SBI Growth
SEPTEMBER 9, 2014
'Children believe in myths. Adults know better. When it comes to Sales Operations, it’s better to believe in fact over fiction. In SBI’s Annual Research Report we gathered facts about the best sales teams. We asked: “What are the top 10% of sales teams doing differently that is contributing to their outstanding performance?” One answer: strategy.
No More Cold Calling
SEPTEMBER 9, 2014
'Strip away the tech to increase sales effectiveness. I used to add long columns of numbers once, and I was always correct. I never had to add backwards or have someone else check my math. To this day, I can still look at numbers and ascertain whether they have the correct number of zeros at the end. Those of us who grew up before the world was dominated by calculators learned the reasons behind calculations.
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MTD Sales Training
SEPTEMBER 9, 2014
'When discussions move round to the subject of sales, conversations often get quite negative. The profession has, in many circles, a bad reputation and it’s obvious to many that the salespeople they. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Pointclear
SEPTEMBER 9, 2014
'Similar to De Tocqueville’s famous comment, “People get the government they deserve,” I think companies get the market share they deserve based on their ability to market. We can agree that without marketing (the ability to create demand and sell) no company succeeds, and yet so many companies fail to succeed as marketers. They may create a terrific product and learn how to manufacture it efficiently, and yet they approach marketing as an afterthought.
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The Sales Hunter
SEPTEMBER 9, 2014
'You know the price you need to get, but you’re afraid the prospective buyer is going to reject it as being too high. You’re concerned about how to present the price, and the more you think about it, the more nervous you become. Here are the specific steps you can take to present your […].
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Increase Sales
SEPTEMBER 9, 2014
'In the hundreds of Innermetrix Attribute Index talent assessments I have delivered this internal temperament has surfaced only two times. What is interesting to note, both individuals did not want to be in sales less alone any sales leadership role. Their current positions were choices of necessity. Credit: Gratisography.com. Individuals with this internal temperament of reluctant have these biases: Negative Self-Esteem.
A Sales Guy
SEPTEMBER 9, 2014
'I’m gonna be in the trenches today and I’m excited about it. I’m currently consulting with one of the big broadband providers and I’m gonna be walking the streets with their door to door sales team. I know, there are still door to door sales people, can you believe it? This is going to be very interesting. When I was a kid, I was the king of door to door sales.
Engage Selling
SEPTEMBER 9, 2014
'We are now in September. As much as you may not want to admit it, the temperature is starting to drop and the leaves are beginning to change colors. Before you know it, you’re going to start hearing “Jingle Bells” playing on your local radio station! Are you on track to hit your sales quotas for […].
BrainShark
SEPTEMBER 9, 2014
There are typically three types of people that interact with Brainshark at your company: content creators/authors,
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The Brooks Group
SEPTEMBER 9, 2014
In the world of professional selling, particularly when selling to the purchasing department, it's commonplace for buyers to do their best to commoditize your product or service. When prospects are comparing your proposal to the competition in an attempt to create a bidding war, the buyer is working to further put themselves in the driver's seat and get the lowest price they can.
Sales Gravy
SEPTEMBER 9, 2014
The good news for you is that most of your competitors probably focus on price. They typically do not understand differentiation the way you can or do. As professionals, you must sell your unique value-what differentiates you.
Insight Demand
SEPTEMBER 9, 2014
'Imagine running a sales team where the last person that your customers want to speak with is one of your salespeople? That’s the conclusion of a recent Gartner survey where Salespeople came in last place after technical and industrial experts, services and support, and senior executives as “the most influential personal interactions across the entire buying cycle.” ( click ) .
SugarCRM
SEPTEMBER 9, 2014
'The post Salesfusion Teams With InsideView to Enhance Lead Data appeared first on Salesfusion.
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Sales Excellence
SEPTEMBER 9, 2014
'We’ve been talking about sales and marketing alignment for quite a few years now but it still comes up as an issue. We’re hearing less overt statements like, “we have a problem with sales and marketing alignment,” but conversations with both sales and marketing members often reveal misalignment. For example, a sales manager might say that she doesn’t know where their leads are coming from (or she says “online” which is only moderately helpful,) or a marketing manager explains that he doesn’t kn
SugarCRM
SEPTEMBER 9, 2014
'The post Venue – check! Attendees – check! Checklist – check! appeared first on Salesfusion.
Green Lead's B2B
SEPTEMBER 9, 2014
My good buddy and best man, Dave, has been commissioner of the same Fantasy Football league for over 12 years and a few years ago asked if I was interested in taking one of the empty slots. My obsessive-compulsive, statistically driven, multi-scenario-challenged gaming mind was intrigued. Could I possibly put together a team that could beat other experienced teams week in and week out?
Insight Demand
SEPTEMBER 9, 2014
'While many companies complain that 80-90% of their salespeople can’t sell value, they are spraying their sales force with product presentations, and praying that their salespeople will be able to figure out why customers should buy their product. But instead of complaining, these companies should feel blessed that they can increase sales by capturing and sharing this valuable tribal knowledge with the rest of their sales force.
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Insight Demand
SEPTEMBER 9, 2014
'Even though insight is what buyers need, it may not be what they initially want. By the time buyers engage with a salesperson, they may already have an idea of their needs, the solution they believe they want, and what they are willing to pay. So how does the seller use insight to challenge the customer’s thinking without challenging the customer? .
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