radio star. And social media and the internet will eliminate the time-consuming, face-to-face aspect of sales. Um, no. Marketing automation, CRM, social media , and other technology tools enable sales reps to sell more efficiently and cost effectively.
The Sales Heretic
AUGUST 22, 2016
This is my first blog post in nearly a year. Last September, my 74-year-old father was hospitalized for what turned out to be pancreatic cancer. (Those last two words kinda give away how this story is going to end.) I immediately flew out to Washington, DC to be with him. Over the next seven months, [.].
The Pipeline
AUGUST 8, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . There is a lot of talk about what sales is and the core skills and habits required for consistent success in all types of markets. It has been said that “nothing happens until there is a sale”, but you do have to respect that there is no sale made without first prospecting or engaging. Others will insist that most essential ability is the building and growing relationship; there is the group for whom it is all about product expertise; then the
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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.
DiscoverOrg Sales
AUGUST 19, 2016
Five years ago, I was asked to lead a recruiting department for the first time ever – and to double the size of the company within 6 months! Since I didn’t know any better, I figured that I might as well build the recruiting engine in the same fashion that I built a marketing engine, and it turned out the approach worked. Applying just a few of the techniques learned as a marketer made our recruiting engine 10x more productive and successful – and we hit our goals a month ahead of sc
Sales and Marketing Management
AUGUST 7, 2016
Issue Date: 2016-08-01. Author: Tom Cates. Teaser: If you imagine a pie representing the total value created by you and your buyer working together, the buyer’s equity - the value they get - is their “asset” (the size of the total pie) less their liability (the slice they give you). If the buyer perceives a big pie, the slice you take doesn’t seem too onerous; but if the buyer perceives a small pie, then giving you a slice can become quite contentious.
Bernadette McClelland
AUGUST 16, 2016
So, imagine this! You decide to study and undertake a Diploma. And that Diploma is in coaching – executive coaching, small business coaching, sales coaching and peak performance coaching – like the athletes do! You are someone who walks your talk – so by becoming a coach, it makes sense that you, too, get a coach. After all, you can’t learn to swim by reading a book.
No More Cold Calling
AUGUST 18, 2016
Read the speech that helped to shape my perspective on education, sales, and life in general. Many years ago, a high-school girl competed in a state speech competition for members of the forensics club. Participants competed for the best original speech as well as for the best speech written by someone else. This young girl chose a speech entitled “Curiosity and Discontent: The Value of a College Education.
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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.
SBI Growth
AUGUST 28, 2016
Many sales executives have yet to receive their revenue growth goal for the new year. Despite this, many SVPs will maintain that they can achieve this unknown target. If your sales strategy can be summed up as “I’ll hit the number.
The Pipeline
AUGUST 29, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . If you read this blog regularly (and why wouldn’t you), you know that I put a lot of emphasis on understanding and selling to a prospect’s Objectives, a much better area of focus than pains or needs. One of the positive elements of Objectives is that they are generally long term, and they continuously evolve.
DiscoverOrg Sales
AUGUST 10, 2016
“Every battle is won before it’s ever fought.” – Sun Tzu. Here’s the thing: Cold-calling prospects gets a bad rap. Today, buzzwords like “social selling” drown out the importance of actually calling prospects. In fact, as a direct result of social selling entering the scene, it isn’t uncommon to hear statements like “ cold-calling is dead. “ A report written by Winning Consensus-Based Sales CEB cites “ buyers are 57% through the purchase process b
Understanding the Sales Force
AUGUST 31, 2016
Image Copyright: kchung / 123RF Stock Photo. Millennials are more independent, more spoiled, have a shorter attention span, tend to be more into their technology than into people, don't like working traditional hours, and don't enjoy working in traditional ways. That said, would you expect them to be better or worse suited for selling than the generations who came before them?
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.
Bernadette McClelland
AUGUST 13, 2016
Sharing why the concept of Conscious Selling is so important for business growth moving forward is what led me to deliver my keynote, ‘Conscious Selling’ in London last week in The Top Sales World auditorium at the Sales Innovation Expo. . Part of my journey was via Belfast. A city, in order to rebrand and market itself after the chaotic ‘Troubles’, created a new spirit, a consciousness around a part of history to which the world has been for decades, emotionally connect
No More Cold Calling
AUGUST 4, 2016
How can we stay in touch without always being connected? I got blasted on social media. No, it wasn’t someone inviting me to connect and then blasting me with a sales pitch (my usual complaint about bad social media behavior). It was someone critiquing me because I write about social selling and the importance of sales reps staying in touch with prospects, clients, and colleagues, but I didn’t respond to his comment immediately.
Sales and Marketing Management
AUGUST 21, 2016
Issue Date: 2016-08-22. Author: Sedric Hill. Teaser: Although receiving and responding to messages are skills that are implicit in nature, they can be enhanced under the right conditions, which provides a selling edge. Although receiving and responding to messages are skills that are implicit in nature, they can be enhanced under the right conditions, which provides a selling edge.
The Pipeline
AUGUST 22, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . Communication is central to sales success; we have all seen brilliant people with vast knowledge who are challenged in sharing their knowledge due to an inability to communicate. Closer to home, we have all seen how the quality of communication can make or break a deal. All the more reason why Jack Malcolm ’s new book Lean Communication for Sales , is a must read for sales people and their managers.
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
AUGUST 21, 2016
Selling value is something inherently important to any top performing sales professional. Unfortunately, activity often takes the place of strategic focus in order to hit short term numbers. This results in a “race to the bottom” to close the deal. When your.
Understanding the Sales Force
AUGUST 22, 2016
Image owned by or licensed to CartoonStock ®. The Harvard Business Review is at it again. I honestly can't believe that a publication like HBR continues to publish and push junk science about sales. Nearly every time they publish an article on sales or selling, they are usually as wrong as the mainstream media is with their attempts to manipulate readers and viewers to vote for their preferred candidates.
Bernadette McClelland
AUGUST 23, 2016
I don’t shop at Hugo Boss. But my 22 year old son, who has just landed his first B2B account management role, as of this weekend, now does! Still happy to take Mum with him, we stroll through one of the major department stores to check out their choice of suits. We have no idea what we are looking for, just that there are price tags of $600 for very average looking suits and shop assistants too busy putting on lipstick to help us.
The Sales Hunter
AUGUST 7, 2016
It’s really no secret that the three GREATEST sales tools are your MIND, TIME and NETWORK. But how well are you managing these? That is key to your success. My guess is that if you look closely at these three sales tools, you will find areas where you can improve. Don’t delay! Your success depends […].
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.
Sales and Marketing Management
AUGUST 14, 2016
Issue Date: 2016-08-15. Author: Eric Blumthal. Teaser: Moving your middle performers up a notch represents your most significant revenue opportunity. Imagine if you could improve all your C and B performers by a half or full letter grade. While many characteristics of top performers are difficult to replicate, each of these is easily transferred to your middle majority.
The Pipeline
AUGUST 1, 2016
Tibor Shanto – tibor.shanto@sellbetter.ca. Given that we are right in the middle of summer, and that today is a holiday long weekend here in Toronto, my mind naturally drifted to a summer theme, no doubt helped by things I’ve consumed by poolside. Looking around the water’s edge, you begin to see things here that remind one of sales. I was going to start with bikinis, but I got tagged by the Politically Correctness Police (PCP) last week, so we’ll save that for below.
SBI Growth
AUGUST 16, 2016
“The Challenger Customer” by Brent Adamson, Matthew Dixon, Pat Spenner and Nick Toman was one of the most popular sales books last year. It was written as a sequel to the highly successful book, “The Challenger Sale.” Watch here as.
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