2013

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10 Qualities That Make A Super-Salesperson

MTD Sales Training

All salespeople are judged on the results they achieve. It’s no good making all the calls, completing all the paperwork, asking for the sale countless times and overcoming sales objections time and time again if the orders aren’t coming in and the margins aren’t being met. It’s always good to assess what we are doing against the best practices carried out by the most successful people in the real world.

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It’s a beautiful day and I can’t see

Bernadette McClelland

'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.

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Why Good Storytelling Beats Good Selling

SBI Growth

'Some reps are convinced they can’t sell a new product. The next day, another rep does just that. Why is this? How can some reps be so effective and assertive, and others so passive? Confidence and belief are certainly big parts of the equation. The other part: exceptional storytelling. Here’s a great example: Rick, a sales rep with a wholesale coffee company, calls on a new prospect.

Infusion 335
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What is the Role of a Sales Manager

Steven Rosen

'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.

Hiring 335
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The Intersection of AI and Sales: Personalization Without Compromise

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.

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Nine Ways to Waste Your Marketing Budget

The Sales Heretic

'Your company has too much money. I understand. It’s a common problem. Clearly, you need to get rid of some of it. But how? Marketing! But not just any marketing—it has to be bad marketing. Because good marketing is actually an investment—it will generate more sales, making you more money. And you wouldn’t want that, [.].

Marketing 329

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5 Mistakes to Avoid When Entering a Foreign Market

Sales and Marketing Management

'Issue Date: 2013-04-30. Author: Renato Beninatto, Chief Marketing Officer, Moravia. Teaser: If you want to do business internationally, you’ve got to communicate in the language of your target market. And no matter how small you are, you can be successful in foreign markets if you plan well and avoid five common mistakes. If you want to do business internationally, you’ve got to communicate in the language of your target market.

Marketing 326
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Replacing the Cold Call with: ANYTHING!

Jeffrey Gitomer

'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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A Vicious Sales Cycle—4 Traps to Avoid

No More Cold Calling

How to stop undermining your performance, and save your sales. Getting caught in the cyclone of a vicious sales cycle is a looming trap. Take one wrong step, and you’re pulled into the eye of the storm. Sales quotas loom, and we neglect the basics of customer interaction, respect, and basic sales behaviors. There’s no way out. My colleague, Andy Paul, author of Zero-Time Selling , clearly describes four sales traps that stem from bad habits.

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Top 10 Ways Salespeople are Selling in the Dark

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan Did you happen to see the movie Gravity? Early in the movie the two astronauts, played by Sandra Bulluck and George Clooney, lose communications with Houston. From that point on, they don''t stop talking to Houston, they don''t stop reporting in, they don''t change protocol. What they do change, is they add a phrase to the beginning of each message.

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Streamlining Complex Sales Processes: The Ultimate Guide for Industrial Companies

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.

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Powerful Questions to Qualify Sales Opportunities

Score More Sales

'Looking back, I remember thinking that Ron had some sort of memory problem. He was my sales colleague. We both were account managers selling millions of dollars worth of technology to a major aircraft company. Between us, we sold more than $30M a year of items selling for $20 or $100 or $5000 each. Ron and I would meet with various decision makers who were involved in a project that would involve thousands of the items we sold on one contract.

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How Digital Influence Affects The Buying Decision

MTD Sales Training

You don’t need me to tell you that we need to increase and improve our customers’ experiences for them to develop loyalty and advocacy to our businesses. Depending too much on new customers rather than selling more to existing ones is a sure-fire way to send yourself into oblivion. Customer experiences are the new way to measure success in sales.

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Are you a ‘more or less’ person?

Bernadette McClelland

'Are you a ‘more or less’ person? You may be better at doing a task than I am. However, I am not less than you. Let me explain… 27 years ago a little girl from a broken home never got to know her dad because he chose not to include her in his life. Growing up she placed this man on a pedestal, hoping one day he might notice her and invite her into his world.

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10 Mistakes that Kill Sales Calls

SBI Growth

'Sales Leaders miss or make the number one sales call at a time. Yet they typically don’t pay enough attention to each call. They look at each rep’s performance to quota. They review the pipeline. These are difficult to control. Sales leaders can control the quality of sales calls every day. Great single sales call execution will lead to great results.

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How to Create Sales Email Sequences That Convert

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.

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Be Bold: The Decision Before the Decision

Steven Rosen

'Guest Post by Jeff Shore: An excerpt from “Be Bold and Win the Sale” by Jeff Shore. Available from McGraw-Hill Business in January 2014. Several years ago my wife and I took swing dance lessons in preparation for our son’s wedding; we wanted to dance without looking foolish. (OK, I wanted to dance without looking foolish.) Learning to dance was uncomfortable and often frustrating but we eventually got to the point where we could pull off a few moves.

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Stop Selling What People Don’t Care About

The Sales Heretic

I was meandering through a store recently when I came upon a display for a new electric toothbrush. The biggest, boldest words on the signage and the packaging were “New Quadpacer Mode!” I thought to myself, “Finally! I’ve been waiting my whole life for someone to make a toothbrush with Quadpacer Mode! I love Quadpacer [.].

Benefit 329
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The Law of Least Effort (#guestpost)

The Pipeline

'The Pipeline Guest Post – Jeff Shore. Adapted from Be Bold and Win the Sale by Jeff Shore. Available from McGraw-Hill Business in January 2014. . In his (amazing) book, Thinking, Fast and Slow, Nobel Prize winner Daniel Kahneman touches on a fascinating concept that he calls, “The Law of Least Effort.” Kahneman states that, “…if there are several ways of achieving the same goal, people will gravitate to the least demanding course of action.

Energy 322
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When will Sales catch up with Marketing?

SBI Growth

'The sales field is suffering. Customers are suffering. Sales forces lack buyer-centered tools for success. When will Sales catch up with Marketing? Sales field alignment with the modern day buyer requires more than lip service. This blog is focused on the transformation of Sales to incorporate buyer-centered tools. CMO’s can help sales make the number in 2014.

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The Trends You Need to Succeed This Holiday Season

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.

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Why Top Sales Reps Will Be Unemployed In 2 Years

SBI Growth

'Read on to learn if your Reps today are right for the future. This post is especially for HR Leaders and Business Partners in support of sales. Sales personnel will also benefit from the indicators of obsolescence. These are available in the downloadable tool: The 13 Symptoms of Sales Rep Obsolescence. The Problem: The buying environment has dramatically changed.

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How to Write Effective LinkedIn Messages

SBI Growth

'Are your prospecting skills keeping pace with the market? Phone and email are losing their appeal. Now LinkedIn is the best way to reach your Buyer. To be effective on LinkedIn, carefully consider how you correspond with your extended network. Every word must be carefully chosen. You are selling yourself in order to sell your product. This article outlines how to write effective prospecting messages on LinkedIn.

LinkedIn 334
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Will Technology Solve My Sales Problem?

SBI Growth

As the head of sales you can become overwhelmed with technology options. With limited time, how do you prioritize initiatives? We will discuss how your sales organization can prepare to utilize technology effectively. Many sales organizations are using new technology to automate broken processes. Why? They are looking for a quick fix. This leads to a lack of faith in the technology.

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The Six Skills of Great Sales VPs

SBI Growth

'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.

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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

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.

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Will Google’s Latest Algorithm Change Affect Your Content Marketing Strategy?

SBI Growth

Your ears should perk up when you hear of a major Google algorithm update. Marketing leaders immediately want to know if they were affected. Understanding the implications and knowing the go live date is your team’s priority. The faster you uncover any surprising change to search traffic, the faster you can be reactive or proactive. Be optimistic that the changes will favor you.

Strategy 334
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Follow the crumbs

Bernadette McClelland

'Follow the crumbs. We all remember the story of Hansel and Gretel and how the idea of leaving a trail of breadcrumbs would eventually allow them to find their way out of the forest. There are two pertinent messages that come out of this story: I have no idea why kids stories were so scary and. Following the trail of crumbs in business can lead us to bigger and better results.

Discount 334
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Sales Ops: Defend your Turf

SBI Growth

Over the last 18-24 months Sales Operations leaders have experienced Diminishing Authority. Diminishing Authority is easy to spot. The Chief Sales Officer is not relying on Ops to translate data into insight. Ops remains close to the CSO but marketing, finance and HR are more influential. Sales Ops has lost some of its credibility. Diminishing Authority has two root causes: Another department has collected superior data – Have your peers outpaced your evolution?

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How B2B Social Sellers Align With Their Buyers

SBI Growth

In B2B corporate environments, Social Selling gets a Sales Rep’s foot in the door. But the transition from a virtual conversation to a real opportunity is complex. During this transition, Reps are met with a wall of bureaucratic process and resistance. This article is for B2B Sales Reps who work in complex sales environments. I discuss how these Reps align themselves with the Buyer’s process to be successful.

Buyer 333
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Buyer’s Guide: 5 Tough Questions To Ask a Salesforce Managed Services Provider

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.