The Pipeline

JULY 6, 2015

By Tibor Shanto – tibor.shanto@sellbetter.ca . I find it amusing that people still debate whether sales is a numbers game or not. There is just so much wrong with that not the least of which is that sales is not a game. The “sales is not a numbers game” crowd usually revert to the “quality over quantity” argument, valid, but still leads to a point that requires a sales rep to know and deal with how many, the number of, qualified, quality and quintessential opportunities they will need to pro

Sales Qualified Lead 238

Sales Qualified Lead Quota Account Lead Rank 238

Sales and Marketing Management

JULY 6, 2015

Issue Date: 2015-07-06. Author: Adele Revella. Teaser: For all the same reasons that salespeople who have the best account knowledge win more business, it’s time to reconsider our approach to understanding and defining our markets. For all the same reasons that salespeople who have the best account knowledge win more business, it’s time to reconsider our approach to understanding and defining our markets.

Account 211

Account Marketing 211

Anthony Cole Training

JULY 6, 2015

In the Age of Google, the Age of the internet and the rapidly changing face of technology, one of the biggest challenges that companies face today includes making the jump from old ways to new ways.

Google 140

Google Face-to-face Company Sales 140

Increase Sales

JULY 6, 2015

Being on time is truly not difficult. Sure there are those exceptions of traffic accidents, emergencies to weather conditions. The failure to be on time only reinforces the first sales buying rule: Credit www.gratisography.com. People buy from people they know and trust. When I am asked to speak locally or to meet with a client, a center of influence, a qualified sales lead or even a family member or friend, I am usually 5 to 10 minutes early.

Small Business 116

Small Business Small Business Ideal Customer Profile Networking 116

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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 Cycle

Fill the Funnel

JULY 6, 2015

I have discovered the most efficient way to get these business cards into a format and platform that I can actually use. What do you do with the business cards you collect on a weekly basis? I typically slip them into the back of my MoleSkine notebook that is almost always with me. At some point I take them out and put them neatly on a stack on my desk with good intentions.

Contactual 89

Contactual Funnel Top of Funnel Google 89

Partners in Excellence

JULY 6, 2015

I’ve written, often, about the importance of understanding why our customers are buying. Too often, we lose this in our headlong rush to pitch our products and get the purchase order. We fail to understand what the customer is trying to achieve, their goals, the opportunities they are trying to address. We don’t know what’s making them dissatisfied with their current operations and driving the need to buy.

Face-to-face 77

Face-to-face Groups Forecasting Motivation 77

Tom Hopkins

JULY 6, 2015

This accountable person’s Bill of 39 Rights is a guest blog post by John G. Miller of QBQ, Inc. I highly recommend reading it, and perhaps, taking it to heart. I reserve the right to choose my words carefully, taking responsibility for each of them. I reserve the right to worry less about how others live […]. The post The Accountable Person’s Bill of 39 Rights appeared first on How to Selling Skills.

Account 75

Account Selling Skills Motivation Relationals 75

Your Sales Management Guru

JULY 6, 2015

Increase Your Summer Energy. 6 idea’s. Every salesperson and all sales leaders at this time of year must focus on maintaining or even increasing their levels of energy-especially for the months of July/August. With vacations, a summer attitude of relaxation and with the first half of the year completed many sales teams take a deep breath and coast.

Energy 70

Energy Lead Rank Lead Scoring Referrals 70

Hyper-Connected Selling

JULY 6, 2015

I hope that you enjoyed the holiday weekend with friends and family (and with grilling and parades)! As usual, people spent a lot of time celebrating our “freedom” Even though it’s one the things I love most about this country, I think there’s something we need to talk about just as much: the responsibility that must accompany freedom.

Salary 56

Salary Relationals Up-Sell Opportunity 56

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BrainShark

JULY 6, 2015

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