SBI Growth
AUGUST 19, 2014
'Your team just landed that big deal. The one that has been out there for weeks. You feel great. Your rep is figuring out how to spend their commission. Your sales manager has that swagger. All is good; you made the quarter. Guess what? Today is a new day, with a new number. How do you replicate last quarter’s success going forward?
No More Cold Calling
AUGUST 19, 2014
'People only refer people they know and trust. If you’re asking strangers on social media for referrals, you’re like the guy at a networking event who shoves his card in people’s face and asks for theirs in return. I never give my card to that guy, because he’s all about himself. He probably just wants to win the contest at his company for bringing back the most cards.
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SBI Growth
AUGUST 19, 2014
'Hubspot’s INBOUND 2014 Conference is one of the better conferences of the year. You should attend and can register here. Recently, I had a chance to ask Brian Halligan , Hubspot’s CEO, these 4 difficult questions: When you miss a revenue goal, how do you diagnose root cause? What causes you (CEO) to lose confidence in your sales leader?
Pointclear
AUGUST 19, 2014
'Is it necessary to pre-qualify inbound leads? That’s the overarching question I recently presented to a panel of industry experts. Over the course of this three part series, you’ll hear from 15 leading voices in the world of B2B sales, marketing and lead generation, as they share their insight in response to the following questions: Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect̶
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.
The Sales Hunter
AUGUST 19, 2014
'Successful salespeople are disciplined. Leaders are disciplined. Successful business people are disciplined. Regardless of your position, to be successful you have to be disciplined. Disciplined people know there are always things to work on. This is why I say, “Today’s expectations are tomorrow’s norms.” If you’re reading this and you’re a sales manager, I want you […].
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MTD Sales Training
AUGUST 19, 2014
'The European Athletic Championships have just finished and it was great to see these athletes competing at the highest level. I’m amazed how some of these runners can perform the way they do and. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Sales Hunter
AUGUST 19, 2014
'I was reading an article the other day that talked about young people buying luxury cars. What jumped out to me was a dealership chairman acknowledging how the sales process is constantly changing. He matter-of-factly went on to say that forcing outdated sales processes on to current customers just won’t work. His salespeople […].
Increase Sales
AUGUST 19, 2014
'Are you seeking a salesperson who will be influenced by your organization or who may stick around for a while? Salespeople with this sales leadership temperament of impressionable may fit that bill. Years ago, people left college and went to work for one company. They became “company men or company women.” Possibly by being impressionable, the organization was better able to enfold them into the corporate culture.
Partners in Excellence
AUGUST 19, 2014
'Over the past several weeks, I’ve spent a lot of time talking and corresponding with lots of people on forecasts. An article I wrote several years ago, The Most Used, Useless Metric In Sales has been republished in several venues–creating some discussion. With clients, with people in email (Adam, thanks for reminding me), and others, there have been lots of discussions about forecasting.
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The ROI Guy
AUGUST 19, 2014
'Are your sales and channel reps struggling to effectively communicate the unique value of your solutions to prospects? If you answered “Yes”, you are not alone. While buyers are scrutinizing proposals with a keen eye on value / ROI, the average rep still reverts to a less than effective product centric sales pitch – focusing on your product, features and price vs. the buyer challenges and the differentiated value you can deliver in helping overcome these challenges.
Engage Selling
AUGUST 19, 2014
'As you know, organization is simply one of those “must-have” skills that a salesperson must possess in order to be successful. Let’s make a distinction – being organized in sales doesn’t mean having a spotless office with perfect stacks of paper and a strategically placed hand sanitizer beside your computer. Being organized means having one […].
Jonathan Farrington
AUGUST 19, 2014
'The fairly short answer to this question is “Yes and no – it depends”?. Depends on what? Well, it depends on whether we are discussing a reactive sales opportunity, or a pro-active one. Allow me to explain: A “reactive sales opportunity”is when we are approached by a prospect or existing client, to provide a quotation/proposal/price. These days, that is called “inbound” They have pre-selected us as a potential supplier, because now, if it is true that these people are coming in much furth
BrainShark
AUGUST 19, 2014
Media content is unavoidable.
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 19, 2014
In many of our sales training programs, attendees will ask us: "What's the Difference Between Price, Budget and Perceived Value?" When it comes to the concept of price in sales, there are actually three principles that guide customer behavior: Price. Budget, and. Perceived value. What's the Difference Between Price, Budget and Perceived Value? The differences between price, budget and perceived value in the minds of your prospects are important to understand if you want to succeed in positioning
Bernadette McClelland
AUGUST 19, 2014
'3 Ways Salespeople can pocket more sales in today’s market. We can let marketing do their thing when it comes to getting our message out there and respect that, or we can make some different decisions and create our own marketing speak – in proposals, presentations and conversations. We keep getting told not to talk product and that buyers want more authenticity, realness and value in the conversations.
Bernadette McClelland
AUGUST 19, 2014
'3 Ways Salespeople can pocket more sales in today’s market. We can let marketing do their thing when it comes to getting our message out there and respect that, or we can make some different decisions and create our own marketing speak – in proposals, presentations and conversations. We keep getting told not to talk product and that buyers want more authenticity, realness and value in the conversations.
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