Wed.Aug 10, 2016

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3 Tips to Overcome Cold Call Objections

DiscoverOrg Sales

“Every battle is won before it’s ever fought.” – Sun Tzu. Here’s the thing: Cold-calling prospects gets a bad rap. Today, buzzwords like “social selling” drown out the importance of actually calling prospects. In fact, as a direct result of social selling entering the scene, it isn’t uncommon to hear statements like “ cold-calling is dead. “ A report written by Winning Consensus-Based Sales CEB cites “ buyers are 57% through the purchase process b

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Onboarding: One Key to Successful Hiring

Anthony Cole Training

In January, we launched Hire Better Salespeople. It is the recruiting business solution to help companies profile, attract, screen, evaluate, hire and on –board “A” sales talent. We specialize in financial services, banking and insurance. There are actually three differentiators in our approach, but now I only want to talk about one of the three – Onboarding.

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You're Standing on Whose Sales Ground?

Increase Sales

Have you ever thought about this concept of “sales ground?” I hadn’t either until just recently when someone said “they don’t want to sell on your terms?” Credit: www.picjumbo.com. Salespeople have two grounds where they travel in their selling activities. Territory – The Most Common Ground. Years ago a trusted colleague by the name of Michael Sleppin said for “you must have a Sherwood Forest large enough to hunt in and small enough to defend.R

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The Truth About Being Defensive and Failure

A Sales Guy

What are your “blind-spots?” Do you have any? How do you know? In personal development, a blind spot is, when people see things in you, you don’t see in you. The only way to avoid blind spots is to embrace feedback. Being defensive dismisses feedback and is the fastest path to failure. You have to be open to feedback. What are your blind spots?

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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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Integrating Your Product Strategy with Your Go-to-Market Strategy

SBI Growth

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Building a Sustaining Partner Community: a Channel Strategy

Your Sales Management Guru

Channel Strategy: Building a Sustaining Partner Community. -A Case Study-. After working in a VAR partner organization for 8 years as a Sales Manager, leading an entire channel focused company for 8 years as a VP of Sales and spending the last 19 years consulting with vendors, distributors and VARs, dealers, resellers, partners all focused on channel based strategies, I believe I can say: I have seen it all.

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Sales Tips: Can "A" Players Improve?

Customer Centric Selling

Sales Tips: Can "A" Players Improve? By John Holland, Chief Content Officer, CustomerCentric Selling®. A common perception is that extraordinary salespeople don’t need and won’t benefit from learning new sales process approaches. I’d venture to say that in making decisions to implement sales process, most of the perceived and anticipated benefits would be realized by having B and C Players perform at higher levels.

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5 Sales Tips When You Only Have 5-minutes

Platinum Rules for Success

Have you ever run into one of your prospects, with only a few minutes to spare? Maybe you found yourselves in line together at the local coffee shop, during your morning commute. However it happens, these unexpected, brief run-ins can put even the most experienced sales pro on his/her heels. But face-time with a prospect, however limited, is invaluable and you may never get another chance.

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There are 2 Ways to Become Wealthy

Hyper-Connected Selling

The post There are 2 Ways to Become Wealthy appeared first on David J.P. Fisher.

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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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Clueless Party of 1…My First Year In Inside Sales Management

Factor 8

In 1998 I moved to Phoenix to take my first Inside Sales Management job at Insight (NYSE: NSIT). We resold technology to the Fortune 500. Mine was a new team […]. The post Clueless Party of 1…My First Year In Inside Sales Management appeared first on Factor 8.

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Lead Generation and the Use of “Pareto Thinking”

Jonathan Farrington

Use of “Pareto Thinking” is highly relevant and important when applied to sales people. For example, 20% of a sales person’s activities will create 80% of sales achieved, which has enormous consequences on how to optimize and manage lead generation activities. Generating leads is of course, an important sales activity that plants the seeds of […].

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Sales Enablement, Part 2: Everything That’s Wrong with Your Sales Process

Cincom Smart Selling

Raw data can be deceiving when looking at an organization’s sales processes. You never know if you have “all of the data” or if the data you have is truly representative of the optimization of a sales strategy at a given point in time. The fact is, raw data without context, relational understanding and specific parameters such as time, duration and sample size is just a page full of numbers that doesn’t provide visibility required to predict success or failure within the sales pipeline.

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The Evolving Landscape Of Sales Performance Metrics {Interactive}

SalesLoft

Sales today is chock-full of data. The motto “ you can only improve what you measure ,” has become a thread woven into the fabric of today’s sales software companies through sales performance metrics. Organizations are able to collect real user data and distill it down to tease out themes for your sales reps. Beautiful graphs suggest best times for engagement by phone, email, and social.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an