Sales 2.0
MAY 2, 2014
'“A scoop of Insideview with some Jigsaw special sauce.” That’s my best shot at summing up a new “Sales 2.0” tool that I think you should check out. The tool is Owler. Owler is a new company from the fellow who founded none other than one of my favorite Sales 2.0 tools of all time: Jigsaw (now Data.com as Jigsaw was sold to Salesforce.com in 2010 for a tidy $142 million in cash —I love saying that.).
Bernadette McClelland
JULY 21, 2014
'Did Simon Sinek get it wrong? Yes and No! The power of purpose, the power of why is fundamental to our legacy, our leadership and our day to day living. Those that have it are driven, have a pull that creates its own powerful momentum and almost creates a life of its own. I mean, all we need to do is reflect on something that means so much to us and we all know what I mean.
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Jeffrey Gitomer
SEPTEMBER 29, 2014
'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.
The Pipeline
APRIL 10, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Most sales people think about objections as being a bad thing, a lot of sales people and worse leaders, get really uptight when it comes to objections. Often before we have even began to define parameters with stakeholders, they’ll say “Oh, and we need an Objection Handling session”, they want to take a tennis approach to managing objections, prospect “throws” out an objection, and they want to hit it back to them.
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.
SBI Growth
JANUARY 13, 2014
'“The only thing that is constant is change.” – Heraclitus. The beginning of the year can be filled with challenges, such as: Getting back to work after the holidays. Preparing for the BIG kickoff meetings. New products or services in your portfolio. Changes in personnel. A higher sales number to hit. As a sales representative these are a few of the hurdles you may face.
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Sales and Marketing Management
AUGUST 3, 2014
'Issue Date: 2014-07-01. Author: Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions, Inc. Teaser: A picture is worth 1,000 words, and studies prove that some pictures are more memorable - and more impactful - than others. A picture is worth 1,000 words, and studies prove that some pictures are more memorable - and more impactful - than others.
The Sales Heretic
JULY 9, 2014
'As a professional speaker and sales trainer, I am—as you might expect—a member of the National Speakers Association. Which means that last week I was in San Diego for the 2014 NSA Annual Convention. More than a 1400 of the world’s best professional speakers gathered for four days to learn from each other. The result [.].
Score More Sales
FEBRUARY 28, 2014
'Yes, it’s true. On Monday, March 3, I will be shaving my head for cancer research. Salespeople love a great sales pitch. I heard one, couldn’t resist seeing if I could be involved, and offered to participate too. I was at one of my clients’ offices this week, Granite LLC , coaching sales team members and meeting with sales leaders – and heard about the massive undertaking that will be happening on Monday.
Steven Rosen
MAY 28, 2014
'By Steven A. Rosen. Last week I was speaking with a VP of Sales of a well-known software company. George was not pleased with the performance of his sales team and was under intense pressure from the senior team to turn things around. Sales were off in 4 out of 5 regions and he felt that the sales team was just not motivated. I asked him what he was going to do about it.
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No More Cold Calling
SEPTEMBER 25, 2014
'Don’t discount. Differentiate. There’s an old saying: “Good, fast, cheap—pick two.” If you want a top-notch product fast, you’ll need to pay more. Want your package overnight? Pay more. Want your package by 10:00 a.m.? Pay more. The same principles hold true in B2B sales, but customers don’t instinctively get the message. It’s their job to get the best possible deal, and they will always try for a lower price.
Sales 2.0
AUGUST 21, 2014
'This is a post by Anthony Iannarino. It originally appeared in Anthony’s newsletter. I liked it so much I asked Anthony if I could reproduce it here. Once you’ve read this you should head on over to Anthony’s newsletter page and sign up so you too get his emails. They come on Sunday mornings and along with 2 cups of coffee are the main reason I get anything done by Noon (as you will see below Anthony has some tips for me on that!).
Bernadette McClelland
JULY 21, 2014
'Did Simon Sinek get it wrong? Yes and No! The power of purpose, the power of why is fundamental to our legacy, our leadership and our day to day living. Those that have it are driven, have a pull that creates its own powerful momentum and almost creates a life of its own. I mean, all we need to do is reflect on something that means so much to us and we all know what I mean.
Jeffrey Gitomer
OCTOBER 6, 2014
'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. Networking Sales Uncategorized 21.
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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.
The Pipeline
APRIL 3, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca. I am often asked a question I really hate, and while I have learned not to let it get on my nerves, and usually manage to deal with it calmly, it still pains me that my fellow professional sellers would ask it. The question relates to how vigorously one should pursue a potential prospect? I find the question bizarre on a number of levels, not the least of which is that today’s potential; prospect is tomorrow’s prospect, next week’s customer, and
SBI Growth
MAY 28, 2014
'Perhaps you have recently made a few hiring mistakes. You are not alone. Statistics show that 80% of employee turnover is due to bad hiring decisions. This is according to The Harvard Business Review. It is frustrating when you think about the time and dollars you invested. Productivity and morale take a hit.
MTD Sales Training
MAY 30, 2014
'The Wolf of Wall Street’s story; his rise, his lies, his demise and now the resurrection of Jordan Belfort’s career has fascinated me. So much so that when he came to London on 28th May at the Excel. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
SEPTEMBER 30, 2014
'Issue Date: 2014-10-01. Author: Mark Roberge. Teaser: This generation not only embraces the new playbook, they helped write it by leading the digital charge and tuning out old-school sales tactics from day one. Here are the top reasons I think millennials make naturally great salespeople. This generation not only embraces the new playbook, they helped write it by leading the digital charge and tuning out old-school sales tactics from day one.
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The Sales Heretic
JANUARY 16, 2014
'I recently celebrated a birthday, which I tend to do about every year or so. In addition to the cards, phone calls, texts and Facebook messages from friends and family, I also received numerous e-mails from businesses I frequent. Each e-mail bore warm wishes for wonderful day and presented me with a special “gift”—a coupon [.].
Understanding the Sales Force
JULY 10, 2014
'Understanding the Sales Force by Dave Kurlan Can you name 10 Core Competencies of a great salesperson? Let''s see, there''s prospecting, qualifying and closing, and then there''s.wow, this is difficult! For the past 20 years, every Objective Management Group (OMG) sales force evaluation and sales candidate assessment has been tied to 21 Sales Core Competencies.
Steven Rosen
JANUARY 14, 2014
'By Steven A. Rosen. You plan to have a breakthrough year in 2014. You are a strong sales manager and you know your business, your customers and your reps. Hopefully you have had an awesome holiday and are charged up ready to have a great year! I don’t know any sales manager who plans to fail, but some fail to plan. The purpose of this article is to help you focus on the 3 sales management secrets that are going to give you the success you desire.
No More Cold Calling
JULY 22, 2014
'“Busyness” is not the path to success. I’m running so fast I don’t have time to think. I use my drive time to return calls and respond to emails. (Isn’t technology a great time saver?) I might as well be at the office when I fly, because I immediately log into the Wi-Fi. If I don’t work on the plane, I won’t be able to catch up when we land.
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Sales 2.0
SEPTEMBER 14, 2014
'“Dude, the future of this startup is so bright you better bring shades.”. Startups are super exciting but they can turn a “rockstar sales person” into a “loser”. So if one of these “golden opportunities” comes your way, try to look carefully before you jump in. Here’s why. Entrepreneurs by definition need to be super passionate about their product.
Bernadette McClelland
NOVEMBER 26, 2014
'Lessons Mark Bouris and Julie Cross have gallantly taught me this week. They say when the student is ready then the teacher will come. Thursday morning, I was invited to a breakfast hosted by the City of Yarra and fortunate enough to meet Mark Bouris who was the speaker. Mark is the Chairman of Yellow Brick Road, a financial services company, founder of Wizard Home Loans that was sold to GE Money for $500million in 2004 and he was also the successful host of the Australian series of The Celebr
Jeffrey Gitomer
JUNE 2, 2014
'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.
The Pipeline
AUGUST 25, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . The Beatles Is On The Phone – by NowhereGirl17. If you ask sales people why they hate/fear cold calling their response always revolves around them, their feelings, and rarely the buyer’s. Even when they mention the buyer, it is very much through their own filters, “I wouldn’t like that”, or about the buyer’s reaction to the call.
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SBI Growth
JUNE 28, 2014
'Are you in demand? Do people seek you out? Do they feel it is important to be in your network? If not, you are falling off pace in this new social world we live in.
MTD Sales Training
APRIL 8, 2014
'What’s really interesting about we humans is the fact that, even though we don’t like to admit it, we are judgmental beings. Often we don’t view ourselves as being judgmental; we. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
SEPTEMBER 2, 2014
'Issue Date: 2014-09-02. Author: Bill Rosenthal. Teaser: When a salesperson and customer laugh together it builds trust and empathy and helps remove the customer’s body armor. Here are seven tips that can help you make the customer laugh. When a salesperson and customer laugh together it builds trust and empathy and helps remove the customer’s body armor.
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