Sales and Marketing Management

JULY 30, 2015

Issue Date: 2015-07-31. Author: Jamie Thomas, Vice President Talent Acquisition for Combined Insurance. Teaser: Building a successful sales career is challenging, but it can also be interesting and satisfying. To help determine if you have what it takes to build a career in sales, here are seven best practices that are the foundation of most every successful salesperson.

Insurance 250

Insurance Insurance Sales 250

MTD Sales Training

JULY 30, 2015

If you’re in any kind of sales position, you really want to make buying and using your products easy and profitable. That’s the real reason why people buy them in the first place; to make their lives. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Positioning 209

Positioning Retention Customer Sales 209

The Sales Hunter

JULY 30, 2015

A huge reason I feel more salespeople are not successful is they give up too soon. When I get asked this question by salespeople, my first response is, “You can contact them twice as much as you think they can.” I say this because the tendency is to not contact out of fear of […].

Prospecting 196

Prospecting Selling Skills Sales 196

No More Cold Calling

JULY 30, 2015

Here’s what you might have missed from No More Cold Calling this month. A beach, a ball, an ocean, a lake, a pool … that’s all kids need for a great summer vacation. That’s all adults really need as well. But we don’t make time to relax, unwind, enjoy ourselves, or just have some alone time to think. A senior sales executive told me she checks out on weekends and schedules an hour each week to “think”—just to get “off the grid” and tap into her creativity.

Referrals 190

Referrals Hiring Cold Calling Call-back 190

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.

Sales Cycle

The Sales Hunter

JULY 30, 2015

Many of us, myself included, don’t think much of spending $5 or even more on a cup of coffee. That $5 I hand to the barista at the coffee shop doesn’t seem significant in the overall scheme of things. But what if I told you that $5 can be incredibly significant — even life […].

Selling Skills 155

Selling Skills 155

Partners in Excellence

JULY 30, 2015

Over the past years, but particularly over the past couple of months, the level of TWAM has been escalating. For those of you unfamiliar with the term, it’s my terminology for Twitter Spam (Mind you, I’ve applied for trademark rights for TWAM . This week, I’ve been personally subjected to it at least half a dozen times a day. This new form of TWAM not done by professional TWAMMER’s.

Social Media 74

Social Media Strategy Twitter Channels 74

Engage Selling

JULY 30, 2015

Can you never seem to move beyond information gathering when meeting with buyers? Many salespeople get a meeting with an exciting new prospect, receive an opportunity to learn more about them and then…never hear back from said prospect. Why does this keep happening? There’s a certain line which you must never cross when first learning […].

Meeting 74

Meeting Buyer Prospecting Opportunity 74

Hyper-Connected Selling

JULY 30, 2015

This article was originally published a few years ago at the RockStar Success Library. It’s ideas were influential as I was writing Networking in the 21st Century. The Tipping Point is the biography of an idea…Ideas and products and messages spread just like viruses do” (pg. 7). That’s the description of the book straight from Malcolm Gladwell’s mouth, er, keyboard.

Margin 56

Margin Groups Networking Advertising 56

The Pipeline

JULY 30, 2015

By Tibor Shanto – tibor.shanto@sellbetter.ca . Sellers often have a distorted view of what is really important to buyers, leaving buyers to repeatedly ask WTF? Get your mind out of the gutter, the question is Why That Feature? Not what you’d be asking when the deal goes sideways, as it will if you are unable to nail the buyer’s WTF. One thing that many executives and owners tell me regularly is that they are frustrated by some sales people’s inability to relate to the buyer’s perspecti

Buyer 235

Buyer Buying Cycle Groups Objections 235

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