August, 2012

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What To Do When The Prospect Tries To Bash Your Competition

MTD Sales Training

Often during a sales interaction, the sales person will attack and downgrade their competition. While this is never a good thing for many reasons, it is even worse when the prospect starts bashing your competition. Many sales people love it when the prospect starts to downgrade their rivals as the two “tag-team” the competition. The sales person believes that this will make the relationship between the sales person and the prospect stronger and increase the chances for making the sale.

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Execute Your Sales Strategy By Pinpointing Growth Opportunities

SBI Growth

Are your sales resources properly aligned with growth opportunity ? The Sales Leader is about to receive the 2013 Revenue Number. He will rely on you, the Head of Sales Operations, for sales strategy advice. Have you conducted growth opportunity analyses in your market? Are you confident the sales team’s people, money and time are accurately allocated for the upcoming year?

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Are You Burned Out or Just Hating It?

Jeffrey Gitomer

Tweet I just read an article about someone’s totally bogus opinion of “job burnout.” It made me realize some people actually are (or think they are) “burned out.”. A quick search on Amazon revealed 580 books that contain the title, or address the subject of, “job burn out.” Yikes! The article I read proposed a remedy of “do less and you’ll avoid burnout.

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Quick is the new slow

Engage Selling

On April 9th I posted an observation that about Dell’s over packaging of a lap top sleeve. This should be an easy fix. Stop putting lap lop sleeves in big boxes with as more bubble wrap than needed to ship fine china by jeep on dirt roads! 4 months later another sleeve arrived for my new lap top, in the same packaging. I know they see it as a problem and are working on a resolution (from the comments on the last post).

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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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Here's Why A Sales Career Is The Profession To Be Proud Of

Sales Gravy

Sales experience is virtuous if you ever hope to have an executive level job. There’s a persistent perception that sales is a “last resort” job. I don’t know where it comes from, but you hear people say, “I’m just a sales rep.” I’m tired of it!

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Sales 3.0: The End of The Road for The Autonomous Sales Rep

SBI

One enticing benefit of the sales profession is the freedom and independence it offers. The rewards, of course, are reliant on how hard one works to be deserving of them. Reps that perform at or above the expected level are often left alone by their managers. Great performance invariably leads to corresponding degrees of support and enthusiasm. I can’t tell you how many times in my sales career I heard, “just keep hitting your numbers and no one will bug you.” Thankfully, I did

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6 Reasons Why Blogs Produce More Leads

SBI Growth

I hear from sales and marketing leaders on a regular basis that they need more leads. The most common marketing efforts to drive leads include paid search, SEO, social media, outbound email, teleprospecting and trade shows. When I ask about inbound marketing and what they are doing about content marketing, things like publishing a blog , their eyes glaze over.

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There Are Really Only TWO Sales Objections In The Whole World

MTD Sales Training

I imagine the title of this piece not only grabbed your attention, but also caused a bit of confusion or even shock. First, let me clarify exactly what I am saying. There are only TWO objections that exist. That’s all; just two. They come disguised as dozens of other issues and appear to be tons of objections. My contention however is that there are but two real objections , and understanding this will help you close more sales today.

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How To Handle “I’m Not Interested” In A Cold Call

MTD Sales Training

You finally get through to the decision maker (DM) and before you can even explain the reason for your call , you hear, “I’m not interested!”. What you need to realise is that this impulsive, nearly subconscious response is NOT actually an objection. The prospect has nothing to object to at this point. However, most sales people launch into a plethora of “rebuttals” in attempt to overcome this non-objection, resulting in nothing but a virtual fight.

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The End Of The Call Is As Important As The Beginning

MTD Sales Training

There are countless tips, tricks and gimmicks on how to begin a cold call. Of course, the majority of these ideas focus on how to get the call started or how to begin the call and hopefully develop some rapport. However, there is so much focus on how to begin the call, that how you end the call NEVER gets attention. Yet, how you end the call, in practically when you have closed the sale or set the appointment, is just as important, if not more so than how the call began.

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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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You Are A Sales Person; But Are You A Sales Professional?

MTD Sales Training

Over the years, it seems the concept of a “Professional” has lost its luster. The word “professional” is loosely defined by most simply as, “Someone who gets paid for what they do…”, and that may apply to many professions. When it comes to the profession of selling however, I believe the term, “Professional” demands far more stringent qualifications.

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A SMALL Price Decrease Is A BIG Deal

MTD Sales Training

While it should be only on rare occasions, there are times when you will need to offer a discount and lower your price to close the sale. A well-orchestrated and properly timed price drop can indeed help close a sale. However, a price reduction – no matter how small – done incorrectly can cost you the loss of more than just the sale at hand as well as additional sales; but also your credibility and reputation.

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How To Handle The Prospect Who Trusts No One

MTD Sales Training

Invariably you will run into prospects who trust no one and are afraid of everything and everyone. They are paranoid and suspect of everything and sometimes even sold proof to the contrary does not sway their beliefs. Often there is good reason for prospective buyers to share such a sentiment. Once a trusting, opening minded buyer gets caught in a bad situation and gets hurt and loses money or more, it only makes sense that they be a bit more careful.

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Is The Prospect Happy With Their Current Supplier, Or Just A Comfortable Old Shoe?

MTD Sales Training

The, “I am happy and satisfied with my current supplier…” objection , has and still plagues sales people. While I have written volumes on this subject, I thought it best if I take a minute and give you something else to think about on the subject. Here is another way you need to THINK about how to handle this objection, which actually is not an objection in the first place.

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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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Is It A Price Objection Or Sticker Shock?

MTD Sales Training

A price objection is one thing. However, if you reveal your pricing and ask for the order, then after a comprehensive sales interaction, the prospect responds with a state of disbelief; you have a much bigger problem. The Molehill Really IS a Mountain. In a price objection , of course, you failed to build enough value. However, if the prospect is truly surprised or even shocked by your price, you failed in many foundational sales areas: You did not… 1.

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3 Top Qualities Of The Modern-Day Sales Professional

MTD Sales Training

I talk constantly about the modern-day buyer and how they have evolved from those of the past. However, the modern-day seller must evolve as well. Short and sweet, here are the three top qualities of the modern-day sales professional. #1: Today’s Sales Professional is an Expert. Today’s modern consumer is educated and has access to more information about you and what you sell, than ever before in history.

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Top 5 Must Haves for Sales Strategy Development

SBI Growth

Here it comes, the 2013 budgeting process. On top of finishing out 2012, you need to determine which Sales Strategy initiatives to prioritize in order to make the 2013 number. Avoid the conventional lip service you pay sales strategy development ; that’s old school, develop a sales strategy that the sales team understands and can really rally behind.

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Closing the Credibility Chasm between Sales and Human Resources

SBI Growth

“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. HR is used for tactical, not strategic support. It is hard to influence things. I have seen this with many sales leaders. This is not just an isolated case.” - Senior VP of Human Resources.

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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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Leverage Your Personal Brand to Drive Sales This Quarter and Beyond

SBI Growth

As a quota carrying sales rep, you have a number to hit. The year is well under way. Are you going to rely too much on marketing to provide high quality leads to hit the number? Let’s be honest, the majority of reps would be out on the street if they had to rely solely on marketing for Lead Generation What can you do about it? Simply put, you have to drive your own brand to ensure that prospects are finding you when searching for options.

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4 Reasons Why CMO’s Should Care About Buyer Personas Today

SBI Growth

“When we have deep information about our customers, it makes all the difference in the world,” said the Chief Marketing Officer of one Fortune 500 company. Hundreds, if not thousands of CMO’s across the globe make similar comments. Understanding exactly how buyers are behaving and thinking is becoming more of a premium for achieving success in marketing today.

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Get Better Results From Your Leads – Through the Sales Rep Lens

SBI Growth

Today’s post gives the sales rep a recipe to get more from their marketing leads. Reps often hunt down new leads themselves, discounting many from marketing. Reps use their own definition of a “good” lead. But it’s marketing that has the tools and data to deliver. Marketing must be on the hook to get good quality leads to sales. Direct support of the rep making their target is one of marketing’s key objectives.

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How Sam Scaled His Sales Force Rapidly

SBI Growth

As a Sales Leader of a growing organization, do you struggle to scale your sales force? Do you wonder to yourself, “why is it so hard to get salespeople to execute consistently? It’s just common sense!”. The board and CEO expect you to create a sales force capable of growing to match market demand, with no drop off in quality. Yet, as expectations continue to escalate, so do the demands on your time.

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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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Should Marketing Have a Sales Quota?

SBI Growth

Marketing, do you have a sales quota tied to Lead Generation ? If not, you will soon. Do you wait for it to come or will you lead on this issue? Sign up for our Make the Number Tour if you would like to see how your peers are allocating people, money and time in 2013. Over the last 12 months we: Surveyed over 10,000 sales representatives. Surveyed over 4,500 sales managers.

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Overhaul the “Pipeline” Meeting and Hit Your Year End Number

SBI Growth

You’ve got four months left in the year to hit quota. It’s achievable, but far from certain. Your team’s execution in closing key deals will be the difference between a nice year-end bonus or a feeble “Nice effort” from the boss. How will you push your team over the finish line? One of the longstanding methods for determining the likelihood of closing deals is the sacred Pipeline Status Meeting.

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A Sales Enablement Tool for the CEO

SBI Growth

This post is written for CEOs whose fate rests on the successful release of a new product in the next 12 months. Here is a question for you: What happens if the new product doesn’t sell? If you’re a CEO who has bet the company on launching a new product, you can’t afford a failed launch. When you built your new product, you most likely did most or all of the following: Conducted market research to understand the problems of your customers.

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Don't Let HR Determine Your Sales Compensation and Destiny

SBI Growth

If you’re allowing the HR team to drive Sales Compensation strategy and design you could be making a serious mistake. This blog is NOT about the capabilities of our HR brethren. I’m a huge fan of HR for the support, value, and role they play. This is about making sure your sales goals are clearly represented. Last year SBI conducted extensive research utilizing 9 forms of discovery, reviewing over 35,000 data points and interactions.

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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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B2B Marketing Leaders – How to Build Credibility with Sales Right Now

SBI Growth

Is Marketing burdened by a lack of credibility with Sales? Critically consider the following: Does Marketing over-promise and under-deliver support to Sales? Does Marketing avoid sales support activities to instead focus on projects in direct control (advertising, flash banners, etc.)? Are new ideas proposed by Marketing to Sales dead on arrival? Does Sales believe Marketing is undisciplined?

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Backfill Your Top Sales Rep in Less Than Two Weeks

SBI Growth

If your top sales rep resigned today, how long would it take you to recover? Imagine this scenario: Your sales manager calls you up “Bob, are you sitting down?” This is not a good start. “Drew (the top sales rep in the company) just resigned. What do you want to do?”. Has this ever happened to you ? It happened to me when I was a Regional Sales VP for a Fortune 250 company.

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Benchmark Your Demand Generation Content in 4 Quick Steps

SBI Growth

This post discusses how to get your prospects interested in you versus your competitors. It offers a basic 4 step process to benchmark your demand generation content. Demand generation content refers to web pages, blogs, eBooks, white papers, webinars, newsletters, and many others. Its role is to generate leads. If you would like to benchmark your content, attend this session.

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How HR Gets a Seat at the CEO's Table Through Sales

SBI Growth

HR Executives want to get the elusive “HR seat at the table”, meaning a seat at the CEO’s table where he or she is regarded as a strategic peer. This has been an ongoing topic in HR circles with the net answer to “how” apparently being: deliver high impact returns aligned with the business strategy and efficiently control costs. One of the fastest ways to accomplish this is for the HR director to partner with the SVP of Sales in solving Sales problems – which leads to improved revenue results.

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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.