SBI Growth
SEPTEMBER 11, 2013
'Gaining B2B prospects via LinkedIn referrals is the best way to succeed in 2014. Hands down. Don’t waste time on cold calls with a 1-3% appointment success rate (AAISP, 2012). Think investing in email blasts is better? Slightly better maybe, but still an unimpressive 4.4% open rate (Google, 2013). Still not convinced? Read the 3 Reasons why you aren’t getting enough quality referrals.
Jeffrey Gitomer
SEPTEMBER 20, 2013
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The Pipeline
SEPTEMBER 13, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. The other day I was coaching a rep who was not buying into any sort of planning at all. More than fly by the seat of his pants, you could call this guy a “spiritual seller”, it seem to be his only guide and benchmark. No matter what he was presented with by his manager or I that in any way related to structure, he quickly set aside with a counter argument; an argument which usually impressing him more than me.
The Sales Heretic
SEPTEMBER 4, 2013
'A while back I listed 59 Ways to Agree with Your Customer, enumerating 23 words and 36 phrases that help you build rapport and trust with your prospects and customers. However, one phrase was conspicuously absent from that list. And while it’s a phrase that salespeople, professionals, managers and CEO’s use frequently, it actually does [.].
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.
Understanding the Sales Force
SEPTEMBER 9, 2013
'Understanding the Sales Force by Dave Kurlan There are more sales experts, self-professed and otherwise, than ever before. There is more free content on sales and selling than anyone could have imagined. There are probably twice as many books on the subject than just 10 years ago. There are categories of sales tools and CRM applications where none existed a few years ago.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
SEPTEMBER 28, 2013
'A recent study by CEO.com shows that 70% of Fortune 500 CEO’s are not on Social Media. LinkedIn, the leading social network for business professionals, shows an 11% growth rate in CEO presence. This is by far the greatest CEO presence of all social platforms. Ignore this trend, and run the risk of being left behind by your peers. In addition, 45% of all LinkedIn users can make a business decision.
Sales and Marketing Management
SEPTEMBER 22, 2013
'Issue Date: 2013-09-01. Author: Tim Riesterer, Chief Strategy & Marketing Officer, Corporate Visions. Teaser: What will a marketer say if you ask, “What is the most important contribution you make to driving profitable growth?” What if you ask a salesperson the exact same question about marketing’s role? Will the answers be the same?
The Pipeline
SEPTEMBER 9, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. www.newswire.ca. On Saturday night I ran the Night Race™ , in Toronto, a lovely 10K through the park at night. (Yes, that’s me in the back). While it is meant to be a straight run, the last two years it has rained all day right up to run time, when the rain stopped, but the mud, the temporary lakes and puddles remained.
Bernadette McClelland
SEPTEMBER 10, 2013
'From Hero to Ground Zero from NYC. Greetings from Ground Zero this September 11, It was three decades ago that I stood on the top of one of the World Trade Centres, marvelling at the dizzy heights and capturing the miniature Statue of Liberty in the background. Three decades later these world monoliths are no longer, and instead I am sharing a special moment with thousands of other people remembering the human element, the people, the heroes, who have also fallen.
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Understanding the Sales Force
SEPTEMBER 23, 2013
'Understanding the Sales Force by Dave Kurlan Well you would think so. People in inbound marketing would have you believe that if you create the right content, get people to raise their hands, complete a form, and request something, then inbound marketers, formerly known as inside salespeople, can take it from there. If you are selling something in great demand (iPhone 5), really inexpensive (monthly subscription of $20 or less), significantly lower-priced than your competition (by 20% or more),
The Sales Hunter
SEPTEMBER 10, 2013
'Not all customers are good customers. In fact, there are some customers who are just plain stupid. Sometimes we as salespeople don’t recognize how stupid they are until it’s too late. As a public service, I’ve come up with 5 things you can do to avoid dealing with stupid customers. 1. Don’t sell on price. When you sell on price, the biggest group of people you’re going to attract is stupid people.
SBI Growth
SEPTEMBER 26, 2013
'This post is written for Marketing Leaders who describe themselves as students of the craft. You are exposed to hundreds of pieces of content a day. You find yourself having no time to figure out what is relevant vs. noise. You are competitive and want to outmaneuver your competitors. Let me net it out for you. These tips represent best practices from leading Sales & Marketing organizations.
MTD Sales Training
SEPTEMBER 25, 2013
'For Part One, Motivation Directions, Click Here For Part Two, Frames of Reference, Click Here For Part Three, Matching and Mismatching, Click Here For Part Four, Convincer Strategies, Click Here Our. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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The Pipeline
SEPTEMBER 25, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. On Monday, in the first post of this series , we defined “cold calling”, and looked at overlooked real opportunities for sales and revenues one misses when not including cold calling in their biz dev routine. Whether by fate or chance, the following definition was contained in a marketing piece I received in my inbox yesterday: “By definition, “Cold Calling” is the marketing process of approaching prospective customers or client
Steven Rosen
SEPTEMBER 30, 2013
'Sales Management Tip #49: The Theory of 8. By. Steven A. Rosen. Sales managers who execute with excellence use my simple Theory of 8. Yes want to change a behavior, get your reps focused than you need to repeat your message 8 times. Hi I’m Steven Rosen for Sales Management TV. Winning sales managers that execute with excellence may seem like they are senile.
Understanding the Sales Force
SEPTEMBER 11, 2013
'Understanding the Sales Force by Dave Kurlan Most of the calls and emails we receive come from companies with flat or declining sales. However, some of the greatest successes occur when we help companies that are already kicking ass. Mark Roberge, Sales VP at Hubspot , is responsible for building one of those kick-ass sales forces and he contributed a guest post to Software Advice on Building a Sales Team the Hubspot Way.
Jeffrey Gitomer
SEPTEMBER 25, 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.
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SBI Growth
SEPTEMBER 23, 2013
'Your Sales Strategy. It is one thing to have a sales strategy. It is entirely different to have one you and your team can execute. You know you need to begin planning for 2014 now. VPs of Sales are asking the question “What have I done before?”. You start building from that point. This is flawed. Why? Market conditions 12 months ago were very different.
MTD Sales Training
SEPTEMBER 23, 2013
'In Part One of this series, we looked at motivational direction. In Part Two, we discussed Frames of Reference and how they are diagnosed. Part Three covered how people match or mismatch in their. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
SEPTEMBER 18, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Most would agree that sales is not strictly a numbers game, but as with other issues such as closed ended questions , the pendulum at times seems to swing too far in one direction. While no one will argue that there needs to be a greater focus on quality than quantity, you also can’t get away from the fact that numbers play a great role in sales success.
The Sales Heretic
SEPTEMBER 25, 2013
'Is your sales presentation as strong as it could be? Or are you doomed before you even open your mouth? Most sales presentations suffer from a fatal flaw, causing prospects to check out and move on. But if you know how to avoid this critical mistake, your presentation can blow everyone else’s out of the [.].
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Score More Sales
SEPTEMBER 27, 2013
'Every day you can see examples of how big brands and small brands are blowing it when it comes to getting new customers and then retaining them. Just go in to a retailer in a mall or in a big box store somewhere and try to have a really great interaction with an employee. Go to a restaurant for the first time in hopes of having a high value customer experience – it is rare.
Jeffrey Gitomer
SEPTEMBER 11, 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.
SBI Growth
SEPTEMBER 19, 2013
'If you are like most of corporate America, your year is ending soon. You have started planning for next year. Part of that may include reviewing the success of some of your initiatives. Perhaps you: Rolled out a new sales process. Changed your sales compensation plan. Improved your new hire onboarding. Taking stock of this year’s initiatives begs the question: What was the impact?
MTD Sales Training
SEPTEMBER 19, 2013
'In Part One and Part Two of this series, we identified two criteria buyers use to make decisions. Here, we discuss a third. First, a recap: People’s decision-making criteria will always give. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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The Pipeline
SEPTEMBER 11, 2013
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Most sales people stay well to the centre of the road, and well within their comfort zone, leading to selling styles that are narrow and shallow, thereby often limiting their success. Some of this is due to “sales folklore” and mythology, some of which are broadly accepted as fact, often reinforced by the pundits, which just perpetuates questionable practices.
The Sales Heretic
SEPTEMBER 19, 2013
'I recently saw the movie, The Big Kahuna again. It’s a terrific movie that should be required viewing for all salespeople, sales managers and professionals. It’s the story of three industrial lubricant salesmen (two grizzled veterans and a kid from research) trying to land a big account at a trade conference. Throughout the movie, they [.].
The Sales Hunter
SEPTEMBER 19, 2013
'Far too many salespeople have been conditioned to believe they need to have everything perfectly prepared before making a prospecting phone call. I am very much opposed to that belief. Yes, I agree we need to be prepared when we are making any type of prospecting call, whether it be in person or on the phone. Problem is that sometimes the level of preparation we would prefer is just not possible.
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