The Pipeline

JANUARY 26, 2015

'By Tibor Shanto - tibor.shanto@sellbetter.ca . Not only is standing up healthy, especially for a profession that spends a lot of time on its ass, but there are some specific ways why selling on your feet will help you sell better. While Prospecting – Most people will prospect sitting behind a desk, some although less and less, will have the phone in one hand, and a pen in the other, or one hand on the keyboard.

Up-Sell 245

Up-Sell Proposal ACT Meeting 245

Understanding the Sales Force

JANUARY 26, 2015

'Most salespeople don''t pay too much attention to this. Even though we perform a pipeline analysis and restage the pipeline with every individual sales evaluation and comprehensive sales force evaluation we conduct, we typically discuss this exclusively at the executive level. So imagine my surprise when a salesperson sent along his lessons learned from a session on closing deals and included this.

Sales Forecasts 227

Sales Forecasts Forecasting Pipeline Analysis 227

The Sales Hunter

JANUARY 26, 2015

'Do you want to know what it takes to identify the prospects who will dramatically impact your bottom line? Of course you do! I will be presenting on this topic in the Washington, DC, area on February 27, for the Institute for Excellence in Sales & Business Development (IES&BD). Accelerating the Prospecting Process: Isolating […].

Prospecting 170

Prospecting Selling Skills How To Course 170

Increase Sales

JANUARY 26, 2015

'People love acronyms. For years those engaged in sales and those who watched the movie Glengarry Glen Ross heard this well known one – ABC - Always Be Closing. What would happen if we applied this ABC acronym to marketing and small business owners would start thinking beyond just “closing?” Always Be Connecting. Here is the purpose of marketing.

Top of Funnel 122

Top of Funnel Marketing Sales Qualified Lead Small Business 122

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

A Sales Guy

JANUARY 26, 2015

'There is no question selling is both art and science. Like most things where art and science collide, science gets all the attention. Why? Science is measurable. It’s data-driven. We can touch and feel the science of sales. It’s black and white and as humans, we love that s**t. How many times have we heard the phrase; “If it can’t be measured it doesn’t count?

Remedy 99

Remedy ACT Education Exact 99

Partners in Excellence

JANUARY 26, 2015

'I wish I were smart enough to make up these stories. Today, I received an unsolicited email titled, “Would you like to blog about sales automation.” Here is the text, the only thing I have changed is the company/product name (I’m calling it Company X). I did highlight the spelling errors. I started to highlight the grammar errors, but when the entire first sentence was RED , I stopped.

Email Marketing 73

Email Marketing Marketing Lead Gen Sales Automation 73

The ROI Guy

JANUARY 26, 2015

'As you launch 2015 kick-offs and budget for training / enablement investments, there are three key metrics you should consider when shaping your 2015 Sales Enablement strategy: 1) More Stakeholders: IDC reports a significant 43% increase in number of buyers involved in each B2B purchase over the past three years, growing to more than 8 decision makers involved in the average review / approval process.

Case Study 79

Case Study Decision Maker Lead Rank Lead Scoring 79

Engage Selling

JANUARY 26, 2015

'I don’t promote very many external events but this one is worth the exception! On Wednesday, January 28 at 2:00 pm Eastern My good friend Art Sobczak, author of the best selling book Smart Calling-How to Eliminate the Fear, Failure, and Rejection from Cold Calling,” will be teaming up with THE go-to expert on using LinkedIn for sales, […].

LinkedIn 65

LinkedIn Cold Calling Promotion Up-Sell 65

BrainShark

JANUARY 26, 2015

Is your New Year’s resolution to win a Sharkie Award?

62

62

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Sales

Jonathan Farrington

JANUARY 26, 2015

' The Lone Ranger is dead. Instead of the individual problem-solver, we have a new model for creative achievement. People like Steve Jobs or Walt Disney headed groups and found their own greatness in them. ?. Professor Warren Bennis, Distinguished Professor of Business Administration, Marshall School of Business, USC, provides a blueprint for the new model leader: “ He or she is a pragmatic dreamer, a person with an original but attainable vision.

Lead Rank 37

Lead Rank ACT Groups Lead Management 37

Klozers

JANUARY 26, 2015

'At klozers we strongly believe that success in sales is all about the sales pipeline , both in terms of quantity, but equally the quality of opportunities that are in the sales pipeline. Quite simply, a healthy sales pipeline equals healthy sales revenues, and healthy commissions if you are a Sales Professional. Simple as this may sound, managing the sales pipe is however the number one challenge for many sales professionals and sales managers.

Pipeline 37

Pipeline Sales Qualified Lead B2C Lead Rank 37