SBI Growth
AUGUST 4, 2016
Finding great sales talent isn’t hard. The real challenge is persuading the best talent to work for you. Assuming you have a good company culture, you’re respected in your industry, and your leadership team has a vision your employees can.
No More Cold Calling
AUGUST 4, 2016
How can we stay in touch without always being connected? I got blasted on social media. No, it wasn’t someone inviting me to connect and then blasting me with a sales pitch (my usual complaint about bad social media behavior). It was someone critiquing me because I write about social selling and the importance of sales reps staying in touch with prospects, clients, and colleagues, but I didn’t respond to his comment immediately.
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The Pipeline
AUGUST 4, 2016
Tibor Shanto – tibor.shanto@sellbetter.ca. We are all familiar with a gag reflex, a hypersensitive response to a stimulus, if you ever want a live demo, just offer me some fish. The hypersensitivity is generally a conditioned response, usually a result of previous experiences. The experience element is key for both prospects and sellers when it comes to Direct prospecting vs.
Understanding the Sales Force
AUGUST 4, 2016
During our very first conversation with a CEO, our talking path is determined by whether their company is analog or digital. Digital companies are typically on the cutting edge in their thinking and actions, their CEO's read content like this, are active on LinkedIn and Twitter, they know that selling has changed dramatically, they already have inside sales teams, playbooks, demo decks, sales enablement, online tools beyond CRM and in true digital fashion, they live by their KPI's which count th
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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.
Sales and Marketing Management
AUGUST 4, 2016
Issue Date: 2016-08-05. Author: Blair Symes, Director of Content Marketing, DialogTech. Teaser: Thanks to smartphones and click-to-call, consumers are responding to search, social, display and other digital ads and campaigns by calling businesses by the billions. These calls, while often the most lucrative type of conversion, are also the most difficult for marketers to measure and optimize.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Increase Sales
AUGUST 4, 2016
Yogi Berra said “If the world was perfect, it wouldn’t be.” For some this may be confusing, but for those in sales his observation may make perfect sense. How many times do we as salespeople think have the perfect sales script? How many times do we as salespeople think we have the prefect fact finding or discovery question? How many times do we as salespeople think we have perfected our sales process?
Hyper-Connected Selling
AUGUST 4, 2016
Are Millennials better or worse at interacting on a one-on-one basis because of the prevalence of technology in their lives? I’m not sure what the long-term effects of growing up in a world of computers and cellphones will be. However, watching high school and college students communicate leads me to believe that texting and digital communication have affected their “in-person” communication skills (but that is a completely unscientific observation).
Contact Monkey
AUGUST 4, 2016
Do you use Outlook to send out business communications? Are you still stuck in the stone age and using Word Mail Merge to send mass emails from Outlook? Did you know that you’re able to send and track mass emails to prospects, clients, and employees without them even knowing it? Plus now you can even create beautiful looking responsive HTML employee newsletters and send and track them from within Outlook, using Office 365, Outlook Desktop or Outlook for Mac.
Partners in Excellence
AUGUST 4, 2016
Leanne Hoagland-Smith wrote an outstanding post, The Ultimate Sales Goal Is Connecting With Customer Value Drivers, Not Creating Value! In the post, Leanne hits head on what too many sales people miss about value. We tend to think of value and value proposition in our terms. Instead, it’s the customer that defines value! For us to be effective in engaging the customer it’s critical to understand their value drivers, positioning our value in the context of what’s important to
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Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.
Engage Selling
AUGUST 4, 2016
There’s a very powerful difference between the sales teams that consistently hit and exceed their targets and the sales teams that – well, don’t. Let’s talk a little bit about the latter.
Customer Centric Selling
AUGUST 4, 2016
Sales Tips: Is It Time to Sharpen the Ax? By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®. As the result of our weekly Sales Thoughts and other published articles, we have the opportunity to speak with salespeople and sales leaders almost on a daily basis. We talk about their sales process and what they can do to make it more effective; how to conduct a territory prospecting planning session; etc.
Sales Result
AUGUST 4, 2016
Is complacency running rampant in your sales organization? Are your sales reps content with the status quo, perhaps they are forgetting things, making too many assumptions or missing opportunities? Are you seeing a shift from a “hunting” to a “farming” mentality on behalf of your reps, or have you hired “farmers” that you can’t seem to turn into “hunters”?
Mindtickle
AUGUST 4, 2016
According to a January 2012 study by the research firm IDC, the global mobile workforce will reach an impressive 1.3 billion workers (37% of the world’s working population) within the next 5 years. The exponential growth of remote teams in enterprises is inevitable in today’s global markets. The task of inculcating organizational culture, values and engaging new hires in employee orientation programs is a big challenge for HR leaders.
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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.
Mindtickle
AUGUST 4, 2016
According to a January 2012 study by the research firm IDC, the global mobile workforce will reach an impressive 1.3 billion workers (37% of the world’s working population) within the next 5 years. The exponential growth of remote teams in enterprises is inevitable in today’s global markets. The task of inculcating organizational culture, values and engaging new hires in employee orientation programs is a big challenge for HR leaders.
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