SBI Growth
DECEMBER 25, 2013
'A top trend in B2B marketing is the adoption of the Marketing Operations role. Not surprising, International Data Corporate (IDC) weighs in this month. On Dec 17 th , IDC released its top 10 predictions for CMOs. Below is the excerpt from their press release. The Top 10 Predictions are: The CMO role becomes "open for definition" as today''s CMO job description becomes considerably more complex and critical.
The Pipeline
DECEMBER 6, 2013
'The Pipeline Guest Post – Jeff Shore. Adapted from Be Bold and Win the Sale by Jeff Shore. Available from McGraw-Hill Business in January 2014. . In his (amazing) book, Thinking, Fast and Slow, Nobel Prize winner Daniel Kahneman touches on a fascinating concept that he calls, “The Law of Least Effort.” Kahneman states that, “…if there are several ways of achieving the same goal, people will gravitate to the least demanding course of action.
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Steven Rosen
DECEMBER 17, 2013
'Guest Post by Jeff Shore: An excerpt from “Be Bold and Win the Sale” by Jeff Shore. Available from McGraw-Hill Business in January 2014. Several years ago my wife and I took swing dance lessons in preparation for our son’s wedding; we wanted to dance without looking foolish. (OK, I wanted to dance without looking foolish.) Learning to dance was uncomfortable and often frustrating but we eventually got to the point where we could pull off a few moves.
Sales and Marketing Management
DECEMBER 15, 2013
'Issue Date: 2013-12-16. Author: Danny Smith. Teaser: Frontline salespeople are in a good position to determine what and when customers will buy, but often they are not fully involved in the enterprise’s formal planning process. Many companies employ statisticians or other demand planners to predict what sales will occur. The frontline view is something I want to leverage, not leave behind.
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.
Understanding the Sales Force
DECEMBER 6, 2013
'Understanding the Sales Force by Dave Kurlan Yesterday I was leading a training program for a group of veteran Objective Management Group (OMG) Partners and experienced sales trainers. One attendee asked the hypothetical question, "What is the most difficult part of the sales process?" That sparked some very interesting discussion because at the outset, there was disagreement, even among the experts, as to what was really the hardest.
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SBI Growth
DECEMBER 7, 2013
'The Big Data revolution is benefiting marketing leaders the most. It’s transformed numerous aspects of how we work and think. In many ways, the capability is the answers to every marketer’s dreams. When a problem surfaces, the first course of action is to solve it with data insights. Today, I offer you a guest post from Brian Kardon, CMO at Lattice Engines.
The Pipeline
DECEMBER 19, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. As you finalise your 2014 sales plans, it is good idea to review and commit to some of the basics. Some of these may not be fashionable, on the other hand nothing is more fashionable in sales than exceeding quota. As with many endeavours, we sometime focus too much effort on style and take our eyes of the fundamentals.
MTD Sales Training
DECEMBER 9, 2013
'Technology has been a game-changer in every respect in our world. It’s driven everything from improvements in science to advancements in medicine. The world is an unrecognisable place from when. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
No More Cold Calling
DECEMBER 3, 2013
'Working a tradeshow is a waste of time if you’re not doing it right. When I attended this year’s Dreamforce as a Salesforce.com blogger, I was reminded of just how great it is to be surrounded by other salespeople—to share best practices, ideas, and even connections. During the tradeshow, I was also reminded of what sets great salespeople apart from mediocre ones.
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Understanding the Sales Force
DECEMBER 10, 2013
'Understanding the Sales Force by Dave Kurlan Recently I was searching Google for a Keynote Speaker for Objective Management Group''s (OMG) upcoming International Conference in April. In addition to the many speaker bureaus listed, I also read through a number of articles where the authors shared their secrets to great talks. While a few were pretty good, most weren''t, and the secrets were certainly not very well kept.
Steven Rosen
DECEMBER 30, 2013
'Set Goals and Succeed. By: Steven A. Rosen. It is great to have time off with family and friends. You may have taken some time off to reflect and make New Year’s resolutions. STOP! Don’t bother making New Year’s resolutions! Let’s face it, studies show that 92% of New Year’s resolutions just don’t happen. The reality is that you will have forgotten all your New Year’s resolutions by Jan 10th.
SBI Growth
DECEMBER 20, 2013
'Sales Leaders have experienced a lot change in the past 10 years. Some have embraced it and some are still in denial. This blog represents a test. Look at the top 10 innovations and ask yourself each question below. Is your team embracing each trend or fighting them? As you go through the ten, grade yourself as a leader. Have you embraced, or been skeptical about each of them?
The Pipeline
DECEMBER 23, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Last year around this time in a video titled “ The One Thing “, in which I challenged you to avoid the temptation of pursuing whole changes and resolutions going into the New Year, and instead focus on one thing. One thing that will measurably improve you execution, you’re selling, and when you master that one thing, build further from there.
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MTD Sales Training
DECEMBER 11, 2013
'We recently asked a company who have been using our services for the past five years why they actually stuck with us. You know the kind of thing…what have we done right, is there anything more. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
No More Cold Calling
DECEMBER 12, 2013
'Whether you dread holiday parties or can’t wait for all the fun to start, here are a few networking success secrets. It’s the most wonderful time of the year … and the most hectic. You’ve probably already accepted invitations to holiday office parties and client events. Now come the questions: Should you bring your spouse or partner? What should you wear?
Jeffrey Gitomer
DECEMBER 5, 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.
Understanding the Sales Force
DECEMBER 9, 2013
'Understanding the Sales Force by Dave Kurlan Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models. Outside sales is being replaced by inside sales but not in the way that most people think. The people in outside sales aren''t being replaced by the people in inside sales. That''s not what this is all about.
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SBI Growth
DECEMBER 21, 2013
'You’re asking yourself “Why aren’t my prospects responding to my campaigns?” or “Why isn’t my customer count growing?” The warnings are clear; lack of new logo acquisition and increased churn. Minimal change in cross-sell / upsell as a percentage of total revenue is another. Here’s the bad news: your target audience just isn’t listening. The fact is customers and prospects aren’t responding to your campaigns.
The Pipeline
DECEMBER 16, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. I recently had the opportunity to sit down and talk to Jeff Shore, a leading sales coach, speaker, and author. We sat down to discuss his upcoming book: “BE BOLD AND WIN THE SALE”. It is no secret that to change the outcome in sales, you need to change the behaviour of sellers, this in turn changes their execution.
MTD Sales Training
DECEMBER 10, 2013
'I remember being on the road with a salesperson whom I was coaching to take up a senior sales position within the company he was working for. His business had called me in to help him improve, as it. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Sales Hunter
DECEMBER 17, 2013
'You’ve never made a mistake. Every sales call you’ve made has always been perfect, so this is not for you, but I will ask you to read it anyway. Reason is simple: You probably know someone who is not as perfect as you and, therefore, needs to know this. Read it for them. The salesperson you save may just be the one you love. I will admit I have blown more than my fair share of sales calls and I have learned a few lessons along the way.
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The Sales Heretic
DECEMBER 26, 2013
'“Learn from the mistakes of others. You can’t live long enough to make them all yourself. ” —Eleanor Roosevelt What happens when seven business experts come together and share their biggest mistakes from the past year? An incredible outpouring of raw honesty, riotous laughter, keen insights and valuable advice. Listen in as Dino Dogan (founder [.].
Score More Sales
DECEMBER 16, 2013
'Because buyers buy differently than they used to, smart sellers are now thinking about how they are viewed online and in various virtual ways. Various studies of buyer behavior show now that buyers are much further along their buying process when they engage with potential vendors. This brings up the first issue you need to think about in 2014 – are you and your company in all the right places online so that potential buyers will find you?
SBI Growth
DECEMBER 29, 2013
'Interviewing for the VP of Sales requires a lot of preparation. Many candidates spend hours honing interview responses. However, surprisingly few candidates spend enough time developing questions they should ask. This a big mistake. Sometimes the VP of Sales position is a great new opportunity. Other times, it is a role destined for failure. To understand whether the job is suitable, candidates must ask the right questions.
The Pipeline
DECEMBER 30, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. As we headlong in to the New Year, and wipe the slate clean, symbolically in or in actual ways, you are going to face two certain things. First an endless barrage of meaningless awards shows meant to squeeze the last bit of sales out of last year’s products. And an even greater number of post and articles telling you all the things you should do in 2014, most of which are retreads of things they advised you to do in 2013.
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MTD Sales Training
DECEMBER 4, 2013
'It happens every day in most sales interactions. You’re having a great conversation with the prospect, building up value and creating real desire in their minds for your solution. They seem to. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Sales Hunter
DECEMBER 30, 2013
'First goal is to not set goals you don’t have a plan to make. Setting goals without a plan is really a dream. Quit kidding yourself. Unless there is a plan, the ability to achieve a goal is going to be left to chance. Why leave something to chance? If you want chance, buy a lottery ticket or go to Vegas. Personally, I would rather put things in my control by making a plan.
Pointclear
DECEMBER 10, 2013
'Field sales is flat while inside sales is up 20 percent in the last few years. That’s part of the new landscape, and so is the ubiquitous use of technology. Knowing the new science of sales is what will help a salesperson to consistently meet expectations, says my latest guest on PowerViews, Chad Burmeister, vice president of corporate sales at ConnectandSell.
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