June, 2013

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Training is Out. Education is In. Are You In or Out?

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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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.

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Trending Sources

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10 Reasons Why Salespeople Fail

MTD Sales Training

'In our consultancies and trainings with salespeople, we consistently get asked how to be successful in the career they have chosen. There are so many answers to this question, and many books have. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 109
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We Get Mail!

Engage Selling

'Glad to see we are making an impact! Today I received the following note in response to a meeting request: “Yes, let’s meet face to face for sure! I might even ask for your autograph since, with how much I watch your amazing videos – you’re kinda like a sales training celebrity/hero to me” Always [.].

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2024, The Year of the Customer

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.

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How to Take Control of the Sale and Overcome Objections

Sales Gravy

If you've been in sales even a day, then I’m sure you know what I mean. If you don't know how to avoid those rapid fire objections, then I know you're hating life, too.

Sales 40
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Avoid Maybe Purgatory: Turn Maybes into Small Yeses

SBI

'Hearing “maybe” from a buyer is more common than hearing a yes or no. Sometimes maybes are just a disguise for a lack of authority or an aversion to saying ‘no’. Most often, maybes disguise a real problem or set of problems that you can and must address immediately, even though the very purpose of a ‘maybe’ is to buy more time. Let’s take a look at a real-life scenario.

More Trending

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A Letter of Resignation

SBI Growth

'Below is a letter of resignation. It was submitted by the head of sales at a client company of mine. If you have ever wondered “ why did the sales manager quit? ” this might be informative. I think the reasons this sales manager quit are typical, unfortunately. Replacing a sales manager takes lots of time and effort. You need to build a profile, conduct a search, perform interviews, on board, etc.

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Improving Your Brand Essence In Sales

MTD Sales Training

'Branding is a key component in determining your success in sales and marketing. You may not think that, as a salesperson, your input to how your brand is perceived or recognised should be a priority; [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 108
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Don’t Miss Getting on The Inside Track.

Engage Selling

'If you haven’t yet downloaded my new whitepaper The Inside Track: 6 proven disciplines to lead your sales organization to winning results, go now to my Facebook page and get it! I know you are busy. That’s why this concise guide summarizes some of my best lessons for sales leader so you can quickly read [.].

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Suffering Sales Whiplash? Here's a Simple Tip to Refine Your Pipeline

Sales Gravy

Unfortunately, many organizations confuse their pipeline with their forecast, and vice versa. Or maybe they don’t recognize that there’s a difference between the two at all.

Sales 40
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How to Stay Competitive in the Evolving State of Martech

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

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Sales Team Gamification and the Virtual #SalesSummit

SBI

'I enjoyed being one of the presenters for last week’s InsideSales Virtual Summit. The event was deemed the world’s largest virtual sales trade show with a record setting, 15,000 registered participants. All of the speaker sessions are now available on-demand free of charge. There were more than 60 amazing presentations by the likes of Guy Kawasaki , James Rogers , and Jill Konrath.

Sales 48
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Now is the time to rise up, be counted, and kick butt.

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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Gamification: The Secret to Accelerate Onboarding

SBI Growth

'Slow ramp time for new hires is lethal. Sales leaders will not Make the Number if they fail to rapidly onboard new talent. The good news is that new techniques are now emerging that make a measurable difference. The sales environment is uniquely suited to take advantage of an innovation called “ gamification.” This post is for HR and Sales leaders who ask, "How can we accelerate the productivity of our new hires?".

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Understanding Different Buyer Types – Infographic

MTD Sales Training

'As a sales person, you cannot simply use the same sales techniques to sell to every prospects because not all prospects are the same. Each buyer will have a different way of thinking, a different way. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 105
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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The Magic Is In The Mix

Engage Selling

'Have you ever heard the saying “never put all your eggs in one basket”? In sales, you must adopt this mentality and spend equal amounts of energy and time in both maintaining your existing customers and hunting for new business. Have you ever heard the saying “never put all your eggs in one basket”? In sales, you must adopt this mentality and spend equal amounts of energy and time in both maintaining your existing customers and hunting for new business.

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Get Out of this Unproductive Cycle and Start Improving Sales

Sales Gravy

You can't close an unqualified lead, so stuffing more of them into your pipeline isn't going to get you the results you want. In fact, it will just cost your company more money, frustrate your managers and wear out your sales team.

Sales 40
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How Fast Growing Companies can Fuel Your Revenue

SBI

'Fast growing companies are often the best prospects for products and services. Fast growing companies need to hire more people, open new offices, and acquire additional hardware, software and services. These companies not only have a need to change, they are changing. Of equal significance is this, ‘fast growing’ refers to revenue, and growing revenue is an indicator of ‘ability to buy.’.

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What do you do EVERY DAY to build attraction and brand?

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.

Media 101
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How to Leverage Intent Data for Better Outcomes

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.

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5 Sales Management Myths Debunked

SBI Growth

'I sat across the desk from Mike, the new VP of Sales. He had just been promoted 6 months ago. Before his promotion Mike was the can’t-miss Sales Manager. Now he was just another VP of Sales in the crosshairs. His team had missed the last two quarters. An unraveled roll of antacids sat on his desk. “I feel like I’ve got to turn around a battleship and I’ve got a speedboat’s time.

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The 5-Step Consultative Sales Process That Has Stood The Test Of Time – Video Blog

MTD Sales Training

'The art of selling has changed dramatically over the last 30 years, and the way that sales people and business owners now prospect and sell to the customers has moved on significantly from the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 104
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The Five Dysfunctions of a Sales Team

Engage Selling

'You have identify dysfunction before you can resolve it! Here are 5 dysfunctions to watch out for: The company isn’t focused on sales The team isn’t focusing on numbers with visual reminders The sales group doesn’t know the sales projections There’s no sense of urgency Your sales room reminds you of a high school cafeteria. You have identify dysfunction before you can resolve it!

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The Guarded Secret of Small Business Owners

Sales Gravy

Unless your employees know with absolute crystal clarity how the enterprise makes and keeps money, then you as the small business owner or C-Suite executive are setting your employees and worse yet your business up to fail.

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The 2023 Supply Chain Crystal Ball: Challenges and Solutions

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.

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Spend more time selling and less time searching

SBI

'I read a post this week by Colleen Honan of OneSource. Colleen is the SVP of Sales and Service for OneSource. Her blog was entitled, “ Are you selling or searching.”. It’s a great question and it really got me thinking. What are sellers searching for and why? Buyers are savior than ever. They don’t have time for salespeople who haven’t done their homework.

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Can leaders influence without authority? …Hardly.

Jeffrey Gitomer

'I just read this quote: “The key to successful leadership today is influence, not authority.” WHAT? Eh, not quite. It’s sounds good when you first hear it, but it’s not only completely without merit, it’s also downright dangerous. The quote should say, “One of the MANY keys to successful leadership today is influence.” It bugs [.

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An Embarrassing Pipeline Review

SBI Growth

'Executives are more focused on leading success indicators. One of the best indicators of future sales success is pipeline health. This helps them stay ahead of potential problems. They’ll know if the pipeline will lead to the desired results. In this post we will discuss how pipeline reviews can expose Sales Management. Here is an example pipeline review between a Private Equity firm and Sales Leader.

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What Starbucks Teaches Us About Commoditisation

MTD Sales Training

'On a recent trip to London, I called in at a Starbucks for a refreshment before visiting a prospect. I was in a great mood (I nearly always am!) and just wanted to have a drink while I prepared. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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The Truth About Sales Agility: Separating Fact From Fiction

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?

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The First Half of the Sales Pipeline

Engage Selling

'Measuring your sales pipeline as percentage complete, as opposed to probability of close, will give you a more accurate number for your sales forecast and a more complete picture of your future sales. By drilling down into a typical sales pipeline and its stages, we will get a better idea of how the percentage complete concept works, as well as how an opportunity moves through the pipeline.

Sales 67
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Creating A Business Environment That Leads To High Returns

Sales Gravy

How do you measure wealth -- people or profit? If you’re like most businesses, you answered profit. However, the fastest way to your profits is by increasing the people wealth of your business.

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Solving Prospects’ Problems The Easy Way

MTD Sales Training

'The salesperson of today is a problem-solver who works in conjunction with the prospect to identify any issues that his organisation has and then uses that information to present solutions to the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 103
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The Cost of Doing Nothing

SBI Growth

'The problem with your sales force has been diagnosed. You’ve determined the requirements of any solution. Now it’s time to outline your options – and Do Nothing is one of them. This post gives you the reasons why “Do Nothing” is not the best option. If you do nothing else, you must get “ The Do Nothing Guide ”. It contains 20 categories for which to consider the impact of doing nothing.

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Negotiate Larger Deals More Quickly

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.