Mon.Oct 31, 2016

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Getting Time On Your Side

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . If you manage hang on for another week, I assure you that there is life after the election, and what is waiting on the other side is not the end of the world, but the end of your sales year. Which if you plan it right is not as big a deal as many would make you believe, unless of course you’re one of those sales people who exists from crisis to crisis.

Sage 245
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The Greatest Closing Question Ever

Sales and Marketing Management

Issue Date: 2016-10-31. Author: Peter R. Adam. Teaser: I’d set up a lunch meeting with the chief of vascular surgery and the office manager to work on sealing the deal. After some friendly chit-chat, we were leading up to the defining moment that I had been preparing to execute. They fired multiple questions at me as we munched on our sandwiches.

Closing 196
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Most Salespeople Are Wrong about the Concept of Being Willing to Walk

Understanding the Sales Force

At some point in most training programs we talk about being willing to walk away. In addition to being part of a Kurlan led sales training program, the willingness to walk away is a major focus of any training program on negotiation as well. But most people in sales don't really understand the concept of being willing to walk, how it plays out, and what to do when you get there.

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The Competencies You Need to Lead Your Sales Team

Score More Sales

To be a real sales leader – not just a manager - you must be willing to look inward. Self-awareness is understanding everything about everything that makes you, well, you. LifeHacker wrote a great piece about self-awareness and how to be more self-aware.

Leads 194
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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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The Trick of Treat of Sales Advice

Increase Sales

Yesterday I received my weekly email from a colleague, Anthony Iannarino , entitled How to Avoid Bad Sales Advice. This posting was quite accurate given there is so much sales advice out there and yet people still are unable to achieve sales results. Credit www.picjumbo.com. Sales advice is much like Halloween, 365 days a year. It is either a trick or a treat.

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Top Takeaways for Augmenting Training with Sales Enablement

SBI Growth

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Account Management, The Challenges Of Incumbency

Partners in Excellence

Account Based Everything is a huge topic these days. Everyone is account focused, they want to grow their relationships, increase penetration and grow revenue. Developing our accounts is a huge opportunity. There’s huge amounts of data outlining the differences in sales time and cost between growing an existing relationship and acquiring net new logos.

Account 80
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Sales Tips: Is Your Organization Customer-Centric?

Customer Centric Selling

Sales Tips: Is Your Organization Truly Customer-Centric? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. It’s that time when adults don costumes for Halloween parties. Some go out of their way to be different from their personas. A question for companies during this season: Are you masquerading as a customer-centric organization?

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PODIM 2016: Learning to say NO! The secret power of hyperfocused startups

Close

Hustling is about showing up, following up, and possibly messing up until you hear "yes". But success isn't just about hearing yes—it's also about learning to say "no". Learning to say that one word is the difference between hyperfocused and successful startups vs distracted and failing startups.

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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5 Tips for a Successful Pre-Join Program

Mindtickle

HCL was able to cut pre-join churn by ~90% by engaging millennials during the pre-join period. Only a few companies recognize the power of harnessing the excitement new hires feel at this stage and involving them in a pre-join program that extends this motivation past their first day on the job. Anyone who’s ever received an offer letter knows the euphoria that accompanies learning the news that your hard work has paid off and you’ve found a company willing to pay you for your hard work.

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8 Reasons Sales Prospecting Training Fails

BrainShark

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Training 104
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5 Tips for a Successful Pre-Join Program

Mindtickle

HCL was able to cut pre-join churn by ~90% by engaging millennials during the pre-join period. Only a few companies recognize the power of harnessing the excitement new hires feel at this stage and involving them in a pre-join program that extends this motivation past their first day on the job. Anyone who’s ever received an offer letter knows the euphoria that accompanies learning the news that your hard work has paid off and you’ve found a company willing to pay you for your hard work.

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TSE 432: The BIGGEST Fear That’s Holding Me Back

Sales Evangelist

Today, I’m showing you this vulnerable side of me as I share with you one of my biggest fears that has held me back as an entrepreneur and as an individual and how I’m working on it to overcome it – The Fear of Writing. Find your weakness and make it become your strength. I […] The post TSE 432: The BIGGEST Fear That’s Holding Me Back appeared first on The Sales Evangelist.

Sales 40
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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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Motivation Monday: Bringing Women to the Forefront of Sales Leadership

SalesLoft

In an industry predominately monopolized by a single gender, women are finally taking the sales world by storm and jumping into the driver’s seat for the second half of 2016. From the top females in sales leadership, to the internal Lady Lofters at Salesloft, the growth within the sales community for women is exponential. Women in sales are not going to let anyone hold them back.

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The Biggest Contributor to B2B Revenue

Markempa - Inside Sales

In most B2B companies with complex products or services, marketing-sourced leads rarely account for even half the revenue and often it is much less. To keep valuable field sales resources productive, many of the more innovative sales and marketing departments build “sales development” teams. Oracle. Marketo. HubSpot. HP. Salesforce.com. Just to name a few.

Revenue 45