No More Cold Calling
MAY 28, 2015
Where in the world are you? (I’m in Croatia.) Once upon a time, salespeople only sold to their assigned zip codes. But in today’s global economy, most of us need to branch out. Social media can help us make new connections—across the country or even around the globe—but then it’s up to us to take those conversations offline. Social media has expanded my international network time and time again.
Understanding the Sales Force
MAY 28, 2015
Copyright / 123RF Stock Photo. Do you remember the morning that you couldn't find your keys, but they were right there on the counter? Or the time that you couldn't find an article of clothing, but it was hanging right there in your closet the entire time you were looking for it? Or the time you couldn't find your car in the airport parking garage? And yes, it was right where you parked it.
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The Sales Hunter
MAY 28, 2015
I am making good on my promise that I would unpack in detail the 5 Ways Can Work for Prospecting. Today we’ll look at the first thing to remember: #1: Voicemail works when used as ONE of your prospecting tools, rather than the only one. When voicemail is combined with emails and even postal […].
Pointclear
MAY 28, 2015
I’m always pleased when a prospect asks, “What can I do to help ensure my program’s success?” It’s a great question. It shows they want a collaborative, win-win relationship—not a “vendor under my thumb” relationship. (Those kinds of relationships really suck.). As an outsourced lead generation company, one of the ways we can best serve our clients is to offer insight on what they can do to maximize the results from their program.
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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.
Anthony Cole Training
MAY 28, 2015
(**To hear the audio version, click here! ). When I was in high school, I ran track. During my sophomore and junior years, I ran the 1-mile race. Though I normally like to take the lead early, I really wasn’t entirely focused on a “great start” because I had 5,280 feet to make up for a slow start. During my senior year, I ran the 880-yard event. Not a sprint, not the exhausting 440, but certainly a little more demanding of speed and a good start than what I needed when I ran the mile.
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The Sales Hunter
MAY 28, 2015
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SBI
MAY 28, 2015
Sales has institutionalized many tenets since the time it became an organized profession in the late 1800’s. Don’t sell features, sell benefits. The listen to talk ratio should be 70/30. People buy from people they like. Qualify for budget, authority, need, and timing (B.A.N.T). And the list goes on. The art and science of selling has gotten progressively more complex.
A Sales Guy
MAY 28, 2015
Predictable Revenue author Aaron Ross says companies have unrealistic expectations that are “evil” when it comes to achieving goals. He calls it the entrepreneurs-journey. He says companies need to have more patience and give sales more time. Aaron also talks about he new book, which doesn’t have a title yet. He shares a couple of his title ideas and asks us what we think?
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Engage Selling
MAY 28, 2015
Everything you have ever wanted is on the other side of your fear. We have to suffer for our art. You have to move to your uncomfortable zone. These are dangerous messages that equate success with pain and fear. Why would you want to do that? While well intentioned, the authors of such messages are […].
Close
MAY 28, 2015
Want to give awesome product demos? Want to present your software in a way that makes your audience want to buy it? Learn from these seven demo masterpieces and see how you can bring their ideas and techniques into your own repertoire.
SalesLoft
MAY 28, 2015
The other day I heard a sales executive say that by using email, sales reps were acting “like marketers.” That using email is “weak” and indicates a sales rep is afraid. Email tools, they said, should be avoided at all costs. It’s 2015, why wouldn’t we use email in addition to phone for prospecting and outreach? In today’s ever-occupied society you should be using all channels available to break through the chaos that consumes prospects.
BrainShark
MAY 28, 2015
One of the things we hear from Brainshark authors who take our workshops is this:
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Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
The Pipeline
MAY 28, 2015
hairy porn girlies pics By Tibor Shanto – tibor.shanto@sellbetter.ca . The most successful B2B sales people I have worked with have always been focused on winning and improving. A constant and unwavering quest for success and improvement. Each sales is like a fix, and like real sales junkies, they are focused on the next fix, a fix that has to be more, in the case of sales better, than the last.
Increase Sales
MAY 28, 2015
When people lack basic knowledge about selling, this creates a plethora of internal fears. One of the objectives of good sales training is to uncover those fears and then close those knowledge gaps. Fear of Making a Mistake. How many times have new salespeople been given some business cards, some brochures and told “Go sell?” These truly engaged employees with loyalty to their employers want to do their best, but fear making a mistake.
Hyper-Connected Selling
MAY 28, 2015
This article was originally published on May 29th, 2010. Since then, Nassim has continued to be controversial and thought-provoking. And I like having my thoughts provoked! Big Thought. Definition of a black swan event: “First, it is an outlier, as it lies outside the realm of regular expectations, because nothing in the past can convincingly point to its possibility.
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