The Pipeline

JUNE 24, 2015

By Tibor Shanto – tibor.shanto@sellbetter.ca . If you follow me, you likely have come across Kelley Robertson , avid blogger, sales trainer, father and husband. Kelley like many of us deals with day to day challenges, and then helps others to succeed in overcoming theirs. Well now Kelley is facing a real tough challenge, one he needs help in overcoming.

Face-to-face 241

Face-to-face Sales 241

Increase Sales

JUNE 24, 2015

So you potential ideal customer has bought you and your company. Now your marketing must not start creating sales objections about your solution. This is why your marketing message should look at the “what of what you do. and not the “how of what you do.” Credit: www.gratisography.com. The How of What You Do and Sales Objections.

Objections 129

Objections Real Estate Direct Mail Marketing 129

Partners in Excellence

JUNE 24, 2015

I spend a lot of time in group meetings or 1 on 1’s with sales people trying to understand how they do their jobs and trying to understand what they need to be more effective and drive bigger numbers. To be honest, most of the time I have to bite my tongue as I listen to the litany of things they need to be successful. It always starts with more and better products–along with the lowest prices.

Collateral 77

Collateral Case Study Lead Rank Lead Scoring 77

Engage Selling

JUNE 24, 2015

This month award goes to the Hyatt at Vineyard Creek in Santa Rosa who has a breakfast ordering system that is second to none is stupidity, You choose your selections and place it on the door like another hotel. The hanger specifically reads to place it outsider before 2am You are invited to chose a […].

Hotels 73

Hotels Strategy System Sales 73

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.

Sales Cycle

Customer Centric Selling

JUNE 24, 2015

Sales Tips: Making Sense of Vague Advice. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of Stock Images at FreeDigitalPhotos.net. After graduating from college, IBM spent a year teaching me about computers for the SMB market, business fundamentals and selling skills. In retrospect they provided a great amount of knowledge but it was left up to each seller to decide how to make calls on owners or executives of small businesses to hav

Epiphany 61

Epiphany Territories Call-back Small Business 61

SalesLoft

JUNE 24, 2015

Few would like to admit it, but most sales development reps occasionally make mistakes in prospecting. Appointments get missed, calls go unreturned, and prospects get spurned — it happens. But have you ever done something a little unconventional to win back the favor of a prospect? Nick Burgess confessed to us a prospecting blunder he had during his time as a sales development rep at Catavolt.

Prospecting 52

Prospecting Call-back Sales Industry 52

The Brooks Group

JUNE 24, 2015

Selecting the best individuals to represent your sales team is crucial to the success of your organization—that is a given. The steps it takes to find that perfect match are where many people struggle. The sales hiring process can be a long and challenging one, but its importance cannot be overstated. Grant this opportunity to grow your team the attention it deserves, and keep in mind these 4 tips for maximizing the sales hiring process: 1.

Hiring 40

Hiring Maximizer Guarantee Referrals 40

SalesLoft

JUNE 24, 2015

One Word: Rainmaker. The only sales development event of its kind in the world is back, and it’s bigger and more disruptive than ever. The success of last year’s event proves there’s no ignoring sales development – it’s no longer a nice to have, but a need to have. Join us at #Rainmaker2016 for a two-day event specifically geared toward the sales development team.

Sales 52

Sales 52

Sales Training Connection

JUNE 24, 2015

Ssales Simulation. Historically companies have often used sales simulations as a capstone sales training program for their senior sales reps or their national account group – that is when the program is positioned as a Top Gun school. While sales simulations certainly fit this need, thinking of sales simulations only as a training design for advanced programs is unnecessarily limiting.

Face-to-face 92

Face-to-face Training Field Sales Up-Sell 92

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