Mon.Jul 14, 2014

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Happy Endings in Cold Calling – Sales eXecution 259

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . It’s not that people don’t like cold calling, mostly they don’t like the outcome, which often is very little, leading to disappointed, and anemic pipelines. Frustrated, they seek expert advice on how to get more buyer engagement while avoiding the dreaded cold call. Much of the advice is more feel good than do good, especially when measured in real engagement, real pipeline opportunities, and resulting revenues.

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What is the Best Sales Process for Increasing Sales?

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan. If you were on vacation the past two weeks, this is what we were discussing: June 30: The Top 10 Reasons Your Great New Salesperson Could Fail July 1: The One Sales Question I''ve Been Wrong About for Years July 2: The One Thing Missing from the New Way of Selling Part 2 July 7: Leads are Making Salespeople Lazier Than Old Golden Retrievers July 8: Top 21 Keys to Making Your Sales Force Dominate Today July 10: The New 21 Core Sales Competencies for

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Happy Endings in Cold Calling – Sales eXecution 259

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . It’s not that people don’t like cold calling, mostly they don’t like the outcome, which often is very little, leading to disappointed, and anemic pipelines. Frustrated, they seek expert advice on how to get more buyer engagement while avoiding the dreaded cold call. Much of the advice is more feel good than do good, especially when measured in real engagement, real pipeline opportunities, and resulting revenues.

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How are Your Competitors Enabling their Sales Team?

SBI Growth

'Sales teams fall into one of two categories. Category 1 is being ahead of the competition. Sales teams in this category have: Better sales talent. More market share. A greater chance of success in each opportunity.

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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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Sales Motivation Video: Whose Problem Are You Focused On?

The Sales Hunter

'You likely know your product or service inside and out, but how well do you know what your customer wants? How well acquainted are you with their problem and the solutions they desire? In my experience, sales success is found where you focus. Check out the video to see what I mean: Copyright 2014, […].

More Trending

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How You Learn Is As Important As What You Learn

A Sales Guy

'My boy Mike Kunkle had one of the best posts on learning and sales advice I’ve seen in a long time. If you’re about improvement and getting better and find yourself overwhelmed by all the sales books, tips, tricks, advice and consultation out there, his post will relieve some of your anxiety. This is the money quote: Advice about how to figure out what works for you , is far more valuable than advice about what to do.

Analytics 118
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Profit Builders Named Top 20 Sales Training & Coaching Company for 4th Consecutive Year

Keith Rosen

'Selling Power Features Keith Rosen’s company, Profit Builders on the 2014 Top 20 Sales Training Companies List. Profit Builders is honored to announce that on June 18, 2014 they were included on the 2014 list of the Top 20 Sales Training Companies that excel in helping sales leaders improve the performance of their sales teams. The list appears in the July issue of Selling Power magazine, which is now available to subscribers.

Coaching 112
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4 best practices for mentoring new sales reps – An STC Classic

Sales Training Connection

'A Classic – ’63 Corvette. Mentoring new sales reps is a technique many companies use to “jump start” new sales reps. It’s a logical approach providing new sales reps with an opportunity to work with someone besides their sales manager to learn about the customer base, product portfolios, marshaling internal resources, etc. Sometimes companies put in place formal sales rep mentoring programs.

Hiring 102
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Closing The Gap–Achieving Our Goals!

Partners in Excellence

'We’re well into the second half now. The first half is behind us, many are breathing a sigh of relief. Did you make your numbers? Did you hit your targets? Have you achieved your Year To Date Quota? “What are you talking about Dave?” Some of you might be wondering, what point I’m trying to make. My point is top performers always focus on making the numbers–that is they want to make their goals this month, this quarter, and for the year.

Closing 112
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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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2014-15: Thought Leadership

Your Sales Management Guru

'2014-15: How will you stand out in the marketplace? In reflecting on the past year it seems our program at WPC 2013 set the pace for many client projects. Our Master the Cloud Business Builder series we built for Microsoft provided a prescriptive approach to accelerating revenues as partners built Cloud/Mobility practices. Embedded as one of the key components in the marketing segment was building a vertical market using Cloud solutions to increase sales velocity, one of the sub-elements was us

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Medical Sales – Blog Round-up – Summer 2014

Sales Training Connection

'Medical Sales. If you missed some of our medical sales and medical device blog posts, here’s a chance to look at some of our most popular posts – in the Medical Sales – Blog Round-up. The 4 blogs are: Medical sales – grabbing physician attention. MedTech sales: when customers change – so must you. Pharma – new challenge, new sales strategy, new sales training.

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How to Use Social Media If You’re Not Social

Engage Selling

'For more strategies to help you connect with your prospects, check out our Sales Accelerator Program.

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Inside Sales: Why good call guides are built on storytelling

Markempa - Inside Sales

In inside sales, it’s not just about what you “ask” prospects; it’s about when you ask them. This is where a lot of sales development reps get it wrong. Intuitively, fast, upfront and to-the-point seem like a sound approach and I’m a big fan of brevity. But, I also believe in timing and sequence, as both can make or break conversion.

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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Do You Believe You Can? Or Do You Believe You Can’t?

Jonathan Farrington

'In conversation with one of “me learned chums” last week, the subject of success came up – or more precisely, just what it is that makes some people more successful than others – and you probably won’t be surprised to learn that I have very strong views about this! I believe that one of the defining and most significant qualities, of the most successful people we know, is confidence.

Banking 45
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Four Sales and Marketing Processes that Demand Marketing Automation

SugarCRM

'The post Four Sales and Marketing Processes that Demand Marketing Automation appeared first on Salesfusion.