The Pipeline

NOVEMBER 7, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . I hear a lot of talk in sales about lying, not so much about how they may lie to win business, but in broader terms. We have all heard the use of “buyers are liars”, or its popular cousin “sellers are liars”. While there are probably liars in both camps, undoubtedly in the same proportion and distribution as in the general population, and likely less among successful sales people.

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Wireless Face-to-face Pipeline Distribution 303

No More Cold Calling

NOVEMBER 10, 2016

Don’t hide your B2B marketing talent. Credibility and trust—hard for salespeople to earn, but a slam-dunk for technical experts. Many companies only bring out their technicians to do demos. Big mistake. They can also be great for lead generation. According to the Edelman Trust Barometer, technical and academic experts and analysts in your company are more trusted than your CEO.

Lead Generation 266

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 266

The Sales Heretic

NOVEMBER 9, 2016

A lot of sales advice focuses on things you should be doing. But equally important to know are the things you shouldn’t be doing. Like what, you ask? Listen to my appearance on Breakthrough Radio with Michele Price. In this segment, I share six specific things you’re doing that are sabotaging your sales efforts. Cut [.].

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Segment Sales 257

MTD Sales Training

NOVEMBER 1, 2016

There are times when the customer simply wants to let off steam. Maybe the delivery you promised hasn’t arrived. Or some of the equipment has broken down. Or there’s simply too much pressure on the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Customer Customer Service 243

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

The Sales Hunter

NOVEMBER 8, 2016

A few weeks ago, I shared 10 mistakes you can’t afford to make if you use email to prospect, so it’s only right I share with you 10 things you need to do. These are from my new book, High-Profit Prospecting, which people are raving about and I believe you will too when you read […].

Prospecting 242

Prospecting Sales 242

The Pipeline

NOVEMBER 10, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . In the past I, have highlighted how many sellers are limiting if not sabotaging their opportunities while telephone prospecting. The main reason for that is that they are approaching things from a deficit, they are casting a small and porous net, one that only captures a small set of buyers, those with a defined need.

Objections 296

Objections Prospecting Cold Calling Account Based Marketing 296

Sales and Marketing Management

NOVEMBER 6, 2016

Issue Date: 2016-11-01. Author: Jill Konrath. Teaser: As a sales leader, increasing your team’s productivity is one of your biggest challenges. Growing revenue without adding salespeople can seem like an insurmountable task. However, there are a whole slew of actions you can take to give your reps more customer-facing time. As a sales leader, increasing your team’s productivity is one of your biggest challenges.

Face-to-face 204

Face-to-face Revenue Customer Sales 204

Score More Sales

NOVEMBER 9, 2016

The night before the 2016 Presidential election, Gary Vaynerchuk, business mogul, investor, author, and top keynote speaker gave a keynote at INBOUND. It was a coincidence that INBOUND, a large annual marketing conference - started on election day this year. By the time the keynote began at 6PM, voting had been going on all day. The stress level was high – so many people "knowing" their candidate would win and getting ready for a celebration later.

Inbound 204

Inbound Conference Marketing B2B 204

MTD Sales Training

NOVEMBER 3, 2016

How long have you worked in your industry? That’s your history, and for many people it’s all their history. In other words, they have just one or two perspectives on the world of work and business. I. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Industry 238

Industry Sales 238

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Sales

The Sales Hunter

NOVEMBER 11, 2016

This week all of us had a front-row seat watching leadership unfold in the US Presidential election. Through it all, I’m reminded of an old saying: “Humility in success, dignity in defeat.” As leaders we’re challenged to show respect to others in good times and bad, whether we’re on the winning or losing side. The best […].

Sales Leadership 224

Sales Leadership Sales Selling Skills 224

SBI Growth

NOVEMBER 8, 2016

On this week’s SBI Insider Video Podcast we discuss the topic of adopting agile learning inside of your sales force. B2B sales reps need to learn new skills faster to improve their sales results. Is adding agile learning enough? My colleague.

B2B 198

B2B Video Sales Strategy 198

Anthony Cole Training

NOVEMBER 9, 2016

When I was a youngster, I used to go hunting with my dad and my older brother, Ray. I never hunted with my younger brother, Michael, until just a few years ago. But Ray, Dad and I spent many weekday evenings and weekends in the woods.

Sales 169

Sales Prospecting 169

Sales and Marketing Management

NOVEMBER 10, 2016

Issue Date: 2016-11-11. Author: Michael Dermer. Teaser: How you take care of your employees tells more about your company and you as a leader than anything. Commitment to your people helps drive their commitment to the vision and creates ambassadors for your company, so when you or your company is criticized, they will defend you. How you take care of your employees tells more about your company and you as a leader than anything.

Company 174

Company 174

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In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

Data

Score More Sales

NOVEMBER 11, 2016

The classic question and answer in sales I remember about this time each year is: Q: What happens between Thanksgiving and New Year’s? A: Not much.

Motivation 185

Motivation Sales B2B Strategy 185

MTD Sales Training

NOVEMBER 8, 2016

Cold-calling has gotten a bad rap in many circles lately, mainly because of the fact the interruption caused to the prospect is seen as simply that…an un-called-for intrusion into their working. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Prospecting 214

Prospecting Cold Calling 214

The Sales Hunter

NOVEMBER 20, 2016

Make it a goal each day this week to reach out to a customer or prospect you haven’t talked with in quite awhile. Yes! Reach back to go forward. Build relationships that will strengthen your sales momentum as we near the end of the year and head into 2017. Check out the video to see […].

Video 212

Video Motivation Prospecting Sales 212

SBI Growth

NOVEMBER 10, 2016

Today’s topic is Brand Positioning. Joining us is Kay Kienast head of marketing at EVault, a division of Seagate. Kay was recently named one of the Top 10 Influential Woman in MarTech. Brand Positioning is about inspiring your customers and prospects to.

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Positioning Prospecting Marketing Customer 195

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

Retail

Bernadette McClelland

NOVEMBER 23, 2016

Much has been written about salespeople, especially those who are employees, speaking up, writing and curating on social channels such as LinkedIn. Speaking up in the sense of using their voice, sharing their thoughts, telling us their experiences, voicing their opinions or debating their point. Yet so many don’t. We ask why? as well as why not?

Case Study 215

Case Study Comparison LinkedIn Policies 215

Sales and Marketing Management

NOVEMBER 3, 2016

Issue Date: 2016-11-04. Author: Stephanie Chung. Teaser: To succeed in high-ticket selling, you must be able to communicate the right way with buyers looking to make a big investment. Here are five "musts" for success in the world of high-priced, complex sales. To succeed in high-ticket selling, you must be able to communicate the right way with buyers looking to make a big investment.

Buyer 166

Buyer Sales 166

Increase Sales

NOVEMBER 9, 2016

Life is hard. Sales is hard. A clip from a Sylvester Stallone movie sums up what we must do: Credit www.PicJumbo.com. Keep moving forward. How often do we stop being who we are because we are unhappy with our results? How often do we look to blame others for our inability to move forward? How often are beaten down to our knees thinking we can never get up?

Facebook 171

Facebook Course Sales 171

Score More Sales

NOVEMBER 15, 2016

Recently I had the opportunity to talk about how challenging and complex modern sales has become for both the sales rep and his or her customers with three true sales experts:

Opportunity 139

Opportunity Sales Customer B2B 139

Speaker: Lynnette Khalfani-Cox, The Money Coach®

Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?

Marketing

The Sales Hunter

NOVEMBER 6, 2016

Do you know what great salespeople do? They set goals they can exceed. As we are nearing the end of 2016 and looking ahead to 2017, I challenge you to embrace what it means to set big goals and achieve big success. Check out the below video to see what I mean: Copyright 2016, Mark […].

Video 148

Video Motivation Sales Sales Goal 148

SBI Growth

NOVEMBER 9, 2016

SBI recently spoke with Leo Tucker, the Chief Marketing Officer at PGi. Leo leads a b2b marketing and sales enablement team. PGi is the world’s largest provider of collaboration software and services to business, hosting millions of users collaborating each day. Today’s.

B2B 195

B2B Demand Generation Agencies Software Software 195

Bernadette McClelland

NOVEMBER 21, 2016

‘The reason most salespeople don’t last here’, he said, ‘is because they can’t, or won’t, ask for help’. I get it! And I agree with the sales leader that uttered those words because I have been guilty of not asking for help because of the meaning I put on it… ‘they will think I don’t know what I’m doing’ which would equate to ‘I am not good enough to be in this role’ I also am witness to that behaviour when I begin to work with sales teams or sales

Lead Rank 260

Lead Rank Lead Scoring Buyer Territories 260

Sales and Marketing Management

NOVEMBER 24, 2016

Issue Date: 2016-11-01. Author: Tim Riesterer, Chief Strategy Officer, Corporate Visions. Teaser: Sales discussions and training are frequently focused on gaining new business. What happens if you're on the inside and need to convince existing customers not to challenge the staus quo? Find out why "stay put" messages must differ from "why change" ones.

Training 149

Training Strategy Customer Sales 149

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Account Based Marketing

Increase Sales

NOVEMBER 12, 2016

People buy from people they know and trust. Your sustainable sales success can be directly traced back to how much people trust you. Expertise is one of the crucial factors that works to build that trust. Some industries such as real estate, financial and healthcare require continuing education units to ensure their members have a high degree of competence.

Real Estate 156

Real Estate Journal Loyalty Facebook 156

The Sales Heretic

NOVEMBER 29, 2016

Everyone loses a sale now and again. It’s the nature of selling. Heck, in my career I’ve lost more sales than I can count. But the way you react to losing a sale impacts how well you do on your next sales opportunity. And all your future opportunities. With that in mind, here are eleven [.].

Opportunity 195

Opportunity Sales Closing 195

No More Cold Calling

NOVEMBER 29, 2016

Here’s what you might have missed from No More Cold Calling this month. Are you fully booked for Q1? Closing the sales year with a bang is nice, but if you’re not already getting a jump-start on business development for 2017, you’re running behind. The last quarter of the year is 25 percent about closing business for this year and 75 percent about building a robust pipeline for next year.

Referrals 171

Referrals Cold Calling Lead Generation Social Media 171