SBI Growth
FEBRUARY 3, 2013
You don’t want a new job. You want to excel at the job you already have. To do that, you must outperform your peers and close more deals. So your success tomorrow depends upon your pipeline today. In today’s environment, a quality pipeline starts with LinkedIn. This post describes the Social Seller's strategy to grow their prospect list through LinkedIn.
Jeffrey Gitomer
FEBRUARY 19, 2013
Tweet Make a sale – that’s the easy part. Now comes the hard part: Doing everything else. Making the sale is not just the money and the victory. It’s also the foundation for a relationship – as long as the rest of the process flows as you have sold it. Here are the “beyond the sale” elements than make a relationship probable: Deliver. After a sale there is an expectation for delivery.
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MTD Sales Training
FEBRUARY 13, 2013
Why do objections occur? It’s an age-old question that gets salespeople crying into their beer. There are, naturally, many reasons why they come up, but they tend to revolve around one main. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
FEBRUARY 26, 2013
'According to Forbes.com and jobvite.com in 2012 42% of employers ban use of social media sites in the workplace. This is a stupid idea for a number of reasons. Here are the first 5 that came to mind: The best sales people use linked in for connections, lead generation and referrals daily. Cutting off Linked in shuts down 1 client attraction approach.
2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.
SBI
FEBRUARY 5, 2013
You can read articles, blogs, books, and white papers from the best and the brightest experts in the industry. You can attend webinars, conferences, seminars and symposiums. You can network across a growing array of social and business platforms and talk to your fellow sales leaders. One thing is for certain, you will encounter the same timeworn topics of debate.
Sales Gravy
FEBRUARY 27, 2013
Your prospects should see you everywhere, from social media to events, sales strategies and other approaches to the marketplace. Seeing you everywhere within their market draws customers to you.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Jeffrey Gitomer
FEBRUARY 6, 2013
Tweet Are you using the WOW factor? What is WOW? – WOW is sales! WOW separates the strong from the weak. WOW separates the sincere from the insincere. WOW separates the sales pro’s from the con’s. WOW separates the yes’es from the no’s. WOW is the full measure of your sales power and the way you use it. Are you WOW? Is WOW a factor in your selling process?
MTD Sales Training
FEBRUARY 4, 2013
Branding, the process of creating an emotional connection to a company or product, has been the subject of many studies and much research. Most of that research has revolved around the companies who. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
FEBRUARY 22, 2013
'From Statsisticbrain: In 2011 there were 4.7 billion Google searches performed each day. . That statistic promoted me to ask you 3 questions: What are you doing to ensure you are found? What are you doing to ensure prospects are compelled to click through visit and stay on your website? How are you following up with those prospects? Dedicated to making this your best year yet!
SBI
FEBRUARY 12, 2013
What’s all the hubbub about “social selling?” After all, selling has never been anything if not ‘social.’ Sellers have for the most part, relied on networking, referrals, and rapport building as a means to build relationships or at the very least, the credibility and trust needed to gain an appointment. What has changed, however, is the scale. LinkedIn , for one, has greatly increased our ability to stay connected to former colleagues and friends, and to meet others that share connections or int
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Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
Sales Gravy
FEBRUARY 18, 2013
The fact is that the new economy has and will continue to squeeze businesses of every size and industry. Sales forces are not immune to the squeezing, either. In some ways, sales people bear a special burden.
SBI Growth
FEBRUARY 21, 2013
To outperform their peers, Social Sellers use LinkedIn as a sales tool. They use their profiles to demonstrate value and build trust with the Buyers. Their LinkedIn profile becomes an integral part of their personal brand. In this article I outline 4 principles of an effective LinkedIn profile. Then I provide a LinkedIn Profile Writing Guide to help perfect your own profile.
Jeffrey Gitomer
FEBRUARY 3, 2013
Tweet. Have you ever heard the phrase, He went the extra mile ? I want to talk to you about the “extra mile” in a way that you might understand it and use it to build customer loyalty. The extra mile is an action or an expression that sparks a WOW! in the mind of the customer or a co-worker. It’s an unexpected deed. But before an extra mile is ever walked or executed, it has to be an attitude and a mindset from the extra miler.
MTD Sales Training
FEBRUARY 5, 2013
There is one skill that I see top-quality salespeople exhibiting that often overides everything else. You can be a great communicator, a superb closer and an excellent negotiator, but if this skill. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
Engage Selling
FEBRUARY 27, 2013
'Sales people who do not execute the fundamental practices that lead to success make more mistakes and lose more business. When leaders miss these signs, they also miss the chance to coach their sales team so they can correct the mistakes. Sales people who do not execute the fundamental practices that lead to success make more mistakes and lose more business.
SBI
FEBRUARY 19, 2013
One of the most frustrating problems for any sales rep is when a prospect’s interest switches from hot to cold. This can happen for a variety of reasons most of which have to do with the gravitational pull of the ‘status quo’. It’s a powerful force. From an opportunity stand-point, (and at the risk of stating the obvious), the best time to gather the ammunition needed to fight status quo is the moment of peak interest.
Sales Gravy
FEBRUARY 18, 2013
You want sales reps that arent going to cave in the first time a prospect throws something at them thats just a negotiating technique. Encourage them to learn negotiating skills and situational role play with them.
SBI Growth
FEBRUARY 5, 2013
As a Marketing Leader, you pay attention to mobile trends. But what are you putting into action? If you don’t, lead generation efforts will hit road blocks. Live leads will break away as you reel them in. Your credibility with the sales leader will quickly dwindle. If you’re thinking that optimizing your website for mobile is enough, don’t stop there.
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
Jeffrey Gitomer
FEBRUARY 5, 2013
Tweet You can measure how much WOW is in your sales effort by looking at the following ten aspects of what makes up WOW: 1. Be totally persistent – To reach the prospect, to get the prospect your information, to get information about the prospect, to appoint the prospect. 2. Be totally knowledgeable about the prospect – Your knowledge of the prospect and his or her business is often critical to completing the sale.
MTD Sales Training
FEBRUARY 11, 2013
Imagine you’re walking around the shops and an elderly man approaches you, asking you some questions. You try to ignore him, but his questions are powerful and engaging. He makes you think a. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
FEBRUARY 27, 2013
Sales people who do not execute the fundamental practices that lead to success make more mistakes and lose more business. When leaders miss these signs, they also miss the chance to coach their sales team so they can correct the mistakes. Sales people who do not execute the fundamental practices that lead to success make more mistakes and lose more business.
SBI
FEBRUARY 26, 2013
Mobile reps have unique challenges. They can’t just head to the nearest file cabinet, or walk down the hall when they need to find something or someone. And managers can’t pop their heads into reps’ cubicles for a quick update. You’ve got to figure out how to manage your business when you’re in the field, regardless of whether you’re out all day every day or whether you travel longer distances in less frequent measure.
Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst
Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.
Sales Gravy
FEBRUARY 15, 2013
By providing a superior customer experience with relationships that span your clients entire organization and a sales process that shows you care about the customer and its business success, you can begin building your customer loyalty and stop worr
SBI Growth
FEBRUARY 26, 2013
As the VP of Sales, you’re pulled in 15 directions. You’re providing accurate forecasts to the CEO. You’re coaching and mentoring Sales Directors and Managers. You’re implementing new processes and practices to improve performance. You’re pushing deals over the finish line. But have you lost sight of your customers? Many Sales VPs are innately aware of the competition.
Jeffrey Gitomer
FEBRUARY 28, 2013
Tweet. When you make a sale you celebrate. That’s okay for a minute or two. Then what? What are you doing for that customer after the sale has been completed? How are you installing? What value messages are you creating? How are you helping them use? What are you doing for your customer take would make them loyal, referable, testimonial-able, and talking about you on a word-of-mouth basis about how cool you are to other potential customers?
MTD Sales Training
FEBRUARY 15, 2013
Despite the fact that our economy is now growing and we are finally moving away from the dreaded “recession objection”, many sales people are finding that they are still coming up against. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Speaker: Michelle Vazzana
Every sales organization wants their sales force to be agile. Why? Because the world is rapidly changing, becoming more complex, and making the salesperson’s job harder. Organizational leaders are unsure of the best way to equip sellers to succeed in this new reality. Should they change their sales methodology? Should they adopt better technology tools?
Engage Selling
FEBRUARY 26, 2013
According to Forbes.com and jobvite.com in 2012 42% of employers ban use of social media sites in the workplace. This is a stupid idea for a number of reasons. Here are the first 5 that came to mind: The best sales people use linked in for connections, lead generation and referrals daily. Cutting off Linked in shuts down 1 client attraction approach.
SBI Growth
FEBRUARY 16, 2013
A trend is emerging among Sales SVPs: they Make the Number every other year. You make it - the CEO “rewards” you with a huge increase. Miss it - the next year the goal is more reasonable. Make the reasonable goal – the next year is unreasonable again. And on and on the cycle goes. The right Marketing Methodology can enable you to break this cycle. Your Marketing Methodology is simply your company’s guidelines or procedures for marketing your solutions.
SBI Growth
FEBRUARY 9, 2013
Your new product launch is on schedule. The CEO has promised the market a hit. In six months the market will react. Careers will be made or heads will roll. What happens in the next sixty days will make the difference. Your role as Chief Marketing Officer is crucial to success. You have two major responsibilities; Sales Enablement and Promotion. Prepare the field and give them tools to succeed.
SBI Growth
FEBRUARY 12, 2013
Stefan Captijn with Genesys Labs approached SBI this week with a blog topic. This topic centered on the sales rep’s dilemma. Specifically – when to walk away from an opportunity. He wrote us about a coworker who recently went through this. Naturally, he had been torn about what to do. We thought a Q & A blog would add value to quota-carrying sales reps.
What if there was a better method of changing the conversation with your customer from delivering pricing to delivering value solutions? A method that would help keep you in control, manage the uncertainty, and close larger deals more quickly for you and your company? There is.
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