Sales and Marketing Management
OCTOBER 2, 2016
Issue Date: 2017-10-03. Author: Lance Tyson. Teaser: Most assumptions we make about millennials in the workplace are wrong. More important, anyone who wants to be managing a successful organization 10 years from now needs to figure out a way to harness the strengths of this generation, rather than pointing out the perceived deficiencies. Most assumptions we make about millennials in the workplace are wrong.
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The Pipeline
OCTOBER 3, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . It’s Monday, a great day for great sellers, the week is ripe with possibilities and opportunities, and how it turns out Friday, is almost entirely up to you and the decisions you make, and the actions you’re willing to execute, or choose to avoid; it’s what makes sales great. But this Monday is that much more so, in fact if you’re inclined (you don’t have to be), you can look at this Monday as sales version of what stock market players call R
No More Cold Calling
MAY 26, 2016
No one wins the game without putting in the practice. “From this day on I’d like to be known as ‘The Big Aristotle’ because Aristotle once said, ‘Excellence is not a singular act; it’s a habit. You are what you repeatedly do.’” —Shaquille O’Neal. Practice? Who me? Sure, sales reps know they must practice new skills, practice presentations, practice writing, practice speaking—practice, practice, practice.
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Understanding the Sales Force
OCTOBER 3, 2016
Thanks for continuing to read my Blog - I appreciate it. There is one Blog that I never fail to read, and that's Seth Godin's Blog. Seth doesn't write about sales - he pens a thought leadership Blog - but sometimes his articles are very applicable to sales and selling. Recently, he posted two very short articles - each is less than 30 seconds to read and I believe they are both well worth your time.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
MTD Sales Training
OCTOBER 4, 2016
I came across a great quote the other day from Jeff Gitomer, the proficient sales writer from the States. He said that ‘Great salespeople aren’t born or made; they evolve over time based on their. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Bernadette McClelland
NOVEMBER 21, 2016
‘The reason most salespeople don’t last here’, he said, ‘is because they can’t, or won’t, ask for help’. I get it! And I agree with the sales leader that uttered those words because I have been guilty of not asking for help because of the meaning I put on it… ‘they will think I don’t know what I’m doing’ which would equate to ‘I am not good enough to be in this role’ I also am witness to that behaviour when I begin to work with sales teams or sales
The Sales Heretic
NOVEMBER 9, 2016
A lot of sales advice focuses on things you should be doing. But equally important to know are the things you shouldn’t be doing. Like what, you ask? Listen to my appearance on Breakthrough Radio with Michele Price. In this segment, I share six specific things you’re doing that are sabotaging your sales efforts. Cut [.].
The Sales Hunter
OCTOBER 6, 2016
Today I’m excited to share a guest post from Paul Smith, author Sell with a Story. One of the most important stories a salesperson can tell is a “How We’re Different From Our Competitors” story. Instead of a boring and unremarkable list of me-too reasons your company is better, the story illustrates those differences in […].
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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.
Steven Rosen
AUGUST 22, 2016
Why New Sales Managers Fail. Are you a new sales manager , or have you just been promoted into a sales manager role? The odds of failure are high! I am going to share the number one reason why new sales managers fail. Time and time again companies promote their best sales reps into managerial roles. Heads of sales feel that they owe it to their best sales people to give them an opportunity to advance.
Sales and Marketing Management
DECEMBER 19, 2016
Issue Date: 2016-12-19. Author: Mike Kunkle, senior director of sales enablement, Brainshark, Inc. Teaser: Many companies trying to improve sales productivity are going about it the wrong way. Rep training is only part of the picture. To get the best results, it’s critical to train, sustain, transfer and coach at every level, and that's not being done.
The Pipeline
NOVEMBER 7, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . I hear a lot of talk in sales about lying, not so much about how they may lie to win business, but in broader terms. We have all heard the use of “buyers are liars”, or its popular cousin “sellers are liars”. While there are probably liars in both camps, undoubtedly in the same proportion and distribution as in the general population, and likely less among successful sales people.
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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
OCTOBER 6, 2016
Are your sales reps wasting time prospecting? You’re a sales leader accountable for increasing revenue, while at the same time managing your profit margins. If you’re fairly new to your company, your sales reps are a mixed bag of talent. If you’ve beaten the odds and have held your role for more than 18 months, you’ve already gotten your team lined up, your prospecting strategy in place, and your goals set.
Understanding the Sales Force
OCTOBER 11, 2016
Last week I received a call from a young, motivated salesperson - we'll call him Jim - who desperately wanted to be one of the elite 7% of all salespeople. Despite being just 26 years old, he believed that he was already in the top 7%. During our call, he asked me a great question. He asked, "How many of the top 7% have you actually met and where are they today?
DiscoverOrg Sales
OCTOBER 4, 2016
We guess that if you spend any significant effort on email marketing, then you’ve seen these recent trends in the last 12-18 months: plummeting open rates, dwindling click rates, and skyrocketing bounce rates. One glance at your inbox – personal or work – probably confirms what you secretly don’t want to admit: Email marketing is dead. It’s an overcrowded space with increasingly complex technical components blocking success.
MTD Sales Training
SEPTEMBER 29, 2016
Many sales people between sales meetings or between calls are blinkered to the sales opportunities around them. They take too much time to reflect on previous meetings, and some sales people will. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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!
Bernadette McClelland
JUNE 26, 2016
Twenty Seven years later… He walked into the coffee lounge and didn’t look any different to how he looked all those years earlier. A few more laughter lines maybe, but still passionate about PR, business building and people. And what led us to this meeting and reconnecting was authenticity and authority. Like we all tend to do, there had been a bit of ‘checking out’ happening over an extended period of time on my behalf as I began to read his thought provoking articles and published ‘
The Sales Heretic
OCTOBER 4, 2016
Everyone experiences slumps occasionally. Not that that’s much consolation when you’re stuck in one. All you care about is how to get out of it. Listen to my appearance on Breakthrough Radio with Michele Price. In this short segment, I discuss what to do when you find yourself stuck in a slump. And not the [.].
The Sales Hunter
NOVEMBER 8, 2016
A few weeks ago, I shared 10 mistakes you can’t afford to make if you use email to prospect, so it’s only right I share with you 10 things you need to do. These are from my new book, High-Profit Prospecting, which people are raving about and I believe you will too when you read […].
Score More Sales
OCTOBER 5, 2016
Yesterday it was a proud time to present ideas about ways to diversity your sales team to gain ROI at the biggest technology conference in the world, Dreamforce. Those on my handpicked panel are all successful sales executives and in two different sessions, we shared ideas that work to grow revenues by harnessing inclusion to build a greater sales team than you currently have.
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.
Sales and Marketing Management
OCTOBER 20, 2016
Issue Date: 2016-10-21. Author: Chris Benedetto, Director of Marketing, Sales Automation, Pegasystems. Teaser: Sales, marketing, customer service and onboarding/operations functions are often running as disparate business systems that are not conducive to creating the holistic experiences that today’s customers expect. Savvy companies can build bridges between siloes to create positive experiences that will catapult them towards success.
The Pipeline
NOVEMBER 10, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . In the past I, have highlighted how many sellers are limiting if not sabotaging their opportunities while telephone prospecting. The main reason for that is that they are approaching things from a deficit, they are casting a small and porous net, one that only captures a small set of buyers, those with a defined need.
No More Cold Calling
SEPTEMBER 1, 2016
Here’s how to actually win with referral sales strategies. More than 90 percent of salespeople convert at least half of their prospects to clients when they get referrals. And another 60 percent report a conversion rate of more than 70 percent. These stats are from a recent webinar I conducted— “ Turn Cold to Gold.” I asked the same question in a different webinar, and 80 percent reported turning at least half of all prospects into clients when they get referrals.
Speaker: Jeff Tarran, COO, Gunderson Direct & Margaret Pepe, Executive Director of Product Management, U.S. Postal Service
Learn the secrets to direct mail success for growth marketers! Industry veterans Jeff Tarran and Margaret Pepe are here to delve into how direct mail has completely evolved in recent years, and has rightfully earned a seat at the table alongside the email and digital marketing plans of SMBs, enterprise companies, and agencies as they look into strategy for 2024 and beyond.
Understanding the Sales Force
OCTOBER 5, 2016
In the past I've written about how words aren't that important. Here are two such articles: [link]. [link]. But today, I'll play politician, reverse my position, and talk about why words are very important. I've written about the importance of words before too. [link]. When it comes to words, there was probably nobody more clever than the comedic genius George Carlin.
DiscoverOrg Sales
SEPTEMBER 12, 2016
At DiscoverOrg, we’re a bunch of self-proclaimed gluttons for learning. That’s why a while back, we presented our top five books and blogs for inside sales folks. While we love a good page-turner, we know that salespeople are busy. The work is demanding and there’s nothing more satisfying than going home at the end of the day to relax with the fam. Squeezing business books into that time is tough.
MTD Sales Training
OCTOBER 6, 2016
The average life expectancy of a multinational organisation is approximately 40-50 years. So says Arie De Geus in his book ‘The Living Company’ (Boston, Harvard Business Press). He based this premise. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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