Score More Sales
FEBRUARY 28, 2014
'Yes, it’s true. On Monday, March 3, I will be shaving my head for cancer research. Salespeople love a great sales pitch. I heard one, couldn’t resist seeing if I could be involved, and offered to participate too. I was at one of my clients’ offices this week, Granite LLC , coaching sales team members and meeting with sales leaders – and heard about the massive undertaking that will be happening on Monday.
SBI Growth
FEBRUARY 4, 2014
'ARGH! It’s that time again. There was a change to your territory. Now your manager is in town to spend the next two days with you. After a few slightly awkward sales calls you break for lunch. Just as you bite into your club sandwich, the boss asks a question. “Do you have a plan for prioritizing your accounts?”. How will you respond? You may already have a target list created by your sales operations department.
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Jeffrey Gitomer
FEBRUARY 18, 2014
'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.
The Pipeline
FEBRUARY 17, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. One question I am asked regularly is what is the best time to prospect, be that of day, time of week, etc. While trying to avoid the word depends, there are some variables that will impact the answer. But what many are really looking for for is that secret answer, “call them at 4:33 on a the third Tuesday of the month, except I.
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No More Cold Calling
FEBRUARY 27, 2014
'You’re the expert, right? So prove it. Our clients don’t just buy our products and services. They also buy our expertise. They want to work with the best of the best—salespeople who know their stuff, who ask the right questions and deliver tailor-made solutions that get them the ROI they deserve. Think about it as if you were the buyer. Would you prefer to work with someone who only knows the ins and outs of what he’s selling?
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
MTD Sales Training
FEBRUARY 28, 2014
'Welcome to the first in a new series of interviews with some very interesting characters! Over the next few months I will be talking to some of the top influencers and big players from a whole array. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
FEBRUARY 11, 2014
'Marketing leaders struggle with top-down allocated marketing budgets. Stop struggling with budgets determined with archaic means. Begin leveraging best practices when planning your marketing budget amount. World class firms perform marketing budget planning from two dimensions: Top-down – The business allocates a % of total revenue to marketing based on past history and known thresholds in the industry for marketing spend.
Jeffrey Gitomer
FEBRUARY 27, 2014
'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.
The Pipeline
FEBRUARY 20, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Given today’s buying climate, chances are your buyer is talking to a range of potential providers, usually after having carried out some “independent” research. I say “independent” because one is susceptible to the echo chamber group think risk presented in an information overload, knowledge under-load world.
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Score More Sales
FEBRUARY 17, 2014
'Conventional wisdom says that cold calling doesn’t work anymore. Many “experts” sit around and preach about how you must add researched insight into every prospective interaction with a potential buyer. Warm every call up. After all, buyers are 70% through their buying process before you even find out about them, right? Hold on a minute.
Understanding the Sales Force
FEBRUARY 17, 2014
'Understanding the Sales Force by Dave Kurlan A company''s executive team can have a positive or negative influence on the performance of the sales team. Each member of your executive team can impact sales in some small, or not so small way. Today, I want to talk about Chief Technology Officers, VP''s and Directors of IT. At first glance, you might not think that IT has much of an impact on sales and you would be correct.
MTD Sales Training
FEBRUARY 4, 2014
'There are 3 main aspects of your performance in a sales meeting that can really encourage the prospects or client to come on board with you. Find out exactly what these 3 key ingredients are in our. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
FEBRUARY 10, 2014
'Who is your ideal customer? When we sit down with Sales Executives, this is one of the first questions we ask. It seems simple. But it is deceptively complex. Ask four different reps, and you’ll get four distinct answers. Here are the most common responses we receive: A list of verticals and titles: We sell to owners and GMs of Retailers, Restaurants, Casinos, and Convenience Stores.
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Jeffrey Gitomer
FEBRUARY 12, 2014
'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.
The Pipeline
FEBRUARY 6, 2014
'The Pipeline Guest Post – Dick Beedon. Although brand advocacy has always been important, it is critical today. The path to purchase has changed forever. Because there is so much data available, and because communication is so easy, today’s buyer almost always seeks advice from a trusted friend or consumer source before making a purchase. Brands are now starting to realize that what others say and write about them defines who they are.
The Sales Hunter
FEBRUARY 25, 2014
'The biggest thing holding back organizations is the lack of leadership. I’m continually asked by companies large and small, “What are the traits that make a great leader?” Here is my list of what it takes to be a great leader: 1. Leaders realize their number one job is not to lead others but to create other leaders. How many times have we watched a terrific organization fall apart when the leader retires or exits their position?
Understanding the Sales Force
FEBRUARY 26, 2014
'Understanding the Sales Force by Dave Kurlan I loved this short, but perfect post from Seth Godin''s Blog last week. It''s about the importance of trust. Please read it before proceeding. It''s also very consistent with the late Steven Covey''s philosophy as related in his book, The Speed of Trust. Trust is becoming more important than ever. Companies are focusing more on integrity and values, and that''s from both sides of the door.
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.
The Sales Heretic
FEBRUARY 14, 2014
'By guest blogger Sharon Drew Morgen As sellers, we’ve been taught that someone with a need that our solution fulfills is a prospect. But that’s not true or we’d be closing a lot more business and wasting a lot less time following the wrong prospects. Just because we see a need does not mean they: [.].
SBI Growth
FEBRUARY 2, 2014
'Salespeople loathe sales training. It takes them out of the field and away from closing deals. As a sales enablement leader, you know when training is adopted it’s a win-win. Implemented training is directly related to real sales dollars. In turn, it makes training a success. Your value proposition is defined and justifies the need for future sales training.
Sales and Marketing Management
FEBRUARY 4, 2014
'Issue Date: 2014-02-05. Author: Amanda Wilson, Director, Product Marketing & Programs, Qvidian. Teaser: Sales teams can’t find the right resources, so they spend less time selling and more time hunting for resources, which means lost opportunitie. Here are three new rules of sales execution to give you a fresh approach to stop enabling the poor behavior and start executing.
The Pipeline
FEBRUARY 13, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Every day entrepreneurs all over the country start with an idea, some resources, tons of energy and even more attitude, and jump into the deep end of starting a successful business. Those very same days there are business people in the same market segment who decide they can no longer make a go of it and go out of business.
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!
The Sales Hunter
FEBRUARY 11, 2014
'Sales Prospecting Anxiety – the condition that limits a salesperson’s income due to their inability to prospect properly. Guess what? Most salespeople suffer from it in one form or another. In it’s worst state, it turns perfectly good salespeople into a state of self-doubt. Let’s look at 9 things you can do now to overcome sales prospecting anxiety. 1.
Understanding the Sales Force
FEBRUARY 11, 2014
'Understanding the Sales Force by Dave Kurlan Well, are you? I''ll bet you are. You can probably spot an energetic, motivated, likable, memorable, polished, polite and attractive salesperson from a handshake away. Aren''t those the ones you like best? Aren''t those, especially when they have industry background, the ones you hire? And don''t they all perform just swell?
Pointclear
FEBRUARY 27, 2014
'We are republishing this blog by Ruth Stevens (originally run January 29, 2014) because she hits the nail on the head about marketing automation. In the opening paragraph she states: “Marketers sometimes see automation as a silver bullet. But it’s only a tool. Marketing automation doesn’t identify your best target audiences. It can’t develop value propositions.
SBI Growth
FEBRUARY 8, 2014
'You missed the number. Now you have to address this issue at an upcoming board meeting. The board wants to know how you will solve the problem. How will you communicate to the board and shareholders that you have an answer? How do you plan to transform your sales force and correct course? A good plan for you is a Sales Productivity Benchmark (SPB).
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.
The Sales Heretic
FEBRUARY 5, 2014
'Are you not experiencing the sales success you’d like? Odds are, one or more fears are holding you back. And the challenge is, we’re typically not even aware we have these fears! Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this eight-minute segment, I reveal what these fears are, where [.].
The Pipeline
FEBRUARY 27, 2014
'The Pipeline Guest Post - Megan Totka . Using content marketing to drive sales will certainly only continue to grow exponentially in 2014. Nearly every company, small or large, will use this tactic to increase their sales. If you look back on content marketing, you’ll come across examples that predate the Internet. Content marketing is certainly not a new strategy, but it is one that has been made easier by technology.
The Sales Hunter
FEBRUARY 6, 2014
'Whenever I speak to a group, whether it be a keynote or a training session, one topic I tend to mention is how our goal as salespeople is to impact people positively. When talking about this, I say it goes far beyond what you’re selling and is critical regardless of whether or not you close a sale. We all impact people everyday. Just stop and think about all of the people you come in contact with each day.
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