Tue.Mar 24, 2015

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Face-to-Face Meetings Are Back in Style

No More Cold Calling

'Susan RoAne explains why in-person connections matter just as much as ever. Sometimes you get a few chapters into a business book and wonder why you are still bothering to turn the pages. Other times you feed voraciously on every word, paragraph, and chapter. Not only has the writer engaged you with stories and examples, but you know this person is a thought leader.

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6 Negotiating Tips for the Person Who Doesn’t Like to Negotiate

The Sales Hunter

'1. Use silence with confidence. Few things communicate confidence better than the ability to use silence. Here are a couple of ways: First, of course, is when you communicate your offer or anytime you are looking for a response to a question. Ask your question and remain silent. Yes, it can seem awkward, but […].

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4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!

Pointclear

'Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. Anthony Iannarino (along with Jeb Blount). I was particularly impressed with the first speaker Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development. Mike''s presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away.

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How to Confirm a Sales Call

The Sales Hunter

'You have finally been able to get the sales call you’ve dreamed of scheduled. It’s taken you countless phone calls and emails, but it’s finally going to happen, and now with the meeting only a couple of days away, you’re wondering if you should confirm the meeting with the customer. Your concern is that […].

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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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Why You’re Not Going to be Able to Grow Sales This Year

DiscoverOrg Sales

A year ago, if you had asked me what my biggest concern was around growing DiscoverOrg 60-100% annually, I would have told you that hiring great sales talent was our biggest roadblock. In the last year our Sales Leaders, Patrick Purvis and Steven Bryerton, through a rigorous interviewing, recruiting, and testing process have managed to hire an all-star team of SaaS sales reps who are poised to “crush it” for us day in and day out (see how you can, too ).

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10 Traits Buyers Seek in Salespeople

Your Sales Management Guru

'The 10 Traits Buyers Seek in Sales Superstars. Selling yourself is the first step. What really separates the best salespeople from the rest of the pack? Our research shows that top performers not only understand each customer company — they understand the person making the buying decisions as well. Most sales training courses emphasize the importance of addressing the customer’s needs.

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10 Lessons From Traveling

Engage Selling

'It’s been a busy start to the year, with me traveling to see clients all over the world and enough to achieve Platinum status already! Whew. While I’m looking forward to a two week stretch at home next week, I really enjoy seeing new places and working directly with clients. When travelling I try to […].

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Ponos and Chronos – Ancient Advice to Drive Modern Sales Success?

The ROI Guy

'At a recent sales training, I had the pleasure of having Demetrios Miras in the class. Being of Greek heritage, Demetrios approached me after the session to tell me how much he liked the discussions about Aristotle, and how proud he was about how much the ancient Greeks could teach us about modern selling. Indeed, 2,600 years ago Aristotle taught us three important ways to “win friends and influence people,” and amazingly, these three ancient “selling” techniques align perfectly with the three

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5 steps for startups to re-engage past demos & close lost prospects

Close

This is a guest post by Lincoln Murphy from Sixteen Ventures. Check out his great blog on SaaS marketing, customer acquisition & churn reduction. When it comes to sales hustle, Steli is the man. He’s taught us about thepower of the follow-upandturning failed demos into sales.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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7 Best Practices For Designing Your Sales Process

SalesLoft

Last week, our Salesloft team members joined the TOPO webinar on the “7 Best Practices For Designing Your Sales Process.” Moderated by Chris Snell , Inside Sales Manager at Care.com , and lead by TOPO’s Chief Analyst, Craig Rosenberg , the webinar dove into specific examples of how the world’s fastest-growing companies use sales processes to drive exceptional revenue growth.

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The “Punk Rock” Guide to Networking

Hyper-Connected Selling

This article originally appeared on John Corcoran’s Smart Business Revolution. Check it out (and a lot of great information on networking and business development) here. *. I learned all of my best networking strategies from punks. No, really. Back in the late 90’s I played drums in a ska band in Chicago. You don’t have to know what ska is for the purposes of this story, but you do have to know that due to a weird historical hiccup in the 70’s, the ska and punk music scenes were inextri

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OpenSymmetry Takes Part in Anaplan Hub Singapore 2015

OpenSymmetry

'2015 started strong for us at OpenSymmetry in Singapore. We have seen tremendous growth in the region and will soon we be opening a new office. With such great activity, we took part as a speaker and exhibitor at the Anaplan Hub in Singapore on 18 th March 2015. As many know, Anaplan Hub is an annual event held in seven cities across the world. Instead of the conventional venues, the event in Singapore was held at the Red Dot Design Museum – a fantastic location with great ambience.

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Canada issues first penalties under CASL anti-spam email law

SugarCRM

'The post Canada issues first penalties under CASL anti-spam email law appeared first on Salesfusion.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Is The Customer Experience Consistent Across Your Organization?

The Brooks Group

Customers usually buy from people that they trust and see value in. Although your sales team is the tip of the spear when it comes to finding new business, fulfilling sales promises is a responsibility that many different people at your organization have to help with. Is The Customer Experience Consistent Across Your Organization? There's nothing worse than buying a product or service with certain expectations in mind set by the salesperson, only to be disappointed by the experience you have wit