Sales and Marketing Management

APRIL 21, 2016

Issue Date: 2016-03-01. Author: Stu Heinecke. Teaser: Once you know the key influencers at your prospect companies, it's important to execute a strategy that will allow you to turn a dialogue into a into a relationship and a relationship into deals and referrals. Once you know the key influencers at your prospect companies, it's important to execute a strategy that will allow you to turn a dialogue into a into a relationship and a relationship into deals and referrals.

Meeting 226

Meeting Referrals Marketing Influencer 226

The Pipeline

APRIL 21, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . Not only do I get to listen to a lot of outbound calls, but I get a fair bit of cold calls, ( I guess they did not get the memo that cold calling is dead ), and there are a number of things that if people would just stop doing, they would be so much more successful. These aren’t the top ones, or worst ones, they are just the ones that irritated me most this week. 1.

Cold Calling 168

Cold Calling Prospecting Telecommunications Outbound 168

Understanding the Sales Force

APRIL 21, 2016

My family lives west of Boston where it is not uncommon for us to see lots of squirrels, chipmunks and rabbits, the family of foxes that live on our property, deer, and on most nights, we hear coyotes. We usually hear them in the early morning hours, and always thought they were celebrating a kill. Recently, I did some research and learned that this is how coyotes greet each other when they are assembling before going out to hunt - before the kill!

Motivation 152

Motivation Groups Video Research 152

MTD Sales Training

APRIL 21, 2016

Look up the word ‘commodity’ and you’ll find definitions like “a basic good used in commerce that is interchangeable with other commodities of the same type” or “a type of widely-available product that is not markedly dissimilar from one unit to another.”. Another definition may be, “a product that is the same as other products of the same type from other producers”.

How To 120

How To Comparison Buyer Up-Sell 120

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

Buyer

The Sales Hunter

APRIL 21, 2016

Who do you listen to? Who do you look to for new insights and ideas? One of the things I enjoy most is being able to meet with and listen to great thought leaders. With a big portion of my time spent speaking at conferences, I have a unique opportunity to connect with some […].

Conference 118

Conference Meeting Opportunity Sales 118

Sales Result

APRIL 21, 2016

“What we see depends mainly on what we look for.” ― John Lubbock. Are you caught in a rut? Have you grown sales to a certain level but are unable to pass this plateau? Has your Sales Organization become stagnant as it faces tough challenges from new competitors or a change in the marketplace? Your challenges are far from unique and opportunities for change are abundant with the help of a fresh perspective. fresh (adjective): not previously known or used; new or different. perspective (noun): a p

Face-to-face 63

Face-to-face Analysis Report Industry 63

Partners in Excellence

APRIL 21, 2016

I’m amazed by the number of CEO’s I speak with that don’t want to have sales people. Most of them do have sales people—begrudgingly. But because of their attitudes, their sales organizations suffer, reinforcing the CEO’s perspective that sales people are worthless. These are otherwise smart, even brilliant business executives, who don’t like or don’t believe in the function of sales.

Hiring 52

Hiring Engineering Call-back Strategy 52

Customer Centric Selling

APRIL 21, 2016

Sales Tips: The Advantage of Being Delegated DOWN. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®. “When prospecting, is there any advantage to being delegated down ?”. I just recently conducted two Prospecting & Business Development Work Sessions, one in Seattle and another in Atlanta. This particular question came up in both sessions while we were discussing who salespeople should be targeting, attempting to engage with (remember, you can’t sell to someone

Referrals 50

Referrals Call-back Survey Channels 50

Engage Selling

APRIL 21, 2016

You cannot grow your business with a particular client if you’re relying on a singular point of information. Growth comes from not only the quality of contacts, but also your quantity of contacts in a particular organization.

Up-Sell 48

Up-Sell System Referrals Loyalty 48

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

Intent Data

Hyper-Connected Selling

APRIL 21, 2016

I was recently trying to cull my slightly out-of-control book collection and pulled this book off the shelf. It had been years since I’d read it and thought I might give it a quick reread just to see what would stand out. I’m glad that I did. Right now, most self-help books are either reports on the latest neuroscience findings or the meandering thoughts of the latest guru.

How To 45

How To Report Relationals Account 45

Sales Evangelist

APRIL 21, 2016

Breaking down the barriers between you and your clients is a tough challenge you need to overcome because that’s how you get some deals to be closed. Today’s guest on Sales from the Street is Vidal Cisneros, speaker, author, and purpose-igniting coach. He is the man behind the Thriving Beyond Podcast. Vidal is also part […] The post TSE 294: Sales From The Street-“Be of Service” appeared first on The Sales Evangelist.

Coaching 40

Coaching Closing Sales 40

No More Cold Calling

APRIL 21, 2016

Who should you ask for referrals to drive lead generation? “You can ask for referrals from anyone you meet, and it’s often easier to get referrals from new contacts than from existing clients.” Never! That’s just some of the nonsense that’s bandied about by people who think they know how referrals work. And they’re dead wrong.

Referrals 227

Referrals Ideal Customer Profile Lead Generation Cold Calling 227

Sales Evangelist

APRIL 21, 2016

Dan Streeter and Tim Brown, co-authors of Old School with New Tools: The Extra 5% That Takes You to the Top of Your Sales Game and Keeps You There. Dan is a former teacher and principal and a former VP of Sales & Marketing. Tim, on the other hand, has an extensive sales background. He […] The post TSE 295: Old School with New Tools appeared first on The Sales Evangelist.

Tools 40

Tools Marketing Sales 40

Advertiser: ZoomInfo

This guide is designed to help today’s B2B sales leaders ramp up their effectiveness in any economic environment.

Cold Calling

Steven Rosen

APRIL 21, 2016

The art of influencing people and getting them to understand and agree with your way of thinking can be a powerful tool in business. But to become a true influence on people, you need first to create a special connection with them – a deep level of rapport. Once you build this, it’s easy to ask them to work with you on any issue – no convincing required.

Influencer 175

Influencer Face-to-face Coaching Networking 175

Sales 2.0

APRIL 21, 2016

I read about an interesting new sales book today, Beyond The Sales Process. One of the authors, Dave Stein , is well known to me and has a long reputation of putting together quality sales content and research. These two points from an interview with Dave and his coauthor, Steve Andersen, hit me between the eyes. I totally agree with these points and I think it’s something we’re starting to lose sight of today–dare I say it driven by Sales 2.0 type thinking!

Research 150

Research Account Buyer Sales 150

Steven Rosen

APRIL 21, 2016

The art of influencing people and getting them to understand and agree with your way of thinking can be a powerful tool in business. But to become a true influence on people, you need first to create a special connection with them – a deep level of rapport. Once you build this, it’s easy to ask them to work with you on any issue – no convincing required.

Influencer 149

Influencer Face-to-face Coaching Networking 149