SBI Growth
JUNE 5, 2013
'Sales Leaders miss or make the number one sales call at a time. Yet they typically don’t pay enough attention to each call. They look at each rep’s performance to quota. They review the pipeline. These are difficult to control. Sales leaders can control the quality of sales calls every day. Great single sales call execution will lead to great results.
Jeffrey Gitomer
JUNE 26, 2013
'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.
MTD Sales Training
JUNE 4, 2013
'In our consultancies and trainings with salespeople, we consistently get asked how to be successful in the career they have chosen. There are so many answers to this question, and many books have. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
JUNE 11, 2013
'Glad to see we are making an impact! Today I received the following note in response to a meeting request: “Yes, let’s meet face to face for sure! I might even ask for your autograph since, with how much I watch your amazing videos – you’re kinda like a sales training celebrity/hero to me” Always [.].
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SBI
JUNE 4, 2013
'I read a post this week by Colleen Honan of OneSource. Colleen is the SVP of Sales and Service for OneSource. Her blog was entitled, “ Are you selling or searching.”. It’s a great question and it really got me thinking. What are sellers searching for and why? Buyers are savior than ever. They don’t have time for salespeople who haven’t done their homework.
Sales Gravy
JUNE 28, 2013
If you've been in sales even a day, then Im sure you know what I mean. If you don't know how to avoid those rapid fire objections, then I know you're hating life, too.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Jeffrey Gitomer
JUNE 17, 2013
'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.
MTD Sales Training
JUNE 11, 2013
'Branding is a key component in determining your success in sales and marketing. You may not think that, as a salesperson, your input to how your brand is perceived or recognised should be a priority; [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
JUNE 14, 2013
'Traveling is always a great way to observe business behaviors. How are customers treated? What practices enhance or erode your experience?
SBI
JUNE 18, 2013
'Hearing “maybe” from a buyer is more common than hearing a yes or no. Sometimes maybes are just a disguise for a lack of authority or an aversion to saying ‘no’. Most often, maybes disguise a real problem or set of problems that you can and must address immediately, even though the very purpose of a ‘maybe’ is to buy more time. Let’s take a look at a real-life scenario.
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Sales Gravy
JUNE 26, 2013
Facebook has been effective for B2C, but I have yet to see the value in a B2B environment.
SBI Growth
JUNE 12, 2013
'Below is a letter of resignation. It was submitted by the head of sales at a client company of mine. If you have ever wondered “ why did the sales manager quit? ” this might be informative. I think the reasons this sales manager quit are typical, unfortunately. Replacing a sales manager takes lots of time and effort. You need to build a profile, conduct a search, perform interviews, on board, etc.
Jeffrey Gitomer
JUNE 27, 2013
'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.
MTD Sales Training
JUNE 6, 2013
'As a sales person, you cannot simply use the same sales techniques to sell to every prospects because not all prospects are the same. Each buyer will have a different way of thinking, a different way. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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.
Engage Selling
JUNE 7, 2013
'If you haven’t yet downloaded my new whitepaper The Inside Track: 6 proven disciplines to lead your sales organization to winning results, go now to my Facebook page and get it! I know you are busy. That’s why this concise guide summarizes some of my best lessons for sales leader so you can quickly read [.].
SBI
JUNE 25, 2013
'I enjoyed being one of the presenters for last week’s InsideSales Virtual Summit. The event was deemed the world’s largest virtual sales trade show with a record setting, 15,000 registered participants. All of the speaker sessions are now available on-demand free of charge. There were more than 60 amazing presentations by the likes of Guy Kawasaki , James Rogers , and Jill Konrath.
Sales Gravy
JUNE 26, 2013
Unfortunately, many organizations confuse their pipeline with their forecast, and vice versa. Or maybe they dont recognize that theres a difference between the two at all.
SBI Growth
JUNE 29, 2013
'Slow ramp time for new hires is lethal. Sales leaders will not Make the Number if they fail to rapidly onboard new talent. The good news is that new techniques are now emerging that make a measurable difference. The sales environment is uniquely suited to take advantage of an innovation called “ gamification.” This post is for HR and Sales leaders who ask, "How can we accelerate the productivity of our new hires?".
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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.
Jeffrey Gitomer
JUNE 19, 2013
'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.
MTD Sales Training
JUNE 12, 2013
'The art of selling has changed dramatically over the last 30 years, and the way that sales people and business owners now prospect and sell to the customers has moved on significantly from the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
JUNE 5, 2013
'Have you ever heard the saying “never put all your eggs in one basket”? In sales, you must adopt this mentality and spend equal amounts of energy and time in both maintaining your existing customers and hunting for new business. Have you ever heard the saying “never put all your eggs in one basket”? In sales, you must adopt this mentality and spend equal amounts of energy and time in both maintaining your existing customers and hunting for new business.
SBI
JUNE 11, 2013
'Fast growing companies are often the best prospects for products and services. Fast growing companies need to hire more people, open new offices, and acquire additional hardware, software and services. These companies not only have a need to change, they are changing. Of equal significance is this, ‘fast growing’ refers to revenue, and growing revenue is an indicator of ‘ability to buy.’.
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.
Sales Gravy
JUNE 24, 2013
You can't close an unqualified lead, so stuffing more of them into your pipeline isn't going to get you the results you want. In fact, it will just cost your company more money, frustrate your managers and wear out your sales team.
SBI Growth
JUNE 14, 2013
'I sat across the desk from Mike, the new VP of Sales. He had just been promoted 6 months ago. Before his promotion Mike was the can’t-miss Sales Manager. Now he was just another VP of Sales in the crosshairs. His team had missed the last two quarters. An unraveled roll of antacids sat on his desk. “I feel like I’ve got to turn around a battleship and I’ve got a speedboat’s time.
Jeffrey Gitomer
JUNE 6, 2013
'I just read this quote: “The key to successful leadership today is influence, not authority.” WHAT? Eh, not quite. It’s sounds good when you first hear it, but it’s not only completely without merit, it’s also downright dangerous. The quote should say, “One of the MANY keys to successful leadership today is influence.” It bugs [.
MTD Sales Training
JUNE 20, 2013
'On a recent trip to London, I called in at a Starbucks for a refreshment before visiting a prospect. I was in a great mood (I nearly always am!) and just wanted to have a drink while I prepared. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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.
Engage Selling
JUNE 19, 2013
'You have identify dysfunction before you can resolve it! Here are 5 dysfunctions to watch out for: The company isn’t focused on sales The team isn’t focusing on numbers with visual reminders The sales group doesn’t know the sales projections There’s no sense of urgency Your sales room reminds you of a high school cafeteria. You have identify dysfunction before you can resolve it!
SBI Growth
JUNE 23, 2013
'Executives are more focused on leading success indicators. One of the best indicators of future sales success is pipeline health. This helps them stay ahead of potential problems. They’ll know if the pipeline will lead to the desired results. In this post we will discuss how pipeline reviews can expose Sales Management. Here is an example pipeline review between a Private Equity firm and Sales Leader.
SBI Growth
JUNE 20, 2013
'The problem with your sales force has been diagnosed. You’ve determined the requirements of any solution. Now it’s time to outline your options – and Do Nothing is one of them. This post gives you the reasons why “Do Nothing” is not the best option. If you do nothing else, you must get “ The Do Nothing Guide ”. It contains 20 categories for which to consider the impact of doing nothing.
SBI Growth
JUNE 24, 2013
'It’s always marketing’s fault. You’re the CMO and you’re doing everything world class marketing organizations do. Still, Sales backs over you at every opportunity! Isn’t it time sales took some responsibility? You’re fighting the classic finger pointing between sales and marketing. It’s not us it’s them; I could make the number if marketing provided better leads.
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