The Pipeline

MARCH 30, 2015

'By Tibor Shanto - tibor.shanto@sellbetter.ca . The biggest prospecting sin you can commit is not to prospect, but there are many others that are dangerous and can have almost as detrimental effect on your sales success, and more. The one we’re going to look at today is a common technique used by many, encouraged by pundits is this one: Your on the phone with a pre-qualified(?

Prospecting 242

Prospecting Cold Calling Insurance Insurance 242

Understanding the Sales Force

MARCH 30, 2015

'Image Copyright: / 123RF Stock Photo. On March 8, this article on the Hubspot Sales Blog reported that one million B2B sales jobs will be lost. Are you, or any of your salespeople at risk? The article talked about four archetypes of salespeople and the two types at greatest risk. While I agree that there won''t be a place for order takers, and those who sell consultatively will always have work, I see the shakeup a bit differently.

Hubspot 235

Hubspot Social Selling Sales Tools Report 235

Sales and Marketing Management

MARCH 30, 2015

'Issue Date: 2015-03-30. Author: Rafe Gomez. Teaser: Online news releases can be a powerful tool to help B2B companies dramatically increase incoming customer inquiries, fresh leads and new sales opportunities. They can also energize offline sales, activate old or uninterested prospects, and stimulate the beginning stages of buyer’s journeys from new customers.

B2B 228

B2B Sales Tools Buyer Tools 228

Increase Sales

MARCH 30, 2015

'As in any industry, there are proactive realtors and those that are not so much so. What I have observed is how real estate marketing separate those with the “desire to sell” from the “desire to show.” Let me explain. Credit www.gratisography.com. One of my clients who will be putting their house on the market spoke to the real estate agent who sold them their current home over 15 years ago.

Real Estate 116

Real Estate Marketing Ideal Customer Profile Twitter 116

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Sales Cycle

Partners in Excellence

MARCH 30, 2015

'Our thinking and visualizations of our sales processes, deal strategies, funnels, and pipelines often cause us to do the wrong things. It’s because we have a “one way street” mentality as we think of our deal strategies. Things progress–top to bottom, left to right (or right to left in certain parts of the world). We prospect, qualify, discover, demonstrate, propose, close, implement.

Sales Process 77

Sales Process Top of Funnel Decision Maker Pipeline 77

Customer Centric Selling

MARCH 30, 2015

'Sales Tips: Do You Have a Negotiation Problem - or a Sales Process Problem? By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of Stuart Miles at FreeDigitalPhotos.net. On a recent flight home returning from vacation I picked up the magazine from the seat back in front of me.

Negotiation 64

Negotiation Decision Maker Advertising Advertising 64

The ROI Guy

MARCH 30, 2015

'Excited to announce that our new book is available for pre-order: The Frugalnomics Survival Guide How To Use Your Unique Value to Market Better, Stand Out and Sell More Preorder your copy today: Hardcover - [link] Kindle Edition - [link].

eBook 45

eBook ROI Sales Tools Tools 45

BrainShark

MARCH 30, 2015

I sometimes hear things like, “Sales enablement is EVERYONE’S re

Demand Generation 62

Demand Generation Demand Generation Targets Sales Enablement Sales 62

A Sales Guy

MARCH 30, 2015

'Getting people to open emails and then respond to them is the biggest challenge in sales today. With so much communication being done via email, increasing response rates is the holy grail. I wrote a post a while back that contained an infographic outlining the best subject lines for emails. It was one of my most popular posts in 2014. It’s clear that getting increased response to emails is important to salespeople.

Face-to-face 102

Face-to-face Video Twitter B2B 102

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Sales

Klozers

MARCH 30, 2015

'Sales Problems are common; some people even believe that their sales problems are unique to them, but do they really have a sales problem? Whether it’s Sales Professionals struggling to reach their sales targets, or a VP of Sales struggling to coach, manage and motivate their sales team, or even a CEO wrestling with a Sales Strategy and Sales Plans, none of them have a sales problem, and here’s why.

Analysis 26

Analysis Energy Customer Service Sales 26