The Pipeline

MARCH 23, 2015

'By Tibor Shanto - tibor.shanto@sellbetter.ca . As you may be aware I have the honour of being one of the presenters at this year’s Sales Performance Summit , the event is both live, and being webcast live simultaneously to anyone with a web connection, even the folks on the International Space Station. What I found interesting is the number of people who are questioning the wisdom of charging for the simulcast, many of those questioning us are themselves sales pundits.

Webinar Metrics 237

Webinar Metrics Objections Negotiation ROI 237

Understanding the Sales Force

MARCH 23, 2015

'Photo Credit: Psychic Library. Today I will explore the least-read articles I have ever written. That''s right. The least read. It''s very fashionable - and a best practice - to continue promoting the most-read, most-liked, most-favorited, most-shared, most-tweeted and most-commented articles; but I don''t think anyone has gathered up their worst work and said, "Look at this!

Sales Process 201

Sales Process Closing Training Sales Methodology 201

Increase Sales

MARCH 23, 2015

'Maybe it is just me, yet it appears that permission based marketing is becoming as rare as the Dodo bird. Years to even months ago I would receive one unsolicited newsletter or broadcast email a week. Now, I am receiving them daily and the worst offenders appear to come from one social media site – LinkedIn. Just this morning I received a newsletter from a first degree LinkedIn connection who added my email to his list without my permission.

Marketing 136

Marketing Small Business Small Business Social Media 136

Fill the Funnel

MARCH 23, 2015

'OmniJoin is the lock-down web conferencing tool if you require confidential, secure communications and visuals between all participants and everywhere in between. OmniJoin is not generally the tool that comes to mind when someone asks me about web meeting tools. GoToMeeting, Webex, Join.me and Google Hangouts are the common responses you will hear.

Meeting 99

Meeting Top of Funnel Webinar Metrics Funnel 99

Advertisement

A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.

B2B

Sales Training Connection

MARCH 23, 2015

'A Classic – ’63 Corvette. As the first quarter comes to an end, it’s a good time for salespeople to take a look at their performance to date – and looking towards the end of the year. The same is true of sales managers. If you believe front-line sales managers are the key to a team’s sales success – and we do – the end of Q1 is a good time to look at what’s working, what isn’t working and why.

Sales Management 93

Sales Management Construction Sales Leadership Coaching 93

LevelEleven

MARCH 23, 2015

great article! Who knew that a coney dog on vacation would inspire your whole article! I love it! You forgot about the 3rd coney though, the staff were walking down the street handing out free ones, even though no one was hungry, we still couldn’t pass up the free coney taste!

Buyer 62

Buyer Sales 62

Close

MARCH 23, 2015

Self-service. Oh, show me a SaaS founder who doesn’t love self-service customers. They find your product through word of mouth, inbound marketing or partnerships. They eagerly sign up for your trial. Automatically convert into paying customers.

Inbound 52

Inbound Customer Sales Marketing 52

SalesLoft

MARCH 23, 2015

*Editors Note: This post was originally published as a guest post on SalesHacker.com by our Head of Sales Development at Salesloft, Sean Kester, and our Director of Sales, Anthony Zhang. Every Sales and Sales Development Team Need an SLA (Service Level Agreement). Here’s Our Service Level Agreement Template at Salesloft. Sales Development is not a new concept, but it is finally coming out of the shadows and into the spotlight.

Ideal Customer Profile 52

Ideal Customer Profile Sales Qualified Lead Marketing Qualified Lead Lead Rank 52

Sales Gravy

MARCH 23, 2015

Some of the most powerful questions you can ask a customer are the ones that will provide you with the insights to determine how or where you may be able to offer value, where challenges and opportunities exist and what the customer is thinking.

Closing 40

Closing Opportunity Customer 40

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

Sales

Jonathan Farrington

MARCH 23, 2015

'Eight years ago I wrote this article … “ Far too many companies have devalued selling for far too long and some business leaders have even convinced themselves that they would do better if they did not employ salespeople – after all good products sell themselves, don’t they? As a consequence, until very recently, salespeople have done everything possible to avoid calling themselves “ Salesman or a Saleswoman” They have developed a series of euphemisms such as: “Sales Engineer”

Marketing 35

Marketing Lead Rank Lead Scoring Engineering 35

BrainShark

MARCH 23, 2015

Heavy investments.

Sales Enablement 62

Sales Enablement Sales 62