Sales and Marketing Management
SEPTEMBER 12, 2016
Issue Date: 2016-09-13. Author: Mike Scher. Teaser: It takes an average of nine calls to reach a cold prospect for the first time. Many salespeople don't have that type of persistence. Here are four tips to secure an initial conversation and stop leaving new business on the table. It takes an average of nine calls to reach a cold prospect for the first time.
Understanding the Sales Force
SEPTEMBER 12, 2016
The timing on these two events could not have been more perfect! Both occurred last week and I wanted to share them with you today. First came Dan McDade's article - the first of three parts - on whether cold calling is dead. He asked a number of sales experts to weight in and articulate whether it is truth or a lie. It was very well done and you'll want to read it.
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Sales and Marketing Management
SEPTEMBER 12, 2016
Issue Date: 2016-09-01. Author: Paul Nolan. Teaser: Effective team building has a definitive purpose and delivers a takeaway. It steers clear of anything that could be categorized as “forced fun.” Too many companies are still figuring this out. Effective team building has a definitive purpose and delivers a takeaway. It steers clear of anything that could be categorized as “forced fun.
Increase Sales
SEPTEMBER 12, 2016
When meeting with a new sales lead, we as salespeople must be extremely careful about our sales behaviors. How we interact with the potential ideal customer is the first step in building trust and demonstrating our knowledge. Credit www.funnysalescartoons.com. Cliche Rapport Building. Your sales leads are busy people just like you. Wasting their time with cliche rapport building questions or comments does not strengthen the trust and knowledge factors.
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.
SBI Growth
SEPTEMBER 12, 2016
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
SEPTEMBER 12, 2016
I was just talking to an outstanding Vice President of Sales. The solutions his company develops address very complex issues in “manufacturing.” (I’m using that as a surrogate for what he is really doing.) It’s a complex sale. It’s an early stage company, they are starting to have great success and are closing some very large, intriguing deals.
Your Sales Management Guru
SEPTEMBER 12, 2016
The Only Sales Guide You’ll Ever Need! -a book review. It must be book time! And what a perfect time to up the performance of your entire sales organization. Anthony Iannarino has brought together the ideal sales guide and without question this book qualifies for the Acumen Sales Book Club. It is a must read because it covers the essentials of what top performers already know and do.
Engage Selling
SEPTEMBER 12, 2016
The scarcest resource for sales professionals at every level is time.
Sales Evangelist
SEPTEMBER 12, 2016
Brains is not everything. Knowledge is not the be all and end all. You have got to have some grit. Today, I’m sharing with you how you can hustle out there. Some people are just so successful in what they do and you see them just doing well at it. You’d probably think their smartness […] The post TSE 397: Hard Work & Passion Will BEAT Brains Any Day!
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Sales Gravy
SEPTEMBER 12, 2016
Always close your message with YOUR proposed next step and a call to action. “John, I’ll follow up with a call on Thursday. If you want to connect about this sooner, you may reach me at … email and phone.” This tells John three important facts.
DiscoverOrg Sales
SEPTEMBER 12, 2016
At DiscoverOrg, we’re a bunch of self-proclaimed gluttons for learning. That’s why a while back, we presented our top five books and blogs for inside sales folks. While we love a good page-turner, we know that salespeople are busy. The work is demanding and there’s nothing more satisfying than going home at the end of the day to relax with the fam. Squeezing business books into that time is tough.
The Pipeline
SEPTEMBER 12, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . While it may not always seem that way, sales is not that complicated, notwithstanding what pundits and also rans will tell you. That’s not to say it is easy to execute, and we all know that success in sales is all about execution, everything else is just talk, but in terms of complexity, not that much.
SalesLoft
SEPTEMBER 12, 2016
With only 15 selling days left in the quarter, keyboards are on fire, phones are abuzz, and reps are flying through their cadences, leaving no proverbial stone unturned. But with all of the hustle of an olympic hopeful, it’s easy to lunge into new prospecting plights with the same old sales habits. In a conversation with my dad a few weeks back, I was reminded of a phrase that motivated me to think beyond this crutch: Don’t be attached to a mistake just because it took you a long time to make it
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.
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