Wed.Mar 15, 2017

Trending Sources

Account-Based Marketing: Would you rather get 56 leads for $49,835 or 27 leads for $172,200?

Pipeliner

Editor’s Note: This post is part of our special 1-week series on sales prospecting, from experts on the subject. When we assess a new (for PointClear ) business opportunity, or evaluate the results of a current client’s program, we look at the following: Market (60%). Message (20%). Media (20%). The percentages are the weights we assign to each of the “Three M’s”. FOUR KEY PRINCIPLES.

The Official 2017 List of 21 Sales Core Competencies

Understanding the Sales Force

Image Copyright Bluberries. These days, changes happen faster than ever and the same can be said about professional selling. Selling is evolving, the rules of business are changing, there is more information available on line than there was last week and sales organizations must evolve accordingly. Dave Kurlan sales core competencies accurate sales assessment sales statistics OMG Assessment

Data 106

Managing a Social Sales Team

Pipeliner

There has been so much talk about Social Selling and what that means to Salespeople but there has been precious little attention given to the impact on Sales Managers. John Golden of Pipeliner and Matt McDarby of USR decided to address this issue in this collaborative ebook which offers practical advice and concrete actions that can be taken to ensure that social selling is both adopted and then managed in the right way. Managing a Social Sales teams covers the following topics and ends with an Action Plan: The Sales Manager as Greatest Revenue Multiplier. Likes and Shares Don’t Pay the Bills.

eBook 58

It’s Not a Secret. It’s Just Something You Won’t Do.

The Sales Blog

There is no secret to producing the results you want. You just may not like the discipline it takes to produce them. A full pipeline of opportunities is the result of prospecting. There are no prospecting secrets. Everyone knows what they need to do to create new opportunities. A lack of some secret or sacred knowledge isn’t the problem. It’s only a problem if you are afraid of asking.

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

More Trending

Your Facts Are Just A Bad Perspective.

Dan Waldschmidt

Your reality isn’t a fact. It is just your perspective. What you consider to be ordinary and normal, other people are guaranteed to see as obscure and special. Your perspective is shaped over the years of your life. Your specific circumstances and upbringing play a major influence in how you interpret the world around you. A bad day for you in a first world country might be the dream of a lifetime for someone in a third world country just trying to stay alive. Success is one of those matters of perspective. It’s not a fact. You might have a lot of money but not a lot of joy.

Sales Tips: Don't Go the Distance and Lose

Customer Centric Selling

Sales Tips: Don't Go the Distance and Lose. Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling®. Sales Training sales tips sales strategy sales training workshop sales training workshops sales process sales training company improve sales performance sales approach sales training approach sales qualification sales tip sales cycles sales losses

Upcoming Ecommerce Trends: What SaaS Companies Need to Know

Software Business Blog

SaaS has been around a while, but it’s never been bigger: the SaaS market is expected to surpass $112 billion by 2019 , while back in 2010 it was worth a mere $10 billion. How will this already massive market continue growing so much, and what are some of the issues that companies will face as SaaS surpasses the $100 billion mark? The Market Gets Personal. Expect XaaS Markets to Expand.

Sales Tips: Buyer Intelligence Is Direct Catalyst for Increasing Sales

Customer Centric Selling

Sales Tips: Why Accurate, Actionable Buyer Intelligence Is a Direct Catalyst for Changes. By Heather McDougald, Director of Sales Operations, Primary Intelligence.

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

The Importance of Rehearsal – Episode 66

The Sales Blog

If you want to be a professional, you must rehearse. The post The Importance of Rehearsal – Episode 66 appeared first on The Sales Blog. Video

Sales Tips: "Quote and Hope" Proposals Don't Sell

Customer Centric Selling

Sales Tips: "Quote and Hope" Proposals Don't Sell. By John Holland, Chief Content Officer, CustomerCentric Selling®.

The Secret to Making Sales Process Stick

Sales Benchmark Index

Article Corporate Strategy Sales Strategy adoption marketing strategy process adoption sales process sales process adoption sales strategy

Sales Tips: Can You Make It Through the “Dip?”

Customer Centric Selling

Sales Tips: Can You Make It Through the “Dip?”. By Frank Visgatis, President & Chief Operating Officer of CustomerCentric Selling®.

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

Does Trump fit into your customer conversations?

Sales and Marketing

Issue Date: 2017-03-01. Author: Sales & Marketing Management. Teaser: Sex, religion and politics are often mentioned as the tree taboo subjects to bring up in business conversations. The latter can be difficult to avoid in any setting these days. These tips will help keep you safe if politics comes up in your business conversations. read more

Sales Tips: Avoid Death by Presentation

Customer Centric Selling

Sales Tips: Avoid Death by Presentation By John Holland, Chief Content Officer, CustomerCentric Selling®. Buyers despise "spray and pray" sales calls. Executives often end these calls before allowing sellers to finish them. Reciting a list of features to buyers who don't fully understand them, nor know if they're needed is a barbaric way to try to start buying cycles at any level.

What’s Your Biggest Obstacle?

Paul Cherry's Top Sales Techniques

What’s standing in the way of your next closed sale? If you’re like many salespeople, you’ve heard a multitude of explanations and excuses for why clients walk away from a deal. Another vendor offers a comparable product at a lower price. The time just isn’t right to make an investment in “something new.” But sometimes, it’s not so simple. Sales Training

Sales Tips: Increase Sales Success with Sales Ready Messaging®

Customer Centric Selling

Sales Tips: Increase Sales Success with Sales Ready Messaging®. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: Introducing the Curious Buyer

Customer Centric Selling

Sales Tips: Introducing the Curious Buyer. By John Holland, Co-founder & Co-author of CustomerCentric Selling®.

Sales Tips: Why Sellers Should Leverage Social Networking

Customer Centric Selling

Sales Tips: Why Sellers Should Leverage Social Networking. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: CEM Reality Check

Customer Centric Selling

Sales Tips: Customer Experience Management (CEM) Reality Check. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: Market Your Message (Part One)

Customer Centric Selling

Sales Tips: Market Your Message (Part One). This article “Market Your Message” was published by Selling Power magazine, written by Kim Wright Wiley and taken from an interview with CustomerCentric Selling®.

Sales Tips: The Budget as Part of the Sales Process

Customer Centric Selling

Sales Tips: The Budget as Part of the Sales Process. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: 4 Reasons Why You Lose to "No Decision"

Customer Centric Selling

Sales Tips: 4 Reasons Why You Lose to "No Decision". By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®.

Sales Tips: "I'm a little light this quarter."

Customer Centric Selling

Sales Tips: "I'm a little light this quarter.". By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: Proactive or Forensic Sales Management

Customer Centric Selling

Sales Tips: Proactive or Forensic Sales Management. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: Get More from Loss Reports

Customer Centric Selling

Sales Tips: Get More from Loss Reports. By John Holland, Chief Content Officer, CustomerCentric Selling®. Sales Training sales tips selling tips sales strategy sales training workshop sales training workshops Sales managers sales management sales process sales methodology sales process management

Sales Tips: The Death Knell for Traditional Selling

Customer Centric Selling

Sales Tips: The Death Knell for Traditional Selling. By John Holland, Chief Content Officer, CustomerCentric Selling®. Sales Training sales tips selling tips sales strategy sales training workshop sales training workshops sales management sales process sales methodology sales training company

Sales Tips: Closing Early Should be the Exception Not the Rule

Customer Centric Selling

Sales Tips: Closing Early Should Be the Exception, Not the Rule. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®.

Sales Tips: Refresher on CCS® Selling Behaviors

Customer Centric Selling

Sales Tips: Refresher on CCS® Selling Behaviors. Converse Situationally A CustomerCentric approach to selling is a conversation - not a presentation. Research has shown that the best sales calls are conversations, and conversations allow the sales person to better understand the buyer.

Sales Tips: Integrating Product and Sales Training (Part One)

Customer Centric Selling

Sales Tips: Integrating Product and Sales Training (Part One). By John Holland, Chief Content Officer, CustomerCentric Selling®. Sales Training sales tips selling tips sales strategy sales training workshop sales training workshops sales management sales process sales methodology sales training company improve sales performance

Sales Tips: Social Media Is Here to Stay

Customer Centric Selling

Sales Tips: Social Media Is Here to Stay. By Frank Visgatis, President/COO, CustomerCentric Selling®. Facebook was valued by Goldman-Sachs at $50 billion dollars a few years ago. Pretty impressive for a company that at the time was only a mere seven years old. Good for Mark Zuckerberg," you say, "but what does that mean to me?". will dramatically impact your rank in the search engines.

Sales Tips: Help Your Salespeople Deliver on CEM

Customer Centric Selling

Sales Tips: Help Your Salespeople Deliver on Customer Experience Management (CEM). By John Holland, Co-author and Co-founder of CustomerCentric Selling®. Over the last 15 years the topic of integrating Sales and Marketing has generated a great deal of heat but little light. Sales and Marketing remain separate silos.