No More Cold Calling

JANUARY 17, 2019

Get a business referral , and you have a clear path to learning the real issues, building trusted relationships , and knocking out the competition before they even learn there’s an opportunity. Bob Apollo shares his take on the 57 percent stat in his recent article, “ When your customers DO want to speak to a sales person.”

Competition 318

Competition Referrals Cold Calling Study 318

Understanding the Sales Force

SEPTEMBER 27, 2021

Have you ever had a sales opportunity that was completely under control, you were following your sales process, everything was looking great, and then, from out of nowhere and without warning, surprise competitors appeared? Then again, my wife and I have cut down a lot of trees and cleared a lot of brush in the last twelve months.

Competition 296

Competition Sales Sales Process Opportunity 296

Pipeliner

NOVEMBER 15, 2023

But just as new growth blossoms from a burned forest, fresh competition now grows, fighting tirelessly to defeat you. Competitive analysis comes in one of two flavors. There’s the competitive outlook common in business planning, validating an initiative’s viability. The post Competitive Wildlife appeared first on SalesPOP!

Competition 64

Competition Face-to-face ACT Analysis 64

Jeffrey Gitomer

OCTOBER 10, 2018

That's life in the jungle of business (and especially sales). said gruffly) Friendly competition - there's a good one. OK boys and girls, now let's play fair, I got the last sale, so you can have this one. Friendly competition is kinda like a friendly snake isn't it? Competition is a lot like an unknown snake.

Competition 284

Competition Trade Show Guarantee Call-back 284

Zoominfo

OCTOBER 5, 2021

Scenario Pull a list of companies that are using competitive technology. Run this play on an automated, ongoing basis to capture all companies who add a competitive solution. If they don’t engage, you can nurture them with email or direct mail detailing the differences between the products.

Competition 100

Competition Direct Mail Comparison Software 100

The Sales Heretic

MAY 27, 2014

I often hear salespeople brag, “We don’t really have any competition.” Sales competition competitors prospect sell' They believe their product or service is so superior to everyone else’s that they’re truly in a category of one. This is a dangerous mindset, because it’s patently false.

Competition 293

Competition Prospecting Sales 293

Partners in Excellence

OCTOBER 23, 2020

The sales call started nicely. The sales person started asking me questions about my business, what I wanted to achieve, challenges we faced. He asked me what I like about the competition. Instead, he started to attack the competition. Does this sales person think I’m stupid.”

Competition 138

Competition Face-to-face Call-back Positioning 138

Anthony Cole Training

APRIL 19, 2024

From prospecting to closing, today’s mobile, social, big data, and cloud technologies are revamping the sales process in ways that would have been inconceivable a few decades ago.

Sales Technology 245

Sales Technology Competition Industry Sales 245

Keith Rosen

OCTOBER 19, 2020

At some point, I hear from practically every person I’ve ever worked with about the competition in their market. Companies spend so much time trying to outsell, outwit and out price their competition without realizing who their greatest competitor truly is. You have no external competition. Consider this. The result?

Competition 161

Competition How To Negotiation Energy 161

Score More Sales

APRIL 29, 2018

Not only had I raised one competitive athlete but we also provided a home-away-from-home in Seattle for players who played Major-Junior hockey in the Canadian Hockey League (CHL). When my company was re-branded, I wanted a name that represented my views and my life.

Sports 201

Sports Competition Video Sales 201

Zoominfo

NOVEMBER 30, 2021

When one of your customers closes a deal, go and prospect their competition for it. Show them how your product can help them, like their competition, expand and improve their results. Show them how your product can help them, like their competition, expand and improve their results.

Competition 100

Competition Ideal Customer Profile Customer Campaigns 100

The Center for Sales Strategy

SEPTEMBER 6, 2023

In today’s competitive job market, recruiting and hiring superstar salespeople is no easy feat, but getting creative and spending time on recruitment each week could help you build a strong talent bank of potential candidates for the future. Are you frustrated with the challenges of finding top talent for your organization?

Hiring 113

Hiring Competition Banking Marketing 113

Zoominfo

AUGUST 26, 2021

You can use the insight about their purchases as a way to angle your pitch and convey the unique value that your product offers — and what the competition is lacking. Scenario If you’re a technology vendor, one way to identify good-fit target prospects is to understand which accounts are buying from your competitors.

Competition 100

Competition Vendor Account Prospecting 100

SBI Growth

MARCH 10, 2024

In today's dynamic commercial environment, accelerating the sales cycle is not just a goal but a necessity for thriving in a competitive market. The landscape has evolved, with buying behaviors becoming increasingly conservative and consensus requirements reaching new heights. The challenge?

Sales Cycle 296

Sales Cycle Strategy Competition Sales 296

Partners in Excellence

JANUARY 25, 2024

In this post, I’m going to make the argument, that based on what I see in too many selling initiatives, is that we, as a community, have migrated from focusing on helping customers solve their problems to just beating the competition. Instead, it is primarily focused on beating the competition. Leaders love this.

Competition 109

Competition Customer Buying Cycle Vendor 109

Force Management

JUNE 9, 2021

Enable your sales team to pick up the pace this year, particularly if they’re in a competitive sales environment. In a competitive market, the best sales leaders are the ones who enable their teams to differentiate based on buyer needs. Here are a few areas to consider.

Competition 121

Competition Marketing How To ACT 121

SalesHood

MAY 1, 2022

Today we ran a session with a group of sales managers on competitive selling and how to coach and mentor their sales teams to drive up competitive intensity in every sales campaign.

Competition 113

Competition Campaigns Coaching Groups 113

MTD Sales Training

MARCH 18, 2014

Sales Planning building your value competitive advantage selling against the competition' As you think through your offers and the solutions that would appeal. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Competition 270

Competition Prospecting Sales 270

Product Management University

FEBRUARY 21, 2024

Competitive demos are stressful, especially when you’re operating on very little knowledge or hearsay information about your competitor’s weaknesses. That gives you the perfect opening to attack their strengths when you’re doing highly competitive demos, especially when their weaknesses aren’t show-stoppers. There’s no answer for that!

Competition 52

Competition How To Positioning Exact 52

Selling Energy

JULY 13, 2023

In our trainings we often refer to Michael Porter’s arsenal of competitive advantage , which provides a template that helps you determine in what ways you might excel in your field. Knowing your particular niche is essential. Where do you excel? What is your specialty? What do you have to offer that your competitors don’t?

Competition 66

Competition Training Marketing Sales 66

The Sales Hunter

APRIL 20, 2014

Are you still complaining about the competition? The more time you spend focusing on the competition, the less time you are spending on selling. It’s time to ignore the competition. You have it in you to succeed, but only if you keep your focus on selling rather than on the competition. Copyright […].

Competition 235

Competition Motivation Video Consultative Selling 235

Crunchbase

JUNE 17, 2022

Your sales team drives your company’s revenue with its lead generation efforts. However, sales teams tend to have high turnover rates ( 34% on average ). A sales compensation plan is more than just commissions—it’s the total package. 4 things to include in a sales compensation plan. Commissions.

Compensation 98

Compensation Competition Salary Commission 98

Mereo

FEBRUARY 15, 2023

If you are like most sellers, you may not realize you could be selling solutions for your competition. When you are not differentiating yourself from the competition, you are selling for those competitors’ solutions just like you are selling your own. Stop selling for your competition with Mereo’s Contrast Quadrant.

Competition 81

Competition Buyer Face-to-face Up-Sell 81

Smooth Sale

NOVEMBER 15, 2023

Photo by Aitoff via Pixabay Attract the Right Job Or Clientele: Do You Use SEO Strategy to Stand Out from Your Competition? All businesses, large and small, and those with ambitious career goals realize the need to stand out among the competition. Today’s insights are provided to help you achieve the Smooth Sale!

Competition 78

Competition Real Estate Lead Rank Lead Scoring 78

Selling Energy

SEPTEMBER 23, 2022

What is your competitive advantage? If you don’t have a clear picture of how your business differs (or fails to differ) from other similar businesses, you might want to spend some time researching your competition and strategizing new ways in which you might set yourself apart.

Competition 75

Competition Research Marketing Sales 75

BuzzBoard

FEBRUARY 5, 2024

When applied to sales, generative AI becomes a powerful tool for personalization, enabling salespeople to create highly tailored and relevant content for their outreach and engagement with prospects. Applying Generative AI in B2SMB Sales Prospecting 1.

Competition 52

Competition Scale Social Media Trends 52

Sales and Marketing Management

JANUARY 9, 2019

Sellers bring a chorus of voices to this value conversation: marketing talks about the possible, sales about the powerful and customer success about the practical. Competition then, is all about being relative in and to that problem-solution continuum. The talkers are buyers, sellers and interlopers.

Relationals 239

Relationals Competition B2B Sales Methodology 239

SBI Growth

AUGUST 15, 2014

A recent SBI post shared that 78% of sales strategies are hopeless. In our report, there are 6 reasons why you might have the wrong sales strategy. The #1 reason: Your sales strategy is the same as your competitors. sales strategy Sales Leader VP of Sales Resources competitive differentiation Competitive Intelligence Sales VP'

Competition 282

Competition How To Report Resources 282

Sales and Marketing Management

OCTOBER 17, 2023

Although competitive pay and financial bonuses are important, non-monetary benefits can boost motivation and address sales budget issues. The post Motivate Your Sales Team with Five Non-Monetary Rewards appeared first on Sales & Marketing Management.

Motivation 389

Motivation Competition Benefit Sales 389

Sales Hacker Training

MAY 20, 2020

As such, much of sales and marketing’s focus is external to attract customers, and rightly so. However, to truly delight potential customers and stay ahead of your competition, the flow of information internally needs to be timely and seamless. The key to this internal success is sales enablement and quality, competitive intelligence.

Competition 132

Competition Sales Enablement Analysis Lead Rank 132