SBI Growth
APRIL 17, 2014
'Ask a small company Sales VP about his biggest fear. You’ll hear a common response: losing my best guys. Many small companies live by the Pareto principal. 80% of their revenue comes from the top 20% of their team. Losing one top performer can ruin the entire year. This is why Sales VPs list Talent as one of their biggest needs.
The Pipeline
APRIL 17, 2014
' By Tibor Shanto - tibor.shanto@sellbetter.ca. I recently saw an ad for a sales program, and that big bold letters enticing me to buy read: “How To Get Ahead Of Your Buyer”. While I get where they were coming from, or more accurately who they were trying to appeal to, but there was just something wrong with the way it was phrased. I think one of the biggest challenges sales people have is not to get ahead of the buyer, it seems to me that getting ahead of the buyer is the same as “leaving t
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No More Cold Calling
APRIL 17, 2014
'Because no one ever taught them how to sell. How many of us studied sales in college? Engineers, scientists, accountants, lawyers—these folks all study their crafts. But most sales reps enter the field without any formal training. Some of us get lucky and thrive under a brilliant sales manager. But most of us are left to figure things out on our own.
Understanding the Sales Force
APRIL 17, 2014
'Understanding the Sales Force by Dave Kurlan Yesterday I was in the office, preparing for the today''s formal introduction of Objective Management Group''s (OMG) award-winning, new and improved, fourth generation, Sales Candidate Assessment ( View the 25-minute Webinar here ) when the phone rang and I answered. Not only was it a cold call, but it was one I could write about - the best kind!
Advertiser: ZoomInfo
Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
Pointclear
APRIL 17, 2014
'In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report. In the article I assert: "A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I call ''inbounditis'') negatively affects the revenue backbone of any company. In fact, it makes the whole sales pipeline sick.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Jeffrey Gitomer
APRIL 17, 2014
'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.
Sales and Marketing Management
APRIL 17, 2014
'Issue Date: 2014-04-18. Author: Dan Hawtof. Teaser: Using last decade's sales management tools to accomplish today's complex tasks isn't quite as bad as suiting up a football team with leather helmets, but it may as well be. Using last decade's sales management tools to accomplish today's complex tasks isn't quite as bad as suiting up a football team with leather helmets, but it may as well be.
Increase Sales
APRIL 17, 2014
'The advertising campaign of “Got Milk” has recently been retired. This is not the case with small businesses to professional practices who continue to realize “got leadership” is necessary for them to stay at least with the flow of the marketplace and their competitors. Now some of these forward thinking individuals believe they have leadership.
Fill the Funnel
APRIL 17, 2014
'9 short slides that highlight and remind us all how to build better LinkedIn connections. Quality is better than quantity on LinkedIn. What tips do you have to add to build better connections on LinkedIn? Add them in comments for the rest of us to learn from. Original article: Building Better LinkedIn Connections ©2014 Fill the Funnel. All Rights Reserved.
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Engage Selling
APRIL 17, 2014
'Want to know the easiest way to lose control of the sales process? Time and time again, I’ve seen salespeople hold off on presenting their price to a prospective client until the final written proposal. They don’t bring up pricing in person or before a written proposal is sent because they’re afraid to scare away […].
The Science and Art of Selling
APRIL 17, 2014
'Cold Calling Works! Register for this 2-hour training and learn how to create your winning cold calling script that will get you in front of your prospects tomorrow. When: May 7th, from 7-9PM EST (4-6 PST). Why this training? This professional training is created specifically for all sales people, no matter what they are selling, self-employed professionals and small businesses owners.
BrainShark
APRIL 17, 2014
This article was originally posted to BrightCarbon.com.
SugarCRM
APRIL 17, 2014
'[one_half valign="middle"]. Partner Portal. Why Partner With SalesFUSION. [/one_half]. [one_half_last valign="middle"]. [frame style="none"] [/frame]. [/one_half_last]. [divider style="simple"]. Gartner Group and Forrester Research Group predict record levels in Marketing Automation (MA) spending and exponential growth in the field. Many agencies, firms and CRM solution providers already understand the importance of partnering with a MA Company.
Advertiser: ZoomInfo
Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
The Sales Hunter
APRIL 17, 2014
'Why do we allow ourselves to risk all of our business with an account based on the relationship of a single person? It’s sad, but that is what happens with far too many account management/selling relationships. It starts with the salesperson finding a little bit of success with their contact at the account and it […].
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