The Pipeline
JUNE 7, 2016
June 9, 2016 10:00 AM PT/1:00 PM ET. Communication is central to sales success, and communication is a multi-faceted experience. Sure the message is key, a bad message can set you back; while a great crystal clear message, delivered on target can be a crucial to your success. But what happens with a perfectly crafted message that misses the mark, does not land the way it was intended?
The Sales Hunter
JUNE 7, 2016
One of the best things any salesperson can do is develop a list of 10 questions they feel comfortable asking. The questions have to fit your personality and your market and allow you to move the process forward. Below are what I’ve found are the 10 best sales questions you can use. The questions […].
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Bernadette McClelland
JUNE 7, 2016
In the imitable words of the Skyhooks song: “If I did not have an ego I would not be here tonight. If I did not have an ego I might not think that I was right. If you did not have an ego you might not care the way you dressed. If you did not have an ego you’d just be like the rest”. (For those wanting a little Australian culture). The thing is we all have an ego.
Pointclear
JUNE 7, 2016
Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. In the last blog in this series we discussed lead nurturing , and how an advanced lead generation program that includes nurturing can triple your sales.
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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.
Mr. Inside Sales
JUNE 7, 2016
If you’re struggling to get your voice mails returned, then you’re not alone. Industry stats show that less than 10% of voice mails to new prospects are returned. Because of this, finding the right voice mail message, and knowing a few proven techniques, can be the key to not only making contact with those hard to reach sales leads, but also in developing relationships and getting new accounts.
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A Sales Guy
JUNE 7, 2016
In this Spazz, I go off on how too many of us won’t do what it takes to be successful. We draw unnecessary lines in the sand that end up stifling our ability to reach our goals. Just do whatever it takes!
The Brooks Group
JUNE 7, 2016
Getting new salespeople up to speed quickly is a pivotal factor separating Best-in-Class organizations from their less productive peers. Research from The Sales Management Association indicates that these firms have 10% greater sales growth rates, and 14% better sales and profit objective achievement. . But actually getting new sellers performing at their highest potential is easier said than done, with one in three salespeople lacking proficiency in about a dozen skills by the time onboarding
Mindtickle
JUNE 7, 2016
I’ve previously talked about how some of our customers decided what was the best channel partner strategy for their business. But once they signed on the dotted line many found that was when the real challenges began. While each had different issues, the overriding theme was how important it was to make sure their channel partners were supported from the get-go.
Engage Selling
JUNE 7, 2016
Are you truly catering to your customers? It’s one thing to provide a great product or service, but unfortunately, that’s where the experience stops for many people. Sales is all about truly understanding your clients’ needs and issues.
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Partners in Excellence
JUNE 7, 2016
Nobody likes to admit they have a problem. I suppose it’s human nature, or at least in the world of sales part of the inherent optimism sales people must have to thrive. Individually and organizationally, we don’t like to admit we have problems for a number of reasons. Admitting it brings a huge amount of attention, much of it unwanted.
Hyper-Connected Selling
JUNE 7, 2016
With Season 1 of our podcast, Beer, Beats, & Business wrapping up, I wanted to share some of the lessons that I learned from my first few months into the podcast world. It’s been a lot of fun, and I’m proud of what we’ve created so far. If you are looking to start your own podcast, these concepts will steer you along the right path.
Klozers
JUNE 7, 2016
We often are asked to train what we call Non Selling Professionals in selling techniques – these are people in a business where sales is not their primary role, this could be Lawyers, Engineers, Analysts, Accountants, Developers, Architects etc. In most cases when we first meet them they proclaim that they could never be a sales person – the reality is that humility is one of the traits that means that they absolutely could be a great sales person.
Jonathan Farrington
JUNE 7, 2016
I am consistently on record as saying that standards of professional selling have never been so bad: This is borne out by the startling statistic that around 50% of frontline salespeople, globally, are expected to be behind quota at the end of Q2. I have also been quoted as saying “Show me an underperforming sales […].
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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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