Sat.Jul 16, 2016 - Fri.Jul 22, 2016

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Limiting Choices Increases Results

The Pipeline

Tibor Shanto – tibor.shanto@sellbetter.ca. Despite the evidence to the contrary, many sales people and businesses see multiple options presented to prospects as being “good” or the “right” thing, for the prospect, and by extension themselves. Many business owners tell me that they stock or offer a wide range of products or services to ensure that they can meet the demands of all comments.

SME 175
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Use This Wording When Revealing The Price To Your Prospect

MTD Sales Training

Have you ever been on the phone or in front of someone who is trying to sell you something, and then when the issue of price comes up, they say something like, “Are you sitting down?” or “I hope. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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10 Ways to Stop Being an Average Salesperson and Become a Top-Performing Salesperson

The Sales Hunter

If you’re content being average, then don’t read any further. If you’re content being average, then don’t be surprised when you wake up one day and find yourself struggling to make anything happen. Being average is simply something no one can aspire to or be satisfied at being. There’s only two positions you can occupy: […].

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Why You Can’t Afford to Keep Sales and Marketing in Silos

Sales and Marketing Management

Issue Date: 2016-07-18. Author: Jonathan Gray. Teaser: The only way to reach people in a timely fashion is to know who they are before they’re ready to buy. Marketing is key to achieving that. They must work together to successfully guide the customer to the same conclusion. The only way to reach people in a timely fashion is to know who they are before they’re ready to buy.

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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6 Things Every Good Sales Person Should Know About Personal Branding

The Pipeline

The Pipeline Guest Post – Megan Totka. Today, nearly every person has a personal brand. The good news is, there are a lot of things you, as a salesperson or small business owner, can do to build a really awesome personal brand. You can choose to guide and cultivate the brand or select actions so it’s defined on your behalf – whichever way you choose to build your personal brand, never brush off its importance.

More Trending

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Sales Motivation Video: What’s Your 5-Year Goal?

The Sales Hunter

What’s your 5-year goal? Don’t wander through life only focusing on “this week’s numbers.” If you don’t set a course toward where you want your life to be in 5 years, you won’t achieve it. Where do you want to be personally and professionally 5 years from now? Do not rely on business that simply […].

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The Deal Stalled for Months Now They Say No

Score More Sales

It’s frustrating being a newer sales rep and falling for what I call the “buddy effect”. It’s even worse when you are a veteran seller and this happens to you. It happened to me more than once, until I learned how to qualify. Here is an example of what the buddy effect is –.

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Top Ten Characteristics of Top Sales Producers (Part Six)

Mr. Inside Sales

Top Characteristic Part Six is difficult for many sales people to develop and practice, yet it’s one of the most important of skills to cultivate. And it is: Top Characteristic Part Six: Learn to build rapport before, during and after a sale. While most people think that sales people have the “gift of gab” and can seemingly talk to anybody, it’s not that way at all.

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A Multi-Touch, Multi-Media, Multi-Cycle Strategy Multiplies Results

Pointclear

I field a lot of questions about what I call our multi-touch, multi-media, and multi-cycle strategy. Many of the questions I field have to do with number of touches and the types of touches we recommend to effectively nurture a prospect. Nurturing Prospects is Not Easy, Otherwise Everyone Would Do It. As background, we delivered a report to a client this month that, among other statistics, showed that it takes 9.82 touches to engage with a prospect.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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Executive Sales Leader Briefing: Turning Individual Recognition into Team Learning

The Sales Hunter

Good leaders are always quick to recognize superior performance of their people, but many fail to get the full mileage from it. Next time you recognize someone for the job they do, ask them to share with the entire organization how they did it. This simple move will now allow everyone to learn from the […].

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How to Take Charge of Your Product Roadmap

SBI Growth

Is your product roadmap connected to your sales strategy? If not, it’s likely you will miss your revenue growth objectives. SBI recently spoke with Merijn te Booij, the executive vice president of product strategy at Genesys. Watch as Merijn discusses.

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Top Ten Characteristics of Top Sales Producers (Part Eight)

Mr. Inside Sales

In Top Characteristic Part Eight, we’re going back to cold calling and qualifying to reveal an important skill all top producers possess: Top Characteristic Part Eight: Treat all gatekeepers with courtesy and respect. If you have to make cold or warm calls to prospects, then you probably have to deal with your share of gatekeepers. These can be receptionists, office managers, assistants, etc.

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[eBook] Account-Based Marketing

DiscoverOrg Sales

Looking to give a boost your sales? There is a renewed interest in Account-Based Marketing or ABM. Currently, ABM has two definitions, the first being a way of marketing to existing clients for the purpose of cross-selling or expanding their presence within an account. Other marketers see ABM as an alternative to “buyer persona marketing,” whereby named accounts are micro-segmented with messaging that is hyper-specific to their needs.

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Supercharge Your Sales: 5 Steps to Effortless Selling

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

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Here Are 2 Different Ways To Influence Your Prospects…

MTD Sales Training

A book that holds pride of place in my library is Robert Cialdini’s “Influence”, where he talks about the principle of social proof. Cialdini states that “95% of people of imitators and 5% of people are initiators.”. He means by this that most people are influenced by the actions of others, rather than furrowing their own trough and taking the risks of being a tail-blazer.

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The Death of a Perfect Sales Strategy: Mediocrity

SBI Growth

As an executive leader, one of your main priorities should be placing the right talent in the right performance conditions. This is particularly important in the sales organization. I recently hosted a debate between Mike Drapeau, Partner at SBI, and.

Strategy 121
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Top Ten Characteristics of Top Sales Producers (Part Seven)

Mr. Inside Sales

How many times do you ask for the sale during a close? Once? Twice? The number of times you should be asking might surprise you…. Top Characteristic Part Seven: Be prepared to ask for the sale five times – or more! Most sales reps I listen to (while reviewing their closing and presentation calls), ask for the sale once. If they are get a stall or objection, they generally go away in defeat.

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Being Really Good is Just the Entry Fee

The Sales Hunter

Is what you’re doing marketing and I mean really good marketing? My friend David Avrin has just written a book, Visibility Marketing, where he digs into the idea of marketing with a particular focus toward small business. David has some unique thoughts. Yes, he buys into quality is your best marketing, but he also firmly believes […].

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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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Social Media & Selling - "Catch Them All"

Anthony Cole Training

Guest Post By Alex Cole, Recruitment Specialist, Hire Better Salespeople.

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SBI’s First Ten Years

SBI Growth

Every Sunday morning we will publish a photograph of an SBI’er “in action” which is meant to illustrate how much fun we have working with you. This project has one purpose: to celebrate you, our clients and followers. Companies, firms, and fads.

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Try New Things to Grow Your Sales

Engage Selling

Working with so many different clients across a variety of industries really opens your eyes to new ideas, strategies and insights. I’m always open to embracing fresh new thinking!

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Sustainable Sales Success – Tip 05 – The Educated Buyer

Increase Sales

Sustainable sales success tips are all through the Internet. Yet in my sales training research very few sales programs to even books on selling recognize this important key fact – The Educated Buyer. Let me explain. Real Life Sales Experience. In speaking with a close friend just yesterday, she shared her ongoing problem when talking with salespeople.

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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

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Salesforce AppMavericks Interview: 3 Takeaways from Brainshark CEO Greg Flynn

BrainShark

No matter the size or industry, all companies struggle with the best ways to get employees trained while continuing to grow sales each quarter.

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Does SPIN Selling Have a Place in Your Sales Strategy?

SBI Growth

We recently reviewed SPIN Selling, the seminal work by Neil Rackham. My colleague Andrew Urteaga, Principal at SBI, and I discuss the sales methodology in detail. Listen as we discuss how it stacks up in today’s marketplace, and also within.

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What if Sigmund Freud Was Your Sales Manager?

HeavyHitter Sales

  Sigmund Freud is the most famous figure in all of psychology. If he was your sales manager I think he would ask you one very important question, “Why are you in sales?” While your conscious mind might rationalize that you got into sales through a calculated career move or even happenstance, Freud would probably argue that your decision to become a salesperson was made many years ago.

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I'm New to Sales, Now What?

Increase Sales

The phone rang again and I heard this familiar statement “I’m new to sales.” This is usually followed by “Now what do I do?” or “How can you help me?” Credit: Hubspot. For recent college graduates, entering the B2B sales arena within the SMB marketplace can be overwhelming. How do I find sales leads? No one calls me back!

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How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

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How We Made Lemonade Out of Lemons

A Sales Guy

Earlier this year, as many of the readers here know, we at A Sales Guy had big, bold, and somewhat risky marketing stunt. You can read about it and it’s abject failure here. In a nutshell, we were going to do a pop-up event for Virgin America’s inaugural flight to Denver from San Francisco. The plan was to show up at the for the first flight from Denver to San Francisco.

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Will Adding More Sales Reps Help You Make Your Number?

SBI Growth

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Social Selling is Here to Stay: Here are 7 Ways to Make LinkedIn Work for You Today

Hyper-Connected Selling

Updated December 2018. I often think about the sales meeting when a sales manager first suggested using the telephone to sell. I’m sure there were a bunch of reactions to the thought: One person probably yelled out that you have to talk to prospects face-to-face if you want to have success and the phone would never work in sales. A few people in the back of the room probably whispered to each other about how confusing phones were.