The Pipeline
NOVEMBER 10, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . In the past I, have highlighted how many sellers are limiting if not sabotaging their opportunities while telephone prospecting. The main reason for that is that they are approaching things from a deficit, they are casting a small and porous net, one that only captures a small set of buyers, those with a defined need.
No More Cold Calling
NOVEMBER 10, 2016
Don’t hide your B2B marketing talent. Credibility and trust—hard for salespeople to earn, but a slam-dunk for technical experts. Many companies only bring out their technicians to do demos. Big mistake. They can also be great for lead generation. According to the Edelman Trust Barometer, technical and academic experts and analysts in your company are more trusted than your CEO.
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SBI Growth
NOVEMBER 10, 2016
Today’s topic is Brand Positioning. Joining us is Kay Kienast head of marketing at EVault, a division of Seagate. Kay was recently named one of the Top 10 Influential Woman in MarTech. Brand Positioning is about inspiring your customers and prospects to.
Sales and Marketing Management
NOVEMBER 10, 2016
Issue Date: 2016-11-11. Author: Michael Dermer. Teaser: How you take care of your employees tells more about your company and you as a leader than anything. Commitment to your people helps drive their commitment to the vision and creates ambassadors for your company, so when you or your company is criticized, they will defend you. How you take care of your employees tells more about your company and you as a leader than anything.
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.
Increase Sales
NOVEMBER 10, 2016
For the last several months we have been hearing about leadership temperament. In working with executive coaching and sales coaching clients, I hear considerable questions regarding sales temperament. Sometimes people believe leadership and sales temperaments are mutually exclusive. No the reality is they are mutually inclusive. Credit www.gratisography.com.
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Engage Selling
NOVEMBER 10, 2016
It’s simply one of the oldest and biggest problems in sales…how does a salesperson get their calls returned? You’ve probably encountered this problem before. I don’t anticipate this age-old issue becoming any easier in the near future.
Close
NOVEMBER 10, 2016
Great sales managers leave nothing to chance. At least that is one of the key takeaways from the Harvard Business Review article, “The 7 Attributes of the Most Effective Sales Leaders”.
Sales Result
NOVEMBER 10, 2016
For VPs of Sales, planning a successful sales kick-off meeting falls under your umbrella of responsibilities. Whether you’re planning the expected annual meeting or considering adding this type of event to your 2017 calendar, here are seven top tips from SRi's Marketing Director (and Event Coordinator in a past life), to ensure your most important meeting of the year leaves your sales team feeling trained, prepped, and motivated for the next 12 months.
BrainShark
NOVEMBER 10, 2016
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The Brooks Group
NOVEMBER 10, 2016
Most sales leaders know they should be coaching their reps more. But sales coaching is a broad idea—and its interpretation is often left to chance. According to the Sales Management Association , formal sales coaching strategies tend to be poorly executed or non-existent. The association’s recently published research report, Best Practices for Supporting Sales Coaching , highlighted several key points of interest: More than half (55%) of all the firms surveyed have ineffective coaching programs.
Sales Evangelist
NOVEMBER 10, 2016
Cold calling is very challenging, not to mention the rejection you’ll get because there might be a 70% chance that they’re going to say no. But what can you do to bring that down to a 50%? In this episode, I’m going to play another snippet taken from one of our past training to help […] The post TSE 440: TSE Hustler’s League-“What Do I Say?” appeared first on The Sales Evangelist.
SalesLoft
NOVEMBER 10, 2016
Connecting with prospects on the phone is the original method of sales correspondence, and with a modern dialer platform , it’s one of the best ways for Sales Development Reps to become creative sales dialing machines. But in order to scale fast, SDRs also need to employ modern email cadence tools to contact their leads in a regular but scalable fashion.
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