Tue.Aug 30, 2016

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The Best Thing You Can Say to a Prospect

The Sales Heretic

Salespeople–along with professionals, business owners, and others who have to sell as part of their jobs–are always looking for magic words. Words and phrases that will quickly capture a prospect’s interest, easily overcome objections, and effortlessly close the deal. So in that spirit, I want to share with you what I have discovered—after much painstaking [.].

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Major Factors in Successful Lead Generation

The Sales Hunter

I am excited that my new book High-Profit Prospecting will be releasing soon, and I want to give you an excerpt to challenge you to pursue better prospecting methods. Your attitude is a vital factor in successful lead generation. Check out what I have to say in part of Chapter 3: We all know someone […].

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How Critical is Strategic Alignment?

SBI Growth

Are your functional strategies in strategic alignment? Your strategy must be practical, yet also aligned across the business in order to hit your revenue growth goals. Yet, a staggering 91% of companies are still lacking this necessary alignment. Watch as.

Strategy 121
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Do You Have a Prospecting Process that Works?

The Sales Hunter

I’m continually surprised at the number of salespeople who, when challenged, admit their prospecting process doesn’t work. What is even more concerning is the number of salespeople I encounter who readily admit they don’t even have a process! Excuse me, but did I miss something? How can anyone expect to be successful closing deals if […].

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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B2B Lead Gen: Can you do it cheaper and better inside?

Pointclear

As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. Top choices include teleprospecting, direct marketing, search engine marketing, website, and trade shows. Even with the growing number of digital routes, outbound phone calling, or teleprospecting, remains a powerful method to engage personally with your prospects.

Lead Gen 113

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It’s Not About You – Washing Off the Slimy Feeling of Sales

A Sales Guy

Sales isn’t something you do to someone. It’s something you do for someone. Everything changes when we put the customer first. When their problems, issues, challenges become our primary focus, we stop doing something to our prospects and start doing something for them. That something. Is fixing a broken system, it’s finding more money for capital improvements, that something is helping them compete better, that something is helping them deliver more for less, that something is

Quota 81
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Is Cold Calling Dead?

Partners in Excellence

In reality, this title is just clickbait. It’s certain to draw all sorts of attention with pundits on either side of the issue. Inevitably each shaping their “pro” or “con” arguments based on what they are trying to sell. And every time we get into this discussion, we immediately dive in taking and defending positions without even defining terms to make sure we are talking about the same thing.

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New Research: Should You Stop Training Sales People?

SalesLoft

Sales training is such an essential part of the sales process, we hardly give it a second thought. A team member’s numbers aren’t where they’re supposed to be? Throw them in the sales training. But in an environment where creative solutions are yielding big results in nearly every area of business, this “A to B” response feels more than a little uninspired.

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The Importance Of Hustle!

Partners in Excellence

Hustle is both an important concept but a very unfortunate word. To many, particularly prospects and customers, it has vey negative connotations. Prospects and customers don’t want to feel “Hustled.” Usually they take this meaning as being manipulated, cheated, or fooled. Sales people who do this are often labeled “Hustlers.” But there is an important, positive aspect of Hustle or Hustling.

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Solving the Biggest Tech Challenges in RevOps

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

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Want to Close More Sales? Stop Closing Sales

Engage Selling

Did you just do a double take? Stop closing sales…isn’t that counter-productive to our sales success? You heard me right. Salespeople should not be attempting to “close” sales with clients. It’s all in the definition.

Closing 52
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TSE 388: Every Seller Needs To Know Their Brand Identity

Sales Evangelist

As a seller or an entrepreneur, having your own brand identity is paramount to your success. Today’s guest, Gregory Diehl, is the author of the book Brand Identity Breakthrough which is a great read about understanding who you are, why you’re doing what you’re doing, and how to get people to care about it in […] The post TSE 388: Every Seller Needs To Know Their Brand Identity appeared first on The Sales Evangelist.

How To 40
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How Do B2B Sales Teams Really Feel About Your Content Strategy? [Data]

BrainShark

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Data 62
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TSE 389: Sales From The Street-“People Buy From You NOT Your Company”

Sales Evangelist

Sales is universal. That’s a fact. However, what works in one country may not work in another. Culture and context are things you need to consider. In today’s episode of Sales from the Street, Julio Vientos talks about how selling is different in other parts of the world, Latin America specifically, and some challenges he encountered […] The post TSE 389: Sales From The Street-“People Buy From You NOT Your Company” appeared first on The Sales Evangelist.

Company 40
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Supercharge Your Sales: 5 Steps to Effortless Selling

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

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Why Selling is Both an Art & a Science

Jonathan Farrington

The dichotomy facing sales leaders today, is how they reconcile the fact that most corporations provide less upfront training for their sales staff than in years past, yet attach increasing importance to staff development. This should not come as a surprise, because current stock market thinking provides a powerful disincentive for firms to invest in […].

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Your Next Practice: Interactive Value-focused Content

The ROI Guy

As B2B buyers leverage more content to help make better purchase decisions, buyer sentiment is clear: All content is not created equal. According to a recent survey by the Demand Gen Report , 51 % of buyers are relying more on solution provider’ content to make better buying decisions, however, 83% of these buyers are overwhelmed by the sheer volume of content available, this according to a recent survey from Demand Gen Report.