November, 2013

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14 Ways For Sales Managers To Improve The Quality Of Leads At An Exhibition

MTD Sales Training

'As a sales manager, you probably have the responsibility of manning your company’s exhibition stand. But like most sales managers I have met with over the years, it’s unlikely that you have received. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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It’s That Time of Year: “Call Me Back After the Holidays.”

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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A Different Approach to 2014

SBI Growth

'As CEO, you feel like you have seen this movie before. Sales gets off to a fast start at the beginning of the year. Come Q4, that lead has evaporated and now sales is threatening to miss the number. They struggle to close deals. Excuses come from every direction. Your sales leaders will frantically try every trick in the book. The victims here are your potential customers who have to deal with a barrage of sales tactics.

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Asking The Right Questions

Engage Selling

'Did you know that closing a deal isn’t a true success unless you’ve asked the right questions? Today’s new, emerging economy requires proper closing techniques in order to close profitable business, build long-term relationships and to create a long-term competitive advantage. Many of the closing techniques that are currently in place leave the customer feeling […].

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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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Dreamforce 2013: Get Your Print-Out of the Must-See Tools Exhibitor Map #DF13

SBI

'Next week I’ll partake in the world’s largest migration of the Salesforce CRM ecosystem. Destination, as always, is San Francisco. For four days, the city will be over-taken by more than 120,000 visitors clamoring to attend any of the 1250 sessions, an expanded Cloud Expo offering more than 350 exhibitors, and a smorgasbord of parties, after-parties, and after-after-parties.

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3 Ways to Rocket Forward In Sales

Sales Gravy

The real question regarding your success in this business model is not can you sell lipstick, or shampoo, or vitamins. But rather, can you recruit, train and manage amazing people.

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Why Did You Lose the Sale? Really?

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.

Sales 98
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The Sales Call Preparation Technique your Team Needs to Know

SBI Growth

'Soon you will receive your quota for next year. As a Sales Leader you''ll ask, “How can I make this number?” This article will help you make quota one sales call at a time. W e are going to discuss a simple sales call preparation technique. Sales Leaders that implement it will get better results. Sales people don’t typically do a good job preparing for tough questions in calls.

Sales 101
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Always Start with Draft Proposals

Engage Selling

'Opening the door to additional conversations with your potential clients provides you more opportunity to gain their business. Stamping the word “DRAFT” on your next proposal with a new client will provide you with this valuable opportunity. Trust me, sounds crazy but it works! Opening the door to additional conversations with your potential clients provides you more opportunity to gain their business.

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The Importance of Social Proof in Building a Movement #DF13

SBI

'Think of the last time you were in a social situation and you weren’t sure what you should do or how you should behave. Did you take your cues from those around you who appeared comfortable and experienced in the situation? In uncertain situations, we don’t like to take the lead, so we wait for others with more experience to signal what to do and when.

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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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Why Technology Lacks the Common Sense Sales Approach

Sales Gravy

In a consultative sales environment technology should only be utilized to support the sales process, but never to replace it. People want to feel special and they don't want to be viewed as a mass target.

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How Salespeople Use Their Weekends To Be More Effective

MTD Sales Training

'Pete Cashmore, the CEO of Mashable, spoke recently about what he does at weekends to ensure that he has a good work/life balance and prepares himself for the week ahead. The link to his article is. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Understanding THANKS So You Can Say It In A Better Way

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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CMO: Enable Reps with the Right Content at the Right Time

SBI Growth

'Sales reps want solid materials to support them in sales campaigns. Today this means having the right content at the right time. Having the right content enables the sales rep to have the best chance to make a sale. How does this happen? It starts with the Marketing departments buyer centered marketing strategy. In this post, I’ll discuss 5 critical actions that need to take place to enable your sales force.

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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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Hong Kong Journal Day 5: Never Assume

Engage Selling

'Hong Kong is the fastest moving city I have ever been in. People are on the go every minute of the day. Racing from one meal to the next, and one appointment after another from what appears to be 6 in the morning to 10 at night. Every restaurant we have been to,Escalator switching times (local or international), has been packed to the gills, the streets are teeming with people at all times of day, and the subway jam packed.

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The Whole Shebang on How to Sell Better and Sell More

SBI

'SH??baNG. noun. 1. An entire system, everything, the works, groups of people, the whole package. “the owner is running the whole shebang ” 2. A place of shelter, a place to gather. There are two definitions of the word shebang. One has to do with the entirety and cohesiveness of something, and the other has to do with a place to gather.

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How to Create a Fair Playing Field for the Entire Sales Team

Sales Gravy

To create a positive attitude that encourages sales people to see every person who comes to a store as a potential commission or sale, these tools must be applied consistently and fairly across the entire sales team.

Sales 40
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How To Progress An Indecisive Prospect

MTD Sales Training

'One of the most difficult conversations you’ll probably have is the one where the prospect can’t make their mind up, is indecisive or doesn’t know how to make a commitment. Mainly, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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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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4.5 Steps to Success

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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Sales Strategy: From Vision to Execution

SBI Growth

'Increasingly, companies are missing the number because they lack a formal sales strategy. Your industry peers are getting smarter. Many are not making the number because a sales strategy is absent. You may be wondering how prepared your sales team is heading into next year. It’s likely the board has increased your number. This year felt like a stretch for you.

Sales 101
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Focus On The Whole Pipeline!

Engage Selling

'Is your business experiencing wild swings in revenue? Contrary to popular belief, putting too much emphasis on closing business is actually counterproductive to increasing your revenues. Every time you close a sale you should be adding three to four more leads to your pipeline. When you’re concentrating too much on closing business it detracts focus […].

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5 Ways Your Existing Clients Can Help Boost Your Business – Infographic

MTD Sales Training

'Our existing clients can be of great benefit to us when trying to boost our sales. They can have a load of potentially new or repeat business, be able to refer you, become a joint venture partner. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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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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Tips On How To Persuade Ethically & Effectively

MTD Sales Training

'We spend a lot of time on our courses discussing how people don’t like to be sold to. We generally have an adverse reaction to the thought of salespeople putting the pressure on them. The. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 113
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The Best Type Of Question That Gets Quick Answers

MTD Sales Training

'What makes a great salesperson? Product knowledge? Great organisation and timekeeping? The ability to prospect effectively? All these are, of course, vital in the armoury of the salesperson who wants. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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You’re Kept Waiting For 45 Minutes & Then Told You’ve Only Got 30 Minutes – Now What?

MTD Sales Training

'So you’ve really done your homework on this new prospective client. You’ve put in hours of preparation for this meeting and you’ve set off early to travel the 120 miles to meet with them. And because. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Think The Way Your Buyer Thinks

MTD Sales Training

'Watching Derren Brown at the theatre a few weeks ago made me realise how little we mere mortals know about the way the mind works. He’s a great showman and artist, and readily admits that. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 111
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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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Investigating, Prospecting & Planning For the Call

MTD Sales Training

'There’s a quote originally attributed to Abraham Lincoln that goes something like “If I had an hour to chop down a tree, I’d spend 55 minutes sharpening my ax!” I’ve. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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The Mind-Set Of Sales Excelllence

MTD Sales Training

'There was once a footballer who had a great game. His forward play was faultless, his precision applauded and his deft touches sublime. He hit a superb hat-trick and was fated all round the world for. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 105
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Questions Top Sales Reps Ask in a Job Interview

SBI Growth

'A few years ago, I interviewed Brent for a B2B sales rep job. Like others, he gave solid answers to my questions about his experience and credentials. But something clearly set his interview apart from the other candidates. I couldn’t put my finger on it right away. Brent was clearly an “A” player. His track record was impressive. After the interview I was puzzled by exactly what made him unique.

Sales 99
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CMO: Sales People are Cavemen

SBI Growth

'Your world-class marketing machine is not delivering the return on the investment. The marketing lead conversion rate is not even close to a 30% revenue contribution. You double-check everything you’re doing; and find no root causes on your end. If you are like most CMOs, here’s the problem: You’re way ahead of Sales. The competencies required by Sales for Marketing to be successful are just not there.

Sales 99
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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.