Mon.Jun 06, 2016

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Do Facts Matter?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . I recently took in a discussion where one of the panelists addressed the question of preference and decision making. Specifically, individuals’ tendencies (or lack thereof) to change their mind once they have developed a primary preference. The Decision Journey. The gist of it was that as people begin the decision journey, especially in instances where they know they will have to make a decision, be that a purchase decision, one person to date v

Lead Rank 160
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Selling Real Estate - The Door Opener Sales Syndrome

Increase Sales

Not many industries or organizations devote their time and dollars to determining what problems exist. The National Association of Realtors did just that. Their Danger Report released over a year ago revealed the number one problem with those selling real estate is their overall incompetence. Having recently engaged in selling our home, I can attest the majority of real estate agents (over 50%) are door openers not real salespeople.

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The NEW Sales Leader – It’s about empowerment and enablement.

A Sales Guy

The days of telling sales people how to sell and how to do their jobs are over. Leaders, You need to spend less time telling your people what to do and more time helping them THINK about what they should do. It’s the 21st century, it’s time to stop telling and start enabling. If you are counting the number of calls your salespeople make, if you are having weekly meetings to check on how many appointments were set, and how many presentations were given – STOP IT.

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Sales training – it’s time to play beat the clock

Sales Training Connection

One important core question presently circulating among those who care about sales training is: What percentage of sales training ought to be done in the classroom vs. some form of guided self instruction? The obvious secondary question is what goes where – that is, what should be done in the classroom vs. what should be assigned to some form of guided self-study.

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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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The fastest way to getting smart is looking stupid

Close

Recently, I was talking to an intern here at Close. Someone who’s incredibly talented, very smart, hardworking and disciplined. After a few weeks at Close he said, “Steli, I think things are going well, but I’m not sure I’m growing fast enough.

Closing 52

More Trending

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How to Get a Meeting with Anyone

Your Sales Management Guru

How to Get a Meeting with Anyone. _a book review-. This book had 32 page fold overs! If you are a regular reader of my book reviews you know that when I find something of value, I will turn the corner of the page after underlining the key learning point. 32 is one of the highest number of page turners I have ever done! This book, How to Get a Meeting with Anyone , by Stu Heinecke, is a must read for Executives, Sales and Marketing people on your team.

Meeting 44
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Monday Morning Mash-Up – Beginner’s Mind

Hyper-Connected Selling

I wanted a challenge, so I’m going to mash-up my first band, Zen Buddhism, and business re-branding. Here I go! I recently found a trove of promotional material from my early music days. One of the pieces was a flier for the first show of my first band, The Armadillo Society. We had no idea what we were doing and the flier was really just a bunch of written out information that we photocopied at the library.

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How Good Managers Can Hold Employees Accountable

Paul Cherry's Top Sales Techniques

In order to be a good manager, you need to hold employees accountable. Accountability is still one of the most important aspects of sales management. Unless you hold your employees accountable to some measurable degree of success, your business will plateau and remain stagnant. Recently, Jeff, a sales leader from one of our top clients, stated that he was happy with our management training workshops from 6 months earlier.

Account 45
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TSE 327: How To Close The Deal

Sales Evangelist

A lot of people are having a difficult time closing deals and we tend to put so much emphasis on the close that we actually start to miss. You start to think ahead and that could mess you up. Now if you would relate that with playing football, you basically take off before you actually […] The post TSE 327: How To Close The Deal appeared first on The Sales Evangelist.

Closing 40
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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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Get Gritty for Long Term Sales Success

Sales Gravy

Success doesnÂ’t necessarily depend on your ability to make things happen quickly or to know the most about a certain customer. It might actually have to do with perseverance and stamina.What are the causes for sales success?

Sales 40
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TSE 328: Cross Selling and Upselling

Sales Evangelist

Today’s episode is all about the idea cross-selling and upselling to your current customers and we have Kevin Karner on the show today to give us more insights into how this can be done effectively. Kevin works at Drift that offers live chat upgrades for new businesses where they take chats onto your website with […] The post TSE 328: Cross Selling and Upselling appeared first on The Sales Evangelist.

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Sales Tips: Is Your CX Program Driving Metrics or Revenue?

Customer Centric Selling

Sales Tips: Is Your Customer Experience Program Driving Metrics or Revenue? By Jessica Bledsoe, Primary Intelligence. Several years ago I had the opportunity to visit the Great Wall outside of Beijing. I was with a large group and we all climbed the first segment of the wall up to a lookout point, about 400 meters up. The steps were very narrow and steep, so most people, including me, turned around after that segment.

Revenue 57
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TSE 329: Sales From The Street-“Theme Your Days”

Sales Evangelist

There are days when we feel we really haven’t done anything for the day, didn’t get any prospect in, running around doing stuff, and working on paperwork, and on and on and on. Can you relate to this? Well, I’ve got a solution for you. It’s about learning how to theme your days. So today, […] The post TSE 329: Sales From The Street-“Theme Your Days” appeared first on The Sales Evangelist.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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TSE 330: TSE Hustler’s League-“Salesperson Time Management”

Sales Evangelist

In today’s episode, I’m giving you a snippet out of one of our training in TSE Hustler’s League where we discuss the idea about focusing and making sure we’re maximizing our efforts while selling. Too many times, salespeople get distracted from the real things they need to focus more on. In this snippet, one of […] The post TSE 330: TSE Hustler’s League-“Salesperson Time Management” appeared first on The Sales Evangelist.

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TSE 331: How To Discover The Core Challenges When Meeting with Prospects

Sales Evangelist

Oftentimes, it can be quite difficult to discover the core challenges of prospects because these could be covered by superficial reasons that the real problem remains unknown to you. Failing to unearth their core challenges would mean failing to build trust with your customers and this equates to poor closes and poor sales. So how […] The post TSE 331: How To Discover The Core Challenges When Meeting with Prospects appeared first on The Sales Evangelist.

Meeting 40