Thu.Jun 09, 2016

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How To Bond With Your New Client Just After The Close

MTD Sales Training

In sales, our natural goal is to make as many people or businesses as we can more successful or profitable than they are currently. That’s the bottom line…it cements the long-term relationship. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Closing 201
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#Notafact

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . I just can’t help myself, but sport analogies are so great when it comes to making some points about sales. You know when your team is down by some outrageous score, no hope of a come back, Jesus or not, just like the Raptors in game 5. But still you have fans yelling “Defence, Defence, Defence” as though the louder they yell, the more times they yell it will somehow make a real difference, as though they can make the rally “trend”.

Lead Rank 160
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Sales, The Unproductive Workforce and Motivation - Part 2

Increase Sales

If you are a SMB owners or executive, have you ever had one of these three thoughts when your sales were down or not where you wanted them to be? My salespeople are not motivated to sell. My salespeople are lazy. Why in the world did I hire this salesperson? Possibly you implemented one of these solutions without noticeable or sustainable improvement in your revenue: Assigning sales goals or quotas?

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“People Buy from People” and Other Lies

Cincom Smart Selling

We’ve all heard it many times. It comes up almost every time you discuss B2B versus B2C selling. Someone feels compelled to profoundly state that people don’t buy from companies; they buy from people. They will inevitably go on to state with great conviction that even in a B2B scenario, people are doing the selling and the buying. Okay, I’m calling bull-pucky on this right now.

B2C 69
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How B2B Buying Has Changed – And How Sales Teams Must Adapt

A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.

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Sales Leadership Dysfunctions — Anti Sales Attitudes

Partners in Excellence

My friend, Mike Weinberg, has been one of the most consistent and vocal spokesperson on the Dysfunction of Sales Leadership. He wrote a brilliant article about this, identifying 8 Sins that destroy sales cultures and results. Be sure to read his article. For a much deeper discussion, make sure you read his book, Sales Management Simplified. (It’s a perfect complement to Sales Manager Survival Guide.).

More Trending

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Sales Incentive Optimization

OpenSymmetry

The Journey to Sales Incentive Optimization. The recent e-Reward conference in London (May 12 2016) had a number of important messages for the Compensation and Benefits community. The event was oversubscribed – 90 applied for 70 spaces. The event had 2 interweaving themes of excellence of plan design and the contribution which Sales Performance Management technology can make through operational excellence but also predictive analytic insights.

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Five Steps To Negotiating Like An Expert

Engage Selling

When was the last time you met a thriving salesperson who was uncomfortable or easily intimidated by negotiations? Everyone wants a deal.

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Product update: Archiving email templates, emojis, revamped Support Center and more

Close

We have a bunch of exciting product updates to share with you that will make your sales process more effective.

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Working Expired Listings

Tom Hopkins

Expired listings provide a wonderful opportunity to find sellers to work with. In every area, there are bound to be people who listed their properties with agents and the property didn’t sell. Please note that with expired listings, you may need to handle the emotional aspects of the listing before getting down to business. These people may be disappointed […].

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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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Product over Price: How to beat "Your Prices are too High"

Sales Gravy

I promise that it is almost NEVER about price. But, if it is, here is what probably went wrong. You jumped to what you were selling instead of focusing on the issue they needed to solve.

How To 40
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WordPress

Bigtincan

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Sales Champion: How Under Armour Won Steph Curry

SalesLoft

A few months back, ESPN put out a great piece about how Steph Curry went from being a Nike sponsored athlete, to the biggest star on the Under Armour roster. The article, and most impressions I’ve read from sales perspectives, focus mainly on the mistakes Nike made to lose Steph Curry. But what about what Under Armour did to win the deal ? Their story is the one Sales Development Reps , who are constantly battling to win their prospect’s attention , should look to for inspiration.

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The Most Effective Sales Strategies Aren’t Digital

No More Cold Calling

How can your sales team sell if they’re “not there?” “There’s nothing like meeting people in person.” That’s definitely my belief, but I was stunned to hear these words uttered by a Millennial. We’ve all heard they are tethered to their devices. But my meeting with him (like so many meetings I’ve had) proved that when we’re in another person’s physical presence, we connect in ways that just aren’t possible via email, text, or tweets.

Strategy 200
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The Ultimate Guide to Sales Outreach

Sales outreach is an art and a science. The art is what you bring to the table—your flair for conversation, your work ethic, your dedication. We bring the science—proven tactics, strategies, and methods that really work. In this eBook, we’ll cover: How you should respond to inbound leads Tactics for engaging outbound leads (cold calls, email automation, and gifts) The key to keeping a prospective account alive for the long haul Buckle up!