SBI Growth
NOVEMBER 26, 2012
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.
MTD Sales Training
NOVEMBER 21, 2012
Prospecting mistakes are the most deadly errors you can make in professional selling, in large part because they are so difficult to quantify. Sales mistakes and blunders in the sales process or in. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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Jeffrey Gitomer
NOVEMBER 2, 2012
Tweet Trust is everywhere – it’s ubiquitous and omnipotent. 1. The risk of trust and trusting – trust is a risk. 2. Initial trust is tentative. 3. Trust is a form of faith. 4. Trust lowers resistance. 5. Trust lowers barriers. 6. Friendship leads to trust. 7. Business relationships leads to trust. 8. Business deals are based on trust. 9.
Engage Selling
NOVEMBER 13, 2012
'It’s amazing what 5 hours of uninterrupted time with no Internet or phone can do to your productivity: 42 emails sent. 300 emails filed / deleted moved. 2 Sales Quizzes written. 2 video scripts written. 1 proposal sent. Client project finished. Platinum and Gold November Sales letter written. Vanity Fair James Bond issue read cover to cover – BTW the article on Obama’s decision to get Bin Laden is excellent but there are not enough pictures of Daniel Craig in the issue.
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
NOVEMBER 27, 2012
I was recently reminded of two very important and strategically crucial data points while attending Sales2.0. The first revenue-numbing fact is that 65% of a sales rep’s time is spent NOT doing what they are ultimately paid for—selling [1]. According to studies, the ratio of time spent on non-selling tasks to time spent on selling tasks is 65/35. The second equally disturbing data point is that 74% of sales organizations have poor CRM adoption [2].
Sales Gravy
NOVEMBER 27, 2012
Sales is about knowing what questions to ask, when to ask them, why to ask them, how to ask them, who to ask them to and what to do with the responses you are giving. "When should I ask What is your budget? when qualifying a warm (Inbound) lead?
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
MTD Sales Training
NOVEMBER 14, 2012
You did everything right. You maintained an excellent prospecting track and qualified the decision maker. You got through a tough gatekeeper screen, set a good appointment and sealed it with cement. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
NOVEMBER 13, 2012
Tweet December 10-14, 2012. Do not miss this. Here’s the lineup: Monday, December 10th. Jeffrey Gitomer , Sales {Re•defined}. Tuesday, December 11th. Darren Hardy , Productivity {Re•defined}. Wednesday, December 12th. Lisa Sasevich , Closing {Re•defined}. Thursday, December 13th. Mitch Joel , Social {Re•defined}. Friday, December 14th. Jeffrey Gitomer , Q&A {Your Questions Answered}. * Spaces are limited to 1000 – Don’t Wait!
Engage Selling
NOVEMBER 8, 2012
Today I unsubscribed to CIBC’s marketing email messages and I noticed the following fine print: “you can unsubscribe by clicking here. Please note that your request to change your Do Not Solicit Email preference may take up to 10 days to process.” 10 days? This is the case of a company leading with process rather than with the customer’s best interests.
SBI
NOVEMBER 13, 2012
Does your business success depend on leads? If it does, you’ll want to know how to generate the most leads , how to capture the most leads , how to best score and qualify leads , how to track which leads convert to prospects, and the list goes on. The Sales Lead Management Association (SLMA) is an online resource for answering these questions and more.
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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
NOVEMBER 27, 2012
In an uncertain market, successful salespeople realize there is an opportunity to build, yet many put the brakes on their own success by feeding into the negativity around them and permeating this attitude throughout their organization.
SBI Growth
NOVEMBER 20, 2012
In the Future of Content Marketing survey, 39% of nearly 60 respondents indicated they did not have a defined content marketing strategy. If you have read my past three articles on content marketing ( article 1 , article 2 , and article 3 ), then this percentage number is strikingly similar. This percentage further validates the findings of a recent survey by eConsultancy , which found 38% of 1,300 businesses, did not have a defined content marketing strategy.
MTD Sales Training
NOVEMBER 8, 2012
Sales people can find dozens of reasons for failure, as can many sales managers and supervisors. However, there really aren’t a whole lot of reasons for failing in professional selling. The reasons. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
NOVEMBER 30, 2012
Tweet. Be a part of it. Register here – [link].
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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
NOVEMBER 28, 2012
Referrals are one of the most powerful tools to generate sales. So why do sales reps not use them more often. Take the quiz and find out! And for more strategies based on this quiz question, check out this article.
SBI
NOVEMBER 6, 2012
I’m Nancy Nardin. Welcome to Toolskool, where you’ll learn about great tools that will help you increase revenue. This week’s topic is eSignatures and I’ll be talking about a solution that helps your reps close deals faster. Look, If those of us in sales know one thing, we know that time kills deals. It’s essential to get contracts signed as quickly as possible.
Sales Gravy
NOVEMBER 14, 2012
Lack of commitment is a primary reason that the sales profession has earned the reputation for having a high turnover rate. Fortunately, that is changing, and the public is rapidly gaining respect for the true sales professional.
SBI Growth
NOVEMBER 17, 2012
This post is written for CEOs who want to teach the board how to properly evaluate sales performance. According to Spencer Stuart , the average age of a board member in corporate America is 62.4. Many of these individuals made their fortunes in their 40s. When they were running businesses, life was vastly different. They used the information available to them to make decisions about the future of the business.
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.
MTD Sales Training
NOVEMBER 28, 2012
You are all ready to go. You have all of your leads for the day prepared and lined up in front of you. You have all of your rebuttals ready, and you have rehearsed your main talking points. You are. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
NOVEMBER 27, 2012
60% of the buyer’s journey now happens before your Account Executive interacts with a prospect. This is why there is such a push for compelling content marketing strategies these days. Blogs, ebooks, webinars, social media. This is all of the utmost importance in generating fresh leads. As the Sales Leader, you have high expectations for Marketing to deliver.
SBI Growth
NOVEMBER 13, 2012
Over the next four years the Cloud Computing market is going to double. Yes, double. In fact, according to IDC, the cloud computing market is going to move from $28.4B to $67.3B. Market moves like the expansion of cloud computing don’t happen frequently. As a VP of Sales Operations at a cloud computing company the stakes couldn’t be higher. This is a make or break moment in your career.
SBI Growth
NOVEMBER 5, 2012
The sales world is changing rapidly. Buyers are now closer to making their purchase before a rep gets with them. Content that supports buyers in their decision is king. With so much information at their fingertips, prospects are more empowered. But your job as a sales rep is to influence the prospect's buying decision. Today’s post offers a way to influence the buying decision without saying a word.
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.
SBI Growth
NOVEMBER 18, 2012
Many sales leaders judge the effectiveness of their sales process by the level of field adoption. (“Are the reps using it? Then it must be working. Let’s move on.”). This is lazy thinking. Adoption rate is a function of execution, not effectiveness. Execution means: did you roll it out successfully. do you reinforce it regularly. do your managers drive compliance.
SBI Growth
NOVEMBER 9, 2012
The 2013 Number came back from the Board for the VP of Sales. They expect a 20% increase over your “best case” 2012 finish. Who do you turn to for help? Regional Sales Leaders? Human Resources? CFO? 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.
SBI Growth
NOVEMBER 23, 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. I had a recent conversation with a Sales Rep named Seth.
SBI Growth
NOVEMBER 14, 2012
Actually, this article isn’t about your standard numbers. We won’t touch on revenue, percentage of quota, customer retention, etc. This article is about your ICP – that is to say, your Ideal Competency Profile numbers. At the end of the day and the end of the year, you know what you’re evaluated on. But it’s your ICP numbers that will help to increase your close rate and put money in your pocket.
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?
SBI Growth
NOVEMBER 4, 2012
The generator got louder as I approached. The deli at 15th and 7th Avenue was serving a line of people. The rest of lower Manhattan was completely dark thanks to Hurricane Sandy. Only two other businesses had generators. The hurricane compelled them to buy the machines. Your Buyers face their own compelling events. If you are the leader of Sales Operations , ask yourself a few questions: Have I prepared the Sales team for the next compelling event?
SBI Growth
NOVEMBER 22, 2012
Today’s post is the first of three directed to Sales Operations leaders. Resource allocation is critical to success for sales. Customer/prospect segmentation is a key first step in making wise allocation decisions. You might have the best propeller-heads available performing segmentation analysis. But if you can’t drive segmentation into the field you’re wasting much of your company's expense and effort.
SBI Growth
NOVEMBER 15, 2012
There are the four essential elements to World Class Lead Generation : Content, Process, Technology and People. If you are a marketing leader and you’re missing or deficient in one of these, there’s a problem. IBM recently completed a survey of CMOs across all industries. According to the study, a CMO's number one success measure is marketing ROI. Translation – ROI equals results.
SBI Growth
NOVEMBER 8, 2012
Boards tell CEOs , “ You should have seen it coming ”, when they hand over separation agreements. A revenue miss is a revenue miss. Issues outside of the CEO’s control are labeled excuses. Boards feel they pay CEO’s to “see it coming”, whatever “it” is. But, how can a CEO of a private company see it coming? Get to the Source. The clearest view of the future is the market view of a company’s prospects.
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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