No More Cold Calling

JANUARY 27, 2015

'If you’re sending mass emails to prospects you don’t know, don’t be surprised when you get deleted. Every day more than 20 unsolicited emails come into my Inbox. Most ask me to buy lists of Salesforce, Oracle, or Sage users. Then there’s the real junk—offers for burial insurance, introductions to Russian beauties, discounts on Viagra, and other nonsense.

Sage 237

Sage Oracle Social Media How To 237

The Sales Hunter

JANUARY 27, 2015

'We all want prospects to return our phone calls. But the fact is that the majority of prospecting phone calls will never be returned, because they were bad calls to begin with! Here are 5 ways to get a prospect to return your phone call: 1. Keep it simple and make it […].

Prospecting 198

Prospecting Selling Skills Sales 198

MTD Sales Training

JANUARY 27, 2015

'When we ask buyers what they look for in their suppliers, we often get a response along the lines of ‘we want someone we can trust and makes us look good in some way’. This is a fairly obvious. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Objections 193

Objections Buyer How To Sales 193

The Sales Hunter

JANUARY 27, 2015

' Do you bring value? How do you know you bring value? Do your competitors bring more value than you? These aren’t flippant questions. They’re serious and they deserve some real thinking. Your customers are looking for value. They expect it not only from what they’re buying from you, but also from you. If you […].

Cold Calling 189

Cold Calling Customer Consultative Selling Selling Skills 189

Advertiser: ZoomInfo

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Sales Cycle

Pointclear

JANUARY 27, 2015

'“If only I had a qualified lead!”. “I get too many leads!”. “I don’t get enough leads!”. “Salespeople never close out the leads!”. “No one likes the CRM system, so no one uses it!”. From my perspective, having interviewed hundreds of managers on SLMA Radio, and managed 20+ sales and marketing teams (interim management) through the years, it’s the excuses that drag down organizations.

Sales Qualified Lead 186

Sales Qualified Lead Marketing Lead Generation CRM 186

Increase Sales

JANUARY 27, 2015

'You want top sales performers. From your own past selling experience, you know top sales performers have the right sales attitudes reinforced by certain sales skills. Yet, how do you find if those sales skills really exist beyond the standard hiring interview? And more importantly, how accurate is the assessment or assessments you may have given to determine those sales attitudes?

Hiring 126

Hiring Construction Scale Sales Talent 126

Anthony Cole Training

JANUARY 27, 2015

'Selling is WIT = Whatever It Takes! Successful selling is a WIT profession. I assure you that I am always working and speaking from a legal, ethical and moral standard. So, when I say WIT, I mean WIT within those boundaries. Here are some examples of doing WIT: Making calls – Regardless of how tired you are, how much you just sold last week, how difficult it is to handle the rejection – if you are going to be successful in selling, you have to pick up the phone and call someone.

Hiring 120

Hiring Gatekeeper SME Sports 120

Fill the Funnel

JANUARY 27, 2015

'Ever wonder why your inbox is always jam-packed? Simple answer is: Email works! Don’t believe me? Every credible source is telling you the same thing. The respected McKinsey & Company recently shared (italics mine) this: “E-mail remains a significantly more effective way to acquire customers than social media— nearly 40 times that of Facebook and Twitter combined.

Social Media 97

Social Media Top of Funnel Face-to-face Twitter 97

Partners in Excellence

JANUARY 27, 2015

'I’ve been at the periphery of a number of discussions about commissions and sales. Usually, they are very polarized discussions, with people on each side taking extreme positions, neither providing useful or data based arguments, neither listening too each other and each reinforcing the others’ positions. Usually there’s one camp evangelizing the evils of commission (There’s one CEO making a lot of noise on this issue in LinkedIn, though I suspect he has not given up hi

Commission 79

Commission Customer Compensation Hiring 79

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Fill the Funnel

JANUARY 27, 2015

'Ever wonder why your inbox is always jam-packed? Simple answer is: Email works! Don’t believe me? Every credible source is telling you the same thing. The respected McKinsey & Company recently shared (italics mine) this: “E-mail remains a significantly more effective way to acquire customers than social media— nearly 40 times that of Facebook and Twitter combined.

Social Media 86

Social Media Top of Funnel Face-to-face Twitter 86

Engage Selling

JANUARY 27, 2015

'A funny thing happens as salespeople become more and more experienced with their company or product. They also become less and less effective. Yes, you read that correctly. Salespeople often becomes less effective with the more experience that they gain. At first glance, it would seem that the exact opposite should be true. Yet, it […].

Pipeline 77

Pipeline Motivation Exact Company 77

Partners in Excellence

JANUARY 27, 2015

'Low effort for the customer, that is! Too often, we get customer experience design wrong–focusing on minimizing our work and effort, while we may create a horrible experience from the customers’ points of view. If we want to drive customer engagement–for the life of our relationship with them, if we want to drive customer loyalty and retention, we have to focus on low effort customers experiences–for the customer.

Conversion 76

Conversion Customer Loyalty Segment 76

The Science and Art of Selling

JANUARY 27, 2015

'Business culture is geared toward the go-getter, the team player, the networker, the entrepreneur and the leader. It’s about power, getting ahead, cutthroat competition, deals and leverage. It is, isn’t it? On the surface, this sounds like an automatic recipe for success for the extrovert, and disaster for the introvert. But as you’ll soon read, introverts can excel in this culture, by making the most of their unique attributes.

Lead Rank 63

Lead Rank Networking Education Lead Scoring 63

Advertiser: ZoomInfo

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

Cold Calling

Cincom Smart Selling

JANUARY 27, 2015

A reprint from MetaOps Magazine. Warning: Piecemeal IT solutions—like configure, price, quote (CPQ) ; customer relationship management (CRM); or other front-office technologies—could be hazardous to your business. Source: everythingpossible | iStock | Thinkstock. Piecemeal is characterized by unsystematic partial measures taken over a period of time.

Scale 48

Scale Smart Company CRM Microsoft 48

Hyper-Connected Selling

JANUARY 27, 2015

This article isn’t going to solve all of your time-management agonies. It’s not full of lists on how to maximize your time, minimize your email inbox, or how to set your priorities the right way. There are other blogs, books, and online courses that will make you a time-management wizard. I am going to ask you a question that will put you on the right path.

ACT 45

ACT Intent Maximizer Report 45

Sales Evangelist

JANUARY 27, 2015

Find the right event to go to It has to be close to your niche and mutually beneficial for you to go. Spend your time wisely. Look at trade organizations where your ideal customers are. Limit the amount of events you go to Less is more. Focus on the best ones. 2-3 would be ideal. […] The post TSE 108: 6 Things You Must Do To Gain Maximum Results From Networking Events appeared first on The Sales Evangelist.

Networking 40

Networking Closing Customer Sales 40

SugarCRM

JANUARY 27, 2015

'The post Remarket Lead Nurture: Maximize Lead Acquisition & Conversion appeared first on Salesfusion.

Lead Nurturing 29

Lead Nurturing Maximizer Leads Marketing Qualified Lead 29

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SugarCRM

JANUARY 27, 2015

'The post Remarket Lead Nurture: Maximize Lead Acquisition & Conversion appeared first on Salesfusion.

Lead Nurturing 27

Lead Nurturing Maximizer Leads Marketing Qualified Lead 27