The Pipeline

NOVEMBER 23, 2015

By Tibor Shanto – tibor.shanto@sellbetter.ca . One attribute many successful sales people possess is clarity of purpose, this helps them plan and execute more effectively, as well as help them review their actions and results more objectively. Because they are more focused on ‘purpose’ rather than self, any negatives that may surface during those reviews are weighed against results and how they may have moved them towards their purpose.

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Hiring Construction ROI Energy 178

MTD Sales Training

NOVEMBER 23, 2015

Why is it that many salespeople hate internal sales meetings? You know, the ones where everyone sits round a desk and covers off the trivia and very quickly get bored with the whole process because. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Sales Meeting Meeting Sales 174

Understanding the Sales Force

NOVEMBER 23, 2015

Last week, during my travels to Poland and back, I experienced how companies are using customer service as sales tools. In most cases, customer service tends to be vanilla, bland, and although professional in its approach, it is typically highly unspectacular. However, sometimes, customer service is so good, or so bad, that their brand statements go beyond what marketing or sales could ever do.

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Customer Service Sales Tools Examples Tools 172

Sales and Marketing Management

NOVEMBER 23, 2015

Issue Date: 2015-11-20. Author: Gregg Schwartz. Teaser: Every custmer is on a customer journey. Instead of thinking about how to work customers through your sales process, think about the customer’s view of the conversation and try to adapt your tactics to match the customer's buying process. Every custmer is on a customer journey. Instead of thinking about how to work customers through your sales process, think about the customer’s view of the conversation and try to adapt your

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Customer How To Conversion Sales Process 172

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

NOVEMBER 26, 2015

By Tibor Shanto – tibor.shanto@sellbetter.ca . Last week I wrote a piece about the importance, and more specifically, the must have attributes of Next Steps. Had questions around the topic, most were relating to what to do if one of the three attributes were not attained. At that point you have a choice, retrace and see how you can firm up the loose attribute, or, drop it and move on to the next prospect.

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Pipeline Opportunity Prospecting Sales Qualified Lead 176

Steven Rosen

NOVEMBER 23, 2015

Thanksgiving is the time to celebrate and be thankful for our family and friends and all the wonderful blessings we have. I would like to wish all my American friends a Happy Thanksgiving. Be careful not to eat too much turkey, as it is high in L-tryptophan and can make you sleepy. Most of your customers will shut down in less than 4 weeks. If you are chasing your 2015 sales numbers you need to return from this holiday weekend highly energetic, focused and ready to sprint to the finish line.

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Consumer Analysis Territories Account 156

Sales and Marketing Management

NOVEMBER 22, 2015

Issue Date: 2015-11-01. Author: Hassan Kotob. Teaser: Creating a wealth of content is one thing; making the most of these digital assets as part of the revenue-generation process is another. The reality is that many organizations lack clear insight into what digital assets exist and who is creating, approving, accessing or distributing that content.

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Distribution Revenue Sales 152

The Sales Hunter

NOVEMBER 24, 2015

It’s a conversation I have too often with people and it happened again at a conference where I was recently speaking. A person came up to me and thanked me for speaking and said how much they appreciated what I had to say. But then they went on to say how they can’t sell. […].

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Conference Up-Sell Conversion Selling Skills 145

Mr. Inside Sales

NOVEMBER 25, 2015

If you sell a product or service with many add-on’s and options or choices, then it’s easy for your prospect to get overwhelmed and want to “think about it.” Many sales reps actually make it for harder for buyers to decide because they keep pitching (instead of closing) and so complicate the sale even further. If you find that you’ve “talked past the close” as I like to say, then it might be time to un-complicate the sale and make it easy for your prospect or customer to buy something now, rathe

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Sales

Increase Sales

NOVEMBER 23, 2015

Do you believe in compromise? How do you define compromise? For those in authentic leadership roles, this word may potentially become their Achilles’ Heel. When we simply look at the word compromise, we see the word promise. When we promise something to someone, we are giving our word, our bond. Behind that word are the positive core values (ethics or business ethics) and respective behaviors.

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Government Face-to-face Positioning Twitter 92

Sales and Marketing Management

NOVEMBER 25, 2015

Issue Date: 2015-11-25. Author: Michael Elmgreen, Chief Revenue Officer, Handshake. Teaser: For wholesalers, Black Friday is not only an opportunity to finish the year strong financially, but also to differentiate by empowering their retailers for success. By implementing some basic tactics wholesalers can create a winning game plan. For wholesalers, Black Friday is not only an opportunity to finish the year strong financially, but also to differentiate by empowering their retailers for success.

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Retail Revenue Opportunity 120

The Sales Hunter

NOVEMBER 24, 2015

To all my customers — a very big thank you for believing in me. Thank you customers for being patient with me when I may not have responded as quickly as you would have liked. Thank you customers for your questions and your comments. Not only does this show your interest, but it also […].

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Customer Selling Skills Sales 136

Mr. Inside Sales

NOVEMBER 23, 2015

I know, we’ve already been through this objection, but sales reps always want more input on it so here it is: The bottom line is that when someone says they want to think about it, it means they aren’t sold yet. And it could very easily mean that they aren’t sold on your solution, and they never will be because they have something else in mind. Your job is to either get to that hidden objection and learn what you need to do to overcome it, or get your prospect to reveal why they aren’t going to

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Sales Qualified Lead Objections Guarantee Prospecting 122

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Data

Increase Sales

NOVEMBER 27, 2015

People buy into leadership for the same reason they buy anything else – knowing and trusting. The idea of wanting to be liked as a leader is a fallacy. Authentic leaders accept from day one that not everyone will like them because down the road the they know they may ask for what seems to be the impossible. Credit www.gratisography.com. Merrill’s Marauders.

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Intent Twitter Facebook LinkedIn 86

Anthony Cole Training

NOVEMBER 24, 2015

Song written and recorded by Lee Greendwood.

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The Sales Hunter

NOVEMBER 27, 2015

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up. This week I need to share thoughts on […].

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Closing Sales Sales Leadership 129

A Sales Guy

NOVEMBER 23, 2015

Hard work is a b h! Tiger Woods hits 1,000 balls AFTER each round in a Major. Lindsey Vonn spends 8 hours a day in the gym, 5 days a week. Michael Phelps spent 40 hours a week in the pool, and that didn’t count his gym time or road time. Hard work is a b h and the truth is you have no idea what hard work really is. If you want to make Presidents club, if you want to make a lot of money….

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Promotion Sales Management Video Sales 69

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

Increase Sales

NOVEMBER 22, 2015

Each of us has a song inside of us that has different words, a different melody, but the title is the same – To Thine Own Self Be True. Unfortunately over time many of us may lack clarity that dims the words and the melody of this song. Credit www.gratisography.com. We get caught up in the day to day happenings, our own goals, our own egos. Consciously ignoring the song becomes easier. yet subconsciously we can’t.

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Motivation Intent Twitter Facebook 84

Sales Result

NOVEMBER 23, 2015

Can every member of your sales team deliver strong value propositions and elevator pitches that address a prospect’s needs while building credibility and peaking interest? Is your team consistent and effective in their approach strategies, both individually and collectively?

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Strategy Sales Sales Management 63

The Sales Hunter

NOVEMBER 21, 2015

I took part in the Sales Summit at Dreamforce 2015, and it was amazing! Many of you were there in person, but if you weren’t, I have good news for you. Salesforce has recently made available a FREE eBook with key takeaways from the sales summit. This is a great resource with so many […].

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eBook SalesForce Resources Sales 124

A Sales Guy

NOVEMBER 24, 2015

Sales people are not leveraging the benefits of good sales data. Don’e believe me? Off the top of your head, can you tell me your exact close rate? Can you tell me how much is in your pipeline right now? How much is scheduled to close by month for the next 3 months? Can you tell me where you are to quota for the month, how about the quarter?

Data 64

Data Benefit Groups Remedy 64

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

NOVEMBER 24, 2015

Yesterday I listened to a marketing conversation exchange between an experienced and successful business owner and budding entrepreneur who had something to sell. Now both individuals knew each other well and probably that is why the business owner did not shut down the entrepreneur. Credit: www.gratisography.com. The marketing conversation went something like: Entrepreneur: Hey, I’ve been trying to reach your IT person.

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Conversion Marketing Education Twitter 75

BrainShark

NOVEMBER 23, 2015

One of the core goals of any sales enablement strategy or technology is to put salespeople in better position to have more successful sales conversations. But with so much focus always being placed on the reps , it can be easy to overlook the needs of the people managing them.

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Sales Management Sales Enablement Positioning Conversion 62

The Sales Hunter

NOVEMBER 21, 2015

Early Saturday morning is one of the BEST times to send a CEO an email. Executives at this level don’t take the weekends off. If anything, they are up early on a Saturday, going through email that they didn’t get to during the week. Just be sure you closely monitor your own email throughout […].

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Video Closing Sales Selling Skills 121

SalesLoft

NOVEMBER 25, 2015

Accountability is something everyone needs every now and then. Whether you’re holding yourself accountable in your sales calls , by backing up your pitch with facts and metrics, or you’re holding prospects accountable in the appointment setting process — every stage requires a measure of accountability to keep the process genuine and productive.

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Account Video Prospecting Case Study 52

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

NOVEMBER 25, 2015

Today families across America will be sharing gratitude, food and memories in celebrating this national holiday of Thanksgiving formally established by President Abraham Lincoln. So in this tradition of reflection and sharing, here is my bounty of blessings of gratitude (not necessarily in any preference). Living in America where I have freedom and liberties so many others don’t have.

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Twitter Facebook LinkedIn Closing 70

Partners in Excellence

NOVEMBER 25, 2015

I was doing a deal review with a sales person. It was a big deal, important to the sales person and to my client. But the deal had been stuck for some time. As I reviewed the deal history, there were a bunch of things “wrong” with the deal. When it originally, was put into the system, it had a projected close date that was unusually fast.

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Sales Process Closing Proposal System 51

The Sales Hunter

NOVEMBER 22, 2015

Last week I talked about why you need to avoid negative people. This week I am urging you to seek out positive people! That’s right! Make an effort to find positive people — in your workplace, in the businesses of your customers, in your own home! Check out the video to see what I […].

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Positioning Video Motivation Sales 111