The Pipeline

JULY 14, 2014

'By Tibor Shanto - tibor.shanto@sellbetter.ca . It’s not that people don’t like cold calling, mostly they don’t like the outcome, which often is very little, leading to disappointed, and anemic pipelines. Frustrated, they seek expert advice on how to get more buyer engagement while avoiding the dreaded cold call. Much of the advice is more feel good than do good, especially when measured in real engagement, real pipeline opportunities, and resulting revenues.

Cold Calling 308

Cold Calling Social Media Call-back Exercises 308

No More Cold Calling

JULY 16, 2014

'If LinkedIn Isn’t Making Your Cash Register Ring, You’re Doing It Wrong! Because sales is about relationships – not numbers, you need to have real conversations. With LinkedIn, you can spin your wheels and collect connections like baseball cards or actually make the connections you already have count. For starters, asking someone to “join your network” on LinkedIn is just about the worst way to introduce yourself to a prospect or potential business partner.

Webinar Metrics 306

Webinar Metrics LinkedIn Revenue Networking 306

SBI Growth

JULY 17, 2014

'Every sales team has a sales culture. Great ones are rare. They take a tremendous amount of work to establish and maintain. But most Sales Leaders don’t plan to have a great one. Why?

Resources 303

Resources Sales 303

Sales and Marketing Management

JULY 18, 2014

'Issue Date: 2014-07-18. Author: Tim Hurson and Tim Dunne. Teaser: In sales, as in military combat, it’s not just about wins and losses, it’s knowing how you got there. In sales, as in military combat, it’s not just about wins and losses, it’s knowing how you got there.

Sales 286

Sales 286

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Sales Cycle

The Pipeline

JULY 17, 2014

'By Tibor Shanto - tibor.shanto@sellbetter.ca . If you follow this blog, you may have seen that several times I have suggested that those people who are not cut out for a career in sales, should seriously consider transitioning to a career in hospitality. Based on recent experiences I’ve had as a prospect, and seeing how some sales people execute their sale, I am beginning to firmly believe that there is an expert on clairvoyance , who on his blog, is recommending to his readers that those w

Follow-up 282

Follow-up Sales Methodology Trade Show Proposal 282

SBI Growth

JULY 18, 2014

'Last week, in LinkedIn’s Sales Operations Group forum, the question of commission splits arose. How should a company track and credit these splits? Many Sales Ops leaders brought insights to the conversation. One thing was clear reading through the responses. Designing and defining how to pay out on deals is a major headache.

Compensation 296

Compensation Sales Operations Commission LinkedIn 296

Sales and Marketing Management

JULY 15, 2014

'Issue Date: 2014-07-16. Author: Zorian Rotenberg, InsightSquared. Teaser: To help managers get to the root of their sales troubles, I’ve identified 12 common problems that can lead to a sales slump. By pivoting quickly and making a few key changes to your team and its process, you’ll see a boost to your sales. To help managers get to the root of their sales troubles, I’ve identified 12 common problems that can lead to a sales slump.

Pivotal 273

Pivotal Sales Leads Marketing Qualified Lead 273

The Sales Hunter

JULY 16, 2014

'The year is half over and the race is on. Regardless of whether you’re on track, ahead of pace or behind where you need to be, these 4 things will work for you: 1. Call every one of your customers past and present and ask them why they like working with you. Objective is […].

Selling Skills 259

Selling Skills Motivation Closing Objections 259

The Pipeline

JULY 14, 2014

'By Tibor Shanto - tibor.shanto@sellbetter.ca . It’s not that people don’t like cold calling, mostly they don’t like the outcome, which often is very little, leading to disappointed, and anemic pipelines. Frustrated, they seek expert advice on how to get more buyer engagement while avoiding the dreaded cold call. Much of the advice is more feel good than do good, especially when measured in real engagement, real pipeline opportunities, and resulting revenues.

Cold Calling 247

Cold Calling Social Media Call-back Exercises 247

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Sales

SBI Growth

JULY 12, 2014

'There is a common question among Chief Executive Officers. How do I stay relevant in a changing market? Many industries are experiencing significant shifts. Disruptive technologies take root, or markets are saturated. The reasons are many. As CEO, your task is to stay relevant in the midst of these changes.

Segment 292

Segment Marketing Buyer Account 292

No More Cold Calling

JULY 16, 2014

'Eye contact can make or break your sales effectiveness. I smile and look people in the eye —whether I’m walking on the bike path in my tennies or on the way to a business meeting. It makes my day when people look at me and smile back. We’ve made a connection, even though I don’t know them. This approach works almost every time, except with people who are looking down at their phones, more focused on their tech than the people around them.

Journal 247

Journal Social Media Cold Calling Study 247

Understanding the Sales Force

JULY 14, 2014

'Understanding the Sales Force by Dave Kurlan. If you were on vacation the past two weeks, this is what we were discussing: June 30: The Top 10 Reasons Your Great New Salesperson Could Fail July 1: The One Sales Question I''ve Been Wrong About for Years July 2: The One Thing Missing from the New Way of Selling Part 2 July 7: Leads are Making Salespeople Lazier Than Old Golden Retrievers July 8: Top 21 Keys to Making Your Sales Force Dominate Today July 10: The New 21 Core Sales Competencies for

Sales Process 244

Sales Process Sales Up-Sell Follow-up 244

Pointclear

JULY 15, 2014

'By Chris Tratar, vice president of product marketing, SAVO. I know what you are thinking. We don’t want to become a sales first company, we are a customer first company. Being a customer first company is absolutely the right goal; however, in order to truly be a customer first company, you must initially become a sales first company. Becoming a sales first company is all about aligning everyone in your organization to support your sales team because they are the face of your brand and the

Company 244

Company Face-to-face Sales Process Sales 244

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Data

SBI Growth

JULY 14, 2014

'Sales teams fall into one of two categories. Category 1 is being ahead of the competition. Sales teams in this category have: Better sales talent. More market share. A greater chance of success in each opportunity.

Sales Talent 288

Sales Talent Sales Enablement Sales Operations Competition 288

The Sales Hunter

JULY 17, 2014

'What is the sales profession going to be like in the year 2050? Remember the 1969 song “In The Year 2525?” If you’re too young to remember the song, you better pay attention. If you do remember the song, you may choose to read out of commitment to the industry or mere fascination as […].

Consultative Selling 241

Consultative Selling Selling Skills Customer Service Motivation 241

MTD Sales Training

JULY 17, 2014

'When an asset such as stock, property or personal property increases in value without any improvements or modification being made to it, it’s called appreciation. Certain things have the potential to. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 230

Buyer Sales 230

Understanding the Sales Force

JULY 17, 2014

'Understanding the Sales Force by Dave Kurlan One of the first emails I came across this morning was a LinkedIn update telling me that 16% of my network had started new jobs. 16%. That''s one of every 6.25 people I am connected to. That brings us to this question. Who''s in a LinkedIn network? I''m very selective about who I connect to on LinkedIn. Some would suggest that you should connect with as many people as possible.

Hiring 224

Hiring Ideal Customer Profile Networking Demographics 224

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

SBI Growth

JULY 13, 2014

'Sales Leaders get nervous about board or CEO driven reorganization. How will they fit into the plan? But in reality, during a reorg there are winners and losers. This post is about winning during a reorg.

Resources 276

Resources Sales 276

The Sales Hunter

JULY 15, 2014

'One of the most frequent topics I get questions about is price and, in particular, how to avoid discounting. Salespeople want to avoid discounting (or at least most do), yet they say they can’t close a sale without discounting. The issue comes down to not having a focused sales process and the confidence in themselves […].

Discount 241

Discount Strategy Selling Skills Closing 241

Score More Sales

JULY 15, 2014

'We talk to sellers all the time that assume a buyer is thinking in the same ways that they are. You know the old saying, “never assume… ” To build business you cannot afford to assume what’s in my head is the same thought that is in my buyer’s head instead think like your buyer. In the last 10 hours of speaking with sales reps, some things surfaced which caused me to think about this trap we get in figuring how many people must think the way we do.

Buyer 223

Buyer Lead Rank Lead Scoring Call-back 223

MTD Sales Training

JULY 15, 2014

'It’s a beautiful day here and the cricket season is at its height. A batsman will settle himself in before trying to hit the ball to the boundary, or steering it towards the ropes through the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 217

Buyer How To Sales 217

Advertiser: ZoomInfo

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Cold Calling

SBI Growth

JULY 16, 2014

'Chief Marketing Officers are in a position to thrive under Private Equity (PE) ownership. PE firms engage because they want the upside. Marketing is a key ingredient to revenue generation.

Resources 275

Resources Revenue Positioning Marketing 275

The Sales Hunter

JULY 14, 2014

'You likely know your product or service inside and out, but how well do you know what your customer wants? How well acquainted are you with their problem and the solutions they desire? In my experience, sales success is found where you focus. Check out the video to see what I mean: Copyright 2014, […].

Motivation 241

Motivation Video Consultative Selling Selling Skills 241

Jeffrey Gitomer

JULY 16, 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.

Webinar Metrics 217

Webinar Metrics 217

Anthony Cole Training

JULY 15, 2014

'Guest Post By Walt Gerano, Sales Development Expert. When working with prospects and clients, I’m generally a couple of moves ahead; I think well on my feet and I know what to say next. But, I must admit, that sometimes, I get excited or upset during a sales call because I get caught off guard by with a question or response from a prospect. When was the last time you asked yourself , “Why did I do that?

How To 198

How To eBook Call-back Course 198

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

SBI Growth

JULY 15, 2014

'Five years ago Sales Enablement was a fringe term. Today, it is one of the fastest growing positions within the sales organization.

Sales Enablement 276

Sales Enablement Resources Positioning Sales 276

The Sales Hunter

JULY 12, 2014

'Too many salespeople and companies look at profit the wrong way! I meet so many people who think if they can just get the sale — even at a discount — then they will eventually make up profit in the long run. But quantity of sales won’t ever make up for quality of sales! […].

Discount 232

Discount Video Selling Skills Up-Sell 232

Sales and Marketing Management

JULY 13, 2014

'Issue Date: 2014-07-14. Author: John McGee, CEO OptifiNow. Teaser: Most corporate social media accounts function more as a customer service tool than a sales tool, and there’s nothing wrong with that. An institution’s Facebook or Twitter can be a public face of the company, but not one that is used to drive sales of new products or services.

Social Media 189

Social Media Face-to-face Twitter Facebook 189