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Why Companies Fail to Execute. I find it shocking that statistics show that 60%-90% of companies fail to execute their strategies. HBR quotes a survey where more than 400 global CEO’s found that business execution excellence was the number one challenge facing corporate leaders. The CEO’s were from Asia, Europe, and the United States. Execution headed the list which included 80 issues which included innovation, geopolitical instability, and top-line growth.
Does this problem sound familiar? We spend an enormous amount of time searching for and then hiring what we think to be “A” players. We then invest time (hopefully) training those reps before releasing them into the wild, only to ask them to do several different roles. We’ve essentially taken our A players and forced them to do 2-3 different roles making them B or C players at both.
Your team might be too connected to focus on sales. Sales has always required a fair amount of multi-tasking. Between lead generation , prospecting, and caring for current clients, we have a lot of balls in the air, which can make it hard to focus. It’s even harder in the digital world. Distractions come at us at warp speed in this multi-screen, technology-driven world—and they can sap our sales productivity before we even realize it.
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.
By Tibor Shanto – tibor.shanto@sellbetter.ca . In some sports and other skills based endeavours, for example figure skating, you can score points for artistic merit, and you also get scored on execution. Sales on the other hand is more like hockey or football (North American), while Artistic Merit is admired, execution is key, but the only measure that counts at the end, is the outcome, did we win, or, well really, what else is there?
Image Copyright BeeBright. Readers are always referring me to articles that list top sales traits, that discuss what makes salespeople great, that name the most important selling skills, or that otherwise contradict the science-based findings and statistics that I share in my articles. In that regard, today was very much the same when a reader referred me to this LinkedIn article that revealed the Top 5 Traits of the Best Salespeople.
Image Copyright BeeBright. Readers are always referring me to articles that list top sales traits, that discuss what makes salespeople great, that name the most important selling skills, or that otherwise contradict the science-based findings and statistics that I share in my articles. In that regard, today was very much the same when a reader referred me to this LinkedIn article that revealed the Top 5 Traits of the Best Salespeople.
Wouldn’t you love to have a team of awesome sales coaches? Sales coaching is the most important sales management activity for driving sales performance. Unfortunately, most managers haven’t been taught how to properly coach their staff. If a sales manager could transform into an elite, top-level sales coach overnight, the impact on sales results would be outright amazing!
Whether you’re in sales or marketing , you’ve probably spent a lot of time thinking about your email messaging. If you’re getting 30%+ of your prospects to reply to you, you can probably stop worrying about it as much, but if you’re getting less than that, then what I am about to share with you could be a game changer. Today I want to talk about a framework you can use for writing good prospecting emails, that spread over a series or cadence of emails, aka an email drip – can get you 30%+
A strong stock market often makes salespeople lazy. Will the Dow Jones index hit 20,000? That’s the question I asked myself as we welcomed in 2017. I remembered when it first hit 10,000 in 1999 and then continued to rise. And I remembered early 2009, when it dropped by more than 6,000 points. That’s the thing about the economy. It goes up and down. Now that the Dow has hit 20,000, more questions arise, including the one we’d rather not think about: Is our current year-over-year, month-over-month
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.
By Tibor Shanto – tibor.shanto@sellbetter.ca . In the late 1990’s or early part of the last decade, I remember reading a piece about a study in one of the Scandinavian countries, who were early adopters of text messaging, SMS. It pointed to the fact that more and more young people were choosing to initially interact with potential dates using SMS, one of the key reasons that rejection was easier to deal with when it was not direct, in your face.
Image Copyright honglouwawa. By now, surely everyone has written their Super Bowl articles, drawing inspiration from the game, the comeback and the records to make their points. In my business, it's rare when someone isn't an optimist but I'm a realist and the realist in me kept saying how improbable it would be - even for Tom Brady and the Patriots - to come from that far behind and tie it - never mind win it - against a team as powerful as the Falcons.
Free Sales Management Training Webinar. All sales managers find coaching difficult salespeople challenging. In this webinar, there will 5 case studies of difficult salespeople. The master class will be interactive with participants’ feedback and possible coaching solutions. Join me on Feb. 9 th @10:00 PST/1:00 EST . For Sales Management Case Studies: Coaching Difficult Salespeople.
It’s no coincidence growth executives in the top 22 percent of companies always make their number in a predictable, hassle-free way. They accomplish this by working on strategy and execution in unison. If you would like a hand, visit The.
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.
Wondering where your next sales lead is coming from? Wonder no more! There are lots of places to find potential prospects—some in the physical world and some in the digital. Here are—in alphabetical order—17 of them: 1. Associations 2. Chambers of Commerce 3. Directories 4. Facebook 5. Google ads 6. Industry events 7. Instagram 8. [.].
There are a lot of sales books out there and it is SO easy to skim them quickly and summarize that they are like other books I read about selling every month.
By Tibor Shanto – tibor.shanto@sellbetter.ca . We have all witnessed situations where an outstanding sales rep is “rewarded” with a promotion to sales management, leading to two compounding problems. The previously successful contributor flounders in the new role, and you have an underperforming territory where you had a star you moved. There is no doubt that you’re a+ Primo players, should be recognized, even rewarded for their contribution, (which is what I thought the incentive plan was f
Hint: It has nothing to do with digital. . At least 67 percent of the buying process is complete before buyers ever contact your company. Believe that, and your account-based sales strategies are doomed from the start. There are many widely quoted but ill-advised statistics floating around that suggest business buyers don’t really need salespeople anymore—that we should just wait around for prospects to do their research and then call us when they’re ready to buy.
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.
Issue Date: 2017-02-06. Author: Matt Stanton. Teaser: Time management is a required skill for inside sales reps. Managers should look for good time management skills when hiring new reps, and they need to be aware of lagging sales productivity or bad habits. Spotting these trends early gives managers the chance to provide coaching and training before revenue goals are at risk.
How many times has sales missed revenue growth goals? More often than not, the root cause is a sales number that was set incorrectly. Corporate strategy is the main culprit. The sales team will consistently achieve success when your corporate.
I’ve heard all the arguments, both pro and con, about using voicemail to prospect. With that said, here are a few of the things you need to do if you want to use voicemail effectively when reaching out to prospects or customers. If you’re wondering, the ideas I’m sharing below come from my book, […].
Image Copyright OcusFocus. Ryan changed jobs and companies this week when he started in his new role as Business Development Manager. When I congratulated him on his new job he wrote back the following: "You were 110% on the money back when I became a first time sales manager. You told Stuart and me that my biggest challenge would be in not being able to understand why the hell sales reps working for me just didn't do what I did when I was selling, and what I asked them to do, since I always did
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.
By Tibor Shanto – tibor.shanto@sellbetter.ca . The simple answer is that one is scheduled, and the other is not. Some may add that in a warm call the recipient may be aware of the person calling and the reason for the call, usually in the form of a referral. Some may add that one can “warm up” a call by doing research and having something relatable for the recipient, so they don’t blow you off as quick.
The top four account-based sales secrets revealed! When it comes to account-based sales tips, there is one guy who can revolutionize your technique. This is a story about George (mostly). I’ve known plenty of great account-based sellers , or as we used to call them “B2B salespeople.” George is among the best, because he understands that selling is all about the people.
Issue Date: 2017-02-17. Author: Mert Yentur. Teaser: At some point, everyone who has ever been in a meeting experiences the terrible symptoms of this rapidly spreading epidemic. Here are four ways that you can distinguish your presentations and avoid letting your sales fall victim to the PowerPoint plague. At some point, everyone who has ever been in a meeting experiences the terrible symptoms of this rapidly spreading epidemic.
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.
How do you spend your day? Strategically thinking or tactically responding? Top-performing salespeople and, for that matter, any successful person knows the value of being able to set their agenda when it comes to how they will spend their time. I watch too many average salespeople spend all day doing nothing but reacting tactically to […].
There is a lot to keep track of, plan around, organize, decide on, and execute in sales. When you work in a reactionary way, without a plan, things get forgotten.
By Tibor Shanto – tibor.shanto@sellbetter.ca . I recently had a conversation with a VP of sales who asked me what I thought of social selling. Not sure where he stood on the topic, I shared my view that for me selling is selling, I don’t have the need like many marketers, to categorize or qualify things. As a longtime proponent of the movement to unhyphenate sales, I have felt that tagging a label on sales, be that Solution Selling, Consultative Selling, Sales 2.0 or Social selling, were jus
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