The Pipeline

APRIL 10, 2014

'By Tibor Shanto - tibor.shanto@sellbetter.ca. Most sales people think about objections as being a bad thing, a lot of sales people and worse leaders, get really uptight when it comes to objections. Often before we have even began to define parameters with stakeholders, they’ll say “Oh, and we need an Objection Handling session”, they want to take a tennis approach to managing objections, prospect “throws” out an objection, and they want to hit it back to them.

Objections 335

Objections Sales Cycle Buyer Prospecting 335

Sales 2.0

APRIL 6, 2014

'900, 300, 0. The first number is the number of emails I get as a marketing manager each quarter from sales people. The second number is the number of phone calls I get from sales people each quarter. The last number is the number of letters and notes I receive from sales people each quarter. (And I’m the marketing manager at a small place. These numbers can be multiplied by 10 or 20 at a large obvious target.).

Prospecting 315

Prospecting Fashion Banking Commission 315

MTD Sales Training

APRIL 8, 2014

'What’s really interesting about we humans is the fact that, even though we don’t like to admit it, we are judgmental beings. Often we don’t view ourselves as being judgmental; we. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Prospecting 317

Prospecting Sales How To 317

SBI Growth

APRIL 11, 2014

'Selling in the information age can be challenging. 20 years ago buyers were dependent on sales representatives. The representative was the main source for providing product insights and education. Today buyers have the ability to access information on their own. This can present several problems.

Decision Maker 300

Decision Maker Social Selling Education LinkedIn 300

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Sales Cycle

The Pipeline

APRIL 7, 2014

'By Tibor Shanto - tibor.shanto@sellbetter.ca. Several pundits have presented the argument that we are all sellers and we are always selling, no surprise, selling is part of life and the human experience, right from the guy selling fragments of the big bang, or the serpent selling Eve the apple. As a result, just like people, sales comes in different ways, shapes, approaches, techniques, etc.

Face-to-face 312

Face-to-face Cold Calling Social Selling Call-back 312

MTD Sales Training

APRIL 9, 2014

'Building rapport is the holy grail for many sales people. They think that if the relationship is cemented before they try to pitch their product, then they stand a better chance of successful. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales Meeting 293

Sales Meeting Meeting Sales 293

SBI Growth

APRIL 10, 2014

'One of the most pressing problems for Sales Operations leaders is poor forecasting. Your CEO and Sales Leadership need an accurate forecast. Without it, their jobs – and by extension, yours – are at risk.

Sales Forecasts 300

Sales Forecasts Forecasting Sales Operations Pipeline 300

The Sales Heretic

APRIL 8, 2014

'We’ve all been there. (And you haven’t yet, you will at some point.) Whether because of our mistake, or through no fault of our own, a customer is angry. Beyond angry—furious! And whether you’re a salesperson, a customer service representative, or the business owner, you get the pleasure of dealing with it. How do you [.].

Customer 275

Customer How To Customer Service Strategy 275

Sales and Marketing Management

APRIL 10, 2014

'Issue Date: 2014-03-01. Teaser: Is it possible the most important training for your top-performing salespeople came before they closed their first deal — or even chose a career? A survey of 254 sales professionals across the U.S. and United Kingdom has shown that their career paths may have been determined from an early age. Is it possible the most important training for your top-performing salespeople came before they closed their first deal — or even ch

Survey 254

Survey Closing Training Sales 254

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Sales

Understanding the Sales Force

APRIL 9, 2014

'Understanding the Sales Force by Dave Kurlan I read an article last month that actually had as its title, The Death of SPIN Selling. Although the author tried, the article did little to convince ME that SPIN was dead. Say what you will about SPIN, it was the most comprehensive questioning methodology of its day. In my opinion, the only problem with SPIN was that most salespeople were unable to execute it!

Proposal 249

Proposal Up-Sell Lead Rank Lead Scoring 249

SBI Growth

APRIL 7, 2014

'Is your marketing structure the right one? The CEO is cutting the marketing budget. This includes headcount reduction. The CEO also wants more from the marketing team. You’re constantly trying to justify expenses and prove the return on marketing investments.

Marketing 296

Marketing How To Resources Strategy 296

Pointclear

APRIL 10, 2014

'In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation is still the most engaging way to contact a prospect and convert him into a customer. If your sales are down, perhaps you should reconsider your timing and preparation for making contacts. Why Cold Calling Still Works. Cold calling, contacting someone you don’t already to know, is one of the most effective ways to make a business connection because it’s so direct and per

Prospecting 257

Prospecting Cold Calling Follow-up Research 257

Score More Sales

APRIL 5, 2014

'As a remote professional seller you use the phone continuously throughout the day. If you are not using the phone at least half of the time you are reaching out to buyers, then I hope you are using video conversations to a great extent. These two strategies – video-to-video or telephone allow for real connection. While being in front of someone is, in fact, the BEST way to communicate, a good two-way video conversation is the next best thing.

Inside Sales 240

Inside Sales Ideal Customer Profile Skype Video 240

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Data

Sales and Marketing Management

APRIL 7, 2014

'Issue Date: 2014-04-07. Author: Meridith Elliott Powell. Teaser: Why are so many leaders intimidated or even afraid of pushing their teams too hard? Employees want to be lead, they want to be successful and they want to be on a winning team. That takes a leader who understands when to push, when to pull and when to inspire. Why are so many leaders intimidated or even afraid of pushing their teams too hard?

Leads 237

Leads Marketing Qualified Lead 237

SBI Growth

APRIL 9, 2014

'Recently, over 300 individuals were asked to define sales enablement. 50% responded with creating sales productivity materials. There are many tools you can use to increase sales productivity. Account segmentation is likely one of the most important. You might be thinking, “Segmentation, are you kidding me?” Or, maybe you don’t know much about this topic.

Segment 288

Segment Account Sales Enablement Sales Operations 288

Pointclear

APRIL 7, 2014

'My longtime friend and colleague James Obermayer has strong feelings about who is responsible for lost leads among salespeople. Jim, who is principal of a California-based sales and marketing consulting firm Sales Leakage Consulting, lays the blame squarely at the feet of sales managers, who aren’t putting the necessary pressure on their sales force to follow up on leads, he said.

Lead Rank 257

Lead Rank Lead Scoring Sales Management Leads 257

The Sales Hunter

APRIL 11, 2014

'Sitting in a meeting with a couple of sales executives for a major company recently, I was struck by what we found ourselves talking about. Our discussion was about the sales organization in general and the results of individual people. This is a discussion you may have been part of in your own company. It’s […].

Selling Skills 244

Selling Skills Motivation Meeting Company 244

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

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Retail

Bernadette McClelland

APRIL 8, 2014

'We need to have a conversation. When was the last time you had an edgy conversation? With yourself or with others? I am extremely fortunate to be friends with Dan Waldschmidt. Who, you might ask is he, why do you even care who he is and what does he have to do with what you do? Well, it turns out – a lot! You see Dan, apart from one of the Top 7 sales bloggers according to the Wall Street Journal, apart from being profiled in Business Week, INC Magazine, Business Insider, and on dozens of

Conversion 199

Conversion Journal Ideal Customer Profile Call-back 199

SBI Growth

APRIL 8, 2014

'Many of you just finished the quarter. Some of you had great results while others are figuring out how to recover. A lot of sales organizations hold a Quarterly Business Review (QBR) after quarter close. I often get asked if a QBR is a waste of time. It depends on the answers to some important questions.

Resources 288

Resources Sales Closing How To 288

Score More Sales

APRIL 6, 2014

'Over my selling years, I had 22 sales managers whom I directly reported to. Some were great, some were awful. I have written about it numerous times. Somehow, even in my early sales days, I learned to find someone upbeat, positive, and skilled who I could emulate and hopefully be coached by even if they were not my manager. In some cases I had a wonderful manager and wanted a second opinion on some things.

Inside Sales 212

Inside Sales Coaching Call-back Ideal Customer Profile 212

The Sales Hunter

APRIL 8, 2014

'If I were a betting man, I would bet your goals (if you have them) are set too low. Why are your goals so low? The easy answer is because there’s no sense in setting goals that are impossible to achieve. If that’s the case, then why don’t you set tomorrow’s goal as merely waking […].

Selling Skills 244

Selling Skills Motivation Sales 244

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Cold Calling

No More Cold Calling

APRIL 10, 2014

'You can’t build relationships on autopilot. If you invite a prospect to connect with you on LinkedIn, you can check off your list that you’ve developed a relationship , right? Not so fast. You’ve been misinformed about the actual power of social media to turn strangers into clients. Don’t believe for a second that just because you are part of someone’s “circle,” that new contact is a real connection.

Webinar Metrics 209

Webinar Metrics Small Business Small Business Buying Cycle 209

SBI Growth

APRIL 6, 2014

'Q1 is in the books. You missed the number. Why? You saw this coming weeks ago. Your forecast correctly quantified the size of the miss. You were able to prep your CEO so he wouldn’t be surprised. Your presentation to close ratio is good. Turnover isn’t bad. You’ve evaluated your sales organization and feel confident in your strategy.

Forecasting 288

Forecasting B2B Resources Strategy 288

Score More Sales

APRIL 5, 2014

'Remote professional selling, or Inside Sales, is tough – lots of activity and not always a lot of revenue to show for it. Suddenly your first deal closes – or your first deal after a slump – or enough deals to get you to the next level in your comp plan – and wow, is sales great! Because of the feast or famine mentality that can happen in a professional selling career, and because of the things we say internally to ourselves, having a primary positive attitude is crucial for your success.

Inside Sales 212

Inside Sales Positioning Territories Insurance 212

The Sales Hunter

APRIL 10, 2014

'Yes, I wrote that correctly. Sometimes the best sale you make is the one you don’t get. The reason is simple: If the only way you can get the sale is by cutting your price so low or offering so many extras that you don’t make any money, then that is a sale you can […].

Selling Skills 236

Selling Skills Closing Sales 236

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

Jeffrey Gitomer

APRIL 9, 2014

'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.

Selling Skills 213

Selling Skills Training Sales 213

SBI Growth

APRIL 5, 2014

'You just missed your Q1 sales number. You might be sitting in your office reading this right now. On a Saturday. Missing your son’s ballgame or your daughter’s swim meet.

Revenue 288

Revenue How To Resources Sales Coaching 288

Score More Sales

APRIL 11, 2014

'The state of the profession known as Inside Sales – or Remote Professional Selling – is thriving. While outside sales positions are on the decline, Inside Sales positions are growing at a phenomenal rate. This week the AA-ISP (American Association of Inside Sales Professionals) had their 6th annual Leadership Summit. It was held in Chicago and I was pleased to participate in the summit as host of a panel as well as representing Boston as AA-ISP Chapter Co-president.

Inside Sales 209

Inside Sales Webinar Metrics Social Selling Conference 209