Sales 2.0
APRIL 19, 2016
A great point highlighted on the Linkedin Sales Blog yesterday. I hope to be saying more about this soon. I’ve used this approach for some of my own startup gigs. It works. Designing your go-to-market plan based on relationships versus ZIP codes is a really smart move for most companies these days. The key point is relationships take more time and energy to establish than setting up a screen share (or worst case jumping on a plane.
The Sales Hunter
APRIL 19, 2016
While doing research for my next book coming out this fall (High-Profit Prospecting by AMACOM Press), I dug deep into why some salespeople are far more successful than others. Below are the 5 traits I found time and time again in those who were consistently delivering results far above the norm when it comes to prospecting. 1. […].
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Increase Sales
APRIL 19, 2016
I don’t know who is teaching these SMBs to send cold calling social selling emails, but I wish they would stop already. On any given day I receive as few as two (2) to as many as 10 personalized emails all from complete strangers. Credit www.picjumbo.com. Here are three facts from my perspective about sales in general: #1 Fact: People buy from people they know and trust. #2 Fact: Social selling is really social marketing. #3 Fact: Cold calling works provided you have done your homework an
The Sales Hunter
APRIL 19, 2016
Yes, it is your job, but are you willing to admit that you might not know how to do it? Too many sales managers think their role when it comes to prospecting is to merely measure the results, berate the underperformers and push those doing it to do it even more. Here are 4 things […].
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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.
A Sales Guy
APRIL 19, 2016
Tell the truth. You’re not going to be able to meet the customers implementation requirements as you thought. Your product or service doesn’t deliver a particular feature that’s important to them. Your team screwed up and didn’t see the requirements and ended up coding the wrong thing. There was a defect in your production line.
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Cincom Smart Selling
APRIL 19, 2016
The role of sales is changing dramatically in our connected world. Buyers are much more likely to arrive in the buying cycle equipped with product knowledge, solution alternatives and a general idea about cost. Today, buyers do their own early cycle research, and when the time does come to speak with a salesperson, they are very likely to be close to a decision.
Tom Hopkins
APRIL 19, 2016
In the world of selling, there are three principles of rapport. Working with them will increase the probability that your potential clients will buy from you: Buyers like salespeople who are like them. Have you noticed how friends adopt each other’s behaviors? Friends tend to talk to each other at a similar speed and with a […]. The post The Three Principles of Rapport appeared first on How to Selling Skills.
Close
APRIL 19, 2016
A couple months ago, you hired an ace sales rep named Mike. When he started out, he was out in the field crushing it every day, making 150–160 cold calls a day, setting up demos, and closing new customers.
Mindtickle
APRIL 19, 2016
There has been a lot of talk about. sales coaching. recently, and in particular who should be driving it for the most effective results. There are two schools of thoughts: Sales coaching is driven by managers who choose what reps need to be coached on. Sales enablement is responsible for structured coaching, as a part of an overall sales readiness program.
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Engage Selling
APRIL 19, 2016
Is your business experiencing wild swings in revenue? This may surprise you, but relaying too much emphasis on closing business for your sales team is actually counterproductive to increasing your revenues. What?! Let me explain.
Mindtickle
APRIL 19, 2016
There has been a lot of talk about. sales coaching. recently, and in particular who should be driving it for the most effective results. There are two schools of thoughts: Sales coaching is driven by managers who choose what reps need to be coached on. Sales enablement is responsible for structured coaching, as a part of an overall sales readiness program.
Customer Centric Selling
APRIL 19, 2016
Sales Tips: Don't Be Blinded by "Bingo Cards". By John Holland, Chief Content Officer, CustomerCentric Selling®. Years ago I had just taught my first workshop for a client. During the class when covering the Business Development module, I emphasized how few attendees of tradeshows were actually buyers. Many quickly found a vendor giving out bags and then were ready for what amounted to adult trick or treating.
Sales Evangelist
APRIL 19, 2016
Having an unstoppable mindset is an essential element as a seller. You need to perform well under pressure to stay motivated in times of difficulty. Today, we have a game changer on the show, Kelly Roach who shares with us a ton of information about her new book Unstoppable: 9 Principles for Unlimited Success in […] The post TSE 293: Building An Unstoppable Mindset appeared first on The Sales Evangelist.
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.
Hyper-Connected Selling
APRIL 19, 2016
What’s more important: strategy or tactics? What’s your first impulse? Don’t worry about getting the right answer, because there isn’t one. It’s a trick question. I think it’s a false dichotomy and that neither is more important. It’s likely, though, that your knee-jerk response favored one or the other. There’s nothing inherently wrong with that, but it’s worth noting which way you leaned.
Jonathan Farrington
APRIL 19, 2016
Every time we communicate with another person – by whatever means – it is an opportunity. Opportunity to do what? An opportunity to demonstrate our professionalism; our knowledge; our rapport building skills; our commercial bandwidth; our empathy; our personality; our warmth? There are so many communication mediums open to us today: The telephone is still with us […].
SalesLoft
APRIL 19, 2016
Sales Development Reps have the toughest task of setting qualified meetings and filling the sales organization’s revenue pipeline every single day. But we believe that sales development is the future for truly successful sales teams. Through sales stack tools like Salesloft, reps can build a rhythm of phone calls, sales emails and social touches for their team to follow consistently.
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