No More Cold Calling

JULY 16, 2014

'If LinkedIn Isn’t Making Your Cash Register Ring, You’re Doing It Wrong! Because sales is about relationships – not numbers, you need to have real conversations. With LinkedIn, you can spin your wheels and collect connections like baseball cards or actually make the connections you already have count. For starters, asking someone to “join your network” on LinkedIn is just about the worst way to introduce yourself to a prospect or potential business partner.

Webinar Metrics 306

Webinar Metrics LinkedIn Revenue Networking 306

SBI Growth

JULY 16, 2014

'Chief Marketing Officers are in a position to thrive under Private Equity (PE) ownership. PE firms engage because they want the upside. Marketing is a key ingredient to revenue generation.

Resources 275

Resources Revenue Positioning Marketing 275

The Sales Hunter

JULY 16, 2014

'The year is half over and the race is on. Regardless of whether you’re on track, ahead of pace or behind where you need to be, these 4 things will work for you: 1. Call every one of your customers past and present and ask them why they like working with you. Objective is […].

Selling Skills 259

Selling Skills Motivation Closing Objections 259

No More Cold Calling

JULY 16, 2014

'Eye contact can make or break your sales effectiveness. I smile and look people in the eye —whether I’m walking on the bike path in my tennies or on the way to a business meeting. It makes my day when people look at me and smile back. We’ve made a connection, even though I don’t know them. This approach works almost every time, except with people who are looking down at their phones, more focused on their tech than the people around them.

Journal 247

Journal Social Media Cold Calling Study 247

Advertiser: ZoomInfo

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.

Sales Cycle

Jeffrey Gitomer

JULY 16, 2014

'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Webinar Metrics 217

Webinar Metrics 217

Increase Sales

JULY 16, 2014

'The back to basics movement has been quite prevalent in education. You may remember, the 3 Rs, “reading, ‘riting and ‘rithmetic.” Those in the know suggested with all the education reform, the basics had been lost in all that noise. Given all the sales noise being generated by the sales experts to business gurus within the market place, possibly those in small businesses (under 20 employees) to even the big guns may wish to consider returning back to basics in sales or b

Social Media 146

Social Media Social Selling Guarantee Education 146

SBI

JULY 16, 2014

'This post is part of a series of Executive Interviews of top sales and marketing solutions company. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry. Full disclosure, Nancy Nardin, CEO of Smart Selling Tools is also a Co-Founder of Hushly. This week I interview Geoff Rego, CEO and Co-Founder of Hushly.

Lead Rank 139

Lead Rank Up-Sell Marketing Qualified Lead Revenue 139

Sales Training Connection

JULY 16, 2014

'Sales training investments. While sales training programs aren’t multi-billion dollar investments, we think some of the points the McKinsey & Co principals shared around considerations in making multi-billion dollar purchasing decisions have implications for sales training investments – whether in the millions or the tens of thousands. To ascertain what it takes to prepare to make high-stake decisions, McKinsey staff interviewed executives in multiple industries.

Training 94

Training ROI Decision Maker Examples 94

Partners in Excellence

JULY 16, 2014

'As sales professionals, we’re obsessed with the “numbers.” Where are we year to date, what’s the forecast, what’s the pipeline look like, what are the activity levels, how many qualified leads do we have, and on and on and on. We’re constantly measuring, tweaking, analyzing, measuring. We look at numbers from all type of views–increasingly we leverage analytics to give us different perspectives and insights to the numbers.

Sales Qualified Lead 94

Sales Qualified Lead Forecasting Analytics Relationals 94

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Sales

Customer Centric Selling

JULY 16, 2014

'Sales Tips: How to Respond When Asked for Pricing. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of Pakorn at FreeDigitalPhotos.net. Many sellers hurt their chances of winning opportunities by providing pricing too soon. Often these are self-inflicted wounds caused by mentioning products prematurely that prompts buyers to ask: How much is it?

Buying Cycle 69

Buying Cycle How To Buyer Training 69

BrainShark

JULY 16, 2014

Every marketer knows the value of delivering the right message to the right person at the right time.

Buyer 62

Buyer Marketing 62

Sales Evangelist

JULY 16, 2014

One of the major challenges that I faced as a new seller was my over excitement for the products and services that I sold. As you can tell, I get pretty excited about things that I find valuable. The problem was whenever I met with someone, I was “that guy” who spoke way too much! […] The post TSE 057: Showing Up and Throwing Up Does NOT Work! appeared first on The Sales Evangelist.

Sales 40

Sales 40

Jonathan Farrington

JULY 16, 2014

'People may learn a great deal on development courses, but when they return to the workplace, they often have difficulty integrating what they have learnt into their day-to-day work. Quite often, what they may have learnt simply slips from their minds. We believe that between 50% and 70% of an organization’s climate - and hence its effectiveness - can be traced to management style.

Coaching 45

Coaching Training Remedy Fashion 45

Advertiser: ZoomInfo

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.

Cold Calling

Green Lead's B2B

JULY 16, 2014

'I just listened to Mungo Jerry''s "In The Summertime," and it made me smile, tap my feet, rock my head, especially with the banjo player huffing and puffing into the jug. Love it! then BOOM! The song is over and I remembered all the times I heard inside sales reps complain that "It''s summer, nobody''s working.". Folks, that''s one of the biggest myths in lead gen.

Lead Gen 28

Lead Gen Leads Marketing Qualified Lead Face-to-face 28

SugarCRM

JULY 16, 2014

'The post Optimize Your PPC Spend appeared first on Salesfusion.

Social Media 41

Social Media Campaigns Media Marketing 41

Green Lead's B2B

JULY 16, 2014

I just listened to Mungo Jerry's "In The Summertime," and it made me smile, tap my feet, rock my head, especially with the banjo player huffing and puffing into the jug. Love it! then BOOM! The song is over and I remembered all the times I heard inside sales reps complain that "It's summer, nobody's working.". Folks, that's one of the biggest myths in lead gen.

Lead Gen 20

Lead Gen Leads Marketing Qualified Lead Face-to-face 20