The Pipeline

JULY 20, 2015

By Tibor Shanto – tibor.shanto@sellbetter.ca . Words are a big part of selling, seems obvious, but you’d be surprised how little attention some in sales pay to the words they choose. Words impact not only what your prospects hear and their reactions to them, but almost as important is the effect they have on you as the seller. Words impact and reflect you view of things and situations, and while many will argue that it’s just semantics, they fail to realize or acknowledge the degree to which

Gatekeeper 245

Gatekeeper Decision Maker Up-Sell Objections 245

Steven Rosen

JULY 20, 2015

What Great Sales Managers Do. By Steven A. Rosen. Many sales managers will be sitting down with their sales people over the next month or so to review progress on objectives, business plans and development plans. Sales managers spend a considerable amount of time preparing for a mid year performance review. Sales managers may spend a day per rep preparing and delivering a mid year review.

Objections 231

Objections Coaching Sales Management Course 231

Pointclear

JULY 20, 2015

I was the marketing manager of a medical device company and we were near the end of the day’s sales meeting. Forty salespeople were in the room; I was last on the program. Everybody wanted to get out, hit the lobby bar and trade stories about high prices, the lack of new products, how their new quotas were too high and their territories too small. As I closed my part of the program by projecting an ROI (number of raw inquiries, qualified leads, and projected sales) from our new lead generation p

Sales Qualified Lead 190

Sales Qualified Lead Leads Marketing Qualified Lead Territories 190

Sales and Marketing Management

JULY 20, 2015

Issue Date: 2015-07-01. Author: Staff. Teaser: Meeting planners are seeing their role influenced more and more by technology, not just for the meeting itself, but in researching and booking venues, how planners interact onsite, and how they communicate following the meeting. Following extensive research among its membership, the International Association of Conference Centres (IACC), a global association that serves the meetings industry, released its top meeting tech trends for 2015.

Wireless 170

Wireless Conference Trends Influencer 170

Advertiser: ZoomInfo

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.

Sales Cycle

Increase Sales

JULY 20, 2015

Over nine years have passed since I wrote this article “ 7 Tips for Real Estate Agents’ Success.” The very first tip was those who are in residential real estate sales are small business owners. Yet, the statistics of failure to limited success by realtors appears this critical increase sales tip continues to be ignored. The Danger Report commissioned by the National Association of Realtors identifies probably the key reason for so many realtors not embracing this reality of

Real Estate 114

Real Estate Small Business Small Business Direct Mail 114

OpenSymmetry

JULY 20, 2015

Make sure you sales strategy is not an empty promise. Each market sector has unique growth challenges – high competition, increasing regulation, savvy customers and changing buying patterns. The answers lie in being better informed about your capabilities, being holistic in your approach and developing the capabilities to enable your employees to deliver the required change.

SalesForce 65

SalesForce Webinar Metrics Scale Quota 65

SalesLoft

JULY 20, 2015

The most beneficial tool a sales development rep can leverage when first starting out is advice from a sales development veteran. Be it from a peer SDR, a mentor, or an industry thought leader, the advice earned from real-life experience in sales development is invaluable to a new rep. A few weeks ago, Salesloft SDR Tyler Bliss shared some of the things he wished he’d known when he began his career in sales development.

Face-to-face 52

Face-to-face Hiring Gatekeeper Call-back 52

BrainShark

JULY 20, 2015

Prospecting 48

Prospecting 48