The Pipeline

APRIL 11, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . Thus far in this series we have looked at two prospects segments that are popular among sellers, mostly because they are likely the easier of the three. While most sales people spend 80% of their time and effort pursuing these groups, combined they only make up at most 30% of any given market. The Actively Looking , about 10%, and the Passively Looking , another 20%.

Segment 168

Segment Prospecting Objections Vendor 168

Understanding the Sales Force

APRIL 11, 2016

I know. Everyone loves you. You are just so likable that it's inconceivable that you could be disliked. As usual, I see things a bit differently and I'll prove that there is someone that not only dislikes you, but might even hate you. For example, my company, Objective Management Group (OMG) , is universally hated by an entire vertical! I'll share that with you but first, I must ask you a question.

Microsoft 156

Microsoft Company Territories Groups 156

DiscoverOrg Sales

APRIL 11, 2016

There’s a famous quote from that seminal 1992 movie about sales, Glengarry Glen Ross , in which Jack Lemmon’s character, Shelley, contemptuously dismisses the contact data he’s been given: “The leads are weak!” The movie also coined the unforgettable phrase: “Coffee is for closers!”. I wouldn’t necessarily recommend the movie to those just starting out in sales – it’s not exactly a flattering portrayal of the profession.

Lead Rank 143

Lead Rank Lead Scoring Marketing Qualified Lead Leads 143

Score More Sales

APRIL 11, 2016

Years ago I learned in professional selling to always: •Sell yourself first. •Sell your company second. •Sell your product or service third.

Sales 131

Sales Company B2B 131

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

Increase Sales

APRIL 11, 2016

Sales appears to experience a new normal almost monthly. Sales experts promote their books to their sales training programs all promising a quicker, faster way to increase sales. Each of these books or programs has just enough of a different “take” to encourage the salesperson or SMB owner to buy this latest and greatest “new normal” offering.

Training 75

Training Energy Social Selling Consultative Selling 75

The Science and Art of Selling

APRIL 11, 2016

When it comes to business, there are two types of people. We are not talking about types A and B or even introverts and extroverts. We are focusing on the basic entrepreneurial individuals of which there seems to be two strands. There are those who dive head first into a project without realizing all the intricacies it entails. Eager and energetic, they are ready for almost any challenge.

Fashion 47

Fashion Benefit Relationals Account 47

Klozers

APRIL 11, 2016

In the world of sales; Selling Skills can make the difference between a Rainmaker and a Bank breaker for most businesses. Sales people who miss targets at best, and don’t cover the overheads at worst, are an expensive luxury that most organisations can ill afford. Analysing and testing these skills in sales people is difficult, as often they can appear pitch perfect in the office but never quite seem to get matching results in the field.

Selling Skills 21

Selling Skills Decision Maker Ideal Customer Profile Face-to-face 21