The Pipeline

NOVEMBER 19, 2015

By Tibor Shanto – tibor.shanto@sellbetter.ca . Definitions are an important factor in sales success, talk to the best sales people, best here being measured in results, not likability, and you will find that they thrive on clear definitions, it is their competitive edge. To identify weak sales people, look for those with plenty of opinion, but little or no clarity in approach or definitions for core elements of their success.

Call-back 245

Call-back Pipeline Proposal Lead Rank 245

No More Cold Calling

NOVEMBER 19, 2015

Face-to-face matters in referral selling. “We need to postpone our deal until next quarter.” Yikes! No sales leader wants to hear that. It could wreck the company forecast and commissions. What could reps have done differently? Maybe nothing. Sometimes deals are out of our control. A company gets acquired, the economy tanks, the sales leader quits, the sky is green … or whatever.

Referrals 221

Referrals Face-to-face Decision Maker Social Media 221

Increase Sales

NOVEMBER 19, 2015

Have you ever witnessed those entrepreneurial businesses that seem golden. They start one small business and then jump to an entirely different industry with equal success. Eventually as you watch them, something happens and usually around their third to fifth venture sales failure begins to take over. During the last 30 plus years within the Chicagoland and Northwest Indiana regions I have personally seen this intersection of sales failure and success ego.

Small Business 127

Small Business Small Business Ideal Customer Profile Loyalty 127

Engage Selling

NOVEMBER 19, 2015

It hurts. You get a phone call from a loyal client and they give you notice that they are moving on to another product or service that fits their needs better than your current offering. Or, they may just flat out terminate their working relationship with you on the spot. The end result is the […].

Quota 65

Quota Pipeline Motivation Customer 65

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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

The ROI Guy

NOVEMBER 19, 2015

You’ve invested a lot of time and effort in developing your B2B value selling / ROI tools and program, But the evolution from product to value can have its challenges. trying to get your sales reps and specialists to better communicate and quantify your unique value. So how do you know if your getting it right, and where your program might have gotten off-track?

Hiring 69

Hiring ROI Discount Proposal 69

Sales Evangelist

NOVEMBER 19, 2015

Studies have shown that from the time somebody opts in on your site and becomes a part of your subscriber list for the first time, an average of 9 months will lapse from that point to the moment when they raise their hand and say “I’m on your list and really interested in this.” Hmmmm… […] The post TSE 225: Help My Website Sell appeared first on The Sales Evangelist.

Study 40

Study Sales 40

The Sales Hunter

NOVEMBER 19, 2015

In my exploration of 10 Ways to Get Past the Gatekeeper When Prospecting on the Phone, I’ve reached #10: Don’t allow one rejection by a gatekeeper stop you from calling again. Persistence can and will payoff. I can’t say this enough. If we gave up after a single rejection, we would burn through our leads list pretty quick, […].

Gatekeeper 182

Gatekeeper Prospecting Leads Marketing Qualified Lead 182

Partners in Excellence

NOVEMBER 19, 2015

I’m reading a post that provides “7 Phrases That Make You Sound Like An [Sales] Authority Figure.” My first quibble with the article is that I’d actually like to be an authority figure or, in the least, a credible sales person, not just sound like one. One of the things the author suggests is posing the question, “What type of ROI are you looking for?

ROI 74

ROI Vendor Proposal Lead Rank 74

OpenSymmetry

NOVEMBER 19, 2015

How can HR gear up for the challenges of scaling up every aspect of workforce management whilst aligning with business goals? Learn the enabling role technology has to play in transforming HR into strategic partners. This article examines 3 key considerations – the challenges faced by HR today, the status of Human Capital Management (HCM) technology and the value proposition presented by deploying HCM technology.

System 51

System Face-to-face ROI Scale 51

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