The Pipeline

JUNE 29, 2015

By Tibor Shanto – tibor.shanto@sellbetter.ca . Sales people have an interesting relationship with their pipelines, definitely emotional, sometime rational, and often, regardless of how they protest, predictable. The key is that how they manage their pipeline very much reflects how well they execute their sale, and how successful they may be. First let’s look at the notion of pipeline and how it unfolds in sales.

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Pipeline Sales Qualified Lead Fashion Closing 240

Understanding the Sales Force

JUNE 29, 2015

Copyright: 123RF Stock Photo. It's the place to be. Join 50 groups. Ask questions. Answer questions. Connect. Like discussions. Contribute comments. Is it a means to an end or is it all a huge waste of time? LinkedIn is a tool that I use more than some and less than others. As busy as I am, I'm unable to spend an hour on LinkedIn each day, but I do visit daily.

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LinkedIn Analysis Groups Tools 228

Sales and Marketing Management

JUNE 29, 2015

Issue Date: 2015-07-01. Author: Paul Nolan. Teaser: Ben Parr, venture capitalist , startup coach, former coeditor of Mashable , author and public speaker, lives at the intersection of technology and entrepreneurship. In his new book, “Captivology,” Parr identifies seven “captivation triggers” that he says are the essential tools for capturing attention for your ideas and products.

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Coaching Tools 120

Fill the Funnel

JUNE 29, 2015

You send an email to a customer with an important question or request for next step. Or possibly you send your resume after hearing about the perfect next job for you. And then you wait… It happens to all of us throughout our busy week. Why have they not responded? Did they even see your email in their inbox? Even if you are using one of the helpful tools like Yesware or ToutApp , you are still left pondering the next step.

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Top of Funnel Microsoft Funnel Follow-up 91

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

The ROI Guy

JUNE 29, 2015

By Mark Schlueter & Tom Pisello More sales execs are revealing that discount pressures are at an all time high, and as a result, they need more transactions than ever just to make the numbers. There are several reasons why prospects are demanding higher discounts and making it harder for you to achieve your goals: Buyers are more empowered, with on-line / social resources readily available to research your competition and obtain competitive pricing.

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OpenSymmetry

JUNE 29, 2015

As someone that works in the world of Marketing, I have seen first hand that marketing and sales working together can sometimes be like trying to mix oil and water. I understand the constant struggle of trying to get all lines of business onboard and understanding the entire process from capturing a new name to tracking it all the way to closed won/lost opportunities.

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Leads Marketing Qualified Lead Compensation Webinar Metrics 54

Tom Hopkins

JUNE 29, 2015

The first impression you make on potential clients will either begin the process of building their trust in you or dig a hole from which you’ll have to recover before a foundation of trust can be established. It’s such a critical, yet often overlooked aspect of sales training. Everything you do or say when you’re […]. The post Financial Services – The First Impression appeared first on How to Selling Skills.

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Guidelines Selling Skills Relationals Training 54

SalesLoft

JUNE 29, 2015

Here’s the scene, a room full of sales development reps, cold calling. Everybody is on the phone… hustling, grinding, dialing, working to get through to their prospects. Everyone can hear everyone else. They feed off each others’ energy, vibe, and it goes both ways — negative and positive. One of the colleagues gets a bad one on the line, a rude prospect on the other end gives ’em hell, talks some s**t, maybe then they get hung up on.

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Face-to-face Cold Calling Energy Positioning 52

The Brooks Group

JUNE 29, 2015

Having a CRM system in place can be incredibly beneficial to staying organized and knowing where in the sales process a particular client is at any given time—but only if your sales reps are actually using it. Despite the clear advantages that CRM provides, its adoption is more often than not met with resistance by salespeople. Why? Because quite frankly it feels like more work and has traditionally only benefitted senior management, not the front line rep.

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Sales

Sales Gravy

JUNE 29, 2015

When business cards are left to accumulate on a desk or in a drawer, these are missed opportunities to attract attention and to begin to build relationships. People buy from people they know and trust.

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Small Business Small Business Opportunity 40

BrainShark

JUNE 29, 2015

Here’s a stat for you: 63% of CRM initiatives fail.

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CRM Sales Enablement Sales 48

Sales Gravy

JUNE 29, 2015

Who does it cost you too much to do business with? Sometimes you have to fire customers who are costing you money to retain.

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Customer 40

Increase Sales

JUNE 29, 2015

The entrepreneurial spirit is alive and well. Individuals are opening up small businesses at a record rate. Over 70% of all US businesses are single owner (non-employed). To ensure the success of that venture, identifying risk is part of that equation. If you are seeking a low risk small business, then selling residential real estate may be the solution.

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Advertiser: ZoomInfo

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

Cold Calling