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How would you like to crush your sales numbers in 2018? In this Executive Briefing, executing with excellence , I am going to share three steps to doing so. Sales managers, sales executives, sales and marketing executives, this message is for you. Do you spend hours, days and months building your marketing plans , getting approval and doing what you need to do to get your plans and budgets secured for the next year?
By Tibor Shanto – tibor.shanto@sellbetter.ca. Yes, boys and girls, tomorrow being Halloween, it is the last day to get your Pumpkin Spiced Leads, come November 1, Starbuck rolls out their Christmas and Chanukah cups, and it’s all downhill from there. Now I know you’re thinking that Shanto has gone mad, but I plead innocent. In fact, I am just trying to fit in, using the Queens English in the most bizarre way to make a point, a point heavy on drama and embellishment, while short on meaning o
Sales is the great equalize r: It’s a meritocracy. A meritocracy states that power should be vested in individuals almost exclusively based on ability and talent. Advancement in such a system is based on performance and/or demonstrated achievement in the field. October is Women in Sales month. For me, that means celebrating how sales really is the great equalizer.
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.
A while back I discussed six awful approaches to opening a presentation that you should avoid at all costs. However, the end of a presentation is just as important as the beginning. The last thing you say is the first thing your audience will remember. (That is, if they remember anything at all.) The way [.].
Want some tips on cold calling? Here’s the cold calling cheat sheet! I must receive about 20+ emails each month that ask me for specific help and guidance on cold calling so here are some top tips: Sound Like A Human Being. Try not to sound like a robotic cold caller. That’s what 95% of the cold callers sound like. You need to sound as though you are just calling up a colleague for a chat rather than a “have I got a deal for you” salesperson!
Want some tips on cold calling? Here’s the cold calling cheat sheet! I must receive about 20+ emails each month that ask me for specific help and guidance on cold calling so here are some top tips: Sound Like A Human Being. Try not to sound like a robotic cold caller. That’s what 95% of the cold callers sound like. You need to sound as though you are just calling up a colleague for a chat rather than a “have I got a deal for you” salesperson!
By Tibor Shanto – tibor.shanto@sellbetter.ca. I spent the weekend with some friends who were planning an overseas vacation next spring. This is something they have wanted to do for some time, they have been saving up money, vacation days, and sacrificed in other ways, in order to make the trip everything they wanted. You can sense the energy of anticipation that is going into every element of the planning, and ensuring that the trip lives up to everything they imagined and more.
Author: George Kriza, CEO, MTCPerformance Your organization wants to drive sales with an incentive program. That’s a great start, because great salespeople are money motivated and also crave recognition for their outstanding efforts. What do you need to do to ensure your program gets their attention and delivers the results you desire? Here are 10 of the most important elements in designing and deploying your next incentive campaign. 1.
Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.
“The greatest trick the devil ever pulled was convincing the world he didn’t exist.”. – The Usual Suspects (1995). The scariest villains are the ones we don’t see. Maybe there’s something passing across the corner of our eye. Maybe we hear something, but only barely…in the background. Maybe it wasn’t anything at all. We are, however, typically shown the horrific results of their handiwork…but there’s always another explanation than the one we want to believe.
Author: Paul Nolan Janet Sperstad, program director of Meeting and Event Management at Madison College in Wisconsin, has spent her career working toward more purposeful meetings. This fall, she released a white paper co-written with Amanda Cecil of Indiana University entitled, “Purposeful Meetings: How to Plan With Deeper Meaning, Innovation and Insight In Mind.
You should be focused on lead generation for 2018. Closing the sales year with a bang is nice, but signing new clients shouldn’t be the focus for account based selling teams in Q4. Sure, some companies have unused budgets you need to grab, but that is an unlikely scenario. Account based sales reps quarterback complex deals that rely on an exquisitely crafted, fine-tuned prospecting strategy—not a last-minute free-for-all.
When we interview sales managers and ask how they motivate their sales teams, we often here similar stories of how they build up morale and get their teams thinking about growing and advancing in their sales prowess. But we sometimes ask them what they would NEVER say and what would be the implications if they did. It gets them thinking, and a quick poll has come up with some of the things that they would definitely shy away from.
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.
During the last couple of weeks, I’ve had some spirited discussions — both pro and con — about the role passion plays in the sales profession. I’ve had people say in today’s business climate, there is no room for passion, and I’ve had others say because of the business climate, you have to be passionate. […].
Author: James Hooker, CEO, Televerde Within the discipline of marketing, various tactics and strategies come into play for prospecting, branding, content development, social marketing, video, events and other channels. But how do these strategies and tactics vary when marketing a product vs. marketing a service? At the top end of the funnel, they look similar enough.
If there was one quality or trait that you would think all great sales director share, what would you think it to be? I’m sure you’re thinking of many, and it would be difficult to disagree with any ones that you come up with. But if I had to choose one that would be top of the list, it would have to be the ability to manage change and risk. If there was something that could drive a company forward and help them to achieve more in the future, you would hard pressed to find a successful director
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.
Here’s what you might have missed this month from No More Cold Calling. The goblins and ghosts that come out at Halloween aren’t all that scary, especially when they’re yelling “trick or treat,” “trick or treat” as they canvas their neighborhoods. Sadly, kids have forgotten the “trick” part of Halloween. They hold out their pumpkins and wait for you to load them up with candy.
It felt like history being made as more than 250 people from sales enablement practitioners, sales leaders, vendors, and industry experts gathered at University of Texas at Dallas (and a nearby hotel) to help define an industry.
Author: Paul Nolan A paycheck is what many think of most when they start a job and when they leave it. In between, there is a lot of gray area. Salaries matter — sometimes too much. People stay in jobs they should have long since left because of a paycheck (and their bonuses as well). That doesn’t mean they’re motivated or even close to performing at peak levels.
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.
Prospecting for sales leads. not the most fun thing in the world. There’s no question that it’s incredibly important, but researching dozens of companies every day in the hopes of finding a few good fits isn’t the most titillating task. So we’re here to help. We’ve compiled the ultimate pump-up playlist to keep you sharp and focused while you pan for gold.
If we want our customers and others to see us as a sales leader, we have to ask ourselves if we’re living up to personal leadership. Each week we hear of another leader — whether it be in business, sports, politics or society in general — being taken down due to their personal behavior. It’s […].
Author: TIM HOULIHAN When it comes to practice, my mind reverberates with a few key quotes. Vince Lombardi, possibly the greatest coach in football history said, “Only perfect practice makes perfect.” But how can I practice perfectly in an imperfect world? His words, as profound as they are, have draped like an albatross around my neck for years. Perfection is difficult to see.
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.
You learn about a valuable treasure, but it’s at the top of a huge mountain. Reaching the peak requires overcoming extreme cold, fatigue, and high altitudes. To make the journey even less appealing, you’re not sure how much the treasure is worth or if you’ll even be able to spend it. Would you attempt the climb? Your prospects face this conundrum all the time.
This is my favorite event of the year. First of all, Salesforce puts on a heck of a show – am I right?! And so do many of the attending partners. I won’t go into all the stats about Dreamforce. Suffice it to say, it’s huge by any measure. For instance, if you secured one of over 100K hotel rooms that will be booked for the event, consider yourself lucky!
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