The Pipeline

FEBRUARY 8, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . There is nothing worse than finally getting a meeting with a buyer you have been chasing for some time, only to completely blow the meeting. No one goes in with the intent of blowing, but it happens, even when you prepare in advance. There are some basic things we can pay attention to that can make a world of a difference, especially given the fact that many sales people commit these errors, and you can standout by just avoiding them.

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Meeting Sales Meeting Intent Buyer 178

Increase Sales

FEBRUARY 8, 2016

In sales, business and life, people buy from people they know and trust. Knowing and trusting come from what I believe is your priceless expertise, not necessarily your formal experience such as education or employment. Credit www.gratisography.com. The reason your expertise is priceless is because it is yours along. Only you are you and not someone else.

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Discount Coaching Conference Twitter 94

A Sales Guy

FEBRUARY 8, 2016

What’s the difference between selling a product and selling a service? I get this question a lot. Here’s the answer and I’ll make it as simple and as clear as possible. I think it’s important, very important, people understand the difference between selling a product and selling a service. Knowing the difference can affect how you sell AND how one hires, evaluates and assess salespeople.

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Hiring Lead Rank Lead Scoring Customer 74

Sales Training Connection

FEBRUARY 8, 2016

Melanie Whelan, CEO of SoulCycle, shared in a NY Times a simple, interesting framework for management strategy sessions. Whelan noted – we train our teams on what we call empty-bucket sessions where people state the facts of the problem, their interpretation and analysis of the facts and then and only then work collaboratively with their manager towards a solution.

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Sales Management Strategy Decision Maker Analysis 58

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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

SalesLoft

FEBRUARY 8, 2016

Our customers are relentless in their pursuit of success. They’re passionate about what they do, they’re striving to be the best in their field, and they’re motivated to get their process exactly how it should be in order to take their businesses to the next level. And that’s why we’re here. We’re here to solve problems for our customers.

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Exact Motivation Customer Sales 52

The Science and Art of Selling

FEBRUARY 8, 2016

Business culture is geared toward the go-getter, the team player, the networker, the entrepreneur and the leader. It’s about power, getting ahead, cutthroat competition, deals and leverage. It is, isn’t it? On the surface, this sounds like an automatic recipe for success for the extrovert, and disaster for the introvert. But as you’ll soon read, introverts can excel in this culture, by making the most of their unique attributes.

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Lead Rank Networking Lead Scoring Follow-up 47

The ROI Guy

FEBRUARY 8, 2016

By Dan Sixsmith & Tom Pisello Promotional Content simply doesn't work. We ignore it and become amazing filters of any content that is trying to sell us something" - Michael Brenner, NewsCred If promotional content really does not work, then why do 93% of marketers connect their content directly to a product or service? (The Economist) To be fair, marketers are under pressure to produce massive amounts of content, which needs to support a more complex selling environment, and engage buyers ac

Marketing 40

Marketing Case Study Social Media Promotion 40

Customer Centric Selling

FEBRUARY 8, 2016

Sales Tips: 5 Ways You Could MISS Your Number This Year. By John Holland, Chief Content Officer, CustomerCentric Selling®. The Office Of Financial Research recently studied companies whose stock had tripled over the last six years. It concluded that the stock increase was due to controlling costs rather than revenue growth. These companies delayed hiring new people, and limited investment in new facilities and R&D spending.

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Top of Funnel Hiring Sage Sales Qualified Lead 40

Partners in Excellence

FEBRUARY 8, 2016

It’s awfully crowded in the digital marketing/social selling world. Getting “heard” is increasingly difficult. Getting into see/talk to customers is one of the top challenges I hear from executives, marketing and sales people alike. To most, the solutions seem to be, “do more,” “be outrageous.” As a result our emails are filled with “provocative/attention grabbing headlines,” that we just ignore and delete.

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Revelation Top of Funnel Sales Qualified Lead Lead Gen 49

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Sales

Understanding the Sales Force

FEBRUARY 8, 2016

When (other) articles and Blogs contain sales statistics, they are often made up. For example, Andy Rudin wrote this article about made up sales statistics and I recently read this article by Stewart Rogers about made up statistics. Infographics and videos are two more sources of statistics that are often based more on fiction than fact, yet they still have value, even if the numbers aren't correct.

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Sales Coaching Coaching Promotion Video 166

Tom Hopkins

FEBRUARY 8, 2016

I’m often asked how to eliminate money objections. The single best strategy I have is the triplicate of choice for money strategy. Here’s how it goes: You suggest three different ranges of “investments” for your type of product. Then you ask the buyers what range feels most comfortable to them. Most buyers will give you […].

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Selling Skills Objections Buyer Relationals 43