Steven Rosen
SEPTEMBER 21, 2015
That could crush your sales organization. Let’s face it, being a sales executive has become increasingly more difficult. Chances are next year’s sales objective is going up and your budget is being reduced. You are facing challenges of do more with less, increased competition, pricing pressures, staff turnover, and increased expectations from customers.
The Pipeline
SEPTEMBER 10, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . A Review of The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. by Brent Adamson, Matthew Dixon, Pat Spenner, Nick Toman. What often differentiates great sales people from the also-rans is their understanding that their success in delivering revenue and retiring quota, is the result of a dynamic alignment and balance between selling and buying.
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No More Cold Calling
SEPTEMBER 15, 2015
Guest blogger Carol Frohlinger explains how to corral your colleagues and make the sale together. Most salespeople would pass Negotiating 101, but negotiating in teams? I think I’d flunk. My sense is that most salespeople, especially women in sales, would jump at the opportunity to learn how to win at team negotiations. That’s why I invited Carol Frohlinger, president of Negotiating Women, Inc., to guest blog this month.
Sales and Marketing Management
SEPTEMBER 23, 2015
Issue Date: 2015-09-24. Author: Stephen Davis. Teaser: As Salesforce and other CRM solutions continue to evolve, companies should make sure their business phone system can keep up. As Salesforce and other CRM solutions continue to evolve, companies should make sure their business phone system can keep up.
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October Prime Day is usually an early sign of how consumer spending trends ahead of the holidays. This one was no exception. Our October Prime Day Report breaks down what’s working: the products flying off the shelves, the categories winning big, big brands, and the search terms defining demand. All brought to you via Similarweb’s Shopper Intelligence platform.
The Sales Heretic
SEPTEMBER 8, 2015
Have you ever struggled with what to say to a prospect? Do you wish you had an arsenal of powerful words, phrases, and questions that you could whip out and use whenever you needed? Listen to my appearance on Breakthrough Radio with Michele Price. In this 8-minute segment, I share five terrific things you can [.].
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The Sales Hunter
SEPTEMBER 17, 2015
Why would you want to cut your price? Just because your customer is looking for you to reduce your price does not mean you need to do it! Lowering your price is never a “one-time” event. It’s permanent. The money you give up is gone for good and, worse yet, you’ve established in the customer’s mind […].
The Pipeline
SEPTEMBER 28, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . Sales people are always looking for “the pain” or “pain point”, I get it, not sure it’s always the right thing, but it is what it is. One I am often given for the search for pain is the response they anticipate. Many tell me, supported by a string of pundits, is that people will do more to avoid pain, than the steps or actions they will take to achieve pleasure.
No More Cold Calling
SEPTEMBER 3, 2015
Believe it or not, women have the advantage in selling. Growing up, I had sales all wrong. I believed salespeople were life-of-the-party types—extroverts who could talk to a wall. I wasn’t like that, and I´m still not. But charisma isn’t what makes a good salesperson. Top salespeople build strong, ongoing, trusting relationships. We’re not the center of attention.
Sales and Marketing Management
SEPTEMBER 28, 2015
Issue Date: 2015-09-01. Author: Paul Nolan. Teaser: It's the one business tool that never goes out of style, primarily because it drives results. It's the one business tool that never goes out of style, primarily because it drives results.
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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.
MTD Sales Training
SEPTEMBER 30, 2015
Imagine the scenario – you’ve invested heavily in time and effort into something you wanted badly and were counting on succeeding, like closing a big deal. In spite of all your great efforts, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Understanding the Sales Force
SEPTEMBER 21, 2015
if you have time to read only a single one of my articles this year, read this one on the great business disconnect that was published on LinkedIn. You won't be sorry. And if you want to see just how awful Microsoft's latest Office 2016 for Mac is, read this off-topic post here. I was speaking at the AA-ISP event in Boston earlier this month when I learned something very interesting about how sales leaders feel about coaching salespeople.
The Sales Hunter
SEPTEMBER 29, 2015
Who among us doesn’t want to save more time, better use time and essentially get more out of our day?! Here are 10 ideas to get you started: 1. Check email using your smartphone. We delete messages much faster when we view them on our smart phone. A key problem everyone has is spending […].
The Pipeline
SEPTEMBER 24, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . I was recently invited to sit in on a presentation by a world famous ( in Toronto anyways ) sales speaker. After the big intro by the host, building anticipation just to the right boil, the keynote started off with a profound statement. I know it was profound, because the speaker told us he was going to share some profound observations with us, in fact he started by saying “here is what you need to understand”, I’m ready; “thin
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This guide is for leaders who recognize the importance of Salesforce but would rather trust a team of external experts to do the heavy lifting. Choosing the right managed services provider is a significant decision that impacts your business's efficiency and success. In this 10-minute read, you'll find 5 essential questions to ask any potential provider.
No More Cold Calling
SEPTEMBER 10, 2015
This first lady was a trailblazer for women leaders. And she’s finally getting some credit. I don’t remember Eleanor Roosevelt. I never knew what a maverick she was until I read why she might soon become the first woman featured on the $10 bill. She stood up for what she believed and used her role as first lady to fight for equality in all walks of life.
Sales and Marketing Management
SEPTEMBER 24, 2015
Issue Date: 2015-09-25. Author: Ben Newman. Teaser: There’s a deep psychology to sales, and your success depends on your ability to understand the “how”and “why” of your clients’ decisions. Activating the following psychological sales triggers will send you down the right path and enable you to quickly build deeper, more effective rapport with your current and prospective clients: There’s a deep psychology to sales, and your success depends on your abili
MTD Sales Training
SEPTEMBER 16, 2015
If you want to be great at sales then you have to be great at asking questions. Lots of questions! To help you with this, I’ve gathered a list of the top 450 sales questions that I’ve. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Understanding the Sales Force
SEPTEMBER 17, 2015
I live in the Boston area and there are some things that I know will always be true about the seasons. School buses start rolling in September, fall foliage peaks in October, the first freezing cold days arrive in late November, snow storms are routine by mid-December, the coldest, driest days are in January, the snowiest month is in February, the days begin to get longer in March, the snow has melted so that baseball can be played in April, flowers blossom and leaves appear on the trees in May,
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.
The Sales Hunter
SEPTEMBER 15, 2015
Without a doubt, there are things that top salespeople do in order to excel in their professional and personal lives. Top salespeople… 1. Plan their week and work their plan. 2. Do not allow email and other routine activities to consume their time or their mental focus. 3. Have a prospecting plan they follow […].
The Pipeline
SEPTEMBER 14, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . Last Monday, in Ready Set Go – Part II I wrote about how to plan and execute the rest of the calendar year (for many their fiscal year). We looked at two scenarios, one for sellers who set themselves up for success. The second, and the focus for today’s post, is for those in the other group, the “Holy s#*t, there are only how many working days left in the year?
No More Cold Calling
SEPTEMBER 1, 2015
We’ve come a long way, baby. But saleswomen still have challenges to overcome. Men tell me the best salespeople they know are women. They say women have strong intuition, ask good questions, don’t rush the sale, connect with people, and are terrific at building long-term relationships with prospects, clients, and referral sources. Research from Xactly Corporation confirms that women in sales outperform their male colleagues in: Loyalty (staying in their roles for nearly one year longer than men)
Sales and Marketing Management
SEPTEMBER 16, 2015
Issue Date: 2015-09-16. Author: Mark Weber. Teaser: More than ever, success in business – particularly when it comes to building, growing and retaining great sales teams – comes down to one fundamental truth about leadership: Great leaders manage people, not things. More than ever, success in business – particularly when it comes to building, growing and retaining great sales teams – comes down to one fundamental truth about leadership: Great leaders manage people, not th
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
SEPTEMBER 23, 2015
We’re often taught as salespeople that we have the best solution for prospect’s businesses and that we should be able to sell to everyone. If they don’t buy, then our sales managers think you haven’t. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Understanding the Sales Force
SEPTEMBER 15, 2015
The weather has become quite predictive - if you want to know what it will be like in say, an hour. Meteorologists are still fairly accurate within 24 hours but for the most part, especially where I live in New England, they are challenged to get it accurate beyond a day in advance.
The Sales Hunter
SEPTEMBER 22, 2015
Each week I get at least one or two emails or phone calls from salespeople asking for help in getting prospects to engage. Below are 10 reasons prospects fail to engage. Yes, there are more reasons, but I’ve found these 10 cover a lot of ground: You haven’t given them a reason. Your prospect […].
The Pipeline
SEPTEMBER 21, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . A recurring and ongoing discussion is sales revolves around the role of numbers in sales. You have the soft, relationship, Quality crown chanting their sacred mantra: “Sales Is Not Numbers Game!” “Quality over Quantity” or is it “Quality über alles”. So it came as some surprise when I was talking to a Ms.
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.
No More Cold Calling
SEPTEMBER 17, 2015
Women in sales have everything they need to succeed. Sue wasn’t the most technical person in the world, but now she’s selling technology in a male-dominated industry. At first, she struggled to embrace the technology at a deeper level. Then she realized she didn’t need to get into the weeds. She had access to technical experts if a client required more details.
Sales and Marketing Management
SEPTEMBER 7, 2015
Issue Date: 2015-09-07. Author: Steve McKenzie. Teaser: It’s only a matter of time before analytical sales management becomes the norm. In order to start using your existing data to understand and hit your sales goals, you need to focus on the following three, key areas: How Much, How Good and How Soon. It’s only a matter of time before analytical sales management becomes the norm.
Pointclear
SEPTEMBER 22, 2015
According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. Is ABM the Holy Grail to lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before?
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