The Pipeline

SEPTEMBER 22, 2016

The Pipeline Guest Post – Megan Totka. Marketing, advertising, and finding innovative ways to promote your business are all part of a strategy to acquire new customers. If you don’t market, you probably won’t gain much more business – and new customers and more sales are something every business needs. In a traditional sense, there are lots of ways to advertise your business, and you probably feel like you are doing all of these regularly.

Promotion 245

Promotion Small Business Small Business Social Media 245

No More Cold Calling

SEPTEMBER 22, 2016

You can’t make a living off future promises. It’s tough to shut up. We’re salespeople. We get paid to talk up our solutions. But we must also sell them. We’ve all made this prospecting mistake: The customer told us her challenges. She described in wrenching detail what consistently goes wrong and how these problems are affecting her business.

Prospecting 239

Prospecting Decision Maker Face-to-face Cold Calling 239

The Sales Heretic

SEPTEMBER 20, 2016

While buying something new can be exciting, it can also be scary. And as salespeople, we can get so caught up in the excitement part, we forget just how scared our prospects can be. And that’s dangerous for us. Because if a prospect is too scared, they won’t buy. What exactly are buyers afraid of? [.].

Buyer 227

Buyer Exact Prospecting Objections 227

DiscoverOrg Sales

SEPTEMBER 20, 2016

Sales development is now the need-to-know skill set for growth and enterprise companies. Teams focused in this area are tasked with the front-line communication required to open the eyes of prospects to the pain-point solving their product offers. Moreover, 72% of SDR teams are moving to an account-based approach of targeting prospects. Success depends on their ability to communicate effectively with a variety of decision makers.

Top of Funnel 222

Top of Funnel Scale Decision Maker Enterprise 222

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 Pipeline

SEPTEMBER 19, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . Regardless of what some might tell you, there are elements of sales that are quite organic, and as a result there are lessons we can take from nature. One is that not all things that lead to real value start smoothly or simply, but as the process unfolds, the end result can be both a thing of beauty and value.

Prospecting 234

Prospecting Cold Calling Face-to-face Lead Rank 234

Understanding the Sales Force

SEPTEMBER 22, 2016

You won't have to read much in today's post because I included most of it in a short video. This is a story about a salesperson who reacted extremely badly to some great training tips and disrupted the training. His thinking is so representative of salespeople that struggle, and is the kind of thinking which, if shared with others, could derail an entire sales force!

Training 198

Training Video Sales 198

The Sales Hunter

SEPTEMBER 20, 2016

Is your social media effort really making a difference? Recently, I discussed with Jack Kosakowski of the Creation Agency the problem too many people are making when it comes to social media. Social media without social connection is social stupidity! In my new book, High-Profit Prospecting, I talk about social media and how it […].

Social Media 189

Social Media Media Prospecting Selling Skills 189

Sales and Marketing Management

SEPTEMBER 19, 2016

Issue Date: 2016-09-19. Author: Jerry W. Thomas. Teaser: Marketing decisions based on knowns – truth, facts and evidence – are far more likely to succeed than those based on hopes, wishes and mythology. Let's look at some word pairs once used to describe military strategy and see how they relate to marketing tactics. Marketing decisions based on knowns – truth, facts and evidence – are far more likely to succeed than those based on hopes, wishes and mythology.

Relationals 179

Relationals Strategy Marketing 179

SBI Growth

SEPTEMBER 17, 2016

How well do you understand your competitors? All markets have competition, but do you understand the best way to win? Listen as my colleague, George de los Reyes, Principal at SBI, and I discuss how to increase revenue growth by.

Competition 188

Competition Revenue Marketing How To 188

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Sales

Understanding the Sales Force

SEPTEMBER 23, 2016

Yesterday I posted a very short article/video where I discussed one salesperson's reaction to a great sales role play. I received a number of emails telling me how helpful the video, story and lessons were. I was also asked a number of questions and was even contacted by that salesperson's VP of Sales. The Sales VP learned a lot from that interchange and replay as well, and suggested that EQ, or emotional intelligence could have been a factor in what happened.

Video 194

Video Prospecting Sales Sales Process 194

The Sales Hunter

SEPTEMBER 20, 2016

Prospects aren’t worth anything until they become a customer. There’s nothing worse than having prospects who never become a customer. In my new book, High-Profit Prospecting, I discuss this issue and share 6 things you need to remember if you want to turn a prospect into a customer: 1. Never provide the prospect with enough […].

Prospecting 177

Prospecting Customer Selling Skills Sales 177

Sales and Marketing Management

SEPTEMBER 22, 2016

Issue Date: 2016-09-01. Author: Anthony Iannarino. Teaser: Be persistent and stay engaged with the prospects no matter what. The successful salesperson knows the game is always on. A situation is only unrecoverable when you walk away, when you give up. Be persistent and stay engaged with the prospects no matter what. The successful salesperson knows the game is always on.

Prospecting 166

Prospecting 166

SBI Growth

SEPTEMBER 20, 2016

On this week’s SBI Insider Video Podcast, we tackle the topic of strategic alignment. What exactly is it, and why is it a critical part of your overall business strategy? Watch as my colleague, Dan Perry, principal at SBI, and.

Revenue 183

Revenue Video Exact Strategy 183

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Data

Fill the Funnel

SEPTEMBER 20, 2016

What is your reaction to that headline? If you are like many in the sales profession you probably thought – “that’s not possible in my industry.” Unfortunately I have come to believe that the headline is actually a new reality for a large and ever-expanding list of companies and industries. If you are in the sales profession I plead with you to read through the rest of this post – with an open mind – and then share your comments at the end.

Company 141

Company Hiring Top of Funnel Funnel 141

The Sales Hunter

SEPTEMBER 17, 2016

Sending an email late Sunday afternoon or early Sunday evening can be a great way to reach a lead or prospect who just hasn’t responded yet to other prospecting attempts. Sending an email this time of the week to a mid-level manager can be a great way to catch them, as most managers do spend time […].

Prospecting 177

Prospecting Strategy Leads Marketing Qualified Lead 177

Increase Sales

SEPTEMBER 20, 2016

If people buy from people they know and trust, then it seems reasonable all sales prospecting should build upon that fundamental buying rule. Yet, salespeople in their hurry and up sales pitch behaviors send duplicate messages that fail to acknowledge any previous conversations. In yesterday’s mail I received a direct mail piece from a realtor with whom I had an extended conversation.

Direct Mail 140

Direct Mail Prospecting Real Estate Facebook 140

SBI Growth

SEPTEMBER 22, 2016

Most companies spend about 30-40% of top line revenue on product, sales and marketing. But often, they fail to look at these as integrated expenses. On this week’s SBI Video Podcast, we spoke with Terry Hicks, the chief product officer.

Marketing 166

Marketing Strategy Video Revenue 166

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

Pointclear

SEPTEMBER 21, 2016

The Three “Lies” That Plague B2B Businesses Today Are: Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies? In late August I asked industry experts that same question and asked them to substantiate their response. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist.

Lead Rank 139

Lead Rank Marketing Qualified Lead Sales Qualified Lead B2B 139

The Sales Hunter

SEPTEMBER 18, 2016

The voicemails you leave are crucial to your success if you want your prospecting to be High-Profit Prospecting! Too many salespeople leave boring voicemails! Boring. Or the voicemails are all about the salesperson, rather than about the prospect. Or the voicemail is too long. I want to help you leave the best voicemails possible, which is […].

Motivation 177

Motivation Video How To Prospecting 177

Increase Sales

SEPTEMBER 23, 2016

The last reaction salespeople want from their sales prospecting efforts is to ignore the requests of a sales lead. This week I received this unsolicited email: Credit www.gtatisography.com. Hi Leanne, I was just reviewing your site processspecialist.com and generated SEO analysis report. (Kindly refer attachment). Your site received a score of 46 out of 100, based on key factors like.

Lead Rank 137

Lead Rank Lead Scoring Prospecting Social Media 137

Jeffrey Gitomer

SEPTEMBER 22, 2016

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.

Motivation 150

Motivation Customer Sales 150

Advertiser: ZoomInfo

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

Anthony Cole Training

SEPTEMBER 21, 2016

I’ve been writing about solutions to variability of performance and, as often happens, I see/find something connected to the theme of sales or sales management.

Sales Management 140

Sales Management Sales 140

The Sales Hunter

SEPTEMBER 23, 2016

This week I was with a client working with their leaders on strategies to increase the level of productivity out of the sales force. The feeling was the sales team wasn’t engaged and committed. The strategy I shared (which I’ve used with numerous other clients) is to have a quick sales meeting at […].

Motivation 173

Motivation Sales Meeting Strategy Meeting 173

Increase Sales

SEPTEMBER 22, 2016

Sales stress happens to many salespeople. Gotta make those monthly or quarterly sales goals is a continual conscious and usually unconscious thought. Yet it is amazing how many salespeople ignore this somewhat unconventional solution. Embrace a written goal setting and goal achievement WAY SMART process both personally and professionally. Possibly the reason this solution is not implemented is there is an existing presumption that people including salespeople know how to set and achieve goals.

Networking 132

Networking Sales Goal Energy Coaching 132

Mr. Inside Sales

SEPTEMBER 17, 2016

Staring at a list of cold names you have to call can be discouraging. Calling those names and leaving voice mails that never get returned is also discouraging. And finally reaching someone only to be quickly blown off can be downright heart breaking! Don’t you wish there was a way to turn cold names into warm leads? There is! It’s called a “touch point plan,” and it’s very effective if done right.

Lead Rank 122

Lead Rank Lead Scoring Sales Qualified Lead Leads 122

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

MTD Sales Training

SEPTEMBER 22, 2016

Last time, we discussed how your ‘elevator speech’ could be full of mistakes and not do what it’s supposed to do, i.e. open your conversation effectively with a prospect. We covered six of those mistakes and why they shouldn’t be used early on in your discussions. Here, we cover how the elevator speech should actually be the foundation for a great discussion.

Decision Maker 120

Decision Maker Objections Call-back Industry 120

SBI Growth

SEPTEMBER 21, 2016

Sales Enablement 232

Sales Enablement Revenue How To Sales 232

Increase Sales

SEPTEMBER 19, 2016

Selling is not easy especially with more and more entries into the SMB world. Sales research of key executive decision makers revealed they believed only 1 out of 3 salespeople could confidently engage in value articulation. A recent article about technology and sales suggested defense is the better sales strategy in today’s digital world. The article highlighted the acquisition of LinkedIn by Microsoft.

Lead Rank 128

Lead Rank Lead Scoring Decision Maker Strategy 128