Understanding the Sales Force

AUGUST 31, 2016

Image Copyright: kchung / 123RF Stock Photo. Millennials are more independent, more spoiled, have a shorter attention span, tend to be more into their technology than into people, don't like working traditional hours, and don't enjoy working in traditional ways. That said, would you expect them to be better or worse suited for selling than the generations who came before them?

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Hiring Data Sales Groups 185

Mr. Inside Sales

AUGUST 31, 2016

When voice mail first came out, it was the hottest thing in business. Everyone anxiously checked and even responded to their voice mail no matter who was calling. It was a beautiful thing…. After a while though, prospects stopped returning voice mail and turned their attention to email. And then that pretty much dried up, too. Today, sales reps are asking if it’s even worth it to leave a voice mail, and I’m here to tell you that you CAN get effective results from voice mails IF you follow a few

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Webinar Metrics How To Call-back Guarantee 125

MTD Sales Training

AUGUST 31, 2016

In days gone by, many companies used to rely on their USPs to carry them through. They touted their Unique Selling Points as their main competitive advantage and they proved to be very effective when prospects were searching for answers to their problems. As time has passed, however, the unique offerings companies had have been copied and surpassed by other companies, leaving those previous USPs in tatters.

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Competition Analysis Facebook Up-Sell 120

Increase Sales

AUGUST 31, 2016

Sales prospecting is job one for most sales professionals unless they have sales leads being fed to them. Until salespeople find qualified potential ideal customers to buy their solutions, they will remain pocket poor. Today, there are more sales prospecting strategies to reach those essential sales leads. In the book, High Profit Prospecting , by Mark Hunter, he provides some great insight on how to prospect in the 21st century.

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Prospecting Sales Qualified Lead Decision Maker Ideal Customer Profile 86

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

SBI Growth

AUGUST 31, 2016

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How To Strategy Marketing 136

SalesLoft

AUGUST 31, 2016

If you’ve ever been at a blackjack table the moment it starts heating up, you can feel it. The rush of your adrenaline, the pride in your streak, and the underlying fear that the moment might pass before you close the deal. And if you’re a sales rep, then you’ve no doubt felt those same emotions; albeit instead of a dealer, you’re sitting across the phone lines of a prospect you’re converting into an opportunity.

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Prospecting Video Comparison eBook 52

Partners in Excellence

AUGUST 31, 2016

It’s not often that Anthony Iannarino and I disagree. When we do, it leads to a richer discussion where we both learn and converge on a new, shared point of view. Recently, he wrote, The Disqualification Fallacy. I found myself disagreeing–or perhaps reframing what he was saying. I think it is a critical issue, and I think too few organizations and sales people do good jobs of disqualifying and focusing.

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Sales Qualified Lead Lead Rank Lead Scoring Education 48

Hyper-Connected Selling

AUGUST 31, 2016

The post The Foolishness of the Young and the Old appeared first on David J.P. Fisher.

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