The Pipeline
AUGUST 25, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . The Beatles Is On The Phone – by NowhereGirl17. If you ask sales people why they hate/fear cold calling their response always revolves around them, their feelings, and rarely the buyer’s. Even when they mention the buyer, it is very much through their own filters, “I wouldn’t like that”, or about the buyer’s reaction to the call.
SBI Growth
AUGUST 25, 2014
'I hear it all the time. “Consultants just tell me what I already know. They repackage the stuff we give them and present it as new.” Yes they do. Some of them. Every time they do, it hurts the consulting industry. This post will help you avoid hiring the wrong sales consulting firm.
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Sales 2.0
AUGUST 25, 2014
'I totally agree with David Brock here. I saw this many times when I was a sales consultant (and sales manager.). It’s way too easy to blame sales for revenue problems when in fact the bigger problems are elsewhere (like the market does not want what you are selling!). We often get called by execs, “We’ve got a sales problem! We need your help,” or some variation on the theme.
Score More Sales
AUGUST 25, 2014
'No problem is a lazy phrase that comes up too much in business situations. If you are a perpetrator (or work with one), you can correct this and it will help you relate better to buyers, colleagues, and referrers. A change like this can ultimately help you create more opportunities and even sell more. Yes, I said it. The words you choose have great power.
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The Sales Hunter
AUGUST 25, 2014
'I’m excited to share that Anthony Iannarino and I will offer a free webinar this Friday, August 29, on what you can do to close more sales at better profit. In our experience working with thousands of salespeople and companies, a big challenge for salespeople is conveying value in such a way that the […].
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Sales Training Connection
AUGUST 25, 2014
'Sales process. In the last ten years a substantial amount of time, effort, and money has been devoted to discussing the sales process. Listen to a conversation about tye sales process it usually begins by someone saying something like: “We have very aggressive sales targets and we’re just not getting there.”. “We’re not leveraging our own best practices – a lot of our sales reps are simply doing what they did the last time.”.
Partners in Excellence
AUGUST 25, 2014
'We often get called by execs, “We’ve got a sales problem! We need your help,” or some variation on the theme. It could be, “Sales isn’t doing their job,” “They aren’t making their numbers, what’s wrong with those sales guys?” As we start to understand the situation, it always comes down to, “Revenue/orders are down,” “We aren’t making the numbers,” “We’re losing share,” “We’
Your Sales Management Guru
AUGUST 25, 2014
'7 Benefits of a Prescriptive Sales Process. By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff. In most sales organizations, the majority of salespeople are B or C performers. There are never enough A performers in any organization, and they’re generally already maximizing their productivity.
Engage Selling
AUGUST 25, 2014
'Learn how to create consistent results and continuous sales growth! Get your very own copy of my new book Nonstop Sales Boom!
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BrainShark
AUGUST 25, 2014
In Part 1 of this series, w
SugarCRM
AUGUST 25, 2014
'The post I Feel the Need. The Need for Leads. appeared first on Salesfusion.
Partners in Excellence
AUGUST 25, 2014
'We talk a lot about account planning, particularly if our “territory” is one or a few large accounts. Generally, we wrap a lot of nice words around the reasons we do account planning: Develop deep and trusted relationships in the account. Create a customer for life, through providing great, ongoing customer experiences. Grow the account.
Jonathan Farrington
AUGUST 25, 2014
'I suppose I should consider myself quite fortunate that my first – and only – sales manager was such a strong disciplinarian. By “strong” I mean he was a tough, uncompromising, unsympathetic, no-nonsense type of guy. Unfortunately, he was also bigoted, racist, homo-phobic and chauvinistic. I hated him more than anyone I have ever hated before or since – and I am pretty certain he hated me too.
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Partners in Excellence
AUGUST 25, 2014
'I read an intriguing post from Jim Keenan about Subject Lines That Work For Sales Emails. It showed an infographic about the subject lines that maximized email opens. The top 5 are: RE: (with 92% opens). RE: Follow Up (with 90% opens). RE: Update (with 89% opens). RE: Introduction (with 88% opens). RE: Checking In (with 87% opens). The thing that struck me is these are all manipulations.
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