The Pipeline
SEPTEMBER 28, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . Sales people are always looking for “the pain” or “pain point”, I get it, not sure it’s always the right thing, but it is what it is. One I am often given for the search for pain is the response they anticipate. Many tell me, supported by a string of pundits, is that people will do more to avoid pain, than the steps or actions they will take to achieve pleasure.
Sales and Marketing Management
SEPTEMBER 28, 2015
Issue Date: 2015-09-01. Author: Paul Nolan. Teaser: It's the one business tool that never goes out of style, primarily because it drives results. It's the one business tool that never goes out of style, primarily because it drives results.
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Understanding the Sales Force
SEPTEMBER 28, 2015
During the course of a baseball season, both hitters and pitchers fall into slumps. In baseketball players slump with their outside shots and from the foul line. Football Quarterbacks go into passing slumps. Golf and Tennis pros have swing slumps. Tiger has been in a slump since Thanksgiving of 2009! (I'm sure there must be some kind of a slump that Soccer players can fall victim to but I don't know enough about soccer to weigh in) With slumps being so common, it shouldn't come as a surprise tha
Sales and Marketing Management
SEPTEMBER 28, 2015
Issue Date: 2015-09-01. Author: Paul Nolan. Teaser: Find me a team that is having trouble with marketing and it’s a safe bet they are struggling with who their customers are and why those people should do business with them, says Jim Gray, an insightful if minimalistic blogger on all things marketing. The biggest mistake marketers make is failing to target a specific customer.
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The Sales Hunter
SEPTEMBER 28, 2015
Do you have any idea who your number one competitor is? I’ve got news for you! It’s YOU! Yes, your thoughts will sabotage your motivation this week — if you let them. We are quick to say that other circumstances and people are ultimately controlling our outcome, but the reality is that you play a […].
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Increase Sales
SEPTEMBER 28, 2015
Isn’t interesting there are so many books on selling to sales consultants more than willing to define what it means to be a real salesperson? Possibly all these different definitions can explain the numerous selling styles such as: Consultative selling. Question based selling. Relationship selling. Socratic selling. SPIN selling. The reason I bring this question forward is because so many are quick to say being this way is what makes for a real salesperson or a real executive coach, a real cons
A Sales Guy
SEPTEMBER 28, 2015
Why should I be excited to work for you? No, really. Why? Why work for you as opposed to any other sales leader out there? Please- whatever you do, don’t tell me it’s because you’re a good guy or girl, fun to work with and because you support your team. It will make me throw up in my mouth. [link]. I need more than that. And frankly; so do you.
Partners in Excellence
SEPTEMBER 28, 2015
Earlier today, I was interviewed for an article on “Closing The Sale.” The article is in a publication focused on small business owners. As we concluded the conversation, the interviewer said, “Your answers were completely different than I expected.” I think too many of us–entrepreneurs and sales people, alike, have mistaken impressions of closing the sale.
A Sales Guy
SEPTEMBER 28, 2015
We’re preparing for The Word, Episode 16. It’s going to be one of our best yet. As part of the preparation, we wanted to get some insight into the state of sales today. So what did we do? We created a simple survey to find out. It takes 2 minutes and we’ll be sharing the results on the show October 8th. Click on the coffee cup and let us know what type of salesperson you are.
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Partners in Excellence
SEPTEMBER 28, 2015
One of the core issues in understanding and influencing our customers’ buying processes is to make sure we are working with the right people, doing the right things at the right time. Traditional wisdom says, “Work with the decision-maker!” Sometimes that manifested itself with further wisdom, “Call at the top.” The thinking being reaching high up the food chain, getting the right C-Level executive who will make the decision for us, stuffing it down on the organiza
Customer Centric Selling
SEPTEMBER 28, 2015
Sales Tips: Bad Assumption #2 - Buyers Are a Blank Canvas. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. One of my favorite Mark Twain quotes is: “It ain't what you don't know that gets you into trouble. It's what you know for sure that just ain't so.” [This post is a continuation of the “Bad Assumptions” series.
The ROI Guy
SEPTEMBER 28, 2015
Checkout this new video about the #1 revenue growth challenge over the past five years, and why we need a better, more comprehensive approach to get value marketing and selling right. https://youtu.be/Wjuzm52GOBc.
SugarCRM
SEPTEMBER 28, 2015
Six steps to add lead generation into the mix (and why you need to do it!). It seems that somewhere along the way it became taboo for marketers to drive leads. But with growing revenue targets, can you really afford to just sit back and wait for prospects to come to you? It’s Too Noisy for Inbound Alone To Cut the Muster. Inbound marketing activities like blogging and SEO once separated the innovative marketers from the pack.
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BrainShark
SEPTEMBER 28, 2015
Your Sales Management Guru
SEPTEMBER 28, 2015
Inside Scoop on Lead Follow Up Strategies. Russ Davidson. Ken: This is a guest blog with wonderful insights from a detailed study on Lead Follow Up Strategies by Accounting Software. Enjoy…and STUDY this. If you’re struggling to connect with web lead contacts, you’re not alone. On average, 80% of B2B sales calls end up in voicemail and over 90% of voicemails go unreturned according to numbers from the sales data verification service, RingLead.
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