October, 2016

Trending Sources

3 Proven Ways to Find, Reach and Engage Multiple Influencers and Decision Makers

Pipeliner

Are you talking to all the key stakeholders in a buying decision? Do the decision makers and influencers want to talk to you? Or do they run from you? The importance of identifying and understanding the roles of all the players, uncovering the real decision makers and influencers, and engaging with them strategically cannot be […]. Sales Process Management

Think Robots Will Replace B2B Sales Reps?

No More Cold Calling

Buyer 2.0 needs us more than ever. Eliot Burdett, CEO of Peak Sales Recruiting, explains why in this month’s guest post. Have B2B sales reps gone the way of CD players, the Rolodex, and analog radio—replaced by technology that gets the job done faster and better? Not so long ago clients looked to salespeople for information about our companies and products. Not so. Moreover, the U.S.

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Salespeople Have a Higher Meaning

Increase Sales

This past week I attended a “Power Breakfast” sponsored by Pipeliner CRM where the CEO Nikolaus Kimla made the following statement: “Salespeople have a higher meaning.” ” Kimla was discussing how those in sales have been viewed less than positively when being compared to other professions such as doctors, lawyers, etc. ” His two statements gave me pause.

Six Signs It’s Time to Quit: How to Know When to Move On

The Productivity Pro

“I have looked in the mirror every morning and asked myself: ‘If today were the last day of my life, would I want to do what I am about to do today?’ ’ And whenever the answer has been ‘No’ for too many days in a row, I know I need to change something.”—Steve ”—Steve Jobs, co-founder of Apple Computers. Quitters never win. Winners never quit.

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

More Trending

5 Questions to Guarantee Qualified Lead Generation

No More Cold Calling

Are your sales reps having trouble closing? The problem might be a lack of qualified leads. “ We chose someone else.” ” “We’re staying with our current vendor.” ” “We’re not adding any new solutions this year.” ” We’ve all heard those words. Devastating. What happened? Now what should sales reps do? Don’t Get Stuck on Hold.

Do You Truly Love Sales?

Increase Sales

Everyone is in sales. Mothers sell eating healthy to their children. Teachers sell learning to their students. Business owners sell their vision to their customers both internal and external. Sales people sell their products and services to potential customers. A recent survey indicated that the number one open position within the United States business arena is sales. Is selling easy?

Six Ways to Nag Without Seeming To: How to Make Sure Your Work Process Keeps Flowing

The Productivity Pro

“I never say ‘nagging.’ ’ I think that ‘nagging’ is a term that men created to get women to pipe down some. But it’s a trap that we’ve created…Nagging means to stop asking me questions.” ” – Steve Harvey, American comedian and actor. Nagging doesn’t really work well, in or out of the office—not when people see it for what it is.

The #1 Key to Making Sales Forecasts Accurate Again

Understanding the Sales Force

What is they key to accurate sales forecasts? Sure, it's all of the things I've written about before, like sales process, uncovering compelling reasons to buy, selling value, thoroughly qualifying, etc. But haven't you witnessed more than enough opportunities where all of that was completed at an acceptable level and the business still failed to close? So what is it?

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

Customer Follow-up Improves With Automation

Fill the Funnel

Why is customer follow-up important? It’s not enough to get your customer to buy. You need to keep them buying by building a long-term relationships. One key to doing this effectively is to offer sincere, timely follow-up customer service. Smart business people spend a great deal of time, work and effort on effective customer follow-up, and this is why automation can help. An Email Course.

The Three-Step Formula For Sales Management Success

Pipeliner

When I speak with them behind closed doors, many sales managers tell me they feel overwhelmed and underpowered. Even though they are competent, intelligent, well-educated and have the drive to make things happen, they’re often frustrated by the real amount of impact they can really make on their team’s performance. When I ask them why […].

6 Simple Ways a Referral Program Eradicates Top Sales Challenges

No More Cold Calling

Are your sales reps wasting time prospecting? You’re a sales leader accountable for increasing revenue, while at the same time managing your profit margins. If you’re fairly new to your company, your sales reps are a mixed bag of talent. However, a few critical sales challenges still remain. Difficult competitive differentiation (41.3%). Sell cycle too long (32.1%). In 2015, 43.6 percent.

Every Day Remember You Do What You Are

Increase Sales

Action is what people see and what you see. In the movie Along Came a Spider , Dr. Alex Cross makes this statement “You do what you are.” ” Your doing is what counts; it is what others see. If you are not making those sales calls, then that suggests you are not committed to increasing sales to actually being afraid of rejection, failure. You can learn to be: Better communicator.

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

How Do You Sell to a Millennial B2B Decision-Maker?

Anthony Cole Training

A Guest Post by Salesloft.com. How to Sell selling to millennials how to sell to millennials B2B marketing

Is it Your Salespeople or Did You Make a Bad Decision?

Understanding the Sales Force

Consider buying a car that had an insanely cheap price, with every option you could imagine, as well as options that you never thought you could use. But, you can't drive it until you hire an after market specialist to install instrumentation on the dashboard, a steering wheel, brakes, and gas pedal in the driver's area. You can't trade it in, and now you're stuck with it.

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Possible To Automate Content Creation?

Fill the Funnel

You can automate nearly any aspect of your business. Once you get started looking at automation options, it’s pretty incredible what you can do. But there’s one area of marketing that’s essential and usually time consuming – content creation. Can you automate content creation? Is it wise to do so? The simple answer is, “Yes.” Generating Ideas. Typing.

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What Makes a Great Salesman?

Pipeliner

Today’s sales world is so incredibly different than it was 15 years ago, or even 5. Today’s salesperson works in an extremely complicated business management environment with tools like the Cloud, laptop computers that weigh a pound, iPad’s that allow you to connect anywhere at any time of the day or night. You can […]. The post What Makes a Great Salesman? For Sales Pros Sales Strategies

3 Secrets to Success from John Wooden

Your Sales Management Guru

Three Secrets to Success from John Wooden. . Last week I was in Chicago keynoting an international association’s sales conference, in preparation I had been making notes and clipping interesting ideas from a variety of sources, one of them was Success magazine. The specific article covered a young coach, Dale Brown meeting with John Wooden, the Hall of Fame UCLA basketball. Ken@AcumenMgmt.com.

Please Be Careful if You Call Yourself a Salesperson

Increase Sales

One of the lessons I have recently relearned is there are a lot of people who believe they are salespeople. For me, a salesperson actively works to sell something be it a product, service or a combination of products and services. He or she does not rely on others to sell his or her solutions. For anyone to actively sell something, he or she must know what he or she is selling.

4 Quick Tips On Increasing Your Longevity In Sales

MTD Sales Training

The average life expectancy of a multinational organisation is approximately 40-50 years. So says Arie De Geus in his book ‘The Living Company’ (Boston, Harvard Business Press). He based this premise. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Sales Tips improving sales success

What it Takes to be an Elite (Top 7%) Salesperson

Understanding the Sales Force

Last week I received a call from a young, motivated salesperson - we'll call him Jim - who desperately wanted to be one of the elite 7% of all salespeople. Despite being just 26 years old, he believed that he was already in the top 7%. During our call, he asked me a great question. He asked, "How many of the top 7% have you actually met and where are they today?"

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Sales 89

#1 Reason You Need To Automate Your Marketing

Fill the Funnel

Marketing automation is essential for every business. It’s not just a nice thing that adds to your productivity; it’s absolutely necessary and there’s one simple reason for that – It takes over routine menial tasks for you so that you can focus your time and energy on more important things. In other words, it’s “thinking” work. All Rights Reserved.

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4 Must Have Strategies to Get You in the Door

Pipeliner

This question has to rank among the top five most commonly asked questions from business development professionals. No matter whether I am doing a keynote, workshop or one-on-one coaching, if I am speaking about business development the question of how to “get in the door” always comes up. Now this question is asked in a […]. Sales Strategies

Making Brainstorming Work

Mukesh Gupta

One of the most important skill that businesses need to develop is their ability to continuously innovate and stay ahead of their competition. One of the meta skills that organisations will need to develop if they are to flex their innovation muscle is the ability to do great brainstorming sessions. Before, I share my views on this topic, pls take a few minutes to actually watch the video below.

Sustainable Sales Success - Tip #11 Follow-Up

Increase Sales

Simply speaking without follow-up, sales success will not happen. To expect to earn the sale on the first meeting is rare especially in the B2B marketplace. What is even worse, is the lack of follow-up by salespeople. Hubspot shared these two damning sales prospecting or sales statistics: 44% of salespeople give up after one follow-up. 80% of sales require five follow-ups. Share on Facebook.

3 Small Components That Will Elevate Your Sales Success

MTD Sales Training

I came across a great quote the other day from Jeff Gitomer, the proficient sales writer from the States. He said that ‘Great salespeople aren’t born or made; they evolve over time based on their. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Sales Tips

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Sales 62

Most Salespeople Are Wrong about the Concept of Being Willing to Walk

Understanding the Sales Force

At some point in most training programs we talk about being willing to walk away. In addition to being part of a Kurlan led sales training program, the willingness to walk away is a major focus of any training program on negotiation as well. But most people in sales don't really understand the concept of being willing to walk, how it plays out, and what to do when you get there.

7 Tips For Automating Your Email Marketing

Fill the Funnel

Email marketing is an area of marketing in which automation is completely essential. You simply can’t do email marketing effectively without some version of an autoresponder program, which automates subscriptions, list organization and message broadcasts. Here are 7 essential tips for automating your email marketing for the best results possible. both are affiliate links). Test Your Messages.

Five Keys to Successful CRM Adoption

Pipeliner

You’ve heard a thousand stories about the necessity of CRM software. You’ve also heard stories of how it fails. Adopting a CRM can be a game-changer when it comes to connecting with your customers. Among the benefits are the ability to anticipate your clients’ needs, communicate on their terms, and workflow automations that help your […]. All About CRM

Sales training – managing a conundrum

Sales Training Connection

Sales training. Here’s the conundrum … You have a 250 person sales team. You are a new, first time Sales Training Director. You replaced a sales manager who did no sales training for a long time. To add urgency, revenue numbers have been stagnant for too long. The VP of Sales now feels that sales training is definitely needed and it needs to be done in short order. Context. Lots of options.

Please Let's Stop Selling Buggy Whips

Increase Sales

Yes I know buggy whips have not actually been sold in mass quantities for over 100 years. However there are some industries that need to stop selling their old business models and sales models. These are today’s buggy whips. Beyond newspapers, one of the industries that is starting changing is residential real estate. More and more homeowners are becoming educated thanks to the Internet.

Review of The Only Sales Guide You’ll Ever Need by Anthony Iannarino

Score More Sales

Anthony Iannarino is a very disciplined guy. For five years he woke up at 5AM every day (maybe 7AM on weekends) and wrote, which is why he has such a large body of work on his blog, The Sales Blog. I am quick to recommend it to sales reps and leaders who want to learn and grow. Anthony is also a top sales speaker, podcaster (In the Arena) and now author of The Only Sales Guide You’ll Ever Need.

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Sales 86