SBI Growth
OCTOBER 30, 2012
“Executives owe it to the organization and to their fellow workers not to tolerate nonperforming individuals in important jobs.” – Peter Drucker. If you run a $5B company, you need a strategic presence in your marketing organization. However, if you think you need a highly experienced marketing strategist to take your company from $50M to $100M, think again.
Sales 2.0
OCTOBER 22, 2012
A few things happened to me this week that remind me how long It can take for new sales techniques to be adopted – and become a habit with sales people. I was discussing a situation with one of my sales consultant friends where they are seeing a sales force where solution selling is still only a skill of the minority. This sales force is largely made up of “product presenters” that don’t ask about the prospect’s business.
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Bernadette McClelland
OCTOBER 1, 2012
'How do salespeople REALLY scare their prospects? A salespersons’ biggest competitor today is not the business down the road or the salesperson sitting in his Porsche around the corner – it is a little word called ‘MAYBE’ The status quo is what most salespeople today are grappling with and that means change, on so many levels.
MTD Sales Training
OCTOBER 23, 2012
Setting good sales goals and performance targets is a crucial step in sales success. We all know that setting goals too low can cause some serious problems. However, setting your sales targets too. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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The Pipeline
OCTOBER 12, 2012
By the time you know if you had made your quarter or year, it is too late. If you made it great, if you didn’t, too bad, it’s too late to do anything about it. So to succeed in sales, forget the revenue, it is a lagging indicator, focus on what really matters, the activities and elements that lead to a sale, the leading indicators. What’s in Your Pipeline?
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SBI Growth
OCTOBER 28, 2012
This post is for the marketing leader trying to bootstrap their department. Your CEO wants one thing from you: leads that result in more business. Your sales team wants one thing from you: leads that are ready to buy. To satisfy both you need to produce not just more leads, but quality leads. To generate quality leads, focus on these four essential elements: Process, Technology, People and Content.
Jeffrey Gitomer
OCTOBER 3, 2012
Tweet If you’re looking for some magic formula—some wisdom of the ages—some quote from someone that ties it all together, that’s not the secret. The lost secret of leadership is found in one word: Encouragement. Encouragement is THE key to high self-esteem, high self-image, high attitude, higher productivity, and highest achievement. Every time someone is seeking to complete a task, complete a project, come close to a milestone, or compete for a victory, your encouragement may be the very words
The Sales Heretic
OCTOBER 30, 2012
As a life-long San Francisco Giants fan (having grown up in the Bay Area), I was thrilled by the team’s dramatic victory over the Detroit Tigers in the 2012 World Series. After being down two games to none against Cincinnati in the Division Series and then down three games to one against St. Louis in [.].
MTD Sales Training
OCTOBER 18, 2012
Question 1: A sales person closed 25 sales for the month when the average is only 20 sales per month. Did that sales person have a good month? Question 2: One sales person closed 20 contracts for the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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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
OCTOBER 22, 2012
A couple of weeks ago I lost an opportunity I feel I should have won, and as you have read here in the past, you need to invest the time to understand why deals turn out the way they do. To do that I asked a couple of people I know, also involved in sales training to sit down to conduct the review, in essence to play the role of the manager, and keep me honest.
Steven Rosen
OCTOBER 28, 2012
In Jim Collins book “Good to Great” he finds that the best companies have the right people in the right seats. Hiring is one of the most important activities that a sales manager conducts. If they make the right decision they will improve the performance of the territory and elevate the performance of the entire team. Concerns associated with lost sales in a vacant territories puts a lot of pressure on the sales manager to quickly fill the vacancy.
SBI Growth
OCTOBER 15, 2012
Just 38% of companies have a content marketing strategy. This headline gave me pause as I was catching up on my reading! Econsultancy, the London-based community of digital marketing and ecommerce professionals, recently produced their first ever Content Marketing Report. The report is based on a survey of more than 1,300 digital marketing professionals.
The Sales Hunter
OCTOBER 11, 2012
For some reason salespeople always think if they can just lower their price, they can increase their number of sales. In theory it sounds great. Sure seems like a basic economic equation. The problem is that in the vast majority of situations, it simply does not work. Here are 6 reasons why: 1. Somebody will come along and offer what you’re offering for a slightly lower price than your price.
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Understanding the Sales Force
OCTOBER 12, 2012
Understanding the Sales Force by Dave Kurlan I was in Istanbul this week, speaking to nearly 250 sales and business leaders. I learned that Turkey didn't participate in the global economic crisis as they're simply growing all the time. My audience wondered how cultural differences affect our assessment findings and seemed quite satisfied with the explanation.
MTD Sales Training
OCTOBER 10, 2012
Cold calling is difficult enough, but when you do not have any information, when you do not know the name of the decision maker (DM), it is even harder. Below is one way to make your job a little. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
OCTOBER 19, 2012
Guest Post – Megan Totka. Most businesses, whether they are small, large, brand new or established, are turning to more high tech sales tactics to gain and retain customers. This of course is an important part of marketing and sales. High tech sales tactics have become important over the past couple of years because so many people have moved such basic parts of their consumer life online.
Steven Rosen
OCTOBER 17, 2012
The road to success for a sales manager is paved with potholes. You may be in a new senior role or have just become a new sales manager. In a fantasy world, we are all set up, trained, supported and developed. In the real world, we are rarely ready or prepared to walk into our next position. What can you do to ensure you are successful in any role? How do you become the “go to person?
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 19, 2012
Over the last few months, marketers have witnessed one of the biggest changes to LinkedIn’s professional social network since its inception. The purpose of this blog post is to provide marketing leaders with a five minute executive summary explaining the new offering and what it means to your business. LinkedIn currently at 175 million members continues to grow by 170,000 profiles a day.
Sales and Marketing Management
OCTOBER 25, 2012
Issue Date: 2012-10-25. Author: Jack Malcolm. Teaser: A clear message and structure make your strategic sales presentation more persuasive. Here are important steps to accomplishing that. A clear message and structure make your strategic sales presentation more persuasive. Here are important steps to accomplishing that.
Jeffrey Gitomer
OCTOBER 18, 2012
Tweet. The following affirmations should be read at least once a month. Post them on a wall in plain sight. Use them as desktop wallpaper on your computer. And record them in your own voice to playback often on your iPod or MP3 player. I am a leader. I’m not afraid to decide. When anything goes wrong, I face reality, and decide what’s best for everyone, not just myself.
MTD Sales Training
OCTOBER 25, 2012
Congratulations! The company has finally hired you, and after a long training session you are ready to go out there and make your mark. However, you have some interesting challenges. First, being so. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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 Pipeline
OCTOBER 3, 2012
You know how they say beauty is in the eye of the beholder; we can take a variation of that and apply to prospecting and many sales reps. Beyond the obvious, that attitude has a direct impact on execution and success, how you view a specific sales activity determines the outcome and quality of execution. Many sales people see prospecting, especially telephone prospecting, as an undesirable task, a dreaded chore, and approach it in that way, making it a negative activity long before they even be
Steven Rosen
OCTOBER 11, 2012
Sales managers have no shortage of challenges. I always hated having to explain why sales are down. I can remember numerous times I faced challenges when sales were off. One year in February sales we were already behind budget. I knew I had to do something. So I quickly thought up a 3 point plan and marched down to my boss’s office. I stated that I was concerned about sales and I decide that I was going to do the following: Cancel all training for the next 3 months.
SBI Growth
OCTOBER 22, 2012
You’re called in for a meeting with the CEO. What’s it about? You run some numbers in your head as some quick prep on your way. You enter. He asks you to sit. You sit. He asks you to give a self-evaluation of your year. “In what regard?” you ask. “Three questions” he says. “They can tell a lot.” You listen. Be sure to answer honestly. Question 1: Have you upgraded your team?
No More Cold Calling
OCTOBER 25, 2012
Get back on track: With a referral introduction, your prospect wants to do business with you. Radio silence: You know, when your prospects don’t return your calls or emails. You’ve had several conversations, forged a solid relationship, identified next steps, and even scheduled a specific time to talk. Then nothing…. All Is Not Lost. We’re salespeople.
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.
Understanding the Sales Force
OCTOBER 30, 2012
Understanding the Sales Force by Dave Kurlan. Yesterday I received two assessments for the same candidate; one from Objective Management Group (OMG) and one from Caliper. Not being one to ever pass up opportunities like this I, conducted the following comparison. First, it's important to know that OMG's assessment is sales specific - built for sales.
MTD Sales Training
OCTOBER 24, 2012
You’ve set the appointment a week ago and confirmed it just the day before. It is rock solid. However, although you arrive for your 10:00 a.m. meeting a proper 15 minutes early, you find yourself. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
OCTOBER 23, 2012
The Sales Manager’s Success Guide. Even though I was a sales manager long before I had the opportunity to get involved in training, it was my work with trainers that help me appreciate not only the real challenges sales managers face, but their importance to a successful sales team executing their sales winning consistently. My learning came with many scars, I rolled out a global training program for my company, only to discover that the uptake was spotty, a little here, less selective there, an
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