No More Cold Calling
JULY 7, 2016
A LinkedIn connection is not a sales lead. It happened again. I accepted a LinkedIn invitation from someone I didn’t know, sent a personal response to greet my new connection, and immediately received a cold calling message from someone looking only for lead generation: I’d love to talk and hear about you, what’s happening in your business and how you think I can contribute to your success.
MTD Sales Training
JULY 7, 2016
Have you ever had that time when a prospect has been really horrible to you? I mean aggressively horrible, even resorting to swearing or downright nasty comments? It does happen, and unfortunately. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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Bernadette McClelland
JULY 7, 2016
The Boss walks through the door, he steps onto the platform, he opens his mouth and words of wisdom, inspiration and life lessons spew forth, weaving us into the world of musical euphoria. Cyndi Lauper sings about it, The LGBT crowd wave their flags around it. And Bruce Springsteen will not sing because of it… What is the theme? Their TRUE COLOURS!
Sales and Marketing Management
JULY 7, 2016
Issue Date: 2016-07-08. Author: Stephen Davis. Teaser: In many ways, technology has turned even inside sales reps into independent businesspeople. There is less day-to-day interaction between managers and reps in the field. Unified communications (UC) systems can help shine a light on the daily performance of your mobile workforce. In many ways, technology has turned even inside sales reps into independent businesspeople.
Advertiser: ZoomInfo
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.
SBI Growth
JULY 7, 2016
You have a strategy in place, but is it getting executed? In order to hit your revenue growth goal you must make sure you are connecting your strategy with execution. We recently spoke with Kermit Randa, the CEO of PeopleAdmin.
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The Pipeline
JULY 7, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . Monday I wrote about the power of the Why > How one-two punch. Rather than doing the conventional probing around the decision process, who is involved, what are the steps, are there steps defined or is it ad-hock, etc. Ask anyone if they are the ones to make the decision, and they’ll likely say yes, ask about Why and How the current vendor was selected, and you may find a different scenario, with additional and at times more important play
Increase Sales
JULY 7, 2016
An interesting side discussion happened within this posting, 7 Top Tips to Hire and Keep Rock Star Salespeople. This one thread focused on the desire to increase sales compared to the lack of compensation to top sales performers and the 100% commission out of the hiring gate. Another comment mentioned the unwillingness for sales management to pay for salespeople.
A Sales Guy
JULY 7, 2016
af.ford.a.bil.i.ty – noun — the fact of being cheap enough that people can afford to buy it or pay it. budg.et – noun — an estimate of income and expenditure for a set period of time. Notice, the definitions are not the same, but yet too many sales people treat them like they are. It’s not uncommon for a salesperson or even the entire sales organization to accept a customer can’t afford their product or service because a customer or prospect says they don&
Engage Selling
JULY 7, 2016
When was the last time you examined your manager’s behaviour and how it affects sales performance? Over the last 16 years I have facilitated thousands of sales workshops.
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Partners in Excellence
JULY 7, 2016
There’s a lot written about building Personal Brands. A lot of the discussion about Personal Branding has to do with leveraging Social Channels in building huge networks of followers. While it might be ego gratifying to have a large and wide network and to be well known, I think a lot of the thinking around building your personal brand is misdirected.
Sales Result
JULY 7, 2016
Billionaire, entrepreneur and founder/CEO of Dell, Michael Dell , is quoted saying “Try never to be the smartest person in the room. And if you are, I suggest you invite smarter people…or find a different room.” If you’re committed to growing your business, the biggest favor you can do yourself and your company is to hire people who are smarter than you.
Insight Demand
JULY 7, 2016
It’s counter intuitive, but if you want your salespeople to challenge the status quo and create value with discovery questions, I believe they first need to know the answers before they are able to ask the questions. Why? Imagine you’re directing someone to a destination: They’ve misinterpreted your directions, and they are now lost. How are you going to get them back on course when all you have are written directions?
Pointclear
JULY 7, 2016
About this time of the year we start to receive calls from prospects wishing to start new lead generation projects ASAP. It happens every year. Our ramp up time for a new program is about four weeks. When prospects hear this their response is always, “That’s just too long. I need leads NOW!” The fact is they needed leads before now. At this point, rushing to get a program up and running will be of little or no value.
Advertiser: ZoomInfo
Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
Cincom Smart Selling
JULY 7, 2016
Order prevention isn’t restricted to inventory shortages, point of sale errors or poorly designed customer portals. Even companies with highly trained sales forces and high performance Order Management Systems can stumble. Every sales rep has had this experience. The proposal presentation goes well, the pricing is accepted and everything points to a green light.
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