Thu.Sep 29, 2016

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Stop Sabotaging Your Prospecting

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . We have all heard the expression that people make decisions based on emotion, then spend time rationalizing the decision. This interplay between our primal instinct and our later developed intellect, impacts sales success in other key ways. Our beliefs on a primal level have greater influence than we often realize, and despite our intellect and education, our beliefs will either limit us, or empower us beyond what many give them credit for.

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9 Quick Tips On Attracting More Business Between Meetings

MTD Sales Training

Many sales people between sales meetings or between calls are blinkered to the sales opportunities around them. They take too much time to reflect on previous meetings, and some sales people will. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Meeting 268
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Social Stalking Is Not a Sales Strategy

Sales and Marketing Management

Issue Date: 2016-09-01. Author: Joanne Black. Teaser: Just because someone agrees to connect on social media does not make that person a qualified sales lead. Just because someone agrees to connect on social media does not make that person a qualified sales lead.

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Sales 102 - The Pitch Deck, the Price Reduction and the Data

Understanding the Sales Force

Recently I met with a CEO whose salespeople were not closing enough business. We had just evaluated their sales force and I had the answers as to why their sales were so underwhelming. Before we could explain what was causing their problem, the CEO said something along the lines of, "We are going to create a new pitch deck and reduce our prices. That will solve the problem!".

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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What is Your Company’s Prospecting Culture?

The Sales Hunter

Quit blaming salespeople for bad prospecting habits when you the sales manager have prospecting habits that are just as bad! Culture starts at the top, and if you want your team focused on prospecting, you too must make it a priority. Your role as a sales manager/leader is not to be the best prospecting […].

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Marketing Strategy: How New CMOs Achieve Revenue Contribution

SBI Growth

Generating marketing revenue contribution presents challenges for new CMOs. The traditional handoff of leads from marketing to sales is not working. Demand Generation must be integrated into the buyer’s journey from inception to a closed sale. We recently spoke with Mark.

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Are You Suffering from the Sales Entitlement Virus?

Increase Sales

Have you heard about the sales entitlement virus? Probably not even though this sales virus has always been present. Where this virus started is within customer loyalty. From the executive leadership team to the sales team, loyal customers were expected to continue to buy from the organization. I saw this over 30 years ago when I worked in the corporate sales world.

Loyalty 126
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Database Clean-Up: How to Avoid Blowing a Lot of Money and Your Career!

Pointclear

When evaluating the value of your database(s), is there a better, more effective alternative to either contacting all prospects in the databases or throwing them all out and starting over? Yes! You can save a lot of money and salvage the value of your database(s) by intuitively ranking the prospects in the database and testing them by calling into a sample of each segment.

Lead Rank 116
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How To Close In The 21st Century

A Sales Guy

For years we’ve looked at “closing” as a thing you do to someone. We’ve looked at it like an event that happens at the end of the sales cycle. Here’s the problem with that. It doesn’t work. If you’re trying to “close” someone at the end of the sales process, if you’re treating the close like an event your not selling and you’re not in a good sales place.

Closing 112
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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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Hosting Workshops? Environment Counts.

Engage Selling

This month I spent a day working with a group of world-class data visualization architects. Who even knew there was such a profession! Nor that the best in the world were based in Toronto.

Groups 65
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6 Ways to Use Content for Better Prospect & Customer Conversations

BrainShark

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10 Steps to a Winning 2017 Sales Plan

Sales Result

<<< Don't be this guy. You wouldn’t go into a meeting that you were leading unprepared; the same goes for next year. Building an annual sales plan is critical to reaching your sales goals. Take the following 10 steps to begin building a 2017 sales plan with acheivable sales goals and a strategy to reach them that you can be celebrating this time next year.

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Focus On The Customer Journey, Not Their Buying Journey

Partners in Excellence

Over the years, we’ve made some progress, shifting our focus from our Selling Process to the Customer Buying Journey. We’ve finally recognized the customer is in control–funny, I always thought they were. We know that focusing on their Buying Journey, aligning our Selling Process with their journey is critical to our success (selfishly speaking.

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Supercharge Your Sales: 5 Steps to Effortless Selling

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.