No More Cold Calling

JANUARY 29, 2016

Does your team spend enough time with your customers? It’s always about time, isn’t it? We have a choice how we spend it. We can waste hours immersed in social media, sending emails, and surfing the web. Sounds like fun, but it’s not the way to excel in sales. Most of the time, it’s a waste of time and has nothing to do with engaging our prospects and customers.

Social Media 179

Social Media Cold Calling Referrals Networking 179

Sales and Marketing Management

JANUARY 29, 2016

Issue Date: 2016-01-29. Author: Sarah Clark. Teaser: The volume of customer data that wearable tech can arm you with is wonderful, but only if you’re willing to take it to the next level and actually use what it’s trying to tell you. Before you decide that a wearable marketing strategy is right for your B2B efforts, there are some key questions you need to ask yourself.

Strategy 146

Strategy Marketing B2B Data 146

DiscoverOrg Sales

JANUARY 29, 2016

Have you ever walked into the office on a Monday morning and just felt the palpable lack of energy? The phones are eerily quiet, your team members are glued to their computer screens, and you quickly predict that quotas won’t be met today. As an IT staffing firm, you depend pretty heavily on how motivated your salespeople are. Their selling powers rely on their energy, enthusiasm, and attitude in every conversation with every prospective client.

Motivation 129

Motivation Incentives Incentive Commission 129

MTD Sales Training

JANUARY 29, 2016

One of my sales trainers had an interesting discussion with a sales team recently, where the team were seeking advice on how they could make their sales records less over-whelming. No-one had ever given them recommendations on how to make notes. The question has rarely come up, but it’s worth asking. Should you make notes on everything that has been covered in the meeting?

Call-back 120

Call-back Meeting Sales Training 120

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

The Sales Hunter

JANUARY 29, 2016

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up. Recently I was part of […].

Leads 97

Leads Marketing Qualified Lead Sales Selling Skills 97

Engage Selling

JANUARY 29, 2016

How can you meet the challenge of cutting the time it takes to onboard a new client? You might be surprised by the answer. Pick up your copy of Nonstop Sales Boom! Sales organizations all over the world are using this comprehensive guide to maximize their sales results.

Maximizer 48

Maximizer Meeting Sales Quota 48

Customer Centric Selling

JANUARY 29, 2016

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®. This week I thought I’d provide you with some tactical and practical help. The notion of asking an existing customer for a referral has been in sales books and courses forever. However, it has been my experience, and validated by the individuals who enroll in my Prospecting and Business Development Work Sessions, that most salespeople fail to ask their customers or if they do, they don’t know what to do with the ref

Referrals 43

Referrals How To LinkedIn Channels 43

Sales Result

JANUARY 29, 2016

A common mistake made by sales leadership is not including segmentation in their territory planning process and overall sales strategy. The intentions here are usually good, namely not wanting to miss any great sales opportunities, but the outcome is often bad: lack of segmentation leads to wasted time and efforts on behalf of the entire sales organization on dead-end and poor-quality leads.

Segment 40

Segment Strategy Territories Intent 40

SugarCRM

JANUARY 29, 2016

How to create an engaging webinar that stands out from the crowd. Webinars can be a powerful vehicle for engaging with and educating prospects and customers — if they’re done correctly. At first glance, a webinar might seem simple enough — just pick a topic and get ready to talk about it for 45 minutes or so, right? Actually, there’s a lot more to it than that, as there’s significant planning you need to do before, after and even during the actual webinar that contributes to its succ

Webinar Metrics 23

Webinar Metrics Promotion Social Media Ideal Customer Profile 23

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