The Pipeline

DECEMBER 15, 2014

'By Tibor Shanto - tibor.shanto@sellbetter.ca . As we rush headlong in to the New Year, my next three posts will feature things sales leaders should be thinking about to drive success for their teams and their companies. I want to start by inviting you to participate in a survey being conducted by my friends over at Star Solutions That Achieve Results Inc.

Survey 256

Survey Sales Management Hiring Pharmaceuticals 256

Understanding the Sales Force

DECEMBER 15, 2014

'Copyright: oakozhan / 123RF Stock Photo. Do you know when your car is not running properly? It''s usually quite obvious. Lighting is very obvious too. How about your Home Theater? You probably won''t know about a problem with that until after a component has stopped working. Do you have a really good way to determine whether your sales recruiting process works the way it should and will work going into next year?

Hiring 230

Hiring Groups Objections Sales 230

Increase Sales

DECEMBER 15, 2014

'Sales objections happen every day from the smallest ones to the largest of the largest ones. Depending upon the sales skills of the salesperson, these barriers not to buy may appear insurmountable. Travel back to the first sales objection in your most recently “earned” sale. What was the essence of that barrier not to buy? From my own experiences, there are five barriers: Me.

Objections 128

Objections Decision Maker Small Business Small Business 128

Partners in Excellence

DECEMBER 15, 2014

'When the customer perceives little difference between alternative solutions from vendors, the lowest price wins! And that’s how it should be, it would be insane for the customer to do anything else. Now before you start leaping to conclusions thinking that I’m promoting rampant discounting to win business, let me clarify things. Too often, we fail to differentiate our solutions and value in meaningful ways.

Scale 90

Scale Competition Discount Vendor 90

Advertisement

A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.

B2B

Sales Training Connection

DECEMBER 15, 2014

'Thank you for reading the Sales Training Connection. We’ve decided to extend our holiday break this year – so look for your next blog on January 5, 2015! Wishing you a happy holiday season and a happy new year, Janet and Richard.

Training 85

Training Sales 85

SalesLoft

DECEMBER 15, 2014

Content Marketer Cara Hogan originally published this post on InsightSquared’s blog , as part one of a three part series. – You understand that inbound sales can only take you so far , and so you’ve decided to build a powerful Sales Development team to help achieve your company’s aggressive sales goals. The only problem is, you’re not exactly sure how many new Sales Development Reps (SDRs) you should hire to hit your number.

Hiring 52

Hiring Top of Funnel Funnel Exact 52

BrainShark

DECEMBER 15, 2014

2014 has been an exciting year for sales enablement—a hot topic both

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Sales Enablement Sales 62

Klozers

DECEMBER 15, 2014

'In B2B sales one of the biggest overheads for the business can be the outside sales reps. Salaries, Benefits, Cars, Travel, Accommodation and expenses can rack up very quickly, especially if we are not getting the results we are looking for. It makes sense therefore, to maximize our resources as we simply cannot afford to have our sales people calling on unqualified sales prospects.

Salary 49

Salary Demand Generation Demand Generation Targets Travel 49

Jonathan Farrington

DECEMBER 15, 2014

'Far too frequently, competent salespeople are expected to channel their own activities into the areas that will produce the quickest wins. Unfortunately, left to their own devices, they don’t develop and pursue a formal strategy for moving a sale tangibly forward during each prospect interaction, neither do they have a clearly defined set of goals against which to measure the progress they are making.

Sales Process 49

Sales Process Margin Quota ACT 49

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

Sales

SugarCRM

DECEMBER 15, 2014

'The post Industry Insights with Kim Zimmerman appeared first on Salesfusion.

Industry 35

Industry Marketing 35

Partners in Excellence

DECEMBER 15, 2014

'As I mentioned in Hacking Selling , sales people and managers constantly ask me for short cuts. They are looking at ways to make selling easier, ways to help them win more business. In Hacking Selling , I said the easiest way to do this is to hack the customer’s business, focusing on what they need, rather than what we sell. I got a lot of messages on the post.

Sales Cycle 92

Sales Cycle Pipeline Maximizer Call-back 92

SugarCRM

DECEMBER 15, 2014

'The post Industry Insights with Kim Zimmermann appeared first on Salesfusion.

Industry 32

Industry Marketing 32