SBI Growth
APRIL 27, 2013
'Read on to learn if your Reps today are right for the future. This post is especially for HR Leaders and Business Partners in support of sales. Sales personnel will also benefit from the indicators of obsolescence. These are available in the downloadable tool: The 13 Symptoms of Sales Rep Obsolescence. The Problem: The buying environment has dramatically changed.
The Sales Heretic
APRIL 17, 2013
'Whether you’re building rapport with a new prospect, negotiating the fine points of a big contract or working to resolve a customer problem, one of the best things you can do with your buyer is to agree with them whenever possible. Agreeing with customers helps to reassure them that you’re actually on the same side, [.].
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Steven Rosen
APRIL 29, 2013
'Do you have a secret formula for success? I wanted to talk to you about how you can be successful in any job do. I was fortunate to have been promoted into seven different roles over a five-year period, moving from a sales rep to a VP of Sales for three divisions. The problem was that I had no idea what I was doing in each of those successive new roles.
No More Cold Calling
APRIL 11, 2013
'Social selling is no longer optional for salespeople. The good news is it’s all about doing research and building relationships—and you already know how to do that. My colleague, Nancy Nardin, knows about every sales tool there is. However, as she once told me, “Unless a tool increases productivity, it’s a waste of time.” Great advice! Nancy understands that social-selling tools can’t replace personal conversations.
Speaker: Jesse Hunter and Brynn Chadwick
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.
The Pipeline
APRIL 17, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. I remember when I first started working for a company back in the early 1990’s (before we had web mail), the company had two main product lines, and had the usual territories across the continent, primarily driven by geography. Each territory had two hunters, one for each product, two account development/management (AD) people, again one for each product, and an administrative person, all supported by a central customer care group, as to not overw
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
APRIL 16, 2013
'You are a B2B Sales Rep with a new product to sell. Do you know who your Buyer is? New company, new division, or new product, you must ask that question. This article discusses how Sales Reps define their Buyer as a Persona. I describe how to use LinkedIn as a source to create these Personas. Then I provide a Persona Builder tool to organize your effort.
The Sales Heretic
APRIL 9, 2013
'The term “Relationship Selling” has become a cliché. Sales speakers and trainers throw the term around as if it’s a panacea for poor sales performance. There’s a problem with the cliché of relationship selling, though—prospects don’t actually want a relationship. That’s not what they’re there for. A relationship might develop, but that’s not their goal. [.].
Steven Rosen
APRIL 13, 2013
'Welcome back to another episode of Sale Management TV. Last week I have had a number of coaching sessions with sales managers and came across a reoccurring theme. As you know the goal of coaching is to put a sales rep on a path for improving a behavior, skill or competency which will have a positive impact on their performance. What I have seen is that managers do a really good job identifying or diagnosing areas for improvement.
Understanding the Sales Force
APRIL 15, 2013
'Understanding the Sales Force by Dave Kurlan Two articles caught my attention today. The first, 10 Traits of Successful Salespeople , was typical of the misinformation that often passes for must-read information: The data came from commission-only insurance salespeoplein just one company so it has limited application in other industries. The author says that some of the most successful salespeople share 10 personality traits but doesn''t say how many were in the study or how many shared the 10
Advertisement
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.
The Pipeline
APRIL 3, 2013
By Tibor Shanto – tibor.shanto@sellbetter.ca. People are always looking for the formula to sales success, so here’s the deal: there ain’t one! There are a number of things that when executed consistently will lead to more continuous and predictable success; those that tell you a otherwise are selling their book – there are no silver bullets – just work.
Score More Sales
APRIL 30, 2013
'There are SMB and mid-market sales organizations who have not embraced a cloud-based, customer relationship management system, better known as CRM or SCRM. The “S” stands for social, and indicates that a CRM system has the capability to interact with and bring in social media content right into customer and prospect records. It’s safe to say that there are millions of these businesses out there – from very small SMBs to smaller mid-sized businesses.
SBI Growth
APRIL 15, 2013
'You’ve invested in the technology. You’ve trained the entire sales organization. The sales process is finally out in the field. Will your efforts get the best possible return? Rolling out a new sales process is tough work. For Sales Operations, it’s one of the most important projects you’re responsible for. The risk is high because the money and time invested is significant.
Bernadette McClelland
APRIL 10, 2013
'Flip the coin! Heads or Hearts? I had the pleasure of being interviewed this morning by Nick Psaila as part of his ‘Ordinary People doing Extraordinary Things’ series. Apart from being the founder of Upology, he is also the founder of the biggest wellness industry webinar ever to be assembled – Wellness Business Owners World Summit.
Advertiser: ZoomInfo
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.
Steven Rosen
APRIL 21, 2013
'Welcome back. One of my old colleagues used to say that “The road to success for a sales manager is paved with potholes”. Today I would like to share with you the tips that have helped me become successful in my career. Tip #19 from Chapter 3 of 52 Sales Management Tips – The Sales Manager Success Guide is: Success is Achieving the Goals You Set for Yourself.
MTD Sales Training
APRIL 23, 2013
'We would all agree that communication skills are of paramount importance when any discussion on the attributes of salespeople are discussed. It’s a continuous journey where you will never reach. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
APRIL 19, 2013
'The Pipeline Guest Post – Megan Totka. Social media websites are a great sales and marketing tool, there’s no denying it. I would venture to say that most companies have a presence on at least one social media site, and if they don’t, they should! Many companies are developing marketing campaigns that are design for both online and traditional marketing.
The Sales Hunter
APRIL 25, 2013
'Are you willing to walk away from a customer who is persistently asking for a price discount? I hope so! I cannot emphasize this enough: The customer who beats you up on price will beat you up on everything else. They will drain your energy — and the time and energy of your office staff — so quickly that any profit you are getting from them will quickly become “not worth it.” I recognize that this is not always an easy call to make.
Advertisement
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
APRIL 25, 2013
'When you look at your network, can you say it’s real or a useless distraction? According to Seth Godin, “Your network is real if there are people you would go out of your way for and they would go out of their way for you.”. In this article I’ll address a LinkedIn feature that has the potential to supercharge your network. When incorporated, it provides insight and a reality check into the strength of your network.
Bernadette McClelland
APRIL 25, 2013
'Be Afraid Be Very Afraid. You have to. When was the last time you put yourself in a situation that caused you a heap of fear? How exhilarating did it feel when you smashed through it? Let me share… Monday night… the Melbourne Comedy Theatre, my husband Tim and I along with a couple of hundred other onlookers, well-wishers and cheer squads, walked up the worn-out steps, walls plastered with posters of people such as Jimeoin, Akmal, Stephen K Amos and more, paid our $15 entry free, gr
Steven Rosen
APRIL 3, 2013
Tip #8: Customise Your Coaching. Welcome back to Sales Management TV. Today I want to talk to you about a very important aspect of coaching. The tip of the week is “Customise Your Coaching”. Coaching is a “one to one” sport. It has to be specific and delivered in a way that best speaks to the individual. Training is a one size fits all activity. Coaching on the other hand must be customised to the individual.
MTD Sales Training
APRIL 11, 2013
'When it comes to negotiating, many salespeople worry about their ability to get the best price for their products while still offering the prospect the terms and conditions that they would see as a. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Advertisement
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.
The Pipeline
APRIL 27, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. All this week I have posted clips from a recent interview with Ago Cluytens , for his Coaching Masters Series. We dealt with a number of issues around selling to buyers who are traditionally referred to as being Status Quo. Being the weekend, I thought it a good time to post the whole interview for your weekend lounging pleasure.
Understanding the Sales Force
APRIL 17, 2013
'Understanding the Sales Force by Dave Kurlan Last week I posted this article in reference to an Inc. Magazine article that was way off base about Consultative Selling. It led to a significant number of comments with one of them being this question: "Dave, in your opinion, with all the training that is available and has been delivered to sales people over the years, how come sales people still fail at executing an effective approach to qualifying a prospect.
SBI Growth
APRIL 6, 2013
'Since January 1 st , your top 3 sales reps have all left the company. The one that actually completed his Exit Interview put it bluntly: “My quota has been unrealistic for 5 quarters. I’ve brought in new business in new verticals. I’ve filled my pipeline with qualified leads. Still, there’s no chance of hitting my kicker this quarter. Simply put, my LinkedIn Network is more valuable to the competition.”.
The Sales Hunter
APRIL 30, 2013
'Think 2 days, 2 weeks and 2 months as your rule for following up. Each contact you make is designed to help you move from thanking the customer for their business to securing more business. Two days after the customer makes their purchase, reach out to them with a phone call thanking them for buying and making sure they received what they wanted with regard to the benefits they were looking to fill.
Advertisement
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.
The Sales Heretic
APRIL 24, 2013
'How would you like two hours of free consulting with six of the smartest strategists in business? Do you think that would help you boost your sales? That’s what Michele Price was thinking when she brought together six of us for an episode of Breakthrough Business Strategies Radio so powerful, it was deemed a “Staff [.].
MTD Sales Training
APRIL 18, 2013
'Imagine you are in a restaurant, cafe or canteen, looking at the menu. You’re pretty hungry, but not overly so. You need to quench your thirst and fill your stomach, as you inspect what’s. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
APRIL 8, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. There was a good post this week at Funnelholic blog , looking at “ Best practices for getting in the door ”. In the piece there was a statistic attributed to the Harvard Business Review that stated: “Harvard Business Review: 90% of C-level executives say that they never respond to cold calls or email blasts”.
Expert insights. Personalized for you.
335 
Let's personalize your content