October, 2012

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Are Your Sales Goals Too High?

MTD Sales Training

Setting good sales goals and performance targets is a crucial step in sales success. We all know that setting goals too low can cause some serious problems. However, setting your sales targets too. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 127
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The Lost Secret of Leadership

Jeffrey Gitomer

Tweet If you’re looking for some magic formula—some wisdom of the ages—some quote from someone that ties it all together, that’s not the secret. The lost secret of leadership is found in one word: Encouragement. Encouragement is THE key to high self-esteem, high self-image, high attitude, higher productivity, and highest achievement. Every time someone is seeking to complete a task, complete a project, come close to a milestone, or compete for a victory, your encouragement may be the very words

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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.

Marketing 109
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Are You Enticing People To Buy?

Engage Selling

'Converting your team from Sales people to enticers will help you sell more, at a higher margin and with less competition. Learn how on this podcast. Converting your team from Sales people to enticers will help you sell more, at a higher margin and with less competition. Learn how on this podcast. Podcast Series: The Sales Leader 3D Sales Training System Colleen Francis Engage Selling Solutions Lead Up!

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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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Social Selling and Big Data at the Upcoming Sales & Marketing 2.0 Conference #S20C

SBI

Social Selling and Big Data at the Upcoming Sales & Marketing 2.0 Conference. Next week, Sales Dot Two Inc., will host the Sales & Marketing 2.0 Conference in San Francisco. The focus is purported to be on the benefits of big data for B2B sales organizations with an emphasis on social technologies. A close examination of the agenda indeed reveals that the two day event will be packed with presentations and discussions about many elements of the big-data/social-selling eco-system.

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3 Questions to Ask Yourself Before Starting a New Career

Sales Gravy

"I'm starting a new sales position in a different field than what I'm used to… How do I know what to say?" Answer: 1) Do You Know the NAME/TITLE of the Person You are Calling?

Sales 40

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Leadership Affirmations

Jeffrey Gitomer

Tweet. The following affirmations should be read at least once a month. Post them on a wall in plain sight. Use them as desktop wallpaper on your computer. And record them in your own voice to playback often on your iPod or MP3 player. I am a leader. I’m not afraid to decide. When anything goes wrong, I face reality, and decide what’s best for everyone, not just myself.

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Is Your Lead Generation Efforts Keeping Pace with the New LinkedIn?

SBI Growth

Over the last few months, marketers have witnessed one of the biggest changes to LinkedIn’s professional social network since its inception. The purpose of this blog post is to provide marketing leaders with a five minute executive summary explaining the new offering and what it means to your business. LinkedIn currently at 175 million members continues to grow by 170,000 profiles a day.

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Are You Enticing People To Buy?

Engage Selling

Converting your team from Sales people to enticers will help you sell more, at a higher margin and with less competition. Learn how on this podcast. Converting your team from Sales people to enticers will help you sell more, at a higher margin and with less competition. Learn how on this podcast.

Sales 48
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Are Your Reps Guilty of This Costly Mistake?

SBI

Are your reps guilty of this costly mistake? A rep from one of the world’s largest technology companies that sells enterprise (i.e. large corporate) solutions rang me up yesterday. I’m not looking to call the firm out publicly so I’ll refer to the 3-lettered company as SPG. The rep didn’t reach me live so she left a message. Paraphrasing her message, she wanted to thank me for stopping by their booth at Dreamforce and asked whether I would have some time so she could lear

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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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Is it better to hire an Experienced Inside Sales Rep or Someone New in Sales?

Sales Gravy

Who would you rather hire for your inside sales team – an experienced inside sales rep with experience selling different products or services across several companies, or someone new to sales, say a college graduate, or how about a waiter or bar tend

Sales 40
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Cold Calling When You Don’t Know Who To Call

MTD Sales Training

Cold calling is difficult enough, but when you do not have any information, when you do not know the name of the decision maker (DM), it is even harder. Below is one way to make your job a little. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Fulfillment Goal and Fulfillment Gold

Jeffrey Gitomer

Tweet Everyone wants to be affirmed. You may call it a pat on the back or a way to go, for me, I want people to tell me that they own my books, they have read my books, have implemented my strategies, and as the result have become more successful. That is my fulfillment goal and my fulfillment gold. Here is an email that I received yesterday that is an example of just that: While recently attending a Church Fundraising Event, I came across a first edition Sales Bible in the book sale aisle.

Sales 89
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The Four Key Elements to Successful Lead Generation

SBI Growth

This post is for the marketing leader trying to bootstrap their department. Your CEO wants one thing from you: leads that result in more business. Your sales team wants one thing from you: leads that are ready to buy. To satisfy both you need to produce not just more leads, but quality leads. To generate quality leads, focus on these four essential elements: Process, Technology, People and Content.

Marketing 101
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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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Pragmatic Way Of Asking For Referrals

Engage Selling

'Are you asking for referrals the wrong way? Colleen shares some tips on how to go about this in a whole new way. By doing some upfront work to determine who you would like to be referred to as well as asking for specific introductions, you will find that referrals are much easier to come […]. Are you asking for referrals the wrong way? Colleen shares some tips on how to go about this in a whole new way.

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What kind of candy are you handing out to your sales team?

SBI

What kind of candy are you handing out to your sales team? It’s Halloween! I absolutely cherish watching the determined parade of astronauts, goblins, princesses, super-heroes, and other little wide-eyed dreamers waddle up the sidewalk to my front door in keen anticipation of a sweet-treated indulgence. I love seeing their eyes go big as they crowd together with their bags open wide in hopes of getting the really “good stuff.”.

Sales 49
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Why Your Attitude and NOT Your Aptitude Determines Your Altitude

Sales Gravy

We cannot change our past, we cannot change the fact that people will act in a certain way. We cannot change the inevitable. The only thing that we can do is play on the one string that we have and this string is, attitude.

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3 Important Tips For The New Sales Person

MTD Sales Training

Congratulations! The company has finally hired you, and after a long training session you are ready to go out there and make your mark. However, you have some interesting challenges. First, being so. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 123
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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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Upcoming Webinar: Win Trust and Make Sales for Life

Jeffrey Gitomer

Tweet TRUST – You cannot buy it at any price, but slowly over time you can build it for free. For years I have employed this sales law: If they like you, and they believe you, and they have confidence in you, and they trust you – then they may buy from you. Customers buy because they trust you. In my brand new webinar, Win Trust & Make Sales for Life , you’ll learn: 14.5 Definitions of Trust.

Sales 86
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Content Marketing: Are You Part of the 38%?

SBI Growth

Just 38% of companies have a content marketing strategy. This headline gave me pause as I was catching up on my reading! Econsultancy, the London-based community of digital marketing and ecommerce professionals, recently produced their first ever Content Marketing Report. The report is based on a survey of more than 1,300 digital marketing professionals.

Marketing 101
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Pragmatic Way Of Asking For Referrals

Engage Selling

Are you asking for referrals the wrong way? Colleen shares some tips on how to go about this in a whole new way. By doing some upfront work to determine who you would like to be referred to as well as asking for specific introductions, you will find that referrals are much easier to come by. Are you asking for referrals the wrong way? Colleen shares some tips on how to go about this in a whole new way.

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It’s Not What You Say, It’s What the Prospect Experiences

SBI

Experiential learning is the process of gaining practical or fundamental meaning from direct experience. According to David A. Kolb, an American educational theorist, knowledge is continuously gained through both personal and environmental experiences. In essence, it is all about making investigations and discoveries to acquire firsthand knowledge instead of hearing or reading about the experiences or narratives of others.

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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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Sales Engagement: Breaking the Habit of Auto-Responding

Sales Gravy

In larger organizations where an eco-system of teams and departments must communicate effectively and deliver across an engagement or project is a strategy that would not be so effective nor welcomed.

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The Prospect Shows Up 45 Minutes Late For The Appointment; Now What?

MTD Sales Training

You’ve set the appointment a week ago and confirmed it just the day before. It is rock solid. However, although you arrive for your 10:00 a.m. meeting a proper 15 minutes early, you find yourself. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Meetings 122
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Tips on How You Can Improve Your Humor

Jeffrey Gitomer

Tweet. Need to improve your humor? Become a student of humor. 1. Visit comedy clubs. Study delivery and timing. Watch audience reaction. Observe what makes them laugh. What makes you laugh? 2. Watch comedy shows on TV/cable. The older shows tend to be funnier. Make a note of what’s funny. Bugs Bunny is funny. Actions, vocal tones, facial expressions, words, types of stories. 3.

Sales 86
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3 Questions CEOs are Asking to Judge Your Performance

SBI Growth

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 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?

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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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Implementation Strategies from the Sales Mastermind

Engage Selling

'This week I hosted 15 Best in Class Sales Leaders from all over North America to participate in our 2nd Sales Mastery Event. Here is the short list of best practices they cam up with for implementing new strategies: Limit the number of strategies you will implement at once. To do lists are useless. Pick […].

Sales 48
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52 Sales Management Tips – the Sales Manager’s Success Guide

SBI

I recently read 52 Sales Management Tips – The Sales Manager’s Success Guide by Steven Rosen. Written for sales managers and small business owners, this is a guide every sales leader will benefit from. It’s packed with excellent tips and ideas to help you take your sales force to the next level. Who is Steven Rosen? Steven is a friend of mine and I know him to be a sales guru in the truest sense of the word.

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Prospecting: "Not Wanting to Interrupt" Doesn't Fly With Me

Sales Gravy

A prospects interest should be piqued in the first few seconds of the call. If that's not happening, you're either calling the wrong prospects or your opening value statement (What you say after: Hello, my name is __) needs a tune-up.

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Top Tips For Retail Sales Success

MTD Sales Training

BBC Coventry & Warwickshire recently conducted a survey on what customers think of the retail sales professionals they encounter during their shopping trips and how they feel about the sales. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Retail 121
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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.