Tue.Jun 23, 2015

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Apply Jack Reacher to a Modern Sales Approach

Understanding the Sales Force

I'm a big fan of the Jack Reacher thrillers and movies. Perhaps you've seen one of them. While reading Lee Child's newest Reacher book, "Personal", I saw a huge connection between how the Jack Reacher character survives and succeeds on all of his highs: high-risk, high-stakes, high anxiety missions; and how a successful salesperson survives and succeeds in the sales equivalent of a Jack Reacher story.

Sales 200
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10 Ways to Make Prospecting on the Phone Effective

The Sales Hunter

1. Make the call about the prospect not about you. The reason for the call must be based around providing the prospect with information or insight they will find of value. 2. Speak with energy and believe in yourself. If you don’t believe in yourself and speak with confidence and energy, why should you […].

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Most Market Share Battles Are Lost, Not Won

Pointclear

Casey Stengel said, “ Most ball games are lost not won ,” and his comment seems appropriate for most marketers’ efforts in B2B companies. Every day they are in the process of losing, and are grateful when they win one out of ten or one out of four deals. I met with a prospect yesterday. They have a great product for the industrial marketplace (construction, mining, etc.).

Marketing 186
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Not Enough Time to Follow Up With Prospects?

The Sales Hunter

As I dig into the Top 10 reasons prospecting plans don’t work, I think #3 on my list is the one that drives me nuts the most: Not having the time to follow up and follow through. (Be sure to check out #1 and #2) Not having the time to follow up and follow […].

Follow-up 184
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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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5 Steps For Hiring Better Sales People

Anthony Cole Training

For additional information, please go to hirebettersalespeople.com. Sign up for our next workshop in the Extraordinary Sales Manager Series – Hire Better Sales People. Get a free pre-hire sales candidate assessment.

Hiring 158

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Predictive Sales Analytics: The New Normal?

SBI

Most principles used in B2B selling today have been in place since the late nineteenth century and coincide with the rise of large mass manufacturing firms. National Cash Register, Westinghouse Electric and others created large, organized sales forces and with them, standardized sales and sales management techniques. It was innovation in technology that drove innovation in sales.

Analytics 109
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Focus On The Customer, Magic Happens!

Partners in Excellence

Several weeks ago, I did a deal review with a client. It was a very large deal, important to my client. The sales person is an outstanding sales person–one of the top performers in the organization. As I looked at the notes on the deal, the sales person had a number of good conversations with people in the organization. He had a pretty good understanding of what they were trying to do.

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Are You Hiring for the Wrong Reasons?

Engage Selling

There is a real art when it comes to hiring. Have you noticed how some people simply know the best candidates to hire for their business? They hardly ever screw up when it comes to recruiting, and as a result, they attract and retain top sellers who perform and achieve great long-term results. Don’t leave your […].

Hiring 74
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Your Numbers Give You The Questions, Not The Answers!

Partners in Excellence

I’m obsessed with metrics and numbers. Call anyone in our company for help on sales performance and we will ask you to dump all sorts of data on us: Historical performance, historical performance by sales person, by customer segment, by product, by region, pipeline metrics, sales cycle time, win rates, average deal value, deal distribution, customer retention, customer churn, new customer acquisition, share of customer, share of solution, share of territory, any number of activity metric

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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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The Data Driven Approach To Sales

SalesLoft

The rhythm and cadence of the sales process is constantly evolving. As sales development continues to infiltrate the sales community, companies are quickly recognizing the need for a strong model to employ these levels of specialization within their teams. Last week, our CEO Kyle Porter shared our data driven approach to sales, implemented to help build a model that executes that specialization with accountability and efficiency.

Data 52
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How to Share Your Experience (and NOT your Resume) on LinkedIn

Hyper-Connected Selling

How do you talk about your past on LinkedIn? It’s easy to look at the Experience and Education sections on your LinkedIn profile as the “resume” part of the profile. There’s a slight problem, though. No one wants to read your resume. Even corporate recruiters and headhunters don’t want to read a resume. But then how are you supposed to talk about your past work life?

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TSE 159: Sales From The Street “I’m Scared of Talking to Important People”

Sales Evangelist

One of the biggest fears of many sellers is the fear of speaking with very important people. You know the types — CEO, CFO, the big boss, the decision makers? The one problem is that 9 times out of 10, those are the people you need to speak with to close a deal! I take […] The post TSE 159: Sales From The Street “I’m Scared of Talking to Important People” appeared first on The Sales Evangelist.

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Industry Insights Interview: Amanda Anderson from Epicom

SugarCRM

The post Industry Insights Interview: Amanda Anderson from Epicom appeared first on Salesfusion.

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Supercharge Your Sales: 5 Steps to Effortless Selling

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.