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.
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.
Jeffrey Gitomer
OCTOBER 17, 2013
'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.
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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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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.
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.
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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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.
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.
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.
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.
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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.
Bernadette McClelland
OCTOBER 7, 2013
'I’m telling you this story because… We all love a good story. We are captivated by a good story. We can’t wait to hear what happens in a good story. We were kissed goodnight and tucked into bed with stories. They make us feel good and tap into our emotions. It is how we have learnt for centuries, communicated through time, captured historic events and wrapped facts around so we remember and it’s what the best salespeople do naturally.
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’.
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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.
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.
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.
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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.
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.
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