No More Cold Calling
FEBRUARY 4, 2016
Pay for referrals? Are you kidding me? Thanks for all the happy birthday wishes last month. My friends and clients aren’t the only ones who remembered my big day. I received offers from my favorite retailers for birthday discounts, designed to make me feel special and (more importantly) spend money. B2C incentives work like magic. We all love saving money and brag about getting great deals.
Sales Result
FEBRUARY 4, 2016
Any CEO worth his or her salt understands the importance of using a CRM system to collect and analyze data, which allows you to track your sales team activity, have a transparent view of your sales funnel, and provide verifiable numbers to your board with confidence.
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A Sales Guy
FEBRUARY 4, 2016
Change is inevitable, YET all of us, at varying points in our lives, fight it. As humans, we don’t like change very much. We resist it. We avoid it. Change, by definition, means different, and when things are different, we freak out. But, without change, there is not growth. There is no innovation. There is no advancement. In Not Taught, I identify three types of people when it comes to change.
SalesLoft
FEBRUARY 4, 2016
The advent of modern sales development has taken the sales world by storm. Organizations everywhere are dumping revenue models based on old-school lead generation, cold calling and mass email blasting. Why? The power has shifted from the seller to the buyer. What’s truly challenging about sales development? Delivering personalization, sincerity, and professionalism at scale.
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.
Engage Selling
FEBRUARY 4, 2016
Let’s face it, sales as we know it has changed, from how to attract distracted buyers to how to nurture a long-term relationship when loyalty is diminishing almost as quickly as our attention span. Fortunately there is new information that can help us make sense of this evolution, which in turn can help educate our […].
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Sales Evangelist
FEBRUARY 4, 2016
If you’re one of several people who tend to shy away from getting into inside sales, you might just be missing out on a very big opportunity here. In today’s episode, John Merrifield will tell you about the power of inside sales. John Merrifield has been working for Google for over 2 years now. […] The post TSE 259: Sales From The Street-“Inside Sales” appeared first on The Sales Evangelist.
Hyper-Connected Selling
FEBRUARY 4, 2016
This article was originally published on February 25th, 2009. There are more and more ronin about as the workplace continues to change. Based on the title, it would be easy to mistake this book for a treatise on wandering samurai warriors. What Beverly Potter has done instead, is use the idea of the ronin , or wandering knights of medieval Japan, as a metaphor to describe the role of today’s independent professional in the changing economy.
Sales Gravy
FEBRUARY 4, 2016
The only asset you have that is in limited supply is your own time. When a slow customer takes up too much of it, you lose. The time youre spending with them is preventing you from moving on to another customer and another opportunity.
Insight Demand
FEBRUARY 4, 2016
Imagine if each member of your sales team was equally as effective at sharing the stories told by the top 10% of your salespeople. Stories that help customers get past the five most common value gaps. You would achieve higher win rates, shorter sales cycles, and higher margins. But if you don’t teach your salespeople how to share stories that shines the light of insight on unrecognized value, then won’t you continue to be forced to pay for airplane tickets that send your salespeople on sales cyc
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Sales Gravy
FEBRUARY 4, 2016
I received an email from the young lady who had recently moved into a new job and was put in charge of a team.
Insight Demand
FEBRUARY 4, 2016
Imagine if each member of your sales team was equally as effective at sharing the stories told by the top 10% of your salespeople to help customers get past the five most common value gaps. You would achieve higher win rates, shorter sales cycles, and higher margins. But if you don’t teach your salespeople how to tell stories that shines the light of insight on unrecognized value, then won’t you continue to be forced to pay for airplane tickets that send your salespeople on sales cycles that lea
The Pipeline
FEBRUARY 4, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . Training is an interesting concept, at least in sales, as much as most sales leaders or sales ops people bring their own bias and flavour to it. But the one common view and practice the majority share is a “democratic” outlook or bias. Don’t get me wrong, I love democracy, and live in the greatest democracy on earth, Canada, but the reality is that democracy is not for everyone and often does not work, just ask Egyptians.
Insight Demand
FEBRUARY 4, 2016
Imagine if each member of your sales team could be equally as effective at sharing the stories told by the top 10% of your salespeople to help customers get past the five most common value gaps. But if you don’t teach your salespeople how to tell stories that shines the light of insight on unrecognized, then won’t you continue to be forced to pay for plane tickets that send your salespeople on sales cycles that lead down the road of commoditization and discounting?
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.
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