No More Cold Calling

SEPTEMBER 1, 2016

Here’s how to actually win with referral sales strategies. More than 90 percent of salespeople convert at least half of their prospects to clients when they get referrals. And another 60 percent report a conversion rate of more than 70 percent. These stats are from a recent webinar I conducted— “ Turn Cold to Gold.” I asked the same question in a different webinar, and 80 percent reported turning at least half of all prospects into clients when they get referrals.

Referrals 274

Referrals Webinar Metrics Cold Calling Competition 274

The Sales Heretic

AUGUST 30, 2016

Salespeople–along with professionals, business owners, and others who have to sell as part of their jobs–are always looking for magic words. Words and phrases that will quickly capture a prospect’s interest, easily overcome objections, and effortlessly close the deal. So in that spirit, I want to share with you what I have discovered—after much painstaking [.].

Prospecting 236

Prospecting Objections Closing Coaching 236

MTD Sales Training

SEPTEMBER 2, 2016

Sales is one of the most fluid of industries, mainly because of the massive amount of changes that it has been involved in over the years. The only consistent factor that has existed has been change. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Competition 201

Competition Industry Prospecting Sales 201

The Pipeline

AUGUST 29, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . If you read this blog regularly (and why wouldn’t you), you know that I put a lot of emphasis on understanding and selling to a prospect’s Objectives, a much better area of focus than pains or needs. One of the positive elements of Objectives is that they are generally long term, and they continuously evolve.

Objections 192

Objections Vendor Discount Quota 192

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

SBI Growth

AUGUST 28, 2016

Many sales executives have yet to receive their revenue growth goal for the new year. Despite this, many SVPs will maintain that they can achieve this unknown target. If your sales strategy can be summed up as “I’ll hit the number.

Strategy 166

Strategy Revenue Sales 166

DiscoverOrg Sales

SEPTEMBER 2, 2016

At the end of 2015, we realized to grow the way we had forecasted to our Board of Directors, we needed better data on our prospects and customers. What a stupid realization given that we are solving this exact issue for 2,000+ customers. Unfortunately for us, there was nobody in the marketplace who was providing a solution for OUR target market. For years we’ve provided in-depth intelligence on the IT, Engineering, Marketing, and Finance departments of companies, but we wanted to talk to Sales D

Data 181

Data Engineering Call-back Forecasting 181

Sales and Marketing Management

SEPTEMBER 1, 2016

Issue Date: 2016-09-02. Author: Corbin Ball. Teaser: The rate of technology change is accelerating with thousands of ideas, apps and innovations bubbling up to help meeting planners, exhibitors, venues and other meeting participants do their jobs better. Here are seven event technology trends to monitor. The rate of technology change is accelerating with thousands of ideas, apps and innovations bubbling up to help meeting planners, exhibitors, venues and other meeting participants do their jobs

Trends 149

Trends Meeting 149

SBI Growth

AUGUST 30, 2016

Are your functional strategies in strategic alignment? Your strategy must be practical, yet also aligned across the business in order to hit your revenue growth goals. Yet, a staggering 91% of companies are still lacking this necessary alignment. Watch as.

Strategy 136

Strategy Revenue Company Video 136

Score More Sales

AUGUST 29, 2016

The year 2002 seems like such a long time ago, yet with memories etched in my brain forever it seems like yesterday. In 2001 we were all rocked by 9/11 – a horrific time in Boston that I’ll never forget. A month and a half later, I left my corporate job as Director of Education for a SaaS company and did contract work until launching Score More Sales in early 2002.

Lead Rank 135

Lead Rank Lead Scoring Sales Leadership Leads 135

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Sales

Jeffrey Gitomer

SEPTEMBER 1, 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.

Sales 130

Sales 130

Sales and Marketing Management

AUGUST 28, 2016

Issue Date: 2016-08-29. Author: Jason Jordan and Michelle Vazzana. Teaser: A real-time view of sales force performance makes us feel in touch with the organization. And increased transparency to field-level activities gives us the satisfying sense that we are somehow in control of the sales force’s behaviors. However, visibility to an action does not equate to control over it.

Sales 136

Sales 136

SBI Growth

AUGUST 27, 2016

Content marketing is a key piece to any marketing strategy. And as such, there is a large amount of advice out there on how to best create your content marketing strategy. Which should you listen to, and which should you.

Strategy 131

Strategy Marketing How To 131

Score More Sales

SEPTEMBER 2, 2016

A day off, or a long weekend can be the perfect time to get new creative thoughts. These thoughts can solve difficult problems you have at work. Best-selling author David Allen has written and spoken for years on ways to be more productive. He says that the greatest human fear is to be out of control. We tend to not want to jump into thing we might goof up.

System 131

System Up-Sell B2B Sales 131

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Data

Mr. Inside Sales

AUGUST 31, 2016

When voice mail first came out, it was the hottest thing in business. Everyone anxiously checked and even responded to their voice mail no matter who was calling. It was a beautiful thing…. After a while though, prospects stopped returning voice mail and turned their attention to email. And then that pretty much dried up, too. Today, sales reps are asking if it’s even worth it to leave a voice mail, and I’m here to tell you that you CAN get effective results from voice mails IF you follow a few

Webinar Metrics 125

Webinar Metrics How To Call-back Guarantee 125

The Sales Hunter

AUGUST 30, 2016

I am excited that my new book High-Profit Prospecting will be releasing soon, and I want to give you an excerpt to challenge you to pursue better prospecting methods. Your attitude is a vital factor in successful lead generation. Check out what I have to say in part of Chapter 3: We all know someone […].

Lead Generation 132

Lead Generation Leads Marketing Qualified Lead Prospecting 132

SBI Growth

SEPTEMBER 1, 2016

Having the right people in the right roles is critical to hitting your revenue growth objectives. SBI was recently joined by Todd Skiles, senior vice president of sales and solutions at Ryder to discuss how he recently implemented a hunter.

Objections 120

Objections Revenue Sales Video 120

MTD Sales Training

AUGUST 31, 2016

In days gone by, many companies used to rely on their USPs to carry them through. They touted their Unique Selling Points as their main competitive advantage and they proved to be very effective when prospects were searching for answers to their problems. As time has passed, however, the unique offerings companies had have been copied and surpassed by other companies, leaving those previous USPs in tatters.

Competition 120

Competition Analysis Facebook Up-Sell 120

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

No More Cold Calling

AUGUST 29, 2016

Here’s what you might have missed from No More Cold Calling this month. Were you as amazed as I was at the will, focus, fortitude, and dedication of the 2016 Olympic athletes? What if we could apply those same traits to our sales careers? Take, for example, Michael Phelps, who’s won 23 gold medals for the U.S. This picture from the 200-meter butterfly semifinals says it all.

Referrals 120

Referrals Face-to-face Social Media Cold Calling 120

The Sales Hunter

AUGUST 30, 2016

I’m continually surprised at the number of salespeople who, when challenged, admit their prospecting process doesn’t work. What is even more concerning is the number of salespeople I encounter who readily admit they don’t even have a process! Excuse me, but did I miss something? How can anyone expect to be successful closing deals if […].

Prospecting 132

Prospecting Closing Selling Skills Sales 132

SBI Growth

AUGUST 28, 2016

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.

Company 120

Company 120

Pointclear

AUGUST 30, 2016

As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. Top choices include teleprospecting, direct marketing, search engine marketing, website, and trade shows. Even with the growing number of digital routes, outbound phone calling, or teleprospecting, remains a powerful method to engage personally with your prospects.

Lead Gen 113

Lead Gen Telemarketing Sales Qualified Lead Lead Rank 113

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

Increase Sales

SEPTEMBER 2, 2016

In selling, the sales leads provide many signs. Some are obvious and others not so such as dissonance and sales risk. In listening to a webinar by Anthony Iannarino, he mentioned dissonance within sales conversations. As soon as he said this, I began to wonder if dissonance is like a tuning fork for sales risk. The closer the risk moves to the sales lead, the louder the dissonance becomes.

Hiring 91

Hiring Conversion Webinar Metrics Facebook 91

The Sales Hunter

AUGUST 28, 2016

If you’re not failing, you probably aren’t learning all you need to learn. That’s right! I say, “Fail fast and learn even faster.” In sales and in life, we are all going to fail from time to time. Key is to take those experiences, learn from them, and move forward toward success. Check out this […].

Motivation 127

Motivation Video Sales Selling Skills 127

BrainShark

SEPTEMBER 1, 2016

The fall is a notoriously big trade show season for vendors and buyers in the tech industry, who’ve just begun budgeting for their new year’s investments.

Conference 93

Conference Trade Show Vendor Buyer 93

A Sales Guy

SEPTEMBER 1, 2016

Problem finders are everywhere. Finding a problem is easy. Your car won’t start. Yup, you found a problem. Revenue is down, yup another problem. Your advertising isn’t working, yup you found another problem. It doesn’t take much work to find problems; they are easy to spot because they make us uncomfortable and scare us. Problems are easy to find because of the emotional impact they have on our safety and comfort.

Advertising 84

Advertising Advertising Lead Rank Lead Scoring 84

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

Increase Sales

SEPTEMBER 1, 2016

Jeb Blount’s book, Fanatical Prospecting , is the other book end to Mark Hunter’s book “High Profit Prospecting.” Blount is rather blunt (pardon the pun) about sales prospecting. Where Hunter may have been kinder, Blount is direct and brings a refreshing attitude to common misconceptions such as multi-tasking when he states “you suck at it!

Prospecting 86

Prospecting ROI Call-back Facebook 86

The Sales Hunter

SEPTEMBER 2, 2016

This week I had another discussion with a sales executive where he went off on saying how his sales team was terrible and the reason the company was going to miss its 2016 numbers. Specifically, he was saying how the team spends too little time prospecting and too much time taking care of existing business. Does this […].

Sales 122

Sales Prospecting Company Selling Skills 122

SBI Growth

SEPTEMBER 2, 2016

Analysis 168

Analysis Closing Strategy Sales 168