SBI Growth
MAY 31, 2013
'Some reps are convinced they can’t sell a new product. The next day, another rep does just that. Why is this? How can some reps be so effective and assertive, and others so passive? Confidence and belief are certainly big parts of the equation. The other part: exceptional storytelling. Here’s a great example: Rick, a sales rep with a wholesale coffee company, calls on a new prospect.
The Pipeline
MAY 17, 2013
'The Pipeline Guest Post – Megan Totka. Customers are the lifeblood of any business, and attracting new customers while strengthening your relationships with existing ones is a constant challenge. The best way to do so, however, is a matter that often leaves your sales and marketing staff at odds. Your sales force is focused primarily on closing the deal and landing new customers, while your marketing department wants to nurture customer relationships before and after the sale.
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Bernadette McClelland
MAY 23, 2013
'Kick Ass Message Kills Business. So you are in the queue with a heap of other people in the queue. Ready to stand out. Your product is the same. The functionality is the same. The end result is probably the same. Your kick ass marketing message wins the day. Hooray!! You are now the cowboy (or cowgirl) strutting your stuff wearing that coveted cowboy hat.
Sales and Marketing Management
MAY 1, 2013
'Issue Date: 2013-04-30. Author: Renato Beninatto, Chief Marketing Officer, Moravia. Teaser: If you want to do business internationally, you’ve got to communicate in the language of your target market. And no matter how small you are, you can be successful in foreign markets if you plan well and avoid five common mistakes. If you want to do business internationally, you’ve got to communicate in the language of your target market.
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Understanding the Sales Force
MAY 22, 2013
'Understanding the Sales Force by Dave Kurlan Dan Pink, Author of To Sell is Human , has been getting a lot of well deserved exposure. He wrote a terrific book and most who have read it really like it. I don''t have a problem with his book because read in its entirety, it makes sense. I do have an issue with the people who write about his book and take the concept, that everyone can sell, out of context.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
MAY 30, 2013
'80% of CEO’s believe their brand provides a superior customer experience. Only 8% of their customers agree. -Bain & Co. CEOs have a problem. As a Sales Ops leader, you can help. Ease of doing business with your sales team is the linchpin of B2B customer experience. Sales reps are the face of the organization. Most often, however, they are shackled by internal processes that are time killers.
The Pipeline
MAY 31, 2013
'by Tibor Shanto – tibor.shanto@sellbetter.ca. No this is not an alternate to Timothy Ferriss’ The 4-Hour Workweek , a good read I would recommend, many applicable ideas for B2B sales pros; but this piece is about helping sales people deal with and conquer one of our biggest challenges. One of the biggest reasons (excuses) I hear, and hear very often from sales people as to why they don’t have enough (any) prospects in their pipeline, is that they just don’t have the time to prospect
The Sales Heretic
MAY 22, 2013
'If you’re like most salespeople—and most salespeople are—you’re pretty positive. The same is true if you’re a business owner or CEO. You tend to be goal-oriented, you see the potential upside in situations, you take risks in order to seize opportunities, you tend to move toward those outcomes that bring you pleasure and satisfaction. As [.].
Jeffrey Gitomer
MAY 29, 2013
'Tweet RSS readers click here for video. The Life and Sales Philosophy of Jeffrey Gitomer. I give value first™ I help other people. I strive to be the best at what I love to do. I establish long-term relationships with everyone. I have fun…and I do that every day. The post Jeffrey Gitomer | Give Value First appeared first on Jeffrey Gitomer’s Sales Blog.
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Understanding the Sales Force
MAY 10, 2013
'Understanding the Sales Force by Dave Kurlan Selling value. What comes so easily to the top 6% and some of the top 26% is so very difficult for others. Most of your salespeople have very little capability to build value in the first place. Talking about what your company does better or differently is not building value. Telling a prospect what your value proposition is, does not build value.
MTD Sales Training
MAY 14, 2013
'Jack Welch has been voted one of the most influential managers of the twentieth century, and the effects of his style is still being felt today. He was the CEO of General Electric (GE) from 1982 till. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
MAY 26, 2013
'My professional life is focused solely on helping the VP-Sales “Make the Number.” I’m amazed by the continuous misdiagnosis made by Sales Leaders. Sales Leaders often focus their energies on one person – the Account Executive (AE). This is a huge mistake. This article will discuss why your focus needs to extend beyond the AE. At times, other team members are to blame for lost deals.
The Pipeline
MAY 3, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. Had an interesting discussion with a rep Jim, last week around the area of trust. He works for smaller company, they use various technologies to help them with lead gen and nurturing. Two specific apps enable him to track who has opened his e-mails, and the other lets him know who has visited his company’s web site, right down to specific pages.
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Sales and Marketing Management
MAY 30, 2013
'Issue Date: 2013-05-01. Author: Dave Stein. Teaser: Too many companies leave social media learning and development up to the individual sales rep. This fractured approach can keep your reps from adapting to the new ways that customers are buying products and services, which means fewer wins. Too many companies leave social media learning and development up to the individual sales rep.
Steven Rosen
MAY 15, 2013
'Effective Quarterly Business Reviews Drive Sales Performance. Both business acumen and business planning are becoming a much more integral skill for sales reps and sales managers. Company’s business planning processes require sales reps to build annual business plans. To have an effective business planning process it is important that companies build in proper follow up and follow through to ensure execution and establish accountability to the business planning process.
Score More Sales
MAY 29, 2013
'With this being the end of the month and 2/3 through Q2, I thought it might be helpful to post a lot of ideas to help you or those on your sales team reach B2B decision makers, influencers, and strategic partners. Not all of these work for all situations, so please view in the framework of looking for one tip or two that might be helpful in your world.
MTD Sales Training
MAY 8, 2013
'We know that clarity brings results. It helps us focus on what we desire and so attracts the right results our way. But how do we establish that clarity? What can we do to ensure we have our goals. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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
MAY 28, 2013
'B2B Chief Marketing Officers are enthusiastic about sharing tangible results. There is a strong desire to connect marketing spend to revenue. Lead Generation is the surest way to drive tangible return on marketing investment. Building a robust B2B Lead Generation program requires the adoption of best practices in two areas; Demand Generation and Lead Management.
The Pipeline
MAY 29, 2013
'by Tibor Shanto – tibor.shanto@sellbetter.ca. On Monday I wrote about the need to counterbalance for some of the realities of telephone prospecting , and some things sellers can do to compensate. Today I offer up some other basic things you can do, to improve your success in some simple ways. Some of these things may seem mundane and basic, but that doesn’t lessen their importance in consistent results from telephone prospecting.
Sales and Marketing Management
MAY 19, 2013
'No matter what business you’re in, customers today demand immediate solutions in real time. What they need, when they need it, and how they want to receive your product or service are important factors that drive consumer buying decisions. High demand for speed and accountability require businesses to ramp up both technology innovations and customer service capabilities to be the first, the fastest and most reliable.
The Sales Heretic
MAY 2, 2013
'Great quotations can enlighten, educate, entertain, even embolden. Here’s another round of my favorites. “Selling is our No. 1 job. Never get away from selling a lot of merchandise personally. The more you sell the more you learn.” —James Cash Penney “Business opportunities are like buses, there’s always another one coming.” —Richard Branson “The [.].
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 Sales Hunter
MAY 20, 2013
'First reason is how you start Monday is a good indicator as to how the entire week is going to go. If you allow Monday to slide by and not make it productive, then most likely you’re going to let the entire week slide by. Second reason is Mondays are the best day of the week to firm up appointments for the week. Use Mondays as your time to schedule any additional appointments you need to make it a full week and to confirm with people you will be meeting with.
MTD Sales Training
MAY 2, 2013
'The challenge is often raised – “if we know why people buy we would always sell to them!” We talk about “buying triggers” and we use plenty of related jargon to talk about the moment at which people. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
MAY 24, 2013
'As an experienced sales leader, new hires are essential to Making the Number. Their success is your success. The goal is to minimize the time it takes them to reach full quota attainment. Sales and HR leaders often misdiagnose the root cause of long ramp times. When new hire sales reps are not productive, take a look at onboarding. The lack of customer focus can be a deadly impediment.
The Pipeline
MAY 27, 2013
'by Tibor Shanto – tibor.shanto@sellbetter.ca. If you are a sales person who does not use the phone to proactively prospect for potential clients, you may not find this post of interest, on the other hand you may find something to spark you to take up the habit. As with many things in sales, to successfully engage and move through the process, you need to do some things that are counter intuitive, don’t conform to how you may act or behave in regular circumstances.
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.
Sales and Marketing Management
MAY 8, 2013
'Issue Date: 2013-05-01. Author: By Jule Schwartz. Teaser: The idea of B2B sales being relegated to the role of order-taking as a result of inbound marketing may make marketers feel like heroes, but surveys - and real life on the frontlines - suggests it's not that simple. The idea of B2B sales being relegated to the role of order-taking as a result of inbound marketing may make marketers feel like heroes, but surveys - and real life on the frontlines - suggests it's not that simple.
Jeffrey Gitomer
MAY 16, 2013
'Tweet REALITY QUESTION FOR SALES MANAGERS: Why would you, as a leader, take an improving salesperson who is having the best year of their career, and tell him or her they’re “not making enough calls”? Why not do something to actually help? REALITY ANSWERS: (Pick any or all that apply.) You’re an idiot who knows nothing about leadership, coaching, or creating winners.
Understanding the Sales Force
MAY 15, 2013
'Understanding the Sales Force by Dave Kurlan We talk a lot about the importance of using a Consultative approach instead of a transactional approach to better differentiate and sell value instead of price. When we explain Consultative selling we usually emphasize the importance of listening and questioning. When we further explain effective listening and questioning it becomes much more difficult to describe in a paragraph or in the absence of a demonstration or role play.
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