The Pipeline

MARCH 28, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . If you’re in sales, you know that a crowd favourite is differentiation. Companies, marketing folks, sales people all want to differentiate, which is not an easy thing in a climate where differences are few and subtle. Often the only real difference is the sale itself, since products tend to be often all but identical.

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Call-back ACT Construction Commission 166

Understanding the Sales Force

MARCH 28, 2016

I just finished reading Ted Kopel's new book, Lights Out: A Cyber Attack, A Nation Unprepared, Surviving the Aftermath. The book was incredibly well researched and written, but more than that, it scared the crap out of me! While Kopel asked and thoroughly answered all the questions, it left me with a few questions that I just couldn't answer, and that created a sense of urgency in me.

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Research Leads Marketing Qualified Lead Sales 160

Score More Sales

MARCH 28, 2016

It might be nice to put a fancy label around why your Q1 sales did not top the charts as you had planned, and it is true that an affliction called Cognitive Distortions may be partially to blame. But before I give you some wording for what you’ll tell your boss at your next pipeline review, know that this is just ONE aspect of your ability to succeed in professional selling.

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The Sales Hunter

MARCH 28, 2016

I know it sounds crazy, but will you focus on one thing? What do I mean by that, anyway? What I mean is that the people who experience the most success typically have the disciplined habit of focus. They focus on one thing at a time before moving on to the next thing. The good […].

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Motivation Video Sales Selling Skills 140

Advertisement

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

Follow-up

Increase Sales

MARCH 28, 2016

Probably for SMB, sales leadership and sales culture are more critical for sustainable growth than for larger firms. With fewer people and in many instances the same operations being performed as in larger firms, everyone must embrace a sales leadership role and foster a sales culture of high performance. Unfortunately, for a variety of reasons, SMB fail to recognize the partnership between sales leadership and sales culture.

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Customer Centric Selling

MARCH 28, 2016

Sales Tips: 10 Reasons Why Pre-Call Planning Is Important. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®. The number one core concept within CustomerCentric Selling® that we ask salespeople to subscribe to is: “No goal, no prospect.” The admission of a goal by a prospect is the catalyst, the launching pad, the beginning of the sales cycle.

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Close

MARCH 28, 2016

It happens all the time. You catch yourself listening to the tail end of a sales call between one of your sales reps and a potential customer. Everything sounds right—the right words, tone, and energy.

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Sales Management Energy Sales Customer 52

Partners in Excellence

MARCH 28, 2016

You’ve all experienced this, you download a white paper, maybe you sign up to evaluate a new SaaS tool. Within minutes, the phone rings, it’s an anxious SDR. “I see you are interested in our products, can I tell you more about them, or set up a meeting for you to learn more? “Can I set up a demo?” “When do you plan on buying, who will be involved in the decision making process?

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The ROI Guy

MARCH 28, 2016

Although helping sales reps consistently find the right content for each selling situation is deemed important and is garnering much attention / investment, it’s not the top way to create higher performing reps and drive the most revenue. A recent study by Forbes Insights indicates that top performing Sales Enablement organizations are distinctly different in their ability to: 1) Create content that is relevant to the needs of the customers they call on (67%) 2) Communicate the company’s value s

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Sales Enablement Study Proposal Research 49

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

Retail

The Brooks Group

MARCH 28, 2016

Every sales organization has a unique culture—whether that culture is developed intentionally or left to happen on its own is up to sales leadership. The following slideshow touches on six areas that organizations with healthy sales cultures excel in. Use it as a chance to self-evaluate and identify the areas that present the biggest challenges to you and your team.

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Intent Sales Leadership Follow-up Sales 45

Sales Gravy

MARCH 28, 2016

Sometimes salespeople do some pretty thoughtless things that make people roll their eyes. Your prospects might not roll their eyes–they just might think that they should. I can promise you that they’re not going to buy from you.

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Prospecting 40