The Worst Sales Call of 2012

SBI Growth

In 2012 our consultants attended 438 live sales calls. Two weeks ago, we participated in the worst sales call of the year. I thought I would share this story with you. I hope to help you avoid some mistakes. The story begins with the EVP of Sales of a large technology company. He hired our firm. The purpose of the engagement was to understand why The Challenger Sale was not working. In 2011, this company replaced its Solution Selling methodology with The Challenger Sales approach.

HUGE BONUS for Webinar Boot Camp 2012

Jeffrey Gitomer

Jeffrey Webinar gitomer webinar boot camp 2012 jeffrey gitomer webinar jeffrey gitomer webinar boot camp jeffrey webinarTweet HUGE BONUS: Sign up for my Webinar Boot Camp by this Sunday, Dec 9, 11 PM EST and get access to the recordings of my sold out Webinar Boot Camp 2011 with sessions on Cold Calling, Personal Branding, Differentiation, and How to Have Your Best Year Ever. Register here – [link]. What are you waiting for???

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MTD’s MD Named As Top Sales Influencer For 2012

MTD Sales Training

Sean has been named as one of the Top 25 Sales Influencers For 2012 , which he is obviously very excited to know. Sean has been tipped as “one to watch” in 2012, so make sure you log on to the MTD Sales Blog every day to get your quick fix of expert sales knowledge. . In The News Latest MTD News MTD Sales Training sean mcpheat Top 25 Sales Influencers for 2012Hi all, It’s MTD’s Marketing Manager Louise here today.

Best of 2012: My Top 10 Most Popular Sales Tips

MTD Sales Training

With 2012 drawing to a close, I wanted to share with you the top 10 blog posts from the MTD Sales Training blog in 2012. All of these posts have been voted for by you as being the most interesting, [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Sales Tips most popular sales tips top sales tips top ten sales tips

Top Sales and Marketing Thought Leader of 2012

Jeffrey Gitomer

General Top Sales and Marketing Thought Leader of 2012Tweet I have been nominated for this award as part of the annual Top Sales and Marketing Awards contest. If you believe that I am deserving of such an award, vote for me here. It’s quick and it’s easy. You can vote once every 24 hours – so remember to go back and vote again!

Top 5 Sales Strategy Improvements for 2012 and 2013

SBI Growth

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Sean McPheat’s 6 Sales Predictions For 2012

MTD Sales Training

It’s that time of the year again when everyone is second guessing what’s going to happen in 2012 so I thought I’d put together my top 10 predictions for the sales industry. 2012 will the be the year where the adoption of these sites gathers momentum and this will snowball as more and more success stories are made “public” and the return on investment finally filters through.

Sign Up For My Yes! Attitude Webinar: February 29th, 2012 | Jeffrey.

Jeffrey Gitomer

Attitude Webinar: February 29th, 2012. Gitomer | February 22, 2012 | Leave a Comment. Attitude webinar on February 29th, 2012! There is no time like the present to change things up in 2012 to ensure its better than 2011! Return to top of page Copyright © 2012 All Rights Reserved. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Sign Up For My Yes!

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The One CEO Sales Strategy Tool to Use in 2012 Before It Is Too Late

SBI Growth

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Sean McPheat’s 6 Sales Predictions For 2012

MTD Sales Training

It’s that time of the year again when everyone is second guessing what’s going to happen in 2012 so I thought I’d put together my top 10 predictions for the sales industry. 2012 will the be the year where the adoption of these sites gathers momentum and this will snowball as more and more success stories are made “public” and the return on investment finally filters through. The post Sean McPheat’s 6 Sales Predictions For 2012 appeared first on MTD Sales Training.

It's Official. Outbound Script Reading Is DEAD. RIP 2012.

SBI Growth

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Dreamforce 2012: A Spectacular Spectacle #DF12

SBI

Dreamforce 2012: A Spectacular Spectacle. I just returned from Dreamforce 2012. You’ve probably read over and over, that there were 90,000 people registered, 750 sessions, and more than 350 exhibitors. While those numbers top those of previous years, the show seemed less crowded. Salesforce did a great job providing outdoor space and entertainment which, I think, kept the show-floor free of lookie-loos killing time in between sessions.

Sign Up For My Break Down Barriers Webinar: March 21st, 2012

Jeffrey Gitomer

I’d like to personally invite you to join me for my upcoming Break Down Barriers To Make The Sale webinar on March 21st, 2012! Tweet Breaking down barriers to make a sale is part of every salesperson’s real-world. Every customer has objections. Your job is to be at ease with them, overcome them, and identify them as a buying signal. CLICK HERE TO SIGN UP FOR THE WEBINAR! Read what others are saying about my webinars: I truly enjoyed the webinar yesterday!

The Lineup for Webinar Bootcamp

Jeffrey Gitomer

Jeffrey Webinar jeffrey gitomer webinar jeffrey gitomer webinar bootcamp jeffrey gitomer webinar bootcamp 2012 jeffrey gitomer webinar bootcamp speakers jeffrey webinarTweet. Be a part of it. Register here – [link].

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Sales Strategy: 2 Ways to Determine if You’re Already Behind on Your 2012 Sales Plan

SBI Growth

Article Sales Strategy 2019 adam sheehan b2b b2b marketing b2b sales bottom of funnel business call checklist demand fill the funnel forecast generation growth lead make the number make your number pipeline plan planning prepare revenue revenue growth sales process sales strategy sales team sbi top of funnel

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Are You Dictating Action or Empowering Change?

SBI Growth

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1 Leading Indicator to Determine if You Will Make Quota This Year

SBI Growth

Sales 84

1 Simple Way the VP of Sales can close Sales Management.

SBI Growth

2013 will NOT be better than 2012! Unless you do this…

SBI

Do you want to accomplish more in 2013? Do you want to do more? Learn more? Sell more? If you answered yes to any of these questions, you’ll need to do something or some things differently. Einstein of course defined “insanity” as doing the same things over and over and expecting different results. YOU are not insane. You know you need to embrace the concept of change but will you be the impetus of that change?

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Join Me in Raleigh, NC on March 8 & 9 | Jeffrey Gitomer | Sales.

Jeffrey Gitomer

Gitomer | March 4, 2012 | Leave a Comment. Tweet Share I want you to join me March 8th for an afternoon leadership seminar, and March 9th for a morning sales seminar at the Sheraton Raleigh Hotel so you can make 2012 the year you dominate your market and the year you dominate your competition. If you want real world sales and you want real world leadership gold, I challenge you, come to my seminar and let me help you get to where you need to be in 2012. Store.

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Sean McPheat’s TOP 5 Sales Predictions For 2013

MTD Sales Training

As 2012 comes to a close every “Sales Guru” out there is dusting down their crystal ball and making their “top 10 predictions for 2013” So here’s my take! Here are my top 5 predictions for the coming. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Sean's Thoughts 2013 sales predictions sales industry predictions selling in 2013

Join Me In Greenville, SC on January 25 & 26 | Market Dominance.

Jeffrey Gitomer

Gitomer | January 18, 2012 | Leave a Comment. There is no time like the present to change things up in 2012 to ensure its better than 2011! Return to top of page Copyright © 2012 All Rights Reserved. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Join Me In Greenville, SC on January 25 & 26 | Market Dominance Sales Seminar. Tweet Share Have you signed up for my upcoming seminar in Greenville, SC yet?

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5 Marketing Trends That will Impact 2013

SBI Growth

Powering the new engines of marketing, as we saw in 2012, is becoming big business. We have seen a growth in 2012 in the concept of lead nurturing. One thing is abundantly clear. The pace of technology and buyer behavior transformation continues unabated. Assessing their impact on marketing strategies makes for tough annual planning on the right formula to connect with buyers.

Why Content Marketing Matters to a Sales Rep

SBI Growth

Source – CEB, The New High Performer Playbook, Arlington VA, 2012). MarketingSherpa, 2012). The Challenger Sale, 2012). I’ve heard a lot of talk about “ Content Marketing.” It gets great reviews from C-Level executives, marketers and even sales managers. But how does Content Marketing help the Sales Rep? How does it help them make more money? Today’s post outlines the benefits of Content Marketing from the Sales Rep’s perspective. This is the Problem.

Twelve Days of Christmas to Make the Number

SBI Growth

You trusted our team to help you make the number in 2012. Sales Benchmark Index would like to thank our clients. Here is a look back at the past year through the lens of a Classic Christmas Carol. Enjoy and feel free to submit your own suggestions.

If Technology is Not the Answer to Solving Sales Problems, What Is?

SBI Growth

Through 2012, 80% of organizations will struggle to recruit the talent required to meet their business analytics objectives,” according to Gartner. Gartner “How to Leverage Advanced Analytics for Strategy Maps”, Christopher Iervolino, 17 February 2012 Deploying a Sales Force Automation tool will not solve the challenges facing your Sales organization. Technology alone is not the solution. The Sales organization isn’t short on data, it is short on knowledge.

3 Questions CEOs are Asking to Judge Your Performance

SBI Growth

Even if 2012 was below targets, the future is bright. You’re called in for a meeting with the CEO. What’s it about? You run some numbers in your head as some quick prep on your way. You enter. He asks you to sit. You sit. He asks you to give a self-evaluation of your year. “In In what regard?” you ask. Three questions” he says. They can tell a lot.” You listen. Be sure to answer honestly. Question 1: Have you upgraded your team?

Is your Sales Ops Leader Delivering Results?

SBI Growth

They expect a 20% increase over your “best case” 2012 finish. The 2013 Number came back from the Board for the VP of Sales. Who do you turn to for help? Regional Sales Leaders? Human Resources? VP of Sales Operations? If you answered anything other than #4 , revisit the value your Sales Operations Leader is providing. If you have a world class Sales Ops Leader, you’ll know that this is your first and best resource. How can you tell if you have a world class Sales Operations Leader?

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All You Need To Know to Create A Great Blog Post

SBI Growth

In 2012 marketing leaders spent 25% of their program budget on blogging. Leads from blog readers convert 10X more times than tele-prospecting leads. No wonder marketers are rushing to get active on the blogosphere. There are a lot of bloggers out there, but not so many good ones. So what makes for a good blog? In this post, I’ll walk you through the framework of a great blog. The value of a blog post is measured by its quantitative and qualitative attributes. Quantitative.

3 Steps to Produce Content to Feed Lead Generation

SBI Growth

Fast forward to 2012 and the buying process is radically different. Last week at Content Marketing World, the Chief Marketing Officer of IBM was asked; What’s the top skill that marketing organizations need to master to be successful? Answer: Writing skills. The Internet has changed everything. Today's marketing is driven off the written word. Text is the catalyst that drives everything Search, PPC, social media, email, etc.

The Biggest Mistake a Marketing Leader Can Make in 2013

SBI Growth

SBI’s CEO Greg Alexander, was recently quoted in Hubspot’s “ 20 Marketing Trends & Predictions for 2013 & Beyond ”. Greg tells CMO’s that “The pressure is on”. CEO’s are paying more attention to marketing’s contribution and are holding them accountable for revenue generation.”. Marketing leaders need to drive a strong impact to show a return on investment. Right now the biggest mistake a marketing leader can make in 2013 is to not invest in Content Marketing.

New Sales Comp Plan? HR's 5 Must Dos.

SBI Growth

Q1 performance is way off of 2012’s mark, the new product strategy is failing, and Sales Rep behaviors are erratic. A post for Sales and HR leaders to ensure success of 2013’s Sales compensation plan. Included are 5 actions that HR must take to help rollout. As well, a tool is included – a sample rollout communication plan. Fast forward to April of 2013. A Chief Sales Officer is meeting with Sales VPs and the VP of Sales Operations.

Can Your 1.0 Talent Succeed in a Sales 2.0 World?

SBI Growth

Finish up 2012 with your current metrics and then implement a clean slate for 2013. B2B Sales organizations are rapidly transforming to compete in the world of Sales 2.0. The technologies and strategies are revolutionary. But will the sales talent keep pace? HR leaders will play a major role in success of the Sales 2.0 transformation. But they cannot do it with outdated HR metrics.

4 Buyer Trends That Will Shake Marketing in 2013

SBI Growth

If you believe buyer behavior would stand pat for a short while, you better let go of this belief. Technology interruption, good and bad, continues to alter buyer behavior and disrupt marketing. For CMO’s today, staying abreast of shifts in behaviors associated with content consumption and purchase decisions is becoming job one. Without this understanding, leveraging marketing spend can turn into a wild guess. Let us look at four buyer trends bound to shake up marketing in 2013: 1.

The 6 Worst Decisions Sales Leaders Make

SBI Growth

“With every mistake and failure, not only mine, but of those around me, I learned what not to do.” – Mark Cuban. As we conduct research across 19 different industries, patterns emerge. Over time, we see trends - some good, some unfortunate. Think of this article as a holiday gift. Use it to compare your thought process to that of other executives. Are you ahead of the curve? Is it possible you have a problem? Bad decisions can cause your company to miss the number.

3 Places Sales Leaders Should Look if You Missed the Number in 2012

SBI Growth

Don’t waste time worrying about 2012 anymore. But you can excel in 2013 because of your shortcomings in 2012. Did you generate enough leads in 2012 to make the number? Can you analyze your 2012 Lead Generation using top down and bottom up approaches? When addressing Win/Loss ratios for 2013, focus first on: What deals did you not win at the end of 2012? Another year has gone by, and you fell short on your sales number. What’s next?

Excellence Accelerator – Unlock the Potential of Your Marketing Team

SBI Growth

Acquiring new customers is a marathon event made up of quarterly sprints. Strong demand generation effort is required throughout the year to maintain a steady flow of leads to the sales field. Marketing leaders need a proven framework to unlock the potential of your marketing team. The Marketing Implementation Assessment Tool provides the following benefits: Maximize Feasibility of Success. Evaluate new ideas. Executive opportunity cost. Maximize Feasibility of Success.

Closing the Credibility Chasm between Sales and Human Resources

SBI Growth

During a wide-ranging set of interviews SBI conducted with HR leaders in 2012, this concern was raised over 60% of the time. The 3 reps were not expected to contribute much in 2012, but recovering from this catastrophe will negatively impact 2013 results. “For me, Sales has been a challenging group. Among all organizations I support, Sales is the most resistant. Sales leaders do not want interference from HR. They bring HR late in the game.

Why Fear is Stifling the Careers of Sales VPs

SBI Growth

Fear is preventing you from reaching your goals. As a VP of Sales, your fear of failure is holding you back. You have sales productivity problems that are causing you to miss the number. Will you get a leg up on your peers if you solve the problem? Will you expose yourself to undue scrutiny if your solution is wrong? Maybe; so you avoid the risk. Try this Agile Solution tool. The tool helps you overcome fear. It helps you diagnose the first problem to solve.

3 Signs your Sales Team Isn’t Happy

SBI Growth

This post is written for the head of sales. We will discuss 3 leading indicators to spot looming sales turnover. Your front-line Sales Managers don’t add sufficient value. Your Reps are underpaid in the market. Your hiring process isn't executed consistently. Before we get into leading indicators, let's explore exit interviews. Exit interviews help determine why turnover happened after the fact. If HR is not currently performing exit interviews, you should ask them to start.

Do CEOs Need ‘Doers’ or ‘Strategists’ Leading Marketing?

SBI Growth

“Executives owe it to the organization and to their fellow workers not to tolerate nonperforming individuals in important jobs.” – Peter Drucker. If you run a $5B company, you need a strategic presence in your marketing organization. However, if you think you need a highly experienced marketing strategist to take your company from $50M to $100M, think again. CEOs of emerging growth companies need ‘doers’ leading marketing.

Your turn to Play Sales Leader. What do you think and why?

Engage Selling

In 2012 her quota was set at $11.5 What do you think of her 2012 target? A client of ours – individual contributor – had a quota in 2011 of $7 million. She blew those numbers away hitting $12million by December 31. million. She manages 1 customer only, who completes multiple projects each year with her firm. Higher? Lower? and why? Cheers Colleen. Observations from the real World

Fix Sales Results Without Disrupting Your Paycheck

SBI Growth

They were missing the number in 2012 and he believed sales training was the answer. You missed the number. As the SVP of sales, you need to figure out why fast. The first thing to do is properly define the bottleneck in your process. Sales leaders have a tendency to blame comp plans, talent, or lack of training. The bottleneck can easily be misdiagnosed. As a Sales leader you may be too close to the problem.