The Pipeline

APRIL 10, 2014

'By Tibor Shanto - tibor.shanto@sellbetter.ca. Most sales people think about objections as being a bad thing, a lot of sales people and worse leaders, get really uptight when it comes to objections. Often before we have even began to define parameters with stakeholders, they’ll say “Oh, and we need an Objection Handling session”, they want to take a tennis approach to managing objections, prospect “throws” out an objection, and they want to hit it back to them.

Objections 335

Objections Sales Cycle Buyer Prospecting 335

SBI Growth

APRIL 10, 2014

'One of the most pressing problems for Sales Operations leaders is poor forecasting. Your CEO and Sales Leadership need an accurate forecast. Without it, their jobs – and by extension, yours – are at risk.

Sales Forecasts 300

Sales Forecasts Forecasting Sales Operations Pipeline 300

Sales and Marketing Management

APRIL 10, 2014

'Issue Date: 2014-03-01. Teaser: Is it possible the most important training for your top-performing salespeople came before they closed their first deal — or even chose a career? A survey of 254 sales professionals across the U.S. and United Kingdom has shown that their career paths may have been determined from an early age. Is it possible the most important training for your top-performing salespeople came before they closed their first deal — or even ch

Survey 254

Survey Closing Training Sales 254

Pointclear

APRIL 10, 2014

'In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation is still the most engaging way to contact a prospect and convert him into a customer. If your sales are down, perhaps you should reconsider your timing and preparation for making contacts. Why Cold Calling Still Works. Cold calling, contacting someone you don’t already to know, is one of the most effective ways to make a business connection because it’s so direct and per

Prospecting 257

Prospecting Cold Calling Follow-up Research 257

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Sales Cycle

The Sales Hunter

APRIL 10, 2014

'Yes, I wrote that correctly. Sometimes the best sale you make is the one you don’t get. The reason is simple: If the only way you can get the sale is by cutting your price so low or offering so many extras that you don’t make any money, then that is a sale you can […].

Selling Skills 236

Selling Skills Closing Sales 236

Partners in Excellence

APRIL 10, 2014

'Not long ago, I was meeting with the top management team of large organization. They had traditionally, had a large field sales organization. The performance of the organization was OK, they were making the numbers, but increasingly challenged. Sales people were just overworked, stretched very thin. Volumes and expectations were increasing. The needs for recruiting and bringing more sales people on board were skyrocketing.

Inside Sales 97

Inside Sales Face-to-face Field Sales Channels 97

Tom Hopkins

APRIL 10, 2014

'How do you know when it’s time to start your actual sales presentation? Wouldn’t it be nice if there was specific time such as 12 minutes into the conversation? You could set a timer on your phone to vibrate in your pocket when it’s time to move into the presentation. If only it were that […]. The post How do you know when it’s time to start your presentation?

Training 70

Training Relationals Conversion Sales 70

Partners in Excellence

APRIL 10, 2014

'Recently, I wrote, “Solve The Damn Problem!” It’s generated a lot of interesting comments and discussion, but as he usually does, Mike Webster , challenged me with an intriguing question. He asked why companies get so easily distracted from solving the customer problem? I responded with some ideas, but I start thinking about it more–and not just in the context of solving customer problems.

Customer 88

Customer Face-to-face Microsoft Enterprise 88

Engage Selling

APRIL 10, 2014

'You may have the best products, services, and prices in the market, but if you’re missing a key variable in the equation, you will still fail. What is the variable? It’s your team. Sales leaders often spend so much time focusing on their products and execution (which is important) that they don’t address the efficiency […].

Compensation 48

Compensation Motivation Marketing Sales 48

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Sales

Partners in Excellence

APRIL 10, 2014

'Email is such a powerful tool for communicating. Properly used, it can really facilitate our communication, but like any tool, it’s a double edged sword, it can cause us to screw up at the speed of light (or at least at the speed of our web connections.). I’m starting to become more aware of a problem that I’m sure has existed for a long time.

Groups 78

Groups Tools Relationals Conversion 78

The Brooks Group

APRIL 10, 2014

Where Do Your Salespeople Focus Their Time? The bottom 20% of sales reps focus on themselves, their own survival, or just having a quota of phone calls, hours in the office or other short-term measurement. The bottom 20% have a focus on themselves that says, “I don’t know if I can do this,” or “sales isn’t right for me” (survival), or “If I just make enough calls,” or “If I can do enough to get by (quota), I’ll be fine.

Quota 40

Quota Commission Guarantee Motivation 40

Jonathan Farrington

APRIL 10, 2014

'There is a saying, which has been around for as long as I can remember – and that is a pretty long time – “ People buy people first” What that essentially means of course is before buyers thought about your solution they needed to be sold on you personally. So has that all changed now? Well, yes and no. Over the past few years, I have consistently suggested that “ When they first encounter you, buyers really don’t care about you, your company or your products.

Buying Cycle 40

Buying Cycle Territories Buyer Vendor 40