The Pipeline

JUNE 22, 2015

By Tibor Shanto – tibor.shanto@sellbetter.ca . Over the last few years there have been numerous articles and commentaries suggesting that the sales population will dramatically dwindle over the next few years. I don’t think there will be less real sellers than now, but the roles will be more clearly and accurately defined. The reality is that many of those calling themselves sales people, or were hired to fill a role with a job description of sales person are not sales people at all.

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Hiring Lead Rank Lead Scoring Account 238

Sales and Marketing Management

JUNE 22, 2015

Issue Date: 2015-06-22. Author: Andrew Davies. Teaser: Salespeople have a necessarily low tolerance for anything that interrupts their rhythm or ability to speak to prospects and close deals. In marketing, there is a need to focus on six, nine and 12 months out, to build sustainable process and strategy. Here are five ways to build a more streamlined process from marketing into sales.

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Closing Marketing Strategy Prospecting 226

Understanding the Sales Force

JUNE 22, 2015

Celebrating Fathers Day, we went to a restaurant of my choosing - an upscale Burger place - and it took nearly an hour for the food to come. I asked, "Is it normal for the food to take this long?" I was told, "No, usually it only takes 35 minutes" - for burgers! Granted, they were special, great tasting, artisan burgers, but they were burgers! If this was a romantic dinner for my wife and I, then who cares how long the meal takes?

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Scale Outbound Sales Groups 191

Increase Sales

JUNE 22, 2015

Marketing, in today’s business world, is what attracts sales leads. From a firm handshake, a friendly smile, a well crafted telephone script, a television commercial to even direct mail, all of these marketing actions are designed to turn on a positive reaction. Yet, much of today’s marketing is not achieving this positive reaction instead we are witnessing the turning on of just the opposite – sales objections.

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Real Estate Objections Direct Mail Marketing 132

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.

Sales Cycle

A Sales Guy

JUNE 22, 2015

I decided to spend my summer learning something I’ve never done before. Summers are great for this kind of thing. We seem to have a bit more time than the rest of the year. Summers are time boxed. For some reason, we look at summer different than all the other seasons. We’re obsessed with the beginning and the end of the summer season. Therefore, I made the commitment to learn to do a Mute Grab 360.

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How To Video 94

Partners in Excellence

JUNE 22, 2015

Last week I was having a conversation with an executive. This executive had an incredible background. He had built and sold several very successful start-ups. You would recognize their names. Currently he served on the boards of several large companies, was involved in another great start-up, was part of a venture company. This individual has just an awesome background, filled with success–and is just wickedly smart.

Prospecting 77

Prospecting Follow-up Relationals Conversion 77

Tom Hopkins

JUNE 22, 2015

When presenting products to prospective clients, think of yourself as a match maker. Before this point, you’ve met and gotten to know both parties. You know what they’re looking for in a match. Now, it’s time to introduce them to each other. Granted, when presenting products, they rarely have opinions about where they end up […].

Selling Skills 57

Selling Skills Up-Sell Relationals Prospecting 57

BrainShark

JUNE 22, 2015

In the first two blog posts of this series we discussed ">

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Groups Media 62

Sales Evangelist

JUNE 22, 2015

I’m a firm believer that, as sales professionals and entrepreneurs, we need to take advantage of tools that are going to make our lives easier and increase our ability to sell more. This is why I’m doing this three part series. Over the next three Mondays, I will share with you some of the favorite […] The post TSE 158: Donald’s Top Three Sales Tools Part 1 “HubSpot’s Sidekick” appeared first on The Sales Evangelist.

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Sales Tools Tools Sales 40

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Sales

Sales Training Advice

JUNE 22, 2015

No matter how clever the marketing program, how creative the advertising, or how friendly the customer service reps, if you mishandle the sales call, everything else is a waste. The sales call is the most critical point in your sales and marketing system and the ultimate test of your marketing program — It’s the point where all your work comes together and you either succeed or fail.

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Maximizer How To Call-back Proposal 40

Hyper-Connected Selling

JUNE 22, 2015

Networking in the 21st Century…on LinkedIn: Why Your Network Sucks and What to Do About It is out now! You can get it here. If any of my work has helped you in the past, here’s an easy way to return the favor. Every single mention or download of the book on the launch day helps this new book find its way in the world. How to help TODAY: Get the book for free on launch day on Kindle.

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Networking LinkedIn Twitter Facebook 45