The Pipeline

MAY 16, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . I have always said that success in sales is all about Execution – Everything else is just talk! And there is no shortage of talk in sales, believe me people in sales, and people around sales, the pundits, can talk some s**t, not only is it funny and amusing (or sad) at times. People seem to go out of their way to mangle the language and meaning of words, and by extension the quality of their execution and sales success.

Resources 180

Resources Outbound Sales Buyer 180

Increase Sales

MAY 16, 2016

Have you ever thought that selling is difficult? Did you wonder why during a sales conversation your sales lead appeared to be off in La La Land? Well, there is research to confirm you just might be right. Microsoft conducted research about the attention span of people. From past research, Microsoft determined the attention span for people was 12 seconds.

Microsoft 100

Microsoft Lead Rank Lead Scoring Research 100

A Sales Guy

MAY 16, 2016

“…be deliberate in the type of leader you want to be…” There are 5 types of sales leaders: The supporter. The fixer. The “Ah you can do it” The enabler. And The a **e. The supporter is a players coach. They are advocates of the team, doing everything they can to support the team for success. Supporters are popular, the downside is they don’t like to challenge sales people.

Call-back 65

Call-back Coaching Sales Account 65

Close

MAY 16, 2016

If you’ve ever had a call or a meeting with me, then you scheduled it through my awesome assistant, Mary. She keeps my calendar running smoothly and follows up with folks right on time. She’s so organized and professional that some people don’t even think she’s human.

Sales Process 52

Sales Process Follow-up Meeting Sales 52

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.

Sales Cycle

A Sales Guy

MAY 16, 2016

Look at all the sales tools on in this graphic. It’s frickin’ crazy. We are being barraged and overwhelmed with more sales tools than we know what to do with. What’s even crazier is I recognized there are a number of tools that aren’t even on this list. Which means that in spite of the craziness of this graphic there are many more tools not listed here.

How To 63

How To Sales Tools Tools Sales Enablement 63

Partners in Excellence

MAY 16, 2016

Do you want your sales people defining your business strategy? As good as they are, do you really want your brand new SDR’s, or your account managers, or even your very top performers defining your business customer and growth strategy? Do you want your bottom performers doing the same? I don’t think any top business executive or sales executive wants the sales people to be setting the strategic direction and growth priorities for the organization, yet too often, by lack of attention

Strategy 48

Strategy Buyer Persona Enterprise Enterprise 48

Engage Selling

MAY 16, 2016

I checked into the Marriott River Walk in San Antonio last month and found this on my bed pillow. Smart and creative branding for both companies. Bravo!

Sales 48

Sales Company 48

Tom Hopkins

MAY 16, 2016

Even though you may have won a yes from your buyer, it’s important to continue to earn the right to more yeses. People buy from sales pros they trust. Once trust is established and the buyer is satisfied with their purchase (becoming a happy client), it’s time to get some referred leads. You begin this […]. The post Earn the Right to More Yeses appeared first on How to Selling Skills.

Selling Skills 44

Selling Skills Buyer Relationals Leads 44

Klozers

MAY 16, 2016

Sometimes it can be difficult to demonstrate value selling in your product or service, and this problem can result in sales people continually being beaten up on price. If your product or service is becoming commoditised there will always be someone who decides to sell on price alone. Needless to say this is never a wise move, so we have compiled a list of ways that everyone can use to demonstrate value selling to your prospects and your customers.

Hotels 24

Hotels ROI Webinar Metrics Case Study 24

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