Information technology has changed buying and selling. In this 14 min video we review a great clip from Mad Men where Don Draper pitches the Kodak Carousel. He says, "technology is a glittering lure..." as he uses the power of story that leaves a stronger impact on his audience than technology. In an ideal world, selling is a great marriage between art and science, yet many sales managers lean in one direction or another. Please share your insights, thoughts and feelings about this key question: Is Selling an Art, or is it a Science?
LATEST VIDEO: SALES EFFECTIVENESS IN ACTION In this 9 min video, Peter Ostrow, Research Director, Sales Effectiveness, Aberdeen Group shares his keen insights into: 1. Sales Enablement and platforms 2. Sales Intelligence and buying behaviors 3. Customer intelligence and big data 4. Live sales training in a digital world. @PeterOstrow will present his insights at the Boston Sales 2.0 Conference on July 15th 2013. http://www.sales20conf.com/Boston2013/
Four sales and marketing experts share their best ideas for
1. Generating Sales Leads
2. Lead Nurturing
3. Improving leads with social and business intelligence
4. Qualifying leads and lead scoring
5. Lead distribution
6. Marketing automation
Follow these thought leaders , , ,
NEW VIDEO: FROM MARKETING STRATEGY TO REVENUES THROUGH AUTOMATION AND SOCIAL MEDIA Two quick video clips kick off a conversation between four sales and marketing experts. One clip features Phil Fernandez, CEO of Marketo the second clip shows Steve Jobs as he shares his vision for Apple's new marketing strategy. The expert panelists are: Jeff Hayzlett, CEO, The Hayzlett Group, Jeff Ogden, TV Host, Marketing Made Simple TV and David Raab, Principal, Raab Associates. Click on any image below to start the tv show
NEW VIDEO: HOW TO HIRE, TRAIN, COACH AND LEAD SALESPEOPLE. When you fail to reach your quarterly goal like Oracle did last month, don't throw your salespeople under the bus. Oracle explained the $16.4 billion loss in market cap saying, "we ran out or runway." Sales leaders need to assume responsibility for results of their team. In this video, , and discuss how sales leaders can create a winning sales culture. How? They create a proven process to hire, onboard, train, coach and reward salespeople. In this 18 min video you learn:
- How to hire great sales talent - what questions to ask, what behaviors to look for, what mistakes to avoid.
- How to create an onboarding and training process
- How to coach and lead salespeople
- How to build a winning sales culture that leads to continuous improvement
- How to lead your sales team to greater success
NEW VIDEO: WHEN SHOULD YOU FIRE A CUSTOMER OR LET GO OF A PROSPECT? In this13 min video the award winning Sales Blogger S. Anthony Iannarino shares how he's fired a $3.5 million account. Learn the insights gained from this experience.
Question: I would like to understand what apps are available that would facilitate the definition of geographic and named account territories. I have firmographic data and transactional data that the ideal app would use to suggest which accounts (in SFDC) would be assigned to which sales resources based on locations of the rep and account. I know it's complex but I've seen several booths at trade shows that imply they actually have this technology.
Looking forward to responses and I'll see some of you in San Francisco at the Sales 2.0 Conference on Monday.
Have you looked at www.terralign.com? I think that the new wave is lead assignment based on social proximity, check out www.reachable.com
HOW TO DELIVER AN AMAZING PRESENTATION In this SalesOpShop online TV Talk show, four experts discuss video clips of memorable presentations featuring Ronald Reagan, Marc Benioff, Larry Smith, Tony Hsieh and Billy Joel. The takeaway consists of 12 specific ideas that you can implement to WOW your audience with your next presentation.
BIG MILESTONE: We're proud to report that Salesopshop has reached over 1,000 members today. Join to collaborate and co-create to improve salespeople, enhance processes and advance with best in class sales technologies.
SALES AND MARKETING CO-CREATION Jeff Ogden, TV Talk Show Host of Marketing Made Simple addresses the typical complaints sales leaders have with marketing such as (1) Lack of qualified leads, (2) Content that lacks clarity and punch, (3) Misalignment between sales and marketing (4) Absence of a social media strategy, (5) Lack of relevant content. Learn from Jeff's actionable idea and insights.
What's wrong with marketing? The same thing wins in every poll. Lack of qualified leads.
BtoB sellers need to stop and think. Start at the beginning. What problems do you solve? What results do people get? What motivates them? How do people search to solve the problem? Where do they search?
I also suggest you develop buyer personas by interviewing both deals you won and deals you lost. (We're trained in buyer personas, so we offer a service too at Find New Customers.) Buyer Persona improve every aspect of marketing, according to the Buyer Persona Institute.
POWERFUL VIDEO: SELF-ENABLEMENT AND SALES ENABLEMENT FOR SALES SUCCESS Sales success is the result of our salespeople's abilities to change internally as well as externally. Award winning sales blogger Anthony Iannarino and Sensei of Sales Enablement at Hootsuite Julio Viskovich discuss
1. A Video clip by Tony Robbins as he shares how to reconcile the conflicts between external conditions and our inner blueprint.
All three presenters share authentic and self-revealing stories on how they have met with challenging events, changed their life situation and their blueprint in order to successfully adapt to change. This is an inspiring video for salespeople who want to become masters of change.
2. Julio Viskovitch, Sensei of Sales Enablement with Hootsuite explains how salespeople can adapt to the massive changes in social selling by integrating social media tools into their selling process and crush their quota.
BONUS ITEM: Julio has created a special guide where he shares 21 steps for salespeople to use Hootsuite for social selling.
Customer Success as the #1 USP for your company, and 5 things you need to do right now to align customer success within marketing & sales. As was presented at the Customer Success Summit, San Francisco, March 14.
I like how you renamed the Sales Process to Problem Solving Process
AMAZING VIDEO: SALES SUCCESS IN ACTION - Grant Cardone closes a $40,000 deal live.
In this latest SalesOpShop Talk show @gerhard20 and @Iannarino talk about the mind-set and skills-set salespeople need to win. The show hosts analyze two video clips. One with Brian Tracy who describes the mind-set for winning and a live sales call with Grant Cardone who drops in on a call at a critical moment where the salesperson suggests to call the customer back in 30 days. Watch carefully how Grant turns this call around, note the language he uses and how he handles the price objection and how he closes this $40,000 deal on the spot. After playing the video of the call, Grant comes on the show to explain the skills-set he used to make the sale. You can watch this video five times and still learn something from this master sales champion.
PRECIOUS INSIGHTS: SALES LEADERSHIP IN ACTION- How Hard Work, Greater Energy and Smart Leadership create better ROI. Four sales experts with over 100 years worth of combined experience share their views on:
1. Jeff Gitomer's idea that 24/7 is the new 9/5 and his thoughts on working harder - 0:30
2. Tony Schwartz's idea that the way we're working isn't working and his thoughts on focusing on energy instead of time - 3:09
3. Jim Schleckser's idea that leaders should not be players but focus on developing talent - 8:22
4. Tim Riesterer's ideas on sales enablement and how salespeople need be empowered to win 14:25
5. A surprisingly simple and effective "feel good" tool for salespeople - 18:11 (no clues offered here)
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