Mon.Mar 13, 2017

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Difference Is In the Eyes Of The Prospect

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. There is a lot of talk about differentiation in sales, whether that is at the product level, sales technique level or other factors. Some difference is good, some goes a bit far, unfortunately most of seems to fall short. The main reason is that most vendors and sellers spend time and effort to differentiate themselves from other products, companies, or sales people.

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The Secret Sauce for Sales Enablement

SBI Growth

Today we’re going to demonstrate how to drive revenue per sales head up, and time to productivity for new sales hires down. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017. Turn.

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Sales Motivation Video: “No” is Never Permanent in Sales and Prospecting

The Sales Hunter

When you hear “no” from a customer, what does it do to you? I challenge you this week to not view “no” as a dead end, but rather as an opportunity to come back at a later time to engage again with the customer or prospect. “No” is never permanent. EMBRACE this attitude and you […].

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Prospecting in Sales – Cold-Calls, Emails and Social Selling

Fill the Funnel

Prospecting in Sales – Cold-Calls, Emails and Social Selling. If you want to start an argument in your sales circles just ask an “expert” what works when prospecting in sales: cold-calls, email or social selling. Unfortunately, you will also hear name-calling, ridiculous claims of success and techniques that would make your mother cringe.

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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A Salesperson’s Ideal Height and Do Tall Salespeople Sell More?

HeavyHitter Sales

  There's a widespread belief among many sales leaders and within their respective sales organizations that tall salespeople have an advantage and consequently sell more. Therefore, when selecting between candidates for a sales position there is a natural tendency to hire the taller person. But, is it true that taller salespeople perform better than their shorter counterparts?

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Could empathy be the B2B key?

Trinity Perspectives

‘Fake it til you make it’… …Is a mantra most people in business understand and one many of us have used as the cornerstone of our professional lives. Without occasionally ‘faking it’ along the way, we would never move up the corporate ladder or overcome the crippling Impostor Syndrome that afflicts so many people (myself included) in our daily lives.

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3 Legacy Recruiting Tactics CEOs Should Eliminate Now

SBI Growth

Hiring 123
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If You Don’t Understand Your Numbers, You Don’t Know How To Improve Performance

Partners in Excellence

Sales and marketing are data/numbers driven, at least they should be and sometimes we pretend they are. But too often, sales people and managers don’t really understand the data/numbers. Some of you are probably thinking, “Dave you are really off base here, of course we understand them, we know we have to make our numbers!” Too often, however, we aren’t looking at the right data/numbers or we aren’t looking at them in the right way.

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The Perfect Close

Your Sales Management Guru

The Perfect Close. -a book review-. 21 page corners turned over! For those past readers of this blog and my book reviews you know that is an excellent rating. For those of you that are new, whenever I read a new book, I read it with a pen in hand and I fold over the corners of those pages with high value. Believe me James Muir’s book, The Perfect Close is a great add to any sales library.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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Configure Price Quote Software Prevents Order Prevention

Cincom Smart Selling

Configure price quote software makes approving complex sales orders easy and fast. It ensures pricing accuracy, valid configuration and ultimately makes for happier customers. It is amazing what some companies do to make sure they want to accept a deal brought in by their hardworking sales force. In many instances, it is easier for the sales rep to cash in a million-dollar lotto ticket than it is to get approval for their latest deal.

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What is Sales Enablement?

Mindtickle

Are you building a new sales enablement strategy to grow revenue? Before you get started it’s worth taking a deeper look at exactly what sales enablement is. Forrester defines sales enablement as: “. A strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer’s problem-solving life cycle to optimize the return of investment of t

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Comment on Sales KPI Talk: Leading, Lagging — What Does It All Mean? by Sales management: Are your reps slipping on fundamentals?

LevelEleven

[…] best practice is to choose a combination of three or four leading and lagging indicators. This is how you help your reps make better decisions on how to spend their time. When you tell […].

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Could empathy be the B2B key?

Trinity Perspectives

'Fake it til you make it' is a mantra most people in business understand and one many of us have used as the cornerstone of our professional lives. Without occasionally ‘faking it’ along the way, we would never move up the corporate ladder or overcome the crippling Impostor Syndrome that afflicts so many people (myself included) in our daily lives.

B2B 48
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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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Comment on 4 questions for every sales coaching session by 3 types of sales coaching every team should use

LevelEleven

[…] onerous amounts of hours reviewing every detail of each rep’s pipeline. It means seizing every sales coaching opportunity as it comes […].

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TSE 527: What to Know Before Hiring Your First Sales Rep

Sales Evangelist

Whether to hire an experienced seller or an inexperienced individual, that is a common question among many entrepreneurs who want to grow their business but don’t know who to hire the right people. I’m sharing strategies which have worked for me and I hope this could help you whether you’re finding your first sales job […] The post TSE 527: What to Know Before Hiring Your First Sales Rep appeared first on The Sales Evangelist.

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March is Sales Culture Month

OpenSymmetry

Does great sales culture just happen on its own? Or can great teams be shaped (or destroyed) by factors such as the commissions structure? Join us on the OpenSymmetry blog as we focus on sales culture drivers throughout the month of March, including sales culture horror stories and ways to build healthy lines of communication between the sales and sales ops teams. .

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Sales Enablement: The Difference Between Experience and Expertise

BrainShark

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How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

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Stuck in the Middle Sales Mindset gets you Stuck Where You Are

Babette Ten Haken

Stuck in the middle sales mindset is all about unproductive prospecting and selling habits. Sales people talk to potential and current customers strictly from a sales perspective. And here’s the bite. They are coached from that perspective as well. As a result, sales people do not appreciate the factors, context and history which preceded today’s sale to each, distinct customer.

Hiring 67