Trending Sources

How to Make B2B Data an ROI Catalyst

Sales and Marketing

Issue Date: 2016-07-22. Author: Hila Nir. Teaser: Believe it or not, your current customer data is actually the secret source of future growth. Organizations constantly claim to be “customer-first”; now you have a chance to put that aspiration toward your organization’s growth. Believe it or not, your current customer data is actually the secret source of future growth. read mor

ROI 20

The Official 2017 List of 21 Sales Core Competencies

Understanding the Sales Force

Image Copyright Bluberries. These days, changes happen faster than ever and the same can be said about professional selling. Selling is evolving, the rules of business are changing, there is more information available on line than there was last week and sales organizations must evolve accordingly. Dave Kurlan sales core competencies accurate sales assessment sales statistics OMG Assessment

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8 Ways Big Data Will Impact Sales in 2017

Pipeliner

In this article, we’ve shared some of the ways big data will impact our sales strategies in 2017. In 2017, the role of big data in marketing research will reach new heights. The post 8 Ways Big Data Will Impact Sales in 2017 appeared first on SalesPOP! The fast development of advanced big data technologies has already revolutionized many business fields. Sales and marketing are definitely on the top of this list. The big data technologies help marketing and sales professionals to define product and service prices and manage their sales networks. Greater customer insight.

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Make Your Number in 2017

Sales Benchmark Index

How are you going to make your revenue growth goal for 2017? Magazine Sales Strategy 2017 sales revenue Corporate Strategy make your number marketing strategy Product Strategy revenue growth revenue growth methodology sales revenue sales strategyYou have a lot on the line and no time to waste. You don’t know, do you? The new year has yet to begin but you’re already worried.

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The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks

The Golden Download Week 2 March 2017

Pipeliner

blog from the week of March qoth 2017. The post The Golden Download Week 2 March 2017 appeared first on SalesPOP! John Golden reviews the contributions to the Sales POP! Sales Management For Sales Pros Salespreneur Entrepreneurs Leadership

Coaching and Sales Growth In 2017

A Sales Guy

The One Thing Sales People Should Do In 2017 To Increase Revenue . The post Coaching and Sales Growth In 2017 appeared first on A Sales Guy. My new Forbes post is up. Like most of my posts, the ones I think are just OK, do really well, and the ones I think are homeruns, fizzle and die a painful death in obscurity. This post has been fairly popular.

7 Things Salespeople Do to Stand Out

Pipeliner

It’s not about being number one in sales, it’s about what they do consistently day-in and day-out did to achieve the leadership position. Standout salespeople are judged by their means to the end not merely by the end itself. This is their profile. They are consummate team players. They help their fellow salespeople and the favor is regularly returned. They don’t cold call.

My Three Words for 2017

The Sales Blog

Here are my three words for 2017. The post My Three Words for 2017 appeared first on The Sales Blog. Beliefs better than more themes for 2017Chris Brogan is one of the reasons I started writing daily. He is super smart, has had a tremendous influence on me, and I am happy to call him my friend. A few years ago Chris started to theme his year by choosing three words.

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization

Your 2017 Sales Prospecting/Growth Plan in 8 Steps

The Sales Hunter

It’s the start of a new year and as much as you feel good, you also feel a sense of concern about the numbers you need to hit for this year. The solution is NOT merely doing more of what you did last year and thinking that alone is going to do the trick. Success […]. Blog Professional Selling Skills Prospecting prospect prospecting sales prospecting

The Golden Download Week 1 March 2017

Pipeliner

blog from the week of March 3rd 2017. The post The Golden Download Week 1 March 2017 appeared first on SalesPOP! John Golden reviews the contributions to the Sales POP! Sales Management For Sales Pros Salespreneur Entrepreneurs Leadership

Success in 2017: 3 Strategies To Increase Performance

Pipeliner

Happy New Year, and welcome to 2017! Everyone Sells – In 2017, making every single member of your team a sales person is the new normal for those companies that want to take it to the next level. Yes, success in 2017 is going to be different then in the last few years, but with new ideas, and a commitment to not settle for the status quo, I believe that you, your team and your business are going to have an amazing year! The post Success in 2017: 3 Strategies To Increase Performance appeared first on SalesPOP! And for those that don’t do their jobs?

Why Your Prospecting Strategy Is Failing

Pipeliner

4 Innovative Strategies To Prospect Like a Pro. Editor’s Note: This post is part of our special 1-week series on sales prospecting, from experts on the subject. . Most sales people hate to prospect. I get it, prospecting is not exactly the most exciting part of the sales job. However, while it may not be the most exciting part of the sales process it is the most important.

What Keep us from Living Upto Our Potential and How to Overcome It?

Mukesh Gupta

PS: This film, titled Ten Meter Tower’ appeared at the 2017 Sundance Film Festival. Ideas Leadership Strategy Axel Danielson Dan Heath Failure is Your Only Option Fear of Failure James Victore Jonathan Haidt Maximilien Van Aertryck overcoming fear Sundance FEstival 2017 Ten Meter Tower The Elephant The Rider and the Path TR/LR Loop of learningWhat is Happening here. Conclusion: .

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Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world

Start 2017 Sales With This Aim Small, Miss Small Focus

Increase Sales

” I only wish those seeking to increase 2017 sales would heed this advice. ” With the new year fast approaching, some salespeople are probably setting 2017 sales goals or receiving sales goals from their SMB owners or sales managers. Sales 2017 sales BHAG forward thinking sales goals sales kick off meeting sales managers smart goals way smart goalsShare on Facebook.

Account-Based Marketing: Would you rather get 56 leads for $49,835 or 27 leads for $172,200?

Pipeliner

Editor’s Note: This post is part of our special 1-week series on sales prospecting, from experts on the subject. When we assess a new (for PointClear ) business opportunity, or evaluate the results of a current client’s program, we look at the following: Market (60%). Message (20%). Media (20%). The percentages are the weights we assign to each of the “Three M’s”. FOUR KEY PRINCIPLES.

5 Keys to Better Prospecting

Pipeliner

Editor’s Note: This post is part of our special 1-week series on sales prospecting, from experts on the subject. Like it or not, prospecting is the key to your sales success. You may have wonderful opportunities in your sales funnel today. You will either win or lose these opportunities and deplete your funnel. Clear out your funnel! Be ruthless and clear out your funnel! Work with a process!

It’s 2017. What’s the Value of Cold Calling in Sales?

The Sales Hunter

The Internet is buzzing with hype about how cold calling is dead. In the last few weeks, I’ve seen multiple studies, surveys, polls, etc., about how cold calling is a technique that is dead. I’m going on a serious rant about this subject. Stick with me on this issue and then hey, go ahead and […]. Blog Cold-Calling Professional Selling Skills Prospecting prospect prospecting sales prospecting

My 3 Words for 2017

Mukesh Gupta

We just welcome a new year and I am sure there are a lot of people who have already decided what change they would like to bring to their lives in 2017. These are my three words for 2017. Ideas 3 words for 2017 Chris Brogan Consistency Diabetic Dystemic Goals for 2017 Mitch JoelSome set themselves SMART goals and some set themselves generic resolutions. What about you?

How Do You Perfect the Art of Sales Conversation?

Pipeliner

What are the mechanics of delivering an effective sales pitch? It’s the wrong question; no one should aspire to be great at delivering a pitch. A pitch is one-sided. A pitch is about the salesperson and what they have to sell. The benefits of the pitch are asymmetric and favor the salesperson. The appropriate question is “How do you perfect the art of sales conversation?” PERIOD.

Today’s Evolving Sales Professional Needs These 9 Top Skills

Pipeliner

Like everything else in the modern age, sales changes at an incredible rate. The buyer of today has far more power than they did yesterday, armed with all the information the Internet has to offer. They keep to their own buying schedule, without the guidance they might have previously had from a salesperson. Because of changes in buyer behavior—as well as other changes brought about by the digital age—sales strategies have had to change, too. Some sales organization, though, have been reluctant to give up their tried and true methods. What is required in this ever-changing environment?

The 4 Levels of Sales Intelligence

Your Sales Management Guru

The Four Levels of Sales Intelligence. By Jeb Blount, Author of Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal. The speed and complexity of the modern marketplace is the domain of intellectual agility. IQ—how smart you are. Fixed and baked into your DNA. AQ—how much you know. Makes IQ relevant. Makes more time for human relationships.

10 Human Acts Exceptional Sales Leaders Perform that Others Don’t

Pipeliner

Standout leadership doesn’t have to be complicated; it doesn’t have to conform to doctrine advocated by leadership gurus and HR pundits who advocate a more theoretical model. In my experience, leadership that sets you apart from the crowd boils down to how well you practice these 10 basic human acts , not on how well you comply with text book principles. Help others. It’s a basic human instinct to come to the aid of someone in need. When refugees from another country need help, many in the world respond in a caring way. In an organization, it doesn’t happen as much.

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Want Qualified Sales Leads? Stop Your Team from Cold Calling

No More Cold Calling

Lead generation shouldn’t be that tough. Let’s be honest. Cold calling is bottom-of-the-barrel prospecting. It can take eight to 14 touches to just to reach a prospect who isn’t expecting a call from your sales rep. He’s “dialing for dollars” (read: “wasting time”), and who has time to waste? There has to be an easier way to score qualified sales leads! Yes, bothersome. But it’s not their fault.

Listen Up, Sales People: Two Big Things Your Customer is Telling You

Pipeliner

Ever notice how precious time is? Like you, your customers are crazy busy and trying to maximize their time. And, as sales people, we have to understand where they want to spend their time in order to maximize our time. One of the best ways to do that is to better engage with your customers by seeing things through their lens and putting yourself in their shoes. Truly Understand Me. I really do.

How to Find Your Ideal Customer Profile

Pipeliner

One of the toughest parts of owning and managing a business is finding and keeping reliable clients. For many business owners and professionals, utilizing customer relationship management software (or CRM, for short) is an essential part of marketing and building customer databases. We’ve come up with a few ways to help people find ideal customer profiles. What is an ideal customer profile?

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Bring on Salespeople who are Masters of Non-Conformity

Pipeliner

Organizations are getting a raw deal; they recruit salespeople with impressive credentials and experience and expect these individuals to apply what they know and have done to improve performance and achieve higher levels of market success. The problem is, salespeople and everyone else are the victims of an education system that teaches compliance; adhere to the rule book and you will pass.

How to Uncover Your Customer and Prospects Trust Criteria

Pipeliner

It was 18 months ago when I stepped into a large cold conference room with seven executives and a good friend of mine named James who was in a tough negotiation. Imagine a long dark wooden table stretched from one end of the room to the other. Us on one end and seven executives on the other. Not the best way to start a meeting. Surprisingly the first part of the meeting went well. It was him.

6 Powerful Steps to becoming a Champion Salesperson

Pipeliner

From Nikolaus Kimla’s breakthrough ebook Cutting Through the Water: Becoming a Champion Salesperson comes this short, powerful infographic. Here are 6 steps which, if fully followed, bring an average salesperson up to being a real champion: a salespreneur. The post 6 Powerful Steps to becoming a Champion Salesperson appeared first on SalesPOP! Entrepreneurs

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eBook 138

Personal Branding: Building Your Brand of Gold

Pipeliner

To many people, the obvious examples of a “brand” means things such as the smiling faces of realtors decorating benches at bus stops or the over-caffeinated car salespeople in Stetson hats on local TV. It has never been a top priority for salespeople or marketers to actively and deliberately build a personal brand–either for the individuals themselves or the organizations they work for.

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The 3 levels of customer pain – and what to do for each

Pipeliner

You’ve been there. They love the product. They like you. The price is right. But still they won’t commit. You start to get paranoid. Is it me? What am I doing wrong? Why won’t they just say yes? You question your sales skills and so on. And yes, sometimes it goes the other way too. There are those days when the customer seems only too keen to commit. Quick sale. No problem. Yippee! I’ll explain.

Great Salespeople Truly Never Give Up

Increase Sales

2016 was and 2017 appears to be years where the can do attitude, never give up attitude will triumph over the can’t do one. Once again, we witnessed how the underdog, the team, the individual never gave up. This “never give up” attitude is also embedded within great salespeople. Credit www.gratisography.com. ” . They keep moving forward even when defeats happen.

PBTO51: Non-Obvious Trends with Rohit Bhargava

Mukesh Gupta

Why is he on the show: In his latest book Non-Obvious 2017 , he shares 15 trends in 3 different areas that he considers important and will play a very important role in the near future. What are we talking about: In this free-wheeling conversation, we talk about: What are some of the trends that he has covered in his 2017 edition of the book – Non-Obvious.

Rehearsal Is the Work in Sales Presentations

Pipeliner

Imagine my surprise when the national sales manager said to 60 of his top associates, “At lunch the sales team and I decided we have no idea how we managed to sell anything before we met Patricia.” He told me, “It takes a year for us to have the opportunity to deliver an hour presentation to a small group of executives from the company of one of our prospects. At that point a new relationship is worth between $5 and 10 million dollars to our company.”. I asked, “How long do you spend rehearsing a presentation that important?”. This is disgusting. Unclear Thinking. Want clarity? Wrong Structure.

Sales listening 101 – critical and often missing

Pipeliner

Some salespeople use a potential customer as an audience to try and impress with their product knowledge and what they believe to be their scintillating interpersonal skills. They talk, and talk, and talk about their product pausing every now and then to appreciate the wisdom of what they have just uttered. This 1-way deluge of information on an individual is a painful reminder that sales people have healthy egos and they love to be in the transmit mode much of the time. Sales should be a relationship-building event which is impossible to conduct in the face of a sales monologue.

One Way Not to Fail

Pipeliner

Editor’s Note: This post is part of our special 1-week series on sales prospecting, from experts on the subject. Last week I was speaking to a large group of salespeople and sales managers about building sales strategy and positioning their companies and services to win; during an “open time”, a question was asked about pipeline management and that led to a prospecting discussion.

6 Mistakes Salespeople Make and 7 Sales Strategies to Stop Making Them

Pipeliner

Ever realize how much you can learn from watching other people screw up? Sometimes I think that watching the missteps and wrong moves people make can be even more helpful than watching them do it right. When it comes to sales I am obsessed with learning. To be good at sales I think you have to be. And believe me there are plenty of funny sales people stories. So what does the rep do?

How To Get Off To A Fast Start in 2017

Sales Benchmark Index

Article Corporate Strategy Marketing Strategy Sales Strategy