The Pipeline

AUGUST 1, 2016

Tibor Shanto – tibor.shanto@sellbetter.ca. Given that we are right in the middle of summer, and that today is a holiday long weekend here in Toronto, my mind naturally drifted to a summer theme, no doubt helped by things I’ve consumed by poolside. Looking around the water’s edge, you begin to see things here that remind one of sales. I was going to start with bikinis, but I got tagged by the Politically Correctness Police (PCP) last week, so we’ll save that for below.

Hotels 168

Hotels Objections Pivotal Advertising 168

Increase Sales

AUGUST 1, 2016

Confusion abounds about what is prospecting and what is marketing. Much of this confusion can be traced back to the Madison Avenue firms where paid advertising became synonymous with marketing. This confusion continues today especially because of these two facts: Internet especially social media. 97.7% of all U.S. businesses are under 20 employees.

Ideal Customer Profile 80

Ideal Customer Profile Prospecting Marketing Sales Qualified Lead 80

SBI Growth

AUGUST 1, 2016

Sales 146

Sales Strategy 146

Sales Training Connection

AUGUST 1, 2016

Sales Training – 2026. As a way of exploring the future of sales training, let’s time travel to the year 2026 and examine the major trends of the day. Suspending disbelief, assume you have time traveled and have arrived in the summer of 2026. You are journeying south on Highway 1 towards Big Sur in your Apple Titan 2.0. You have preprogramed your new Titan including a stop for lunch at Nepenthe.

Training 60

Training Lead Rank Trends Ideal Customer Profile 60

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.

Sales Cycle

BrainShark

AUGUST 1, 2016

Research shows 33% of sales reps report they’re “often” or “always” frustrated by their inability to quickly locate sales materials.

Report 71

Report Research Sales 71

Close

AUGUST 1, 2016

There’s no such thing as a perfect interview question. There’s no one question you can ask to figure out whether someone is the right candidate and will be amazing at sales.

Hiring 59

Hiring Sales 59

SalesLoft

AUGUST 1, 2016

“War is ninety percent information.”. -Napoleon Bonaparte. While the stakes may not be as high for salesmen armed with sales analytics as they were for Napoleon, the logic behind this quote applies to both professions in equal measure. Sales is a daily war against competitors, markets, and consumers themselves. And in that war, just as in a real one, information can mean the difference between victory and defeat.

Analytics 52

Analytics Scale eBook Consumer 52

Hyper-Connected Selling

AUGUST 1, 2016

I was in a bit of a panic this morning. I couldn’t think of what to write in this month’s MMMU! I’m sitting here at my desk, wracking my brain, and my little black cat, Swing, decides that she wants some attention. If you have a cat, you know that their reputation of being standoffish is only half of the story. When they want attention, they are relentless.

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