The Pipeline
MARCH 19, 2015
'By Tibor Shanto - tibor.shanto@sellbetter.ca . Having trained hundreds of sales people in effective telephone prospecting, I have witnessed a number of recurring patterns which impact success, both negatively and positively. One key to success is being present and in the call, not “just calling it in”. Coming out of the training most will apply what they learned quit literally, almost religiously.
No More Cold Calling
MARCH 19, 2015
'Create a fulfillment mindset for your prospects. Did you ever get fired because you lost a deal? I did. I’ve never shared this before…publicly. I was so close to nailing a million-dollar deal—something no one in my company had ever done. My company was one of 12 vendors under active consideration. And I pulled out all the stops. I was attentive to their needs and had multiple meetings with the entire team responsible for the decision.
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Sales and Marketing Management
MARCH 19, 2015
'Issue Date: 2015-03-01. Author: Staff. Teaser: Salespeople need to establish competency, but social psychologist Heidi Grant Halvorson says in their rush to do so, they may unwittingly be shooting themselves in the foot. The author of “No One Understands You and What to Do About It” lays out a better path to successful conversations. Salespeople need to establish competency, but social psychologist Heidi Grant Halvorson says in their rush to do so, they may unwittingly be shooting t
MTD Sales Training
MARCH 19, 2015
'I remember seeing a psychologist on TV talking about how he worked with people on how to change their lives for the better. He succeeded with some people and had not such big success with others. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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The Sales Hunter
MARCH 19, 2015
'Meeting with a team of salespeople recently, the topic of “bad prospects” came up. Every salesperson mentioned how they were guilty of having prospects who had little chance of ever becoming a customer. Question is, “If they have little chance of becoming a prospect, then why should we even think they’re a prospect?” […].
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Pointclear
MARCH 19, 2015
'On March 3, 2015, Direct Marketing Magazine’s Editor-in-Chief, Ginger Conlon, joined me on PowerViews LIVE to talk about “Where Marketing is Going … and Growing … in 2015.” A sales, marketing and customer experience expert, Ginger shares her perspective on current and future marketing trends. Take this opportunity to find out how you can direct your marketing and sales organization’s course for 2015.
Sales and Marketing Management
MARCH 19, 2015
'Issue Date: 2015-03-20. Author: SMM Staff. Teaser: The death of trade shows has been forecast since the days of dial-up modems, but whenever budgeting time rolls around, many companies are hesitant to cut exhibiting out of the mix. We asked sales and marketing managers whether they continue to derive value from their trade show marketing investment.
Increase Sales
MARCH 19, 2015
'Small business owners to survive and ultimately thrive must increase sales. Sometimes, they receive advice to give away their solutions for “free” as an incentive to gain credibility or build trust. Unfortunately, this marketing strategy may lead to their target market expecting free and creates the “I don’t do free” sales obstacle.
Partners in Excellence
MARCH 19, 2015
'I recently received a prospecting email on LinkedIn entitled, “A Shot In The Dark.” The individual opened with the usual, “I was looking at your profile, you appear to be the right person… ” The rest of the email isn’t really relevant, I think I was the “right” person because I’m CEO of my company, I suspected rather than taking “A Shot In The Dark,” he was using a “Shotgun In The Dark.” But I reflected on the phrase
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Engage Selling
MARCH 19, 2015
'Is global expansion the next item on your business to-do list? Recently, I’ve been receiving many questions surrounding the idea of global expansion. It seems to be a topic of interest for my Fortune 500 clients as well as my coaching clients with only one employee. The idea of expanding globally spikes the interest of businesses of […].
BrainShark
MARCH 19, 2015
It is not often that a business-focused blog starts off with an art review, bu
SugarCRM
MARCH 19, 2015
'The post How to align sales and marketing around a seamless buyer journey appeared first on Salesfusion.
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