The Pipeline
AUGUST 14, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . Talk to any ‘executoide’, and KPI’s ( K ey P erformance I ndicators) are bound to be part of the conversation. Nice and practical concept, good resume fodder, often misused or abused by many, especially from a sales point of view. I often get the sense that many see KPI standing for K ey P olitical Initiatives or K ey (to my) P ersonal I ncentive.
SBI Growth
AUGUST 14, 2014
'CEOs are often in the middle of a tug-o-war between sales and finance. The CSO believes the answer to solving the sales problem is increasing headcount. In contrast, the CFO looks at the cost per head, quota attainment and believes cutting heads is the answer.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
No More Cold Calling
AUGUST 14, 2014
'With referral selling, the hard part is over before you ever speak to prospects. “How can you help me?” asked Jim, my prospect. He’d been explaining an exciting referral initiative he was rolling out around the country. While it seemed to be working great, he still wanted to know how I could contribute. At first I wasn’t sure I could. It sounded like I might be too late to the party.
Sales 2.0
AUGUST 14, 2014
'Here’s a great story from Joanne Black of how easy it easy to close a deal when you’ve been referred in. There are social selling techniques you can use to get more referrals. Sniff around this blog or visit Joanne’s blog for ideas on that. With referral selling, the hard part is over before you ever speak to prospects. “How can you help me?
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.
Pointclear
AUGUST 14, 2014
'Recently I read Duct Tape Selling: Think Like a Marketer—Sell Like a Superstar, by John Jantsch, and was impressed with both the quantity AND quality of new information it contained. No doubt ViewPoint readers will find it worth the read. On the dust cover, John writes: “Most people already know that the days of knocking on doors and hard selling are over.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Score More Sales
AUGUST 14, 2014
'It takes time and a lot of content to grow your business (company’s presence on the web). As a long time B2B blogger writing about sales strategy and actionable sales ideas, I have learned so much along the way. There is a lot of work in building your personal brand as a sales specialist or expert in your field, but something we recommend. It feels thankless at times, because of the time and effort involved with usually little feedback.
The Sales Hunter
AUGUST 14, 2014
'When the customer goes silent, the first thing you need to do is let them think. The worst thing you can do is jump in and start giving them a reason to not buy right now. When you jump in too quickly, almost always the signal that you send is you’re willing to […].
Increase Sales
AUGUST 14, 2014
'In leadership there exists a ratio of how much one gives in comparison to how much one receives. Yet there are many leaders who benefit from the receiving and fail to give. In some cases, this ratio turns into a whole number of receiving with no giving. This past week I physically met a LinkedIn and Facebook connection. He was an aspiring entrepreneur who also had a full time job.
Partners in Excellence
AUGUST 14, 2014
'The answer to this question seems obvious, the customer experience, whether it is buying, post buying, or anytime they engage our company, is for the customer. It’s the experience they should have in every interaction with our organization. When they are looking for information, how do they find it? Is it meaningful, relevant, and timely? When they engage in a buying process, do we align with how they want to buy, creating value in each step of the process?
Advertisement
Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.
Leading Results Rambings
AUGUST 14, 2014
'I was recently talking with prospective client about automation for the business development process, specifically marketing automation, and she asked to explain the difference between sales automation and marketing automation. Related Stories Building Marketing 101 into your CRM System CRM Systems are not a Magic Bullet for Business Development.
Partners in Excellence
AUGUST 14, 2014
'This afternoon, we had a problem with a critical tool that we use. I am currently on the road, running from meeting to meeting, but I had to address the problem, it was impacting our people and work they were doing. I called customer service, got a very good agent. Unfortunately, the answers she was giving me weren’t satisfactory so I asked if I could speak to a manager.
Engage Selling
AUGUST 14, 2014
'Are you selling the same way you were five years ago? Many salespeople have not adapted with the times and have not updated their sales process. As a result, their sales are suffering and they’re not selling as much as they used to. When it comes to your sales processes, it’s important to constantly stay […].
Sales Evangelist
AUGUST 14, 2014
Picture this, you are at a trade show or networking event and are having a really good conversation with a sales professional. You find out that her kids go to the same school as your kids and you were able to connect. Then out of curiosity you ask her, “Mary, tell me more about what you […] The post TSE 064: Don’t Let Your Prospects Do Mental Gymnastics!
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.
The Brooks Group
AUGUST 14, 2014
Sales professionals in the old days had a much different relationship with their customers. In previous generations, selling was more about whom you knew than what you knew. A strong relationship with customers and a few gifts such as golf tournament tickets, fishing trips and the lowest price simply won't cut it anymore. Today’s salespeople face a much different selling environment and the days of “whiskey and ticket selling” are fast coming to an end.
Jonathan Farrington
AUGUST 14, 2014
'There are two escalating pressures in today’s marketplace that are creating a need for a more disciplined approach towards sales opportunities: - The need to be more specialized and individualized in dealing with clients, because we can no longer afford to treat all situations in the same way. - The reality of competition: Often to increase market share, you must do so at the direct expense of the competition.
SugarCRM
AUGUST 14, 2014
'The post The ROI of a Customer appeared first on Salesfusion.
Jonathan Farrington
AUGUST 14, 2014
'If the objective of a training program is for people to apply that learning in the workplace and make an observable difference to an organization’s results, then almost all corporate training fails to achieve its objective. In a fairly recent study, the American Society for Training and Development (ASTD) reported that only 3% of training reached Kirkpatrick’s “level 4 of training evaluation results” where there is an impact on the organization.
Advertisement
In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B
Expert insights. Personalized for you.
288 
Let's personalize your content