The Pipeline
JULY 25, 2016
Tibor Shanto – tibor.shanto@sellbetter.ca. Earlier this year I attended an interesting presentation examining barriers to sales people “hitting” quota, personally I like to exceed quota, but I can understand why for many “hitting” it is a great objective. I enjoyed the presentation, very credible, and in expected fashion, it started out with a big bold revelation to engage the audience.
Sales 2.0
JULY 25, 2016
Nice post today on the Pipeliner CRM blog from that smart man Dan McDade of Pointclear about how you should not buy into the proposition that waiting for your prospects is the right sales strategy. I agree. We’ve overcooked the concept of “inbound marketing” if we’ve convinced sales people to rely on their marketing group to “catch leads in a big net” and deliver them to the sales people.
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Understanding the Sales Force
JULY 25, 2016
Image Copyright alvinge / 123RF Stock Photo ">123RF Stock Photo. I see bad ones everywhere I look. They are not usually bad people and they might not have been bad salespeople, but they are usually so ineffective in their role as sales managers. We will discuss some of the reasons and share an example next!
DiscoverOrg Sales
JULY 25, 2016
Sales is tough and ongoing sales development is a never ending process. In order for a company to succeed, it needs to have a well-developed, well-trained team — one that is able to authentically connect with customers and set more meetings, schedule more demos, and close with confidence. In even the fastest growing organizations, there is always room for improvement.
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The Sales Hunter
JULY 25, 2016
What’s your 20-year goal? Every successful person I know has a 20-year goal AND a plan to get there. Grab a vision for your life and think further down the road than this year or the next year. Your sales motivation depends on it! Copyright 2016, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark […].
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SalesLoft
JULY 25, 2016
All sales functions are connected, and sales analytics is what ties them together. The number of calls your Sales Development Reps make affects the leads they generate, which in turn affects the demos they set for your Account Executives, and so on and so on. All the answers and insights you’ve ever wanted about your sales team are right there at your fingertips, you just need to know how to speak the language.
Partners in Excellence
JULY 25, 2016
Not long ago, I got a call from a frustrated sales person. He had a huge opportunity with a customer, but just couldn’t get traction. He reviewed things with me. “I’ve been talking to them about our solutions. They seem to be interested, but they just aren’t moving forward the way they should. I’m really upset, they have so many problems that our solution fixes, but I just can’t get them to move forward.” He went on to review the problems.
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Sales Gravy
JULY 25, 2016
We cant expect to win every sale for ourselves, but when were flexible, we might be able to save the sale for the company. As a sales professional, I urge you to rethink no. Who knows what buyers mean when they say no? I certainly dont.
Sales Excellence
JULY 25, 2016
The concept of Think Like Your Customer is the underpinning of the basics we teach throughout our methodology and all of the courses we offer. The more we think like our customers, the better we understand the psychology of why and how our customers buy. 1. Learn to think like a fish. The idea of thinking like our customer is predicated on a story which starts with me going fishing with my dad as a kid.
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