The Pipeline

JULY 28, 2014

'By Tibor Shanto - tibor.shanto@sellbetter.ca . The headline seems simple enough, I bet most a nodding with familiar approval, yet when you watch many sales people in action, you see them focusing much more on the How, not the Why. This is especially fatal early in the process, when they start they prospecting, be that a call, an e-mail, or a social outlet, leading with the How, then wondering why they are not having the traction they seek.

Decision Maker 310

Decision Maker Objections Margin Vendor 310

SBI Growth

JULY 28, 2014

'If I were to do a search on your name what would I find? Would I find industry accolades? Would you have a complete LinkedIn profile? Or would I see a picture of you doing a keg stand on vacation? Most sales leaders today aren’t thinking about their personal brand. What you do socially and at work has an impact on your career. If you don’t have a strong personal brand, you may not get promoted.

Networking 296

Networking Promotion Resources LinkedIn 296

Sales and Marketing Management

JULY 28, 2014

'Issue Date: 2014-07-28. Author: Nick Herinckx. Teaser: It’s a far too common scenario: You build the capability of your marketing department by hiring agency support, but then find yourself buckling under the weight of managing the agency. Aren’t agencies supposed to take things off of your plate? There are some common reasons workload tends to increase with agency support, but the good news is that you can structure your marketing department to improve agency results while regainin

Marketing 246

Marketing 246

Jeffrey Gitomer

JULY 28, 2014

'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Training 240

Training Sales 240

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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

The Sales Hunter

JULY 28, 2014

'Want to start the week off with some great momentum? Make sure you have an EASY goal you can achieve by about 10 a.m. Key to this is to set the goal some time over the weekend. If you can begin your week with an easy goal, it will be a boost to […].

Motivation 220

Motivation Video Selling Skills Sales 220

Anthony Cole Training

JULY 28, 2014

'Today, let’s talk about effective prospecting. At Anthony Cole Training, we have a program called The Rules and Gottas of Prospecting. I must honestly tell you that there is a fine line between a rule and a gotta and it gets a little fuzzy sometimes. But, that’s a whole other discussion. Today, I want to talk with you about 3 of the 5 rules that we cover in that session. 1) You don’t have to LIKE prospecting; you just have to do it. – I learned this rule from David Sandler.

Prospecting 199

Prospecting ACT eBook Up-Sell 199

Increase Sales

JULY 28, 2014

'Today is your lucky today. Your business Fairy Godmother granted you one marketing wish and only one to be made in the next 24hours. What would that wish be? Now before you answer, think carefully. This is an incredible opportunity and one not to be answered quickly or carelessly. Invest the time to think of the consequences of your wish. For example, do you wish to have thousands of unique visitors to your website?

Ideal Customer Profile 136

Ideal Customer Profile Lead Rank Marketing Sales Qualified Lead 136

Sales Training Connection

JULY 28, 2014

'MedTech sales. ORTHOKNOW asked Dick to prepare an article for its August issue on sales and understanding healthcare economics. In the article he discusses skills salespeople need to be successful including understanding changing customers, buying process, business environment and decision criteria. Regardless of the MedTech products you are selling, the points in this article certainly apply.

Pharmaceuticals 93

Pharmaceuticals Health Care Training Sales 93

Partners in Excellence

JULY 28, 2014

'As sales people, we’re used to being measured. We have pipeline metrics, quotas. We may have weekly call or meeting goals. We have prospecting goals, and on and on and on. Metrics are important to knowing how we are doing in achieving our goals. Some of those metrics are critical in evaluating performance or to our compensation plans. Every sales person understands how they are measured and are driven to achieve their goals.

Customer 91

Customer Compensation Retention Account 91

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Sales

Your Sales Management Guru

JULY 28, 2014

'Life Enrichment: Passion. During the weekend a friend asked me where I had been recently, when I mentioned that in July I had been in San Diego, Washington DC, Ft. Lauderdale and that I was leaving this week for Las Vegas he just shook his head and said: “I don’t know now how you do it! ”. On Saturday after working outside for almost 4 hours and then grocery shopping I started thinking about his comment-I seem to have a lot to juggle, as do many people but what keeps me on a fairly busy travel

Airlines 94

Airlines Hotels Travel Facebook 94

Leading Results Rambings

JULY 28, 2014

'A friend sent me this picture from the park Manitou Springs, Colorado. It proves that even municipalities can have a sense of humor in getting their message across. Does this help keep the park clean? I have no idea, but I would expect so. If nothing else, it makes the message more memorable, and memorable helps create action.

Marketing 87

Marketing 87

Customer Centric Selling

JULY 28, 2014

'Sales Tip: Understand the Value of Your Offering to Your Prospect. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. Image courtesy of MisterMong at FreeDigitalPhotos.net. “Do you understand the value of your offering to your prospect?” I had a client who sold a software application that enabled petroleum engineers to analyze seismic and geological data to make informed oil and gas exploration and drilling decisions.

Epiphany 61

Epiphany Prospecting Discount Engineering 61

Engage Selling

JULY 28, 2014

'Need strategies to help you defeat obstacles and connect with more decision makers? Check out our Sales Accelerator Program.

Decision Maker 48

Decision Maker Sales Strategy 48

Advertiser: ZoomInfo

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Cold Calling

Sales Evangelist

JULY 28, 2014

Let’s face it, as a seller sometimes we all fall into a rut or need an extra boost. Well, this is why I thought it would be great to bring Eveline Pierre on our show. Eveline is also known as the “Campaigner of Empowerment”. She is the author of a book entitled “The Secret to Winning […] The post TSE 061: Eveline Pierre, Empowering Sellers with The Secret to Winning Big!

Face-to-face 40

Face-to-face Campaigns Sales 40

Sales Gravy

JULY 28, 2014

Ken Thoreson, Acumen Management Group, Ltd. president, is a sales leadership professional who “operationalizes” sales management systems and processes to pull sales results out of the doldrums into the fresh zone of predictable revenue.

Sales Leadership 40

Sales Leadership Groups System Revenue 40

Jonathan Farrington

JULY 28, 2014

'The dichotomy facing sales leaders now is how they reconcile the fact that most corporations today provide less upfront training for their sales staff than in years past, yet attach increasing importance to staff development? This should not come as a surprise, because current stock market thinking provides a powerful disincentive for firms to invest in their people on an on-going basis.

Face-to-face 48

Face-to-face Sports Guarantee Education 48

Sales Gravy

JULY 28, 2014

Julie Hansen, the CEO of Performance Sales and Training, has helped salespeople all over the world gain a critical edge by applying the power of acting and the performing arts to sales presentations and other key customer interactions.

ACT 40

ACT Sales Training Customer 40

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Data

SugarCRM

JULY 28, 2014

'The post 3 Tips for Multichannel Audience Engagement appeared first on Salesfusion.

Marketing 45

Marketing Customer 45

SugarCRM

JULY 28, 2014

'The post Triggers and Drips and Nurtures – Oh My! appeared first on Salesfusion.

43

43

SugarCRM

JULY 28, 2014

'The post How Marketing Software Benefits Your Sales Team appeared first on Salesfusion.

Software 42

Software Software Benefit Lead Nurturing 42

SugarCRM

JULY 28, 2014

'The post What Does It Take to Offer a Great Customer Service Experience? appeared first on Salesfusion.

Customer Service 39

Customer Service Customer 39

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Sales Process