SBI Growth
APRIL 27, 2013
'Read on to learn if your Reps today are right for the future. This post is especially for HR Leaders and Business Partners in support of sales. Sales personnel will also benefit from the indicators of obsolescence. These are available in the downloadable tool: The 13 Symptoms of Sales Rep Obsolescence. The Problem: The buying environment has dramatically changed.
MTD Sales Training
APRIL 2, 2013
All salespeople are judged on the results they achieve. It’s no good making all the calls, completing all the paperwork and carrying out the essentials if the orders aren’t coming in and the margins. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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Jeffrey Gitomer
APRIL 4, 2013
'Tweet 1. Maintain a positive attitude …Solution oriented. Action oriented. People oriented. A leader’s enthusiasm is contagious. If you get too close, you can catch a serious case of success. 2. Embrace change …Change is certain. Followers tend to resist change. It is the mark of a leader to welcome change and take advantage of the opportunity it presents. 3.
Engage Selling
APRIL 25, 2013
'There are a lot of closing techniques with cute names. But which of them work? Take the quiz and find out! And for more strategies based on this quiz, check out this article.
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
APRIL 23, 2013
'At Smart Selling Tools , our goal is to make it easy to find tools that will improve sales productivity. Plain and simple – except we know that for most sales leaders and business owners it’s in fact, very complex. That’s because you’re either running the business or the revenue engine, and you have little time (or patience) to catch up on the latest technology.
Sales Gravy
APRIL 4, 2013
Why is it that we need to be counter-intuitive? Because we need to stay connected to our prospects and their world, rather than living in our "sales" bubble humming along.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
MTD Sales Training
APRIL 23, 2013
'We would all agree that communication skills are of paramount importance when any discussion on the attributes of salespeople are discussed. It’s a continuous journey where you will never reach. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
APRIL 16, 2013
'Tweet RSS readers may click here for the video. Here are 12.5 real world connection strategies to eliminate cold calling. These are not “no brainers.” They’re “brainers!” They’re ideas and strategies that require smart, hard-working people to turn the strategies into money: 1. Build relationships and earn referrals. Visit existing customers. Offer ideas and help. 2.
Engage Selling
APRIL 23, 2013
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SBI
APRIL 9, 2013
'The title of my post is a play on one of the most famous advertising headlines of all time. John Caples, was a fledgling copywriter in 1926 when he wrote a headline for Ruthrauff & Ryana on behalf of the U.S. School of Music. Caples ad, “They Laughed When I Sat Down at the Piano” became known as the 20th century’s most successful, mail-order copy because of it’s stunning results.
Advertiser: ZoomInfo
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
APRIL 19, 2013
"I'm new to inside sales and get very nervous before making calls. What Can I Do to Reduce My Sales Anxiety?" Answer: I need to share a personal story with you.
SBI Growth
APRIL 25, 2013
'When you look at your network, can you say it’s real or a useless distraction? According to Seth Godin, “Your network is real if there are people you would go out of your way for and they would go out of their way for you.”. In this article I’ll address a LinkedIn feature that has the potential to supercharge your network. When incorporated, it provides insight and a reality check into the strength of your network.
MTD Sales Training
APRIL 11, 2013
'When it comes to negotiating, many salespeople worry about their ability to get the best price for their products while still offering the prospect the terms and conditions that they would see as a. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
APRIL 11, 2013
'Tweet The leader of a symphony orchestra knows how to play every instrument. He also knows how those instruments blend together to create a symphonic sound. The leader of a choir knows every note that everybody has to sing, and knows how the voices and notes blend together to make harmony. They’re actually called “conductors” – but you know what I mean.
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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
APRIL 3, 2013
I’ve come to enjoy the Charlotte airport for it’s easy connections on US Air from Miami. It’s easy to navigate, has lots of natural light, bathrooms are clean and big, the lounge well equipped and the Pianist in the center court a warm touch. The airport is losing appeal however because of 1 old tradition still in place: Bathroom Attendants.
SBI
APRIL 2, 2013
Sellers have only 8 hours a day, 215 (selling) days a year. Time is a finite commodity. We can’t get more of it. The ONLY thing we can do is make better use of our time. For salespeople, the best use of time is to spend it talking with a quality prospect. A novice might ask, “Why don’t salesperson spend all their time with prospects?
Sales Gravy
APRIL 30, 2013
"What if it's hard to get past the name of my company? I have a strong value prop, but as soon as I say my company name, they cut me off with Not interested. I don't even get a chance to get my opening statement OUT before getting shut down.
SBI Growth
APRIL 6, 2013
'Since January 1 st , your top 3 sales reps have all left the company. The one that actually completed his Exit Interview put it bluntly: “My quota has been unrealistic for 5 quarters. I’ve brought in new business in new verticals. I’ve filled my pipeline with qualified leads. Still, there’s no chance of hitting my kicker this quarter. Simply put, my LinkedIn Network is more valuable to the competition.”.
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
APRIL 18, 2013
'Imagine you are in a restaurant, cafe or canteen, looking at the menu. You’re pretty hungry, but not overly so. You need to quench your thirst and fill your stomach, as you inspect what’s. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
APRIL 3, 2013
Tweet When someone tells me to “Have a nice day,” I don’t think they mean it. I think they’re just saying it as a kind of mundane, almost impolite, form of politeness. Forced nicety. Said out of habit, not sincerity. To me, it’s not just thoughtless, it’s also meaningless. Heck, half the time people don’t even look at you when they say it. Oh, they don’t mean it as an insult.
Engage Selling
APRIL 30, 2013
'People always want to know what I am reading. I read for fun, for business, and for motivation. Here is a quick snapshot of the current books in my life. At home: At the office: What are you reading? Colleen.
SBI
APRIL 17, 2013
'I just returned from attending DemandCon in San Francisco. DemandCon’s purpose is to offer education and insight into the art of aligning and accelerating the sales and marketing funnel. Unfortunately, I was only able to attend the first of the two-day event. I say ‘unfortunately’ because it turned out to be a great networking opportunity. But most importantly, it proved to have a number of really great speakers along with relevant and interesting topics.
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.
Sales Gravy
APRIL 24, 2013
If you discover that certain existing customers growth potential is low relative to the amount of time and energy you need to invest to maintain them, then theyre probably not the best up-sell or cross-sell candidates.
SBI Growth
APRIL 5, 2013
'“Looks good Dan” states Joe, VP of Sales for a large distribution company. “We need to improve the lead generation process. You guys can do it in half the time much better than we can. All I need to do is get my boss Dave to approve it. We are good to go after that happens.”. ‘Yikes’. I thought as I sat in the conference room. "We have a long way to go to sell this idea to the boss.
MTD Sales Training
APRIL 25, 2013
'On a recent course, my trainer asked the delegates if they believed the experience the customer has with their company is an important measurement to them. With no exception, they all replied. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
APRIL 22, 2013
'Tweet RSS readers click here for video. Here are some specific examples of before and after the sale “value ideas.” Think about these and then create your own! • Sharing industry best practices. • Manufacturing components and offering plant safety tips. • Medical devices to doctors and teaching bedside manner. • Teaching clerks how to close sales when a customer comes in to buy using your coupon or voucher. • Office supplies and teaching customer service to receptionists and accounting. • Anyth
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?
Engage Selling
APRIL 18, 2013
'All to often, sales professionals use sales forecast and sale pipeline interchangeably. And that can lead to trouble! What the exact relationship? Take the quiz and find out! And for more strategies based on this quiz, check out this article.
SBI
APRIL 30, 2013
'There’s something watching our every move. It casts a dark, deceptive and often destructive shadow upon each and every salesperson as they go about their day. It threatens to wreak havoc in the most insidious and unexpected ways. It is the perfect ally to have on your side, but it often stands as a formidable and unforgiving adversary. It cannot be bought or owned, yet it is yours to use as you like.
Sales Gravy
APRIL 22, 2013
The employer should not be a fool by having a bad hiring process because who can afford in these economic times thousands of dollars in lost profits? Many small business owners end up as fools because they hire badly.
SBI Growth
APRIL 8, 2013
'We engage with a lot of marketing leaders. Some have come from other companies and taken over the role. Others are in the seat for the first time. Either case, Year 1 is tough. It’s make or break. The question we hear most often is “Can I make it with the current team?” My colleague John Staples wrote a great blog on hiring the best talent. In this post I want to focus on the marketing department’s org chart.
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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