No More Cold Calling
JANUARY 20, 2015
'LinkedIn’s Koka Sexton shares four no-sweat solutions for increasing sales productivity. You’ve got your head down, drafting a proposal or implementing a complex solution with a client. You’re firing on all cylinders, while still trying to make time for sleep and maybe even a little exercise. Business is booming, and the adrenaline is coursing through your veins.
Pointclear
JANUARY 20, 2015
'You’re a sales person. On Tuesday morning, 45 sales "leads" come your way through a variety of sources. Terrific! In due time, you figure out that three of them are real opportunities and want to take the next step in learning about your services, twelve of them are bogus opportunities, and the rest of them are … well … up in the air. They didn’t give an outright “no,” but they aren’t jumping up and down for you either.
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The Sales Hunter
JANUARY 20, 2015
'If you’re like me, each year poses new opportunities and new challenges. Regardless of how you view things, the core issue is the same — we must be ready from the start to make it happen. Here are the 5 obstacles we all must overcome: 1. We must display consistency The marketplace is far […].
Increase Sales
JANUARY 20, 2015
'You think you have covered all your bases. The sales training contract you are about ready to sign has met all of your requirements. Just make sure these items are covered before you sign on the dotted line. Deliverables. What specific deliverables will the sales training coach, consultant or firm commit to delivering to you? Sometimes, this item is what differentiates sales training solutions.
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.
The Sales Hunter
JANUARY 20, 2015
' A few years ago, it was popular for companies to tack on energy surcharges as a way of increasing the price without (in their eyes) actually increasing their price. For years I’ve talked about how this is a dead-end strategy that will always backfire. Every opportunity I had when working with clients, I would […].
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HeavyHitter Sales
JANUARY 20, 2015
' What separates high- performing sales organizations from average and underperforming sales organizations? In order to answer this question, I recently conducted an extensive 42-part survey with 786 sales professionals. Participants were asked to share their opinions on their sales organization and personal details about their own quota performance.
Engage Selling
JANUARY 20, 2015
'Be honest…how prepared are you for every sales call, presentation and meeting? Do you have a “general idea” of the topics you would like to cover, or do you have a detailed strategy, on paper, that outlines exactly what needs to be discussed?Have you run through everything that could go right and wrong and developed […].
Partners in Excellence
JANUARY 20, 2015
'Yesterday, I was being interviewed by Pat Helmer for a podcast (it will be published in a few weeks.) He asked a question, “Should sales people be on quota?” For a fraction of a second, I was stunned. How could anyone even ask the question? Not having a quota was something that was absolutely inconceivable to me. Pat went on to describe that many sales managers he talks to have other goals/metrics they use–certain numbers of activities, other measures.
Sales Evangelist
JANUARY 20, 2015
Here are some of the major take-away from this episode: Create your own rain by organizing local events Find a local restaurant that does not have a lot of foot traffic on a weekday evening. Connect with the manager about doing a local meet up where you will bring in a set amount of guests. […] The post TSE 106: Find Unbelievable Success In Sales By Creating Your Own Rain!
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Sales Gravy
JANUARY 20, 2015
Use the ideas or tools of others, certainly refine them to fit your focus. And, rather than delay implementation or spending valuable time re-inventing or tweaking the program - simply execute it!
SugarCRM
JANUARY 20, 2015
'The post 5 Marketing Principles that Product Managers Must Know appeared first on Salesfusion.
Partners in Excellence
JANUARY 20, 2015
'Recently, I’ve been involved in a number of heated discussions on micromanagement and attention to detail. Often, at a superficial level, they look the same, but in reality they are very different. Attention to detail is critical both to individual contributors and managers. Micromanagement is a waste of everyone’s time–the individual contributor and the manager.
Hyper-Connected Selling
JANUARY 20, 2015
I’m so excited to say that you can now get Networking in the 21st Century: Why Your Network Sucks and What to Do About It on Amazon! It’s available in both digital and paperback formats. Click here to get it on Amazon! If any of my work has helped you in the past, here’s an easy way to return the favor. Every single mention or purchase of the book on the launch day helps this new book find its way in the world.
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.
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