The Pipeline

AUGUST 3, 2015

By Tibor Shanto – tibor.shanto@sellbetter.ca . While in Canada e-mail has been neutered by our supposed business friendly Prime Minister, in other parts of the free world, e-mail continues to be an effective way to initiate engagement with new potential buyers. And while some may be shaking their head in disbelief, done right it contributes to prospecting success, but as usual, its down to what and how – the execution.

Prospecting 242

Prospecting Margin Call-back Lead Rank 242

Sales and Marketing Management

AUGUST 3, 2015

Issue Date: 2015-07-01. Teaser: The exchange of business cards, says marketing consultant Matt Heinz, is “the start of a fast, proven and scalable system that helps me more consistently follow up, stay in touch and ultimately convert more of those new contacts into partners, referral sources, customers and more.” The exchange of business cards, says marketing consultant Matt Heinz, is “the start of a fast, proven and scalable system that helps me more consistently follow up, st

Referrals 214

Referrals Follow-up System Marketing 214

MTD Sales Training

AUGUST 3, 2015

My team and I often discuss the skills of top salespeople and how we admire their abilities to turn difficult situations around. We’re always seeking best-practice ideas that helps customers to. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Customer 189

Customer How To Sales 189

Increase Sales

AUGUST 3, 2015

Workplace culture is the sum total of all experiences, expectations and emotions held by the employees of any organization from the smallest to the largest. Years ago Peter Drucker said “Culture will eat strategy for breakfast.” Today culture will eat execution. The challenge is workplace culture is the very large pachyderm in the room. Comprehensive organizational assessments sometimes only make the elephant in the room much bigger and where to start still immobilizes the executive

Loyalty 113

Loyalty Ideal Customer Profile Analysis Energy 113

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

Partners in Excellence

AUGUST 3, 2015

It happened again this morning. I was doing a review with a sales person. It was a very important call, we were discussing the customers’ attitudes, views, priorities, and so forth. I asked, what competition are they looking at, what do they think of them? There was a momentary pause on the phone. The sales person responded, “I think they are looking at competition, but I’m not sure……” He went on, “… I’m really afraid of planting the idea

Competition 76

Competition Relationals Up-Sell Influencer 76

Partners in Excellence

AUGUST 3, 2015

Not long ago, I had a fascinating call with a sales person. He was very knowledgeable about the issues and challenges customers in his target segments faced. Turns out, he had spent much of his career in “operational roles” in his target markets. Stated differently, he had held the same jobs and faced the same issues as the people he now called on.

Face-to-face 76

Face-to-face Segment Relationals Customer 76

Close

AUGUST 3, 2015

Last year, I interviewed the one and only Gary Vaynerchuk for our blog. To a lot of people, that was a pretty impressive feat, especially because last year we had a much smaller audience, whereas Gary had more than a million followers on Twitter and amazing Facebook page engagement.

Follow-up 52

Follow-up Twitter Facebook B2B 52

Hyper-Connected Selling

AUGUST 3, 2015

It might be a little early in the year to use a football metaphor, but I used this phrase a few days ago and I think it’s worth sharing. Let me explain. Like most people, I have a number of goals that I’m working towards at any given time, personally and professionally. For example, I’m usually working on making better food choices to improve my health.

Examples 45

Examples Strategy 45

Sales Evangelist

AUGUST 3, 2015

Are you still having confidence issues? Fret not. Let’s tackle this confidence issue one more time… One of the main reasons why people leave companies is that lack of confidence. Confidence is the belief you have about yourself which is tied to the way you think, perceive, believe or feel for something. However, sometimes, people […] The post TSE 173: Confidence appeared first on The Sales Evangelist.

Company 40

Company Sales 40

Advertisement

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

Sales

The Brooks Group

AUGUST 3, 2015

Hyper Focus on Revenue, Good or Bad? I had an interesting conversation recently with a global VP of Sales who warned me that he was about to say something shocking. “I need for my team to stop being so revenue obsessed,” he said. “Don’t get me wrong, I still care about revenue and results. But our future demands that we think differently.”. He went on to explain that in raising a generation of hunters, they have programmed a heavy focus on numbers, reports, and lagging results.

Intent 40

Intent Coaching Lead Rank Lead Scoring 40

Sales Evangelist

AUGUST 3, 2015

Katie is a proud TSE evangelist! Listen in as she shares with us a great message for today’s episode on Sales From the Street. Check out how Katie overcame a big challenge in sales by applying some important bits and pieces that she has learned from The Sales Evangelist podcast. Here are the highlights […] The post TSE 174: Sales From The Street- “Set Expectations First” appeared first on The Sales Evangelist.

Sales 40

Sales 40

BrainShark

AUGUST 3, 2015

Report 48

Report Sales 48

SalesLoft

AUGUST 3, 2015

When we met Kevin O’Malley, he described his leadership style as a “mullet hairstyle” — business in the front and party in the back. Would this person, I wondered, be a good fit for our culture at Salesloft? HECK YEAH. As we continue in our mission to lead the world of sales development and to become an Atlanta unicorn, I am proud to announce the addition of Kevin O’Malley to the Salesloft team as Vice President of Demand Generation.

Demand Generation 52

Demand Generation Demand Generation Targets Sales Qualified Lead Lead Rank 52

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.

Cold Calling