Jeffrey Gitomer
OCTOBER 6, 2014
'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. Networking Sales Uncategorized 21.
The Pipeline
OCTOBER 27, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . There are certain universal concepts and sayings in sales that everybody just nods to, “sure, of course, that’s hockey, motherhood and apple pie, of course.” And then they go in about selling like they always have whether they implement the concept or not. One of these concepts is around listening. “Come on Tibor, everyone knows you gotta listen, this is nothing new.” Then they double down and tell me “Tibor, I am
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The Sales Heretic
OCTOBER 9, 2014
'Without question, the single biggest influence on my life has been my father. Through his words and actions, he taught me a lot about sales, business and life. On the occasion of his birthday, here are a few of the lessons that have shaped me. 1. Find opportunities and go after them My father has [.].
Sales 2.0
OCTOBER 22, 2014
'This post is going to be biased. Sorry. I’m a big fan boy of David Meerman Scott dating back to his (in my opinion) classic book The New Rules of Marketing and PR. I read that book in 2008 and it rocked my world. Now he’s got a new book focused on sales , The New Rules of Sales and Service. David pretty much defined content marketing about the same time Hubspot were thinking that way and now Hubspot is a newly-minted public company.
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MTD Sales Training
OCTOBER 15, 2014
'We have spoken many times about the key skills required to become an expert salesperson, and we always keep coming back to the specific skill of being able to listen effectively. Listening is a skill. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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No More Cold Calling
OCTOBER 21, 2014
'Relationships are the key to sales effectiveness. If you’re not taking time to build relationships, then you’re making the biggest sales mistake there is. Whether a business is ultrahigh tech or low tech, personal relationships have always been what seal the deal in B2B sales. There is significant research about why customers make buying decisions.
The Pipeline
OCTOBER 6, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . I continue to be amazed that despite all that is written about the importance and success of referrals, how few sales people actually leverage this proven and effective method of sourcing new sales opportunities. Whenever I ask a group of sales reps “How many people here ask for referrals?” I still find that way less than half raise their hand.
Jeffrey Gitomer
OCTOBER 13, 2014
'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
OCTOBER 20, 2014
'In the old days, after speaking at a conference, I would frequently be told that I was the top-rated speaker at the event. More recently, people have told me that I "Rocked!" One time, as I was being introduced, an audience member came up to me and said, "Don''t Suck!" We can''t always be rock stars. I apologize if it sounded like I was bragging. I didn''t mean to.
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MTD Sales Training
OCTOBER 23, 2014
'Fear is one of the most debilitating emotions a human being can experience. It can stop you emotionally and physically from carrying out even mundane tasks, depending on the level of fear. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
OCTOBER 5, 2014
'Issue Date: 2014-10-06. Author: Tim Minahan, CMO, SAP Cloud. Teaser: Social media is big and it’s only getting bigger. By recognizing and embracing its power, marketers can transform the very nature of business and engagement and deliver their customers to new worlds of excellence. Social media is big and it’s only getting bigger. By recognizing and embracing its power, marketers can transform the very nature of business and engagement and deliver their customers to new worlds of ex
No More Cold Calling
OCTOBER 16, 2014
'Even when there’s nothing on, we’ll always have reruns. You’ve heard it: Television will kill radio. Video killed the radio star. And technology will eliminate the time-consuming, face-to-face aspect of communication. Um, no. Because the more things change, the more they stay the same—in sales and in life. Old but Not Irrelevant People have always been fascinated with—and even enthralled by—technology.
The Pipeline
OCTOBER 2, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . Whenever I do a piece about prospecting, specifically cold calling, one of the push backs I get is about the script. People feel limited and restricted by them, well not actors, who seemed to have found a way to take scripts, other people’s scripts, and not only use them creatively and expand beyond the words on the page (or screen), but make good money with in the process.
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Score More Sales
OCTOBER 3, 2014
'If you are in sales, take a look at your email inbox now. How many emails do you have? What is your process for dealing with email? I’ll share some ideas, but first, please take this 3 minute survey on how you deal with email. I will post the results AND will be sharing aggregated responses when I talk about sales productivity at Dreamforce on October 14th (9AM at the Marriott Marquis if you are going to Dreamforce) There are no names attached to this survey – so please be honest.
Understanding the Sales Force
OCTOBER 9, 2014
'Earlier this week, I spoke to a great audience of sales leaders at the EcSell Institute Fall Sales Coaching Summit in Dallas where my topic was, How to Hire a Great Salesperson that Will be Great. I asked the attendees if they had ever hired a great salesperson that still failed and everyone there said, "Yes!" I asked if anyone could explain how or why a great salesperson could fail, and the group offered up many guesses, but weren’t able to come up with my top 4 reasons.
MTD Sales Training
OCTOBER 14, 2014
'Many salespeople ask us about the best way to broach the subject of taking notes in a client meeting. Some actually state they’re worried about asking or simply taking out their notebooks because it. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
OCTOBER 2, 2014
'When trying to communicate a complex product story articulating your differentiation is key, but oftentimes it’s just not enough. Here are five steps that help your company tell their product story loud and clear.
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.
No More Cold Calling
OCTOBER 28, 2014
'Get out of your office to reignite your passions. If we’re not learning, we’re dead. I didn’t coin that phrase, but that’s my belief. Learning is exciting and transforming. That’s one of the key reasons I’ve attended Dreamforce for the past three years—last year as a guest blogger for Salesforce.com and this year as a speaker.
The Pipeline
OCTOBER 16, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . There is an old saying that goes: There is no such things as an old joke, just old people. Meaning no matter how old you are the first time you hear a joke it is new to you, no matter how long it has been out there. Which explains why I am going to sound a bit old in this piece, which is alright, because I will be talking about all the “NEW” out there that sellers are being told (sold) they should be consuming if they want to succeed.
The Sales Heretic
OCTOBER 15, 2014
'Too many businesses and salespeople waste enormous amounts of time, money and effort trying to sell to “everyone.” Savvy ones, though, focus their resources on their “ideal” prospects, resulting in easier, faster and bigger sales. But how do you figure out who your ideal prospects are? Listen to my appearance on Breakthrough Radio with Michele [.].
The Sales Hunter
OCTOBER 1, 2014
' 1. Give the customer two options. Doing this allows them to feel in control. Many people don’t want to be sold. Giving them an option allows them to feel they’re in control. 2. State your offer with confidence with a strong voice and strong body language. If you can’t state your price with confidence, […].
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!
MTD Sales Training
OCTOBER 22, 2014
'When people make decisions, they have a shift of perspective. That is, they stop wondering about the choices they can make and now start to live with the consequences of that decision. The word comes. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
OCTOBER 27, 2014
'Issue Date: 2014-10-27. Author: Amit Khanna, President of Small and Medium Business, SalesGenie. Teaser: In an era when statistics show that as much as 60% of a purchasing decision has been made before companies even realize that a buyer is a prospect, are salespeople even relevant? In an era when statistics show that as much as 60% of a purchasing decision has been made before companies even realize that a buyer is a prospect, are salespeople even relevant?
No More Cold Calling
OCTOBER 2, 2014
'Don’t let your sales team rely too heavily on technology. Remember the movie Space Cowboys (2000)? Four long-retired test pilots—played by Tommy Lee Jones, James Garner, Clint Eastwood, and Donald Sutherland—are sent into space to repair an old Soviet satellite, a mission only they know how to accomplish. As this is Hollywood, they are teamed up with two young astronauts who see them as geriatrics—out of shape and out of date—and treat them like they belong in an old-age home.
The Pipeline
OCTOBER 30, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . I was talking to a rep the other day, he was telling me about his approach to structuring his week to help him succeed. He set certain activities to specific days, and filled in the rest of the time with things that were dependent on the buyers’ calendars. He had time set for writing account reviews, Thursday afternoons, this way if he had to get something from the clients he still had time in the week.
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.
Jeffrey Gitomer
OCTOBER 22, 2014
'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.
The Sales Hunter
OCTOBER 2, 2014
' Below is an excerpt from the book I co-authored with Matthew Hudson titled Advisor Selling: The Art of Becoming a Trusted Advisor. It’s worth reprinting here, as it gives a great perspective on negotiating. You can’t negotiate anything until you’ve first sold. One of the biggest problems salespeople have is thinking the only way […].
MTD Sales Training
OCTOBER 16, 2014
'When negotiating with a client recently, I noticed she was often coming back to the issue of pricing for our services, trying to get me to reduce the fees for some specific services we were offering. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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