Bernadette McClelland
AUGUST 20, 2013
'It’s a beautiful day and I can’t see. I don’t know whether you have seen the YouTube video clip titled The Power of Words link here but it is really quite powerful and a great lesson for us in our business and personal relationships. It portrays a man begging for money with a cardboard sign that says ‘I’m blind, Please help” and a only few people toss him coins.
Steven Rosen
AUGUST 12, 2013
'By Steven A. Rosen. I just had a conversation with a sales executive who asked me “what is the role of the sales manager?” This executive was frustrated by poor sales and felt that the sales managers could be doing more to meet sales objectives. I agree that the sales manager’s goal is to meet or exceed sales objectives. On the other hand, the role of the sales manager is very different.
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SBI Growth
AUGUST 7, 2013
'Not all “A” Player sales reps were meant to be managers. If you’ve been in sales long enough, you’ve seen this mistake unfold. The newly promoted manager repeats behavior that made him successful as a rep. He neglects his skill development and sales initiatives. His team flounders. He tries to do it himself. Before the year is over, he’s back in the field or on the street.
The Pipeline
AUGUST 21, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. I hope we can all agree that in sales, manager are better leading from the front than behind the desk. Yet despite the rousing and collective yes we just heard, and the fact that less managers manage from behind the desk, the reality remains that all too many managers still do not lead, or lead effectively.
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.
The Sales Heretic
AUGUST 21, 2013
'Prospects are so annoying. They show up at the most inconvenient moments, they ask a lot of silly questions and they take up ridiculous amounts of your time. If only there was a simple way to get rid of them. But wait, there is! Just insult them. “But how?” you’re wondering, “I’m such a nice [.].
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Bernadette McClelland
AUGUST 12, 2013
'What’s your content to noise ratio? Interesting question this one… Seth Godin (marketer and author) asked it in one of his recent blog posts and it made me think about anyone who has a product or service or even a cool idea to sell. How much of what we say or write or demonstrate is this huge build up to nothing. Or worse still how much noise are we filling our space with, and that of those around us, that could be genuine value creating content.
Steven Rosen
AUGUST 6, 2013
'By Steven A. Rosen. Every sales manager I speak with agrees that being in the field coaching has a positive impact on sales.Any sales manager I ask how are things going? They will automatically refer to their sales. So why don’t they just do it? Do what you ask? If you want great sales results and you know that getting out and coaching will help you achieve the sales you desire.
SBI Growth
AUGUST 14, 2013
'It’s getting harder for your sales reps to get at bats these days. It didn’t used to be that way. Not long ago, you could cold call and email your way to appointments. Now, it seems you have to fight to get into every deal. As a result, your sales team is missing out on revenue opportunities. Signs this is happening to you are: Customers and prospects are declining meeting requests.
The Pipeline
AUGUST 30, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Maybe You Should! When you get to be my age you end up spending a lot of time with adults, full of expectations, bound by ritual, shackled by their habits, blinded by their opinions, limited by their knowledge. So it was refreshing to spend some time with some so five to seven year olds last week. Beyond their energy level, I came to see why kids are the best sales people on the planet.
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The Sales Heretic
AUGUST 6, 2013
'As a professional speaker and trainer on the subject of sales, I am, naturally, a member of the National Speakers Association. So last week I was in Philadelphia for the 2013 NSA Annual Convention. More than twelve hundred of the world’s top professional speakers and trainers got together for four days to learn from each [.].
MTD Sales Training
AUGUST 7, 2013
'Most of my working life has been spent in sales. There have been examples of good, bad and ugly that have stayed with me over the years. During the time that I’ve been involved in training and. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
AUGUST 7, 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.
Steven Rosen
AUGUST 1, 2013
'By: Steven Rosen. Of Managers and Leaders is required reading for those who use the terms ‘leaders’ and ‘managers’ synonymously. In reality, leadership and management are at different ends of the spectrum. While leadership behavior is synonymous with innovation, motivation, idea origination and trust, management solely relies on effectively directing resources to achieve pre-set goals.
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Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.
SBI Growth
AUGUST 16, 2013
'In this post we will discuss Agile Sales. Agile sales is an approach that can help you keep pace with your customers. A few months back I wrote a post about becoming an Agile Sales Leader. Now it is time to make the entire sales organization agile. Let’s start with the definition of agile sales. Agile is not a process! The Agile sales approach places the customer buying experience above everything else.
The Pipeline
AUGUST 12, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. Sales like any other craft takes practice, evaluation, more practice, repeated coaching, and just when we think we have it down, we need to practice some more; and then things change, which means we get to practice some more. I recently saw Robert Greene , author of The 48 Laws of Power , and Mastery , discussing what it takes to become a master at something.
Understanding the Sales Force
AUGUST 13, 2013
'Understanding the Sales Force by Dave Kurlan Sales candidates, especially good ones, are exponentially more difficult to attract than they were just two years ago. We regularly observe clients struggling when it comes to getting resumes from quality candidates. One of the reasons is compensation. 1. True or False: The higher the compensation, the better. 2.
MTD Sales Training
AUGUST 13, 2013
'Here are some simple facts about selling: In order to sell anything you must be able to influence other people. You cannot influence anyone if they don’t TRUST you! The higher the value of the sale. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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Jeffrey Gitomer
AUGUST 6, 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.
Steven Rosen
AUGUST 29, 2013
'By Steven A. Rosen. Leadership is the key to success in senior roles. We can all learn from our good and bad bosses. Most leadership articles refer to the top qualities of successful leaders. Yet some new sales leaders start new leadership roles and everything wrong! The impact of a bad leader is devastating to the business. They create poor engagement of direct reports which filters down through the organization, to turn over, lost business and poor results.
SBI Growth
AUGUST 17, 2013
'The need for transformational change is the reason they brought you into the organization. The CEO realized it was time to reinvent the Marketing organization. Whether it’s a newly hired CMO or the annual planning process, this is the time when transformational change is mapped out. The key to marketing transformation is creating a measurable, customer-centric, market-driven organization.
The Pipeline
AUGUST 14, 2013
'By Tibor Shanto – tibor.shanto@sellbetter.ca. Mantras such as Just Do It, or Execution – Everything Else Is Just Talk, are a great way to put a focus on DOING things rather than just being a bystander or just talking about doing things or worse, talking about why you did not do it. But they are just a starting point, the objective is to do things progressively better.
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Sales and Marketing Management
AUGUST 25, 2013
'Issue Date: 2013-08-26. Author: Patrick McClure. Teaser: It happens to the best sales reps: they sail through the first half of the sales process and then the customer goes "dark." How do seemingly sure sales jump the tracks? It happens to the best sales reps: they sail through the first half of the sales process and then the customer goes "dark.
The Sales Hunter
AUGUST 29, 2013
'What will it take for you to not only feel confident, but also for others to view you with confidence — to trust that you genuinely are there to help them? It doesn’t take long for us to discover that confidence plays a significant role in the world of sales. Interestingly, the assumption is often made that if someone has chosen selling for their profession, they are “naturally” confident.
No More Cold Calling
AUGUST 8, 2013
'Our job is a rewarding one, but it’s not easy. Acquirent COO Jeff Purtell shares his own sales success strategies. “Sales is the best job in the world.” I wrote these words in my first book, more than 15 years ago, and I still believe them to be true. But as this month’s guest blogger points out, it’s not an easy profession. Read on for quick tips from Acquirent COO Jeff Purtell to help you keep your focus, know your value, and celebrate your success: “’Sales is tough.
Steven Rosen
AUGUST 20, 2013
'Want to hire top performers, than you need use science! Hi I’m Steven Rosen for Sales Management TV. One of the most important parts of a sales manager’s job is hiring. Many managers claim they rely on their gut instincts when making hiring decisions. I think this is an excuse for not developing and following detailed hiring processes. The science of hiring relates to the use of psychometric profiles.
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SBI Growth
AUGUST 21, 2013
'As a Sales & Marketing Leader, you are hungry for high quality B2B leads. B2B Marketers have tested many forms of social advertising. Marketing leaders must challenge past assumptions of how to leverage social advertising opportunities. Facebook & Twitter ads deliver high volume but lack the high-level targeting options. The best B2B option until now has been LinkedIn ads.
The Pipeline
AUGUST 23, 2013
'The Pipeline Guest Post - Susan Payton. This might come across as mind-blowing, but here’s the secret to better sales: It’s not about getting tons of leads into your pipeline. It’s about how you treat them once they’re there. When it comes to your sales pipeline, if you’re focusing on quantity—and not quality—you won’t realize the conversion rate you could if you instead worked on the following three goals: Qualify leads early.
Sales and Marketing Management
AUGUST 11, 2013
'Issue Date: 2013-07-01. Teaser: David Newman, founder of Do It! Marketing and author of the new book by the same name, says you may want to tell your sales reps to stop wasting their time. David Newman, founder of Do It! Marketing and author of the new book by the same name, says you may want to tell your sales reps to stop wasting their time.
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