Sales 2.0

AUGUST 12, 2014

'I really like this very actionable post from Kelly Riggs over on the Nimble blog. Regardless of how good you are there is always value in elevating your game. Obviously, yourcompetitors are always looking to move up in the standings, and there is no need for that. Lets get a sense of where you are currently. If we analyze sales performance in a general way,salespeople typically fall into one of four buckets: Business is outstanding.

Strategy 291

Strategy Revenue Sales Management Sales 291

SBI Growth

AUGUST 12, 2014

'Global surveys continue to reveal a top concern of HR leaders - building Leadership. Take Deloitte''s " Global Human Capital Trends 2014 " survey. An excerpt: "Building global leadership is by far the most urgent [trend]: Fully 38 percent of all respondents rated it “urgent” Companies see the need for leadership at all levels, in all geographies, and across all functional areas.".

Sales Leadership 296

Sales Leadership Survey Trends Resources 296

No More Cold Calling

AUGUST 12, 2014

'Absence doesn’t make your customers’ hearts grow fonder. Your clients want to hear from you … really. They don’t want a pitch or even to hear about your services. They want to know what you know. Many of your clients don’t get out of the office very often. They keep their heads buried in their work, occasionally emerging to sign birthday cards and share giant cookies with co-workers.

Face-to-face 266

Face-to-face Cold Calling Small Business Small Business 266

SBI Growth

AUGUST 12, 2014

'Ryan Tognazzini of SBI recently interviewed two sales leaders working for fast growth companies. The 30 minute podcast " How to Balance Your Time: Achieving Short Term Results and Planning for the Long Term ," can be found here.

Sales Management 266

Sales Management Sales Company How To 266

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Sales Cycle

Pointclear

AUGUST 12, 2014

'Is it necessary to pre-qualify inbound leads? That’s the overarching question I recently presented to a panel of industry experts. Over the course of this three part series, you’ll hear from 15 leading voices in the world of B2B sales, marketing and lead generation, as they share their insight in response to the following questions: Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect̶

Sales Qualified Lead 244

Sales Qualified Lead Inbound Lead Rank Lead Scoring 244

MTD Sales Training

AUGUST 12, 2014

'If there is one question that occurs the most on our sales programmes, it has to revolve around dealing with objections. Many delegates say that if they could just have the magic wand to overcome. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Objections 217

Objections How To Sales 217

Sales and Marketing Management

AUGUST 12, 2014

'Issue Date: 2014-08-13. Author: Nick Herinckx. Teaser: Aren’t agencies supposed to take things off of your marketing team's plate? There are some common reasons workload tends to increase with agency support, but the good news is that you can structure your marketing department to improve agency results while regaining control of your time.

Marketing 204

Marketing 204

Increase Sales

AUGUST 12, 2014

'Hiring a salesperson with an internal passive sales leadership temperament is probably not the best hiring decision. Yet sometimes these folks are hired because those doing the hiring are unaware of this internal temperament. Those individuals with this temperament do not make the best salespeople. Their external temperaments may be quite good to strong, but their internal temperaments, ah, that is the real story.

Sales Leadership 124

Sales Leadership Hiring Facebook System 124

SBI

AUGUST 12, 2014

'This post is part of a series of Executive Interviews of top sales and marketing solutions company. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry.. This week I interview Kopcha, CEO and Presidentof Revegy. Nancy: What does Revegy  do? What problem/s are you solving for sales and/or marketing organizations?

Up-Sell 127

Up-Sell Revenue Closing Infusion 127

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Sales

Partners in Excellence

AUGUST 12, 2014

'Sales people are obsessed with products. We know every feature, function, feed, and speed. We know the most nuanced details of the product and how it’s used. We know the competitors, comparing each thing the competitor does with what we do—”The competitor’s only comes in black, we offer four colors…… We have endless analyses, brochures, case studies and testimonials about the superiority of our products. We have demos, benchmarks, and other tools that p

Case Study 93

Case Study Relationals Customer Study 93

Engage Selling

AUGUST 12, 2014

'In a perfect world, prospects would fall from the sky. There would be no need to hunt or chase people down, they’d simply just appear! Unfortunately, as we tune back into reality, we have to accept that prospects can be tough to come across. Many salespeople have exceptional product knowledge and people skills, but lack […].

Prospecting 75

Prospecting How To 75

Hyper-Connected Selling

AUGUST 12, 2014

A while back, I heard a stand-up comedian talk about the 3 questions you should always ask before you tell your significant other anything: Does this need to be said? Does this need to be said right now? Does this need to be said right now by me? The joke works because many of us don’t think before we speak and act. (These questions are also great to ask in professional relationships, but that’s for another article.).

Intent 45

Intent Call-back ACT Lead Rank 45

Jonathan Farrington

AUGUST 12, 2014

'One of the questions I am most frequently asked is what are the key differences between a leader and a manager, and this is the best quote I have ever read because it succinctly answers the question:  There is a difference between leadership and management. Leadership is of the spirit management is of the mind. Managers are necessary, but leaders are essential.

Loyalty 51

Loyalty Exercises Promotion Trends 51

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.

Cold Calling

The Brooks Group

AUGUST 12, 2014

In the face of a rapidly shifting marketplace, companies - and sales teams - are having to change focus.fast. Oftentimes, the reason for such a shift involves a "go to" market going away. This often means moving your focus into a new, untapped market. . When considering how to get salespeople to sell into a new market, managers need to stress the potential value of the markets they want to expand into and provide incentives for territory development. .

Marketing 40

Marketing Territories Incentives Incentive 40

Sales Gravy

AUGUST 12, 2014

In this article, learn the wrong way to follow up on trade show leads and explore examples of how you should be calling those prospects.Question: "What's the best way to follow up on trade show leads?

Trade Show 40

Trade Show Follow-up Marketing Qualified Lead Leads 40

Klozers

AUGUST 12, 2014

'So youve created something new, disruptive and or improved, that solves a big enough problem that enough people will pay you, to remove that problem  congratulations you have a business. Now the fun begins. The potential customers that you surveyed when your new widget was in development have disappeared into the US Witness Protection Program. They never had anything more than a passing interest in widgets and as you werent at the time in a position to sell them anything, t

Hiring 46

Hiring Marketing Case Study Lead Rank 46

SugarCRM

AUGUST 12, 2014

'The post Buyer Cycle Battleship appeared first on Salesfusion.

Buyer 47

Buyer Marketing Customer 47

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Data

Partners in Excellence

AUGUST 12, 2014

'We’ve all gotten the call, the phone rings, it’s a sales person. Somewhere in the first 5 sentences of his pitch, he says, “I can save you more than you are currently spending,” or something similar. How utterly stupid! Paraphrasing Ian Brodie , “How can you make that statement until you know what I’m doing and what I’m spending?

Guarantee 93

Guarantee Loyalty Proposal Vendor 93