The Pipeline

JUNE 25, 2015

By Tibor Shanto – tibor.shanto@sellbetter.ca . How much of a premium would you pay to bet on a sporting event where the odds favoured your team over the other by 6000 to 100? A no-brainer right, in fact too good to be real, right? Let’s look at it a bit differently, how would you like to be up against a professional opponent favoured by similar odds, an opponent who practices every day, honing their skills and techniques, improving their game day in and day out, while you only occasionally d

Prospecting 250

Prospecting Call-back Sports Proposal 250

MTD Sales Training

JUNE 25, 2015

I remember meeting a salesperson in my office who presented me with a product that would hopefully deal with some challenges we were having at the time. The product was quicker, more efficient and. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Meeting Sales 208

Understanding the Sales Force

JUNE 25, 2015

It seems that these days, things are changing faster than we can recognize. Cosby is finally out of the news, but the Marathon Bomber is back in. The terrible winter weather is in our rear view mirror but now we are dealing with droughts and tornadoes! And in our world, Sales 2.0, a term we haven't heard in a while, is making the rounds again. In today's article, we'll talk about the sales improvements that readers are most interested in.

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Sales Cold Calling Groups Consultative Selling 207

The Sales Hunter

JUNE 25, 2015

We have arrived at #4 on my list of Top 10 Reasons Most Prospecting Plans Don’t Work. Number 1 is using the same prospecting process for all of your prospects, number 2 is having too many prospects in your pipeline, and number 3 is not allowing enough time to follow up. Number 4? Not segmenting your […].

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Segment Prospecting Follow-up Pipeline 166

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

Increase Sales

JUNE 25, 2015

If you have been following the posts for this week, you will notice all cover sales objections that are created by poor marketing. In some instances, marketing that worked in the past no longer works today because buyers are far more educated before they engage in any sales conversation. This is quite true when it comes to price. Price – The Fallback Sales Objection.

Ideal Customer Profile 124

Ideal Customer Profile Objections Real Estate Workbooks 124

A Sales Guy

JUNE 25, 2015

You ever wonder why deals can go south so quick, for no apparent reason? Have you ever had a deal that seemed like it was cruising along perfectly when boom, it falls apart. Objections start flying from leftfield; the prospect becomes erratic, they stop meeting commitments, they keep changing their mind and deadlines start slipping. This craziness is usually the result of too much emotion getting into the sales cycle.

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Commission Quota Pipeline Negotiation 96

Partners in Excellence

JUNE 25, 2015

There were some interesting comments on my post, Focus On The Customer–Magic Happens! Mike Kunkle wrote that he found it “Amazing that people were amazed.” Michael Harris raised the issue of “Knowing Versus Doing.” These are issues I wrestle with constantly, and which drive great frustration. I think this issue–Knowing Versus Doing–it at the crux of organizational and individual performance excellence.

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Hiring Ideal Customer Profile Face-to-face Incentives 77

Engage Selling

JUNE 25, 2015

When meeting with prospects or high level decision makers, many salespeople focus on the wrong type of conversation. Your average salesperson will spend hours preparing sheets that outline their product’s features, benefits, pricing and other details. They practice their pitch, and at times have a lengthy speech rehearsed. While preparation is never a bad thing, […].

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Conversion Decision Maker Benefit Meeting 76

Sales Training Advice

JUNE 25, 2015

In the high-stakes nature of sales, first impressions are everything. And nothing feels — or looks — worse than slipping up when it matters most. I recently attended a meeting that went terribly wrong, and this hard truth sank in. The sales team had sent executives at the prospective company 10 iPads preloaded with the sales presentation in hopes of wowing them at the meeting and gaining an edge on the competition.

Sales Meeting 59

Sales Meeting Meeting Call-back Follow-up 59

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Sales

Customer Centric Selling

JUNE 25, 2015

Sales Tips: Who's Driving the Bus? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of Serge Bertasius Photography at FreeDigitalPhotos.net. It is astounding to see how often the phrase “changes in buying behavior” is invoked in articles about selling. In my mind, vendors that for decades have clung to traditional sales and marketing approaches have made some flawed decisions in reacting to perceived buying behavior.

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Vendor Inbound B2C B2B 59

SalesLoft

JUNE 25, 2015

“Life is like riding a bicycle. To keep your balance, you must keep moving.” – Albert Einstein. Tonight I went on a 3 mile run in the dead heat of a Georgia June night. Being the last week of the month I couldn’t help but think about what needed be done these next few days in order to hit quota. I started thinking about what I didn’t do a few weeks ago that may have gotten me in this situation.

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Quota Pipeline Sales Positioning 52

Hyper-Connected Selling

JUNE 25, 2015

This article was originally published on October 29th 2009. Randomness, especially in our daily lives, is still enthralling to me – I’m working on a new book entitled Manufacturing Luck. Reading a book on the history and development of probability theory might not seem too enthralling. But somehow Leonard Mlodinow’s The Drunkard’s Walk combines both the technical developments and the characters along the way into a coherent (and enjoyable) whole.

Face-to-face 45

Face-to-face Influencer Study Education 45

Sales Evangelist

JUNE 25, 2015

“The bottom line is when you have more influence and you get that influence through more publicity and you get in front of larger and larger audiences, you make more money. You make more sales. You are more successful in business.” Now is the time to step outside your role of just being an employee […] The post TSE 160: How To Get Free Publicity To Increase Sales!

How To 40

How To Influencer Sales 40

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

SugarCRM

JUNE 25, 2015

The post Salesfusion’s Marketing Automation Platform Drives Awareness and ROI for Education Technology Provider appeared first on Salesfusion.

Education 35

Education ROI Marketing 35

BrainShark

JUNE 25, 2015

Buyer 48

Buyer 48

No More Cold Calling

JUNE 25, 2015

Are you one of the 58.1 percent who haven’t adopted referral selling? Is capturing new accounts your greatest sales challenge? According to CSO Insights’ 2015 Sales Performance Optimization study —a survey of more than 1,000 companies—58.1 percent of sales leaders say it’s their top objective this year. Growing market share is the life blood of most companies, but many sales organizations struggle to bring in new business.

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Referrals Cold Calling Scale Lead Rank 201