The Pipeline
DECEMBER 8, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . Sales people are strange when it comes to prospecting, specifically telephone prospecting. Many find all kinds of reasons (excuses) to rationalize (excuse) why they fail to make call in order to engage with prospects to fill the gap in their pipelines. Some tell me they do not want to phone people because no one ever answers the phone these days.
Sales and Marketing Management
DECEMBER 8, 2016
Issue Date: 2016-11-01. Author: Thomas Barta And Patrick Barwise. Teaser: Twenty-first century marketing is suffering from a skills crisis. There’s also confusion about priorities. In particular, the well-justified focus on digital and data skills means that other important areas are tending to be neglected. Reviewing and adjusting the skills structure of your team can lead to breakthroughs in performance.
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Anthony Cole Training
DECEMBER 8, 2016
So, what are you looking for in your next great sales person? I guess the most important question is this: Are you really looking for the next great sales person or are you looking for a sales person that will fill the FTE allocation? Will you settle for someone that is “at least as good as” your average sales person?
SBI Growth
DECEMBER 8, 2016
Today’s topic is how to select the best sales org chart for your organization. Too few reps and you will miss the revenue number. Too many reps and you will destroy profits. As a guide to the conversation, download our 10th annual.
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.
Pointclear
DECEMBER 8, 2016
Should you leave a voicemail? One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”. The following is from my favorite author (“New Sales. Simplified.” and “Sales Management. Simplified.”), Mike Weinberg: “Voice mail is a reality, and anyone in sales needs to deal with it.
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Engage Selling
DECEMBER 8, 2016
It’s one of the questions I receive the most often…how can a salesperson overcome those dreaded pricing objections?
Cincom Smart Selling
DECEMBER 8, 2016
Introducing new sales technology can help your team boost productivity, increase revenue, and simplify complicated tasks. That said, it’s not easy to get every sales rep on board. New software changes the way people work, and some will resist that change. Additionally, most IT managers are primarily technical thinkers and may find talking to sales teams a little out of their comfort zone.
Tom Hopkins
DECEMBER 8, 2016
It’s inevitable that you’ll eventually find yourself working with hostile buyers. Confronted by a buyer who has suddenly turned hostile, average salespeople get anxious about their own dignity. If it requires shouting before withdrawal, they shout; if their dignity allows a silent stomp out, they silently stomp out—to oblivion with that particular buyer in either […].
SalesLoft
DECEMBER 8, 2016
Your CRM is table stakes for your sales team. With Salesforce leading the charge for years, every rep has their routine: updating leads, accounts, and notes. That’s great for organization, but does very little for the actual act of selling. Cue the entry of sales engagement platforms – making it easier than ever to craft personal correspondences, dial prospects, and understand performance.
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Sales Result
DECEMBER 8, 2016
This is a continuation of our blog series differentiating sales training and sales consulting. With so many options out there, and an often fuzzy demarcation between the two, these blogs are aimed to help sales leadership get a better understanding of the pros and cons of each to help them select the service that best fits their needs.
Sales Evangelist
DECEMBER 8, 2016
Today is another snippet from one of our discussions over at the TSE Hustler’s League where we talk about leveraging the power of social selling through Twitter. Prospecting should be done right so you need to have ideal people that you’re focusing on. And from there, this helps you with your messaging and in focusing […] The post TSE 460: TSE Hustler’s League-“Using Twitter To Sell” appeared first on The Sales Evangelist.
BrainShark
DECEMBER 8, 2016
Your channel sales partners are an extension of your in-house team – so why aren’t your enablement strategies reaching them?
Customer Centric Selling
DECEMBER 8, 2016
Sales Tips: How to Avoid a Stressful Year-end. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. The holidays are stressful. People that haven’t sold don’t fully understand the added stress on sellers entering December less than YTD against quota. Commission, performance clubs and careers are at stake as they strive to make their numbers.
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.
No More Cold Calling
DECEMBER 8, 2016
Tired technology just can’t compete now. Let me let you in on a secret: Account-based selling isn’t anything new. This lead generation strategy is the source of much hype in our industry. There are even new acronyms and monikers, such as “land and expand” and “seed and grow.” People talk about it as if it’s some recently discovered prospecting strategy.
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