The Pipeline

SEPTEMBER 18, 2014

'By Tibor Shanto - tibor.shanto@sellbetter.ca . Given the fact that we think a lot faster than people speak, and much faster than our ability to listen, it is always important to look for ways to stay focused on what a prospect is telling us, and not rush ahead or interrupt with a thought triggered by something they said. My favourite way, is one I was taught long ago by a mentor; his approach is to ask yourself what you can ask the prospect/buyer, based on what they just said, makes you foc

Buyer 300

Buyer Up-Sell Follow-up Intent 300

No More Cold Calling

SEPTEMBER 18, 2014

'A new research study unlocks the key to using social media for sales. Social engagement. Is it just another term to check off your buzzword bingo card at the next sales meeting you attend? Not really. It simply means having robust conversations, exchanging ideas, providing insights, and sharing expertise—whether we’re online, on the phone, or meeting in person.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

SBI Growth

SEPTEMBER 18, 2014

'Sales VPs complain they need better talent. They rely on a few sales people to make the number. The rest of the team misses it. The reason this happens? Having the wrong sales strategy.

Resources 282

Resources Strategy Sales 282

Sales and Marketing Management

SEPTEMBER 18, 2014

'How often have you planned on having 30 minutes or so for a first meeting with a prospect, only to find that the time is cut short? Maybe they got busy. Maybe something came up. Maybe the truth is that they don’t recall agreeing to a meeting in the first place, or have forgotten why they wanted to talk to you.

Meeting 270

Meeting Opportunity Prospecting 270

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Sales Cycle

The Sales Hunter

SEPTEMBER 18, 2014

'At one time or another, we all have to do battle with a competitor’s price that is lower than anything we’ve ever seen before. When confronted with a competitor’s price that is ridiculously low, the last thing you should do is think about lowering your price. A price that is dirt cheap is many […].

Discount 233

Discount Consultative Selling Selling Skills Customer Service 233

Increase Sales

SEPTEMBER 18, 2014

'Credit: www.gratisography.com. Leaders recognize conflict exists because human beings are unique and not everyone thinks the same way, believes the same things or has the exact same experiences. True leaders are able to turn conflict into collaboration through these three words: Clarity. Coaching. Consideration. Clarity. The first step is securing clarity around what is causing the conflict.

Coaching 157

Coaching Facebook Exact Influencer 157

Partners in Excellence

SEPTEMBER 18, 2014

'I have to admit I get just rip roaring pissed off with a lot of the rhetoric–some from very smart people about selling and sales people. “We should stop selling and start serving… ” “We need to stop selling and be helpful…” “We’re not trying to sell you something, we’re trying to solve your problems… ” The madness goes on to what we call ourselves or refuse to call ourselves.

Lead Rank 100

Lead Rank Lead Scoring Account Customer Service 100

Engage Selling

SEPTEMBER 18, 2014

'How often do you track your growth accounts? In order to be successful with your growth clients, you should be tracking them on a regular basis. More specifically, you should update yourself on their progress on a monthly basis. This may seem counterintuitive, especially because I recommend tracking key accounts on a quarterly basis. But, […].

Loyalty 89

Loyalty Quota Account Sales 89

Partners in Excellence

SEPTEMBER 18, 2014

'I’m working with an organization implementing it’s first CRM system. They’re both excited about the tool, but worried about it. One of the managers just came to me, saying, “The people are worried. As you know they’re already running full out. They want to use the tool, but they’re worried about the time that it will take from their day.

System 92

System CRM Territories Call-back 92

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Sales

The Science and Art of Selling

SEPTEMBER 18, 2014

'Have you ever felt weird in your business environment, like you don’t fit in? Do you hear people (or your manager) saying to you that you need to change, to speak up, to speak louder and be more assertive? Have you ever been labeled “shy” when you’re really just introverted? It’s not a given that because you’re quiet, you’re shy… or that you’re an introvert.

Up-Sell 52

Up-Sell Examples Conversion Sales 52

Contact Monkey

SEPTEMBER 18, 2014

How to Track If Your Sent Email Has Been Opened in Gmail using a Gmail Read Receipt. When you send an email, do you find yourself checking your inbox every couple of minutes for a response or wishing for a Gmail read receipt? Do you find yourself posting on search forums, asking “How to request a read receipt in Gmail” or “How do I get a read receipt in Gmail” I did, all the time.

How To 49

How To Up-Sell Tools Exact 49

Sales Gravy

SEPTEMBER 18, 2014

Has your business become a revolving door for bad sales people? Everybody is busy and it's easy to hire the first person who can fog a mirror. But, hiring the wrong salespeople is costing you money.

Hiring 40

Hiring Sales How To 40

BrainShark

SEPTEMBER 18, 2014

Sales enablement. Content marketing.

Conversion 62

Conversion Marketing Sales Enablement Sales 62

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