SBI Growth
FEBRUARY 28, 2017
Did you know that with the right coaching that 15% of you ‘C’ turn out to be your best ‘A’ players? Coaching them is extremely important. The first step is to find out how many ‘C’ Players you have on your team. .
Score More Sales
FEBRUARY 28, 2017
The 2017 Academy awards were nearly over when a huge mistake was made in announcing the last award – for Best Picture. People wait all night – all year – to hear those final awards for best actor, actress, and film. This year, actors Warren Beatty and Faye Dunaway had the honor of announcing the big Best Picture winner. Many loyal Score More Sales blog readers are in their 20’s and 30’s - you may have no idea who those old folks were.
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SBI Growth
FEBRUARY 28, 2017
Today’s show will demonstrate how to create new markets through new products, attract new customers to an existing product, and convince current customers to buy more of an existing product. This is a deep dive on product strategy. To follow.
The Sales Hunter
FEBRUARY 28, 2017
Sure, that sounds great. Providing great customer service is what every company and salesperson feels they need to be doing. The sales myth is the more focus that is placed on taking care of existing customers and providing them with great service, the less need there will be to prospect. The myth becomes the rule […].
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.
No More Cold Calling
FEBRUARY 28, 2017
Here’s what you might have missed from No More Cold Calling this month. Can you really convert 70 percent of prospects into customers with referral selling? That kind of conversion rate is unheard of with other account-based sales strategies. Yet, my “feet on the street” research shows that when salespeople receive referral introductions to decision-makers, they secure new clients at least 70 percent of the time.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
A Sales Guy
FEBRUARY 28, 2017
My new Forbes post is up. Like most of my posts, the ones I think are just OK, do really well, and the ones I think are homeruns, fizzle and die a painful death in obscurity. This post has been fairly popular. I knew it was an important topic, but I didn’t realize how much it would resonate with sales leaders and sales people alike. Enjoy and let me know what you think.
Engage Selling
FEBRUARY 28, 2017
When meeting with prospects or high level decision makers, many salespeople focus on the wrong type of conversation. Your average salesperson will spend hours preparing sheets that outline their product’s features, benefits, pricing and other details.
Partners in Excellence
FEBRUARY 28, 2017
Recently, I was privileged to observe a series of training sessions at Microchip. My friend, Mitch Little , kicked off the session with some introductory comments. One sentence captivated me, “We change the world…” That has been occupying my thinking since I heard Mitch make the statement. Sales people have the opportunity to change the world!
Sales Evangelist
FEBRUARY 28, 2017
As a seller, your job is to bring value to your clients by finding ways that will either help them cut their expenses and save money or increase revenue. But which one should you lead them with? What is the goal of every business? For any business, one of the biggest goals is to increase […] The post TSE 517: Reduce Cost or Increase Revenue? What Should I Lead With?
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Sales Gravy
FEBRUARY 28, 2017
Plan Your Weeks and Your Days, Prioritize Your Three Most Important Projects, Choose Three Tasks Each Day and Block Time, Negotiate for Time with No Distractions, and Wake Up Early Here are five things you can do now to be very productive.
Sales Evangelist
FEBRUARY 28, 2017
Sales and marketing need to communicate properly as they both seek to bring value to the table. Ultimately, the goal is to increase revenue. Today’s guest, Giles House, shares with us how you can better improve the communication between sales and marketing to help you become more effective in your organization. Giles is the Chief […] The post TSE 518: Why You Need an Effective Bridge Between Sales and Marketing appeared first on The Sales Evangelist.
The Bridge Group
FEBRUARY 28, 2017
I've started and stopped writing this post half a dozen times over the last few months. I hesitated as I didn't want to upset anyone or look like I am casting shade on some amazing and successful people. But the more I've thought about it, the more I've come to understand that this is a topic that needs to be discussed. I'm talking about the glass ceiling in Sales Development.
OpenSymmetry
FEBRUARY 28, 2017
Who would guess that one person giving birth could throw a company into chaos? That’s precisely what happened when pregnancy complications caused me to leave for maternity leave eight weeks earlier than planned. I was the Global Sales Compensation manager of a large manufacturing company. And, as so often is the case, this also meant that I was the sole subject matter expert on our sales compensation structure and crediting logic.
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.
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