SBI Growth
OCTOBER 1, 2013
'The Holy Grail of 2014 Planning: Marketing Contribution as a % of Total Revenue. 2013 is the last year executives accepted activity-level results from marketing. CEO''s don’t accept activity reports from Sales leaders without revenue results. Expectations of marketing accountability have increased to the level expected of sales performance. It’s easy to get caught up in reporting activity and miss the big picture.
The Sales Heretic
OCTOBER 24, 2013
'Whether you’re in sales, marketing or HR, you need to understand Klout. And if you’re a small business owner, professional or CEO, you need to fully embrace it. Why, you ask? Gina Carr and Terry Brock do an excellent job of answering that question in their new book, Klout Matters: How to Engage Customers, Boost [.].
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MTD Sales Training
OCTOBER 8, 2013
'I’ve had the privilege of working with many salespeople in my career and have seen a great number of successes gained by these highly-prized professionals. Sometimes, I’m asked what makes. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
OCTOBER 25, 2013
'The Pipeline Guest Post - Megan Totka. As business professionals, we spend a lot of time mulling over the impact that our use of social media has on our companies. Social media came barging onto the sales scene a few years ago and has absolutely changed our everyday workings as businesses. If you don’t have a strong presence on social media, it’s likely that your business is not going to max out its potential.
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No More Cold Calling
OCTOBER 10, 2013
'Sales guru and guest blogger, Jonathan Farrington, explains why he’s never made a single cold call. You don’t cold call? Really? Let me guess: You do some research, identify trigger events (what an over-used term!), and extract a name from someone. That’s cold … ice cold. The person doesn’t know you and doesn’t expect (or want) to hear from you.
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SBI Growth
OCTOBER 3, 2013
'Planning for 2014 requires a fresh look at the metrics that will determine success. As noted by my colleague Vince Koehler, Marketing has adopted new capabilities. These capabilities force Marketing to transition to new metrics for determining effectiveness. Similarly, sales reps and managers require a new set of capabilities. Sales Operations must transform its reporting to track these key capabilities.
The Sales Heretic
OCTOBER 16, 2013
'Jay Conrad Levinson passed away last week at the age of 80. Jay wrote the seminal book, Guerrilla Marketing, which fundamentally changed the way people thought about marketing. In all, he authored or co-authored 58 books, which have been published in 62 languages, selling more than 21 million copies. Before he revolutionized small-business marketing, Jay [.].
MTD Sales Training
OCTOBER 1, 2013
'It’s always a wonderful moment when you get to the point of no return. Yes, that emotive moment when the prospect sees how much better off they would be if they agreed to your bended-knee plea to. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
OCTOBER 18, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. In a business that emphasizes relationship as much as sales does, it is sometimes interesting to see the degree to which sales people, and buyers, tend to ignore, overlook and at times avoid some basic components of human interactions, and way to enhance those interactions and the impact of that on business and sales outcomes.
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No More Cold Calling
OCTOBER 28, 2013
'Technology addiction hooks users early—even before they’re out of diapers. I am not, I assure you, a Luddite. I am not scared of, intimidated by, or opposed to technology and all of the wonderful ways it can help us organize our lives—at work and at home. However, we can take our love affair with technology too far. Sixty-one percent of Americans say they’re addicted to the Internet.
Understanding the Sales Force
OCTOBER 7, 2013
'Understanding the Sales Force by Dave Kurlan One of the comments on my article, The Validiation of the Sales Assessment Validation , mentioned the reluctance of CEOs and Presidents to redeploy or terminate ineffective sales managers. That topic deserves an article of its own, making 3 of my last 4 posts about ineffective sales managers. That will surely upset and perhaps eliminate a significant number of my regular readers.
SBI Growth
OCTOBER 31, 2013
'Of the 365 days in a year, you can spend 232 of them selling (See Exhibit A). At 8 hours per day, that’s 1,856 hours per year you can somehow monetize. A field Sales Rep should be spending around 64% of those available hours selling. What if you spent an hour or two more per week selling? You would close a few more deals per year. How do you achieve that?
The Sales Heretic
OCTOBER 8, 2013
'Your product (or service) is great! Terrific! Fantastic! But it’s not perfect. Not by a long shot. It has flaws. Drawbacks. Downsides. And yet you have to sell it anyway. How? Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this eight-minute segment, I discuss the key to selling a product [.].
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MTD Sales Training
OCTOBER 10, 2013
'We get hundreds of salespeople going through our sales courses each year. We often ask them, “What are your goals, hopes, dreams? What do you want to be?” Among the many answers we get, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
OCTOBER 28, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. With all the challenges sales professionals have to face in the field, the amount of tests they endure to their patience, it is sometimes disheartening when they are disrespected by their own colleagues, especially their front line managers. One common example is managers who answer their phone, text, e-mail during a meeting with one of their direct reports, especially during scheduled coaching or review meetings.
No More Cold Calling
OCTOBER 22, 2013
'The customer is NOT always right. Welcome to the age of the informed consumer, or the digital buyer … or “Buyer 2.0.”. Once upon a time, clients looked to salespeople for information. Now, with a quick Google search and a little time on our websites and social media, they can learn all about us. Buyer 2.0 is very good at homework. In fact, 86 percent of business buyers engage in research independent of the sales cycle.
Understanding the Sales Force
OCTOBER 15, 2013
'Understanding the Sales Force by Dave Kurlan Regular readers know I''m a baseball guy, but that doesn''t mean I ignore football. Sunday, the New England Patriots needed 30 points to win their game over the New Orleans Saints 30 - 27. But that''s nothing. The previous week, the Denver Broncos needed.wait for it.51 points.to win their game over the Dallas Cowboys. 51 - 48. 99 points in a single football game.
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.
SBI Growth
OCTOBER 26, 2013
'The correct implementation of Social Selling gets your team appointments inside target prospects. These meetings are net new sales opportunities you wouldn’t have otherwise had. This drives an increased number of qualified buyers of your product into the funnel. Your team sells more. Revenue increases. The incorrect implementation of Social Selling drives no new revenue.
The Sales Hunter
OCTOBER 15, 2013
'What separates great from average, and what do you need to do if you want to step up your sales game? Here is what I’ve found in having worked with thousands of salespeople over my 15 years of sales consulting — and before that, nearly 20 years of sales with 3 Fortune 500 companies: 1. Great salespeople set goals. But unlike average salespeople who also set goals, great salespeople are continually measuring their performance and looking for ways to achieve their goals. 2.
MTD Sales Training
OCTOBER 15, 2013
'Training Alone Won’t Develop Sales Leaders UK companies spent a combined £13 billion on sales training last year. They made this investment with the hope that training would dramatically improve. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
OCTOBER 4, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Many adhere to the saying that goes “perception is reality”, no arguing that, but for sales professionals the mantra needs to be “Expectations are reality”. Regular sales people let their perceptions dictate their reality, and are often limited by their own perceptions, those of their buyers’, and of course the perceptions they glean from the pundits’.
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!
No More Cold Calling
OCTOBER 25, 2013
'Book four breakfasts and five lunches each week, and watch your sales soar. As a smart, strategic sales professional, you know full well the value of building and maintaining a strong network of clients and referral sources. But you simply don’t have time to meet with them in person, right? Wrong! There’s no doubt we’re all busy. Research from CSO Insights shows that while only 63 percent of sales reps made quota in 2012 , revenue targets are 16.4 percent higher this year.
Understanding the Sales Force
OCTOBER 30, 2013
'Understanding the Sales Force by Dave Kurlan Three separate, but related, incidents occurred this week, all having to do with reaching decision makers. First, I received a cold call that went like this: " Hi Mr. Kurlan, this is [name withheld] from [huge company name withheld]. We''re a company that.oh no - the script disappeared from my computer. I.I.can''t talk to you without following the script.
SBI Growth
OCTOBER 19, 2013
'The Achilles'' Heel is defined as a fault or weakness that causes or could cause someone or something to fail. B2B CMO''s largely do not have direct reports with expertise in demand generation. This is a major weakness heading into 2014. The pressure to provide marketing contribution to the funnel is greater than ever. The specialist roles involved in executing world class B2B marketing in 2014 is complex.
The Sales Hunter
OCTOBER 22, 2013
'Are you passionate about sales? If you want to be successful, your customer needs to see, feel and hear your passion when it comes to assisting them. Passion is a word that gets bantered about a lot, and yet few people truly understand what it means to the selling relationship. I have yet to see a study that accurately shows how much passion can impact sales, but what I’ve found is salespeople who are passionate simply close more sales.
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.
MTD Sales Training
OCTOBER 31, 2013
'There’s one bug-bear that most salespeople tell us about when we run programmes for them. And it’s the lack of ability to get the decision-maker’s name when calling a company. Now, I totally. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
OCTOBER 9, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. If you are a regular reader of this blog you know that I run, (sometime towards something, other times from something), different distances, but I do three or four half marathons, 21.1K, per year (it’s that last.1 that always gets me). This means a year round routine of training, spiking in the periods leading up to the halves.
No More Cold Calling
OCTOBER 3, 2013
'Failure to close is just a symptom of a larger prospecting problem. You’d be surprised how often I hear, “My salespeople can’t close.”. It’s never about closing. Never. That’s just the symptom. The problem is that salespeople neglect to follow through with important activities during earlier stages of the sales process. Trying to teach reps how to close without addressing the broken links in your prospecting system will not yield sustainable results.
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