The Pipeline

FEBRUARY 6, 2017

By Tibor Shanto – tibor.shanto@sellbetter.ca . I recently had a conversation with a VP of sales who asked me what I thought of social selling. Not sure where he stood on the topic, I shared my view that for me selling is selling, I don’t have the need like many marketers, to categorize or qualify things. As a longtime proponent of the movement to unhyphenate sales, I have felt that tagging a label on sales, be that Solution Selling, Consultative Selling, Sales 2.0 or Social selling, were jus

Revenue 187

Revenue Social Selling Sales Qualified Lead Social Media 187

Mr. Inside Sales

FEBRUARY 6, 2017

Can you become a top sales producer? We all know who the top sales producers are. Every company has them. If you look at all the producers in your company, I’m sure they are ranked in production from top to bottom. If your company is like most, there are probably even monthly or quarterly bonuses for the top revenue earners. Sales reps often ask me if I think they have what it takes to become a top sales producer, and I always answer that question with another question.

Exercises 122

Exercises Conference Engineering Software 122

MTD Sales Training

FEBRUARY 6, 2017

Most salespeople are set sales targets. These are usually expressed in terms of turnover, market share, profitability, number of new accounts and renewal of existing contracts and so on. The problem with being in sales is that everything we do is measured and if we are underperforming we are vulnerable. It’s not our sales manager’s fault. He or she is also measured on results and are equally vulnerable if the results of the team aren’t good.

Cold Calling 120

Cold Calling Fashion Referrals Negotiation 120

SBI Growth

FEBRUARY 6, 2017

Hiring 189

Hiring Sales How To Sales Enablement 189

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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 Cycle

Fill the Funnel

FEBRUARY 6, 2017

Sales questions can make all the difference in your results. Want to make more sales this year? Good! Then you must practice the art of listening more. Why? Because nobody really wants to talk to a chatty salesperson. They are annoying. They can go on and on about their product and what’s special about it […]. The post 100 Sales Questions to Understand Your Prospects’ Pain appeared first on Fill the Funnel.

Prospecting 91

Prospecting Top of Funnel Funnel Sales 91

SalesEngine

FEBRUARY 6, 2017

Sales revenue is one of the most important factors in determining the success and progress of a company. With this in mind, it’s extremely important to develop a strategic plan for propelling your business forward. A successful sales strategy requires a lot of thought, commitment, and hard work, but is well worth the time. Here is a simple five-step process for creating a winning sales strategy: Conduct a SWOT Analysis.

Strategy 70

Strategy Guidelines Analysis Exercises 70

Your Sales Management Guru

FEBRUARY 6, 2017

It’s time to Recruit-not necessarily to hire. A Super Bowl Lesson. After 8 days and 6 different cities I hope to make sure this message is clear-it’s been a busy week! I missed last week’s blog because of some of that travel but I also wanted to make sure everyone had time to consider the blog on sales compensation planning for 2017-it’s a critical component for building a high performance and self managed sales team.

Hiring 53

Hiring Lead Rank Lead Scoring Exercises 53

Cincom Smart Selling

FEBRUARY 6, 2017

Last week we took a look at specific things that could be measured to establish data points for an ROI analysis of CPQ software. This week we’re going to look beyond the numbers at some of the less-tangible, but nonetheless real advantages to implementing CPQ solutions. CPQ Solutions and Customer Satisfaction. Customer satisfaction is important to almost any business.

ROI 54

ROI Proposal Software Software 54

Sales Result

FEBRUARY 6, 2017

As a sales consulting company selling business-to-business (B2B) solutions, we use B2B strategy for ourselves and for our clients. One problem that we see with many new clients is that they don’t have a strong segmentation strategy.

Segment 43

Segment B2B Marketing Strategy 43

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Sales

OnePageCRM

FEBRUARY 6, 2017

Estimated reading time: 23 minutes. $563,500. That’s the cost of a sales rep mis-hire, according to research by Dr. Brad Smart of Topgrading Inc., a firm that helps companies assess sales candidates. “Based on our studies, the average cost of a mis-hire can be six times base salary for a sales rep, 15 times base salary for a manager, and as much as 27 times base salary for an executive.

Hiring 52

Hiring Lead Rank Lead Scoring Sales Qualified Lead 52

Hyper-Connected Selling

FEBRUARY 6, 2017

How we did things 20 years ago – no website, no email, just a phone # for info. Just before the new year I got to revisit my past. My friend Rob and I went to a ska show, something that I spent a lot of time doing, oh, about 20 years ago. Mustard Plug, a stalwart Michigan band from back in the day, was on their 25th-Anniversay tour and stopped in Chicago.

ACT 40

ACT Facebook Consumer Tools 40

BrainShark

FEBRUARY 6, 2017

Training 79

Training How To Sales 79

Increase Sales

FEBRUARY 6, 2017

Once again, we witnessed how the underdog, the team, the individual never gave up. This “never give up” attitude is also embedded within great salespeople. Credit www.gratisography.com. 2016 was and 2017 appears to be years where the can do attitude, never give up attitude will triumph over the can’t do one. Henry Ford is quoted as saying: “Whether you think you can or you think you cannot, either way you will be right.” .

Motivation 80

Motivation Facebook Closing How To 80

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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.

Cold Calling