Organization's in growth mode need an effective sales force that consistently delivers profitable revenue. Here's 10 quotes from Peak Sales Recruiting CEO Eliot Burdett on how company leaders can take their sales to the next level.
The new VP Sales has the opportunity and responsibility to achieve aggressive growth targets, and make a deep impact on company-wide culture. That’s why we’ve hand-picked these 25 sales books (in no particular order) from the best in the field and organized them into the 5 key responsibilities of the new sales executive.
The stock market plunged on both Friday and Monday, made gains on Tuesday and Thursday, and they were sandwiched around another loss on Wednesday. It's the proverbial roller coaster and that sounds very similar to sales performance, doesn't it?
We know why the market goes up and down - in hindsight - but we can never predict when. Do we know why sales performance bounces up and down? Here are my primary reasons for inconsistent sales performance:
Why Should The Best Sales Reps Work For You? This is the question top sales talent asks themselves when you try to recruit them to your team. Do you have a compelling answer? You’d better. This year, the demand for sales talent will outstrip the supply.
We walk through ten of the most common mistakes made by sales reps when managing a complex sale. No one is immune from mistakes as deals cycles are long, solutions are more complex, buying processes are convoluted, and the number of people involved in a deal has expanded. If you avoid these common mistakes though, you can shift the competitive advantage and increase the likelihood of closing the deal.
The new VP Sales has the opportunity and responsibility to achieve aggressive growth targets, and make a deep impact on company-wide culture. That’s why we’ve hand-picked these 25 sales books (in no particular order) from the best in the field and organized them into the 5 key responsibilities of the new sales executive.
The stock market plunged on both Friday and Monday, made gains on Tuesday and Thursday, and they were sandwiched around another loss on Wednesday. It's the proverbial roller coaster and that sounds very similar to sales performance, doesn't it?
We know why the market goes up and down - in hindsight - but we can never predict when. Do we know why sales performance bounces up and down? Here are my primary reasons for inconsistent sales performance:
Why Should The Best Sales Reps Work For You? This is the question top sales talent asks themselves when you try to recruit them to your team. Do you have a compelling answer? You’d better. This year, the demand for sales talent will outstrip the supply.
We walk through ten of the most common mistakes made by sales reps when managing a complex sale. No one is immune from mistakes as deals cycles are long, solutions are more complex, buying processes are convoluted, and the number of people involved in a deal has expanded. If you avoid these common mistakes though, you can shift the competitive advantage and increase the likelihood of closing the deal.
Learn how to go beyond the limitations of sales management and embrace the full potential of visionary sales leadership through this insightful presentation by Deb Brown, a nationally recognized Sales Effectiveness Expert.
Some suggestions on how to communicate value and ROI that digital marketers deliver using social media platforms (like LinkedIn). This deck is primarily for a B2B audience but the principles can be useful for B2C marketers as well.
Sales performance in a changing world.. This short document will help you see why we work the way we do in sales performance and give you an quick insight into our services
How To Quickly Attract High Value Clients And Create A Group Coaching ProgramKenny Goodman
In this presentation Kenny Goodman reveals his Client Accelerator Formula so you can attract high value clients and leverage your service delivery so you can create more freedom from your business.
I'm asked all the time what exactly branding is, and how it relates to building a business. As something I've built my career around, I want people to have a better understanding of what branding is why you need to be considering it as a businessperson.
In this presentation I go over the basics of branding, and eight ways it will change the way you operate your business forever.
Direct Marketing | Maximize response rate, engagement and ROI. John Fischbeck
Leverage digital inbound marketing techniques with your direct marketing initiatives. A Mortgage Brokers primer to maximizing response rates, engagement and ROI. LeadSync is free.
Visit http://www.mortgageleadsolutions.com/ss-001
Raising money from investors for your startup is challenging at any stage and requires a great pitch, even for experienced founders with significant traction for their company.
The good news is that there’s a formula for pitching your deal that has helped startup founders raise millions.
Like the presentation design template used here? Get it for your own PowerPoint, pitch deck, or webinar right here:
http://bridgette-bryant.com/designer/slideshare-presentation-template
Learn how to think like an investor when creating your pitch with these four vital tools for pitch deck success.
Learn how to go beyond the limitations of sales management and embrace the full potential of visionary sales leadership through this insightful presentation by Deb Brown, a nationally recognized Sales Effectiveness Expert.
Some suggestions on how to communicate value and ROI that digital marketers deliver using social media platforms (like LinkedIn). This deck is primarily for a B2B audience but the principles can be useful for B2C marketers as well.
Sales performance in a changing world.. This short document will help you see why we work the way we do in sales performance and give you an quick insight into our services
How To Quickly Attract High Value Clients And Create A Group Coaching ProgramKenny Goodman
In this presentation Kenny Goodman reveals his Client Accelerator Formula so you can attract high value clients and leverage your service delivery so you can create more freedom from your business.
I'm asked all the time what exactly branding is, and how it relates to building a business. As something I've built my career around, I want people to have a better understanding of what branding is why you need to be considering it as a businessperson.
In this presentation I go over the basics of branding, and eight ways it will change the way you operate your business forever.
Direct Marketing | Maximize response rate, engagement and ROI. John Fischbeck
Leverage digital inbound marketing techniques with your direct marketing initiatives. A Mortgage Brokers primer to maximizing response rates, engagement and ROI. LeadSync is free.
Visit http://www.mortgageleadsolutions.com/ss-001
Raising money from investors for your startup is challenging at any stage and requires a great pitch, even for experienced founders with significant traction for their company.
The good news is that there’s a formula for pitching your deal that has helped startup founders raise millions.
Like the presentation design template used here? Get it for your own PowerPoint, pitch deck, or webinar right here:
http://bridgette-bryant.com/designer/slideshare-presentation-template
Learn how to think like an investor when creating your pitch with these four vital tools for pitch deck success.
HOW B2B COMPANIES CAN USE A CONTENT MARKETING AGENCY TO STAND OUT FROM THE CR...Tomorrow People
In our hyper-competitive world, standing out from the crowd has never been more important. Financial results from the world’s biggest advertising network WPP, run by ad boss Sir Martin Sorrell, underscore the importance of differentiation in today’s challenging economy.
The art of building new client relationships has changed dramatically over the past few years. Building lasting relationships takes research and effort.
From time to time on the Brand Autopsy blog, I share "money quotes" from business books I've read. This presentation shares "money quotes" from Segio Zyman's classic marketing book, THE END OF ADVERTISING AS WE KNOW IT.
How to target the right people with your marketingRollWorks
On average it takes 6.8 people to sign off before a B2B sale is made.*
The key to running a successful account-based marketing (ABM) program is connecting with people, not just accounts.
We’re very excited to be joined by the ABM masters over at Dun & Bradstreet to show you how to use your data to identify the right people for your marketing campaigns.
You’ll learn:
Six steps to go from nothing to running your first ABM campaign
Using a common, persistent identifier to connect the dots
Small, personalized touches that can make a big impact
10 B2B Masters Reveal Their Storytelling SecretsLinkedIn
It’s not businesses but the people within businesses who make buying decisions. B2B decision makers, like all consumers, decide with emotion and then justify their decisions with logic. And there’s no better way to connect with human emotions than a compelling story.
That's why we have compiled and published a new eBook, 10 B2B Masters Reveal Storytelling Secrets, to help marketers like you create content that stands out and inspires action by tapping into the human element. You’ll learn marketing humanization tactics, inspiring brand examples and storytelling tips from the following B2B marketing experts:
Jay Baer
Beth Comstock
Jason Miller
Jonah Sachs
David Raab
Bryan Eisenberg
Bryan Kramer
Lee Odden
Tim Washer
DJ Waldow
We sincerely hope you enjoy reading the excellent insights from these thought leaders as much as we enjoyed receiving them. Have your own storytelling tips to share? Tweet us http://www.twitter.com/LinkedInMktg
Salespeople are trained to sell and this includes themselves. Since great salespeople are rare, here are seven interview tips to see if you have found a winner.
Excellent Technician ~ Successful Marketer: Balancing the Two is Challenging ...Mark Sturgell, CBC
A healthy tension between being a Marketer and being a Technician is key to the success of entrepreneurs and small business owners.
Being a Technician and a Marketer helps us grow to being our best, most successful and On Purpose.
#1NLab15: Genre Bending – Finding Your DifferentiatorOne North
One North Director, Brand Ryan Schulz states: “Professional services firms seem to be persistently in the middle of an identity crisis.” In identifying the commonly selected core messages of professional services organizations, Ryan brings to light how digital marketers can better go about brand differentiation.
From the 2015 Experience Lab: Digital Working in Concert. To watch the recording of this presentation, visit: https://youtu.be/1FVVdaVIZt8
1. 10 GROWTH QUOTES
BY ELIOT BURDETT
C E O O F P E A K S A L E S R E C R U I T I N G
FROM THE GROWTHHACKER’S AMA
2. B 2 B S A L E S R E C R U I T I N G S P E C I A L I S T SW W W . P E A K S A L E S R E C R U I T I N G . C O M
“Define exactly what skills, experience,
and DNA a person needs to have in order
to successfully sell in your company.”
ONE | ON HIRING THE FIRST SALESPERSON...
SKILLS
EXPERIENCE
DNA
3. B 2 B S A L E S R E C R U I T I N G S P E C I A L I S T SW W W . P E A K S A L E S R E C R U I T I N G . C O M
“Treat the candidates you want to
attract like customer prospects.”
TWO | ON HOW TO ATTRACT TOP TALENT
WITH A SMALL BUDGET...
4. B 2 B S A L E S R E C R U I T I N G S P E C I A L I S T SW W W . P E A K S A L E S R E C R U I T I N G . C O M
“The traits that are common to top salespeople transcend the
introvert/extrovert/ambivert personality types. They may work
slightly differently, but the good ones all get to the same place.”
THREE | ON WHETHER IT’S BETTER IF A SALESPERSON
IS AN EXTROVERT, INTROVERT, OR AMBIVERT...
5. B 2 B S A L E S R E C R U I T I N G S P E C I A L I S T SW W W . P E A K S A L E S R E C R U I T I N G . C O M
“Many companies that sell more complex B2B or even
enterprise level solutions will not find success selling
via e-commerce, either because their products are
too expensive, too complex, require too much
customization, or the customer wants to speak with
someone live before making a purchase decision.”
FOUR | ON SALESPEOPLE BECOMING OBSOLETE...
6. B 2 B S A L E S R E C R U I T I N G S P E C I A L I S T SW W W . P E A K S A L E S R E C R U I T I N G . C O M
“Have conversations with people that
have the necessary pain, be enthusiastic
about the solutions, and create situations
where buyers want to buy.”
FIVE | ON NOT BEING A BORN ‘SALESPERSON’...
7. B 2 B S A L E S R E C R U I T I N G S P E C I A L I S T SW W W . P E A K S A L E S R E C R U I T I N G . C O M
“Know exactly what constitutes a qualified lead. It
will be different for every business - i.e. a problem
you can solve, the right type of person, a willingness
to spend, having a sufficient budget, etc.”
SIX | ON RECOGNIZING AN OPPORTUNITY
VERSUS A FALSE LEAD...
8. B 2 B S A L E S R E C R U I T I N G S P E C I A L I S T SW W W . P E A K S A L E S R E C R U I T I N G . C O M
“Fill your pipeline with prospects that need
your product or service so any one specific
deal is less important to your success.”
SEVEN | ON DEALING WITH DIFFICULT PERSONALITIES...
9. B 2 B S A L E S R E C R U I T I N G S P E C I A L I S T SW W W . P E A K S A L E S R E C R U I T I N G . C O M
“Hunting for new prospects requires someone that is a risk
taker, needs change, and can handle rejection. Executing
demos requires someone who is patient and good with details.”
EIGHT | ON SEPARATE TRAITS FOR ACHIEVING SEPARATE GOALS...
10. B 2 B S A L E S R E C R U I T I N G S P E C I A L I S T SW W W . P E A K S A L E S R E C R U I T I N G . C O M
“Certainly a salesperson with a strong online presence will
attract leads but traditionally the highest achieving salespeople
are laser-focused on targeting prospecting customers rather
than broadcasting an image and seeing who it pulls in.”
NINE | ON WHETHER A SALESPERSON SHOULD BE A
PERSONAL BRAND OR TEAM PLAYER...
11. B 2 B S A L E S R E C R U I T I N G S P E C I A L I S T SW W W . P E A K S A L E S R E C R U I T I N G . C O M
“Start high and work your way down.”
TEN | ON PRICING STRATEGY FOR B2B SAAS PRODUCTS...
12. For more information on how to drive
more revenue and growth from sales efforts, see:
Recap: GrowthHackers AMA with Eliot Burdett