No More Cold Calling
SEPTEMBER 25, 2014
'Don’t discount. Differentiate. There’s an old saying: “Good, fast, cheap—pick two.” If you want a top-notch product fast, you’ll need to pay more. Want your package overnight? Pay more. Want your package by 10:00 a.m.? Pay more. The same principles hold true in B2B sales, but customers don’t instinctively get the message. It’s their job to get the best possible deal, and they will always try for a lower price.
The Pipeline
SEPTEMBER 25, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . With special thanks to S.G. and my friend B.P. Everyone, including me, writes a piece this time of year about closing the year strong. For the most part these are aimed at front line sales people, and the better ones offer choices that make sense year-round even if initially implemented in Q4. Few are aimed at helping managers in helping their sales team adopt new habits, or create breakthroughs for their reps that can again be extended as a re
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MTD Sales Training
SEPTEMBER 25, 2014
'How many times have you been in conversation with a prospect and the question of budget comes up? You want to know if you’re pitching in the right ball-park, so you go right out and ask what budget. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Sales Hunter
SEPTEMBER 25, 2014
' Yes, they did it again, they raised the price of my grande coffee $.15 Hey, they didn’t go up a nickel or even a dime. They increased it by $.15. The amount got me thinking about a basic principle of raising a price that I talk about in my book, High-Profit Selling: […].
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 and Marketing Management
SEPTEMBER 25, 2014
'Issue Date: 2014-09-26. Author: Chanin Ballance, CEO, MobilePaks. Teaser: Ostensibly, sales and marketing work toward a common goal - increased sales. In many organizations, however, they are not necessarily partnering together to achieve these results. Here's a closer look at sales and marketing alignment and how to create true sales enablement.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
A Sales Guy
SEPTEMBER 25, 2014
'When I ask a waitperson what they think about a dish, if they say it’s excellent, I say great and I then ask about another menu item. If they say that one is good too, I then ask about another. If the waiter also says that one is good, I switch my approach and ask, what’s not good. If they say everything is good, I get pissed inside and dismiss them and their responses.
Engage Selling
SEPTEMBER 25, 2014
'You’ve probably achieved a degree of success by doing the right things from the comfort of your office. If you’re taking the right steps directly from your office, well done! The good news is, if you’re maximizing your efficiency during your work hours in the office, you can expect to achieve great sales results! The […].
SalesLoft
SEPTEMBER 25, 2014
SDRs are an integral cog in any SaaS sales machine. Without a steady stream of demos, sales are unpredictable. At the worst, the stream runs dry and closers are left to twiddle their thumbs. And that is what you want to avoid like the plague. It is important to have a leader devoted entirely to growing, training, and improving your SDR team. Their role should revolve around combatting top of the funnel objections , cold calls, and list building.
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