SBI Growth
AUGUST 6, 2012
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?
MTD Sales Training
AUGUST 1, 2012
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.
Jeffrey Gitomer
AUGUST 14, 2012
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.
Engage Selling
AUGUST 21, 2012
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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SBI
AUGUST 21, 2012
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
Sales Gravy
AUGUST 30, 2012
Sales experience is virtuous if you ever hope to have an executive level job. Theres a persistent perception that sales is a last resort job. I dont know where it comes from, but you hear people say, Im just a sales rep. Im tired of it!
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
MTD Sales Training
AUGUST 16, 2012
For a quick break from the norm, here is another one of those witty water cooler stories I thought you might find amusing. As always, what follows is just a story I heard from a sales person, who will remain nameless. Also as before, I do not sanction, verify, agree, or approve of the follow scenario, nor am I suggesting that you do anything like this.
SBI Growth
AUGUST 22, 2012
Most companies are only getting a fraction of the value that is possible from Web Analytics. It’s likely that your team is snow-blinded by click metrics. Activity means nothing without understanding how the clicks translate to acquiring new customers. In fact, sales leaders are tired of hearing about traffic stats when all they care about is if any of it is generating leads for the sales force.
SBI Growth
AUGUST 23, 2012
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.
SBI Growth
AUGUST 16, 2012
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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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
MTD Sales Training
AUGUST 7, 2012
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.
MTD Sales Training
AUGUST 23, 2012
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.
MTD Sales Training
AUGUST 2, 2012
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.
SBI Growth
AUGUST 31, 2012
“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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SBI Growth
AUGUST 25, 2012
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.
MTD Sales Training
AUGUST 29, 2012
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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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.
MTD Sales Training
AUGUST 30, 2012
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.
SBI Growth
AUGUST 20, 2012
This article is written for the Sales Executive who believes that listening to Customers is a great way to drive revenue growth. SBI conducted over 12,500 Buyer Surveys last year across 19 different industries. We’ve synthesized the output into our Annual Research Project. Click here to learn more and register to participate in our Research Tour. This research yields compelling insights into how Buyers want to engage with your sales force.
SBI Growth
AUGUST 21, 2012
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.
SBI Growth
AUGUST 8, 2012
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.
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
AUGUST 9, 2012
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.
MTD Sales Training
AUGUST 8, 2012
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.
SBI Growth
AUGUST 30, 2012
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.
SBI Growth
AUGUST 28, 2012
"The team with the best players wins." - Jack Welch Are you questioning the ability of your sales leader to take your revenue performance to the next level? Is slow revenue growth extending your time horizon to a successful exit? In your next board meeting, they will ask what you will do differently to make the number in 2013. If replacing your sales leader is on top of the list, question #2 will be: How do you know the new one will be better?
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.
SBI Growth
AUGUST 10, 2012
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.
MTD Sales Training
AUGUST 28, 2012
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.
MTD Sales Training
AUGUST 14, 2012
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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