The Pipeline
AUGUST 29, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . If you read this blog regularly (and why wouldn’t you), you know that I put a lot of emphasis on understanding and selling to a prospect’s Objectives, a much better area of focus than pains or needs. One of the positive elements of Objectives is that they are generally long term, and they continuously evolve.
Score More Sales
AUGUST 29, 2016
The year 2002 seems like such a long time ago, yet with memories etched in my brain forever it seems like yesterday. In 2001 we were all rocked by 9/11 – a horrific time in Boston that I’ll never forget. A month and a half later, I left my corporate job as Director of Education for a SaaS company and did contract work until launching Score More Sales in early 2002.
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No More Cold Calling
AUGUST 29, 2016
Here’s what you might have missed from No More Cold Calling this month. Were you as amazed as I was at the will, focus, fortitude, and dedication of the 2016 Olympic athletes? What if we could apply those same traits to our sales careers? Take, for example, Michael Phelps, who’s won 23 gold medals for the U.S. This picture from the 200-meter butterfly semifinals says it all.
Increase Sales
AUGUST 29, 2016
Remember the ad campaign “Got milk?” Maybe for those business, we should embrace “Got sales courage?” Monday is the first day of the work week and the weekly routine starts again. Make phone calls to sales leads, leave voice mails and send emails. Do not receive returned calls, do not receive new calls and do not receive returned emails.
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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.
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Close
AUGUST 29, 2016
Hiring is a tough nut to crack. The amount of dilly-dalliers that hide behind good looks and quick wit is impressive. So how do you weed out bad candidates?
Partners in Excellence
AUGUST 29, 2016
We often talk about relationships in sales, saying relationships matter. There are all sorts of phrases like, “people buy from people,” which ascribe the importance of building relationships with our customers. Yet, it seems that too much of how we actually manage the customer engagement life cycle seems to ignore the importance of developing relationships with our customers.
Customer Centric Selling
AUGUST 29, 2016
Sales Tips: Got -to-Have vs. Nice-to-Have. By John Holland, Chief Content Officer, CustomerCentric Selling®. In previous posts, I’ve referenced Rita Gunther McGrath, a professor at Columbia University, who authored The End of Competitive Advantage. In this book she references shrinking product life and development cycles and makes a strong case that vendors no longer enjoy sustainable competitive product advantages.
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Klozers
AUGUST 29, 2016
A common challenge for many B2B Sales People is negotiating money and budgets with prospects or clients. Indeed often times Sales People struggle to even discuss money in the early stages of a sales enquiry, let alone in a boardroom with Senior Level Executives. This discomfort around money is neither healthy or a productive recipe for successful selling, and in some cases can ruin sales careers.
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