No More Cold Calling

MARCH 24, 2016

Sales leaders’ chief concern is lackluster lead generation, according to new CSO Insights study. Greg had barely taken his seat when he told me his greatest challenge was getting his sales reps to generate enough qualified sales leads. His company was a fairly new player in his industry, and they were competing against “the big guys.” So, his salesmen and women were struggling to engage prospects who didn’t even know their company existed.

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Sales Qualified Lead Leads Marketing Qualified Lead Top of Funnel 210

The Sales Hunter

MARCH 22, 2016

All of us experience stress to one degree or another. We’ve all heard where some stress can be good for you, because it keeps you focused. But at the same time, we all know what can happen when we’re too stressed. Here are 5 Things you can do to help minimize stress and allow […].

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Sales Selling Skills Motivation 178

Sales and Marketing Management

MARCH 25, 2016

Issue Date: 2016-03-25. Author: Tim Ussher, Chief Procurement Officer. Teaser: Corporate buyers can be king makers. So why are so many buyers continuously exasperated by unprepared salespeople who miss important signals and waste their opportunities? Here are 3 tips for impressing buyers. Corporate buyers can be king makers. So why are so many buyers continuously exasperated by unprepared salespeople who miss important signals and waste their opportunities?

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Buyer Opportunity Sales 163

The Pipeline

MARCH 21, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . Over and over different sales people tell a success story that starts with them saying “I got lucky the other day, I called this guy, and he is ready to move forward.” Or “I’ve been calling this guy every few months for the last couple of years, and I finally got a meeting with him.” While luck may have played a small role in it, especially the first scenario, the fact remains that even luck has to be met half way.

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Cold Calling Decision Maker Campaigns Sales Qualified Lead 163

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

Score More Sales

MARCH 21, 2016

If you are a typical sales team you have a top percentage of sellers who will do great things no matter what is going on in the organization and with leadership. But after that small percentage, everyone else is affected by the structure and consistency of sales leadership.

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Leads Marketing Qualified Lead Sales Leadership Sales 141

Sales and Marketing Management

MARCH 20, 2016

Issue Date: 2016-03-21. Author: Jennifer Kady-Sullivan, Marketing Executive, Allego. Teaser: Video is a key emerging medium for businesses to address collaboration and training challenges in today's distributed, digital landscape. For sales and marketing teams in particular, video is an increasingly helpful way to not only deliver, but enable a higher absorption and thus retention, of relevant content.

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Video Distribution Marketing Retention 152

DiscoverOrg Sales

MARCH 24, 2016

Sales, at its core, is simply making connections and relating to other human beings who have a problem – one that they hope you can solve. This can make sales very personal, and everyone has their own unique closing strategy or skillset that helps them (and their offering) stand out. However, it’s important to remember that every lead you prospect to also has a unique personality and communication style, and it’s essential to quickly match up “vibes” if you want to start building trust.

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Prospecting Face-to-face Relationals Fashion 129

Score More Sales

MARCH 25, 2016

Do you have a specific plan among your sales team for referral business? This means that the idea of setting the stage for referral business and in asking for referrals is incorporated into your sales process. For most companies, referrals are done by the very few sellers who understand their great value. It is NOT a component of the prospecting process – or sales process as it COULD be in many sales organizations.

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Referrals Sales Process Prospecting Company 135

The Sales Hunter

MARCH 25, 2016

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 or complete the below information: I […].

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Sales Selling Skills Motivation Sales Leadership 127

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Sales

Mr. Inside Sales

MARCH 21, 2016

Many sales reps get thrown off their pitch when a prospect objects to something early on during the close. For example, if when talking about the price of a product or service, the prospects says something like, “Oh, that’s way too much,” many sales reps don’t know how to respond – and often do the wrong thing. The wrong thing in this case is to stop and try to overcome the objection.

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Objections Call-back Guarantee Prospecting 123

DiscoverOrg Sales

MARCH 25, 2016

In a parent/teacher conference for my second-grade daughter, I learned that an important skill for a developing reader is the power to visualize, or the ability to have a running picture in your mind as you read along. A short while later, on a plane ride, I thought about how that acquired skill by a reader has more to say about the ability of the writer to fulfill her duty.

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Decision Maker Conference Motivation ACT 120

MTD Sales Training

MARCH 23, 2016

Have you ever experienced this scenario? You’re on the way to the sales meeting with a prospect or client and you’re stuck in a jam. That one-hour journey swiftly changes into two hours. You frantically make calls to the client apologising for the delay as the sat nav screams at you that your life is inexorably ebbing away while you sit there. For sales questions at all stages of the sales meeting process – click here to download ‘450 Sales Questions’ You finally arrive, hot, b

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Face-to-face Meeting Skype Travel 120

Increase Sales

MARCH 24, 2016

Ask any salesperson about his or her most feared “C” word in sales and you may hear competitor or even cost. Salespeople are so focused their competition they ignore this “C” word and consequently fail to understand the ramifications within this word. Commodity. Let me explain. Think back to a recent business to business networking event you recently attended.

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Insurance Insurance Face-to-face Retail 84

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Data

Mr. Inside Sales

MARCH 25, 2016

Today it seems to be harder and harder for sales reps to qualify for interest and to identify buying motives. One thing making this so difficult is the decision tree: often there are many different levels of decision makers (committees, bosses, regional managers, corporate, etc.), and sales reps often just skip any attempt to qualify for interest. Instead, they just send their information or schedule their demo and hope for the best.

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Sales Qualified Lead Decision Maker How To Motivation 122

Sales Result

MARCH 24, 2016

Passion is one of the most critical elements to a salesperson’s success. The question is not whether or not passion matters (it absolutely does!), but how to ignite and maintain that passion in your sales team. There are a myriad of famous sales quotes that talk about passion and motivation, and there’s a reason for it.

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Motivation Sales How To Sales Goal 67

Sales Training Connection

MARCH 23, 2016

Podcast – Sales Trends. Recently I had the pleasure of being a guest on Andy Paul’s great interview series – Accelerate! – that explores the world of sales. The topics we covered ranged from the merits of account based selling to the success factors for implementing sales models such as SPIN selling. We thought you might enjoy tuning in – Dial up the interview at.

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Trends Up-Sell Account Training 63

Increase Sales

MARCH 23, 2016

This is the second part of a two part series. Beyond missing sales because of a lack of due diligence as well as seeking the quick sale, there are other sales gaps. #3 Missing Sales Gap. In sales, each salesperson should know his or her ideal customer or client. Who do they work best with? This knowledge includes both demographics and psychographics.

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Ideal Customer Profile Real Estate Demographics Social Media 75

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

A Sales Guy

MARCH 24, 2016

My snapcode. Be sure to take a picture of this and add me on SnapChat. Alright, most of you know I’m a huge advocate of social selling. It works, I advocate salespeople use it and learn how to incorporate it into their selling process. In case anyone still finds it necessary to debate, here are two studies I’ve done that highlight the impact of social selling on quota attainment and sales team success.

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Social Selling Social Media Facebook Twitter 63

Your Sales Management Guru

MARCH 24, 2016

Sales Leadership Thoughts: Why Winners Win! Salespeople must be trained on the emotional elements of success at the same level that they are trained in pure sales skills training. Last week after speaking at a conference a person mentioned to me she really enjoyed the topic; Why Winners Win. It is one of my favorite parts of the keynote and the four points I make wrap up many of the beliefs I hold, so I thought I would share them with you today.

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Sales Leadership Conference Promotion Motivation 56

SalesLoft

MARCH 25, 2016

There are hard working people in this industry. And then there’s another level of hard working people like John Barrows. John is sales trainer to the world’s leading tech companies. Through his extensive experience and the lessons learned throughout his years in the brutal, unforgiving world of sales, John’s goal is to provide the sales training that’s been historically lacking in the sales development community. “It’s amazing to me that sales is the No. 1 professio

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Territories Education Video Training 52

Increase Sales

MARCH 22, 2016

Salespeople, especially those in SMB, are always on the hunt to increase sales. I am not sure what is going on in some of their minds, but my sense is quite a few are missing sales and probably more than they ever realized. Take for example real estate sales. Having been in the process of selling our home, I never knew how many real estate people are truly clueless about selling and the overall sales process.

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Real Estate Commission Margin Report 75

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

Mindtickle

MARCH 23, 2016

Your sales kickoff is one of your most important initiatives, with the potential to motivate your reps to achieve phenomenal success this year. How do you inspire, educate, motivate and celebrate your sales team in a way that helps them not only achieve but exceed their revenue targets for the year? Some of the most successful minds in the business share their secrets to a successful sales kickoff. 1.

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Webinar Metrics Face-to-face Motivation ACT 52

Close

MARCH 21, 2016

Warning: Advanced sales tactics ahead; intended for experienced salespeople only. If you aren’t confident in your abilities, complete our free sales training course first.

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Conversion Prospecting How To Course 52

SalesLoft

MARCH 23, 2016

Sales personalization is now a “need-to-have” skill in order to be successful in sales development. It’s important to find a way to stand out when you are on the phones, sending emails, and day trading attention like Gary Vaynerchuk. Here at Salesloft, we want you to be able to understand personalization at scale. There’s always room for new integrations in your sales process that will help you close more deals and make your sales team even more productive.

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Video Prospecting Scale How To 52

Increase Sales

MARCH 21, 2016

Years ago I learned to grow an email list was essential SMB marketing strategy to expand one’s marketing presence and increase sales leads through nurturing marketing. To do so required a permission based email marketing service such as A.Weber. By having a double opt in email service, only those who actually signed up for your email such as a newsletter would receive it.

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Email Marketing Marketing Lead Rank Lead Scoring 70

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

Mindtickle

MARCH 23, 2016

Your sales kickoff is one of your most important initiatives, with the potential to motivate your reps to achieve phenomenal success this year. How do you inspire, educate, motivate and celebrate your sales team in a way that helps them not only achieve but exceed their revenue targets for the year? Some of the most successful minds in the business share their secrets to a successful sales kickoff. 1.

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Webinar Metrics Face-to-face Motivation ACT 52

Close

MARCH 23, 2016

How does a world-traveling bicyclist/activist/corporate lawyer/nonprofit founder go from being a junior BDR to a VP of Business within a few years? Not how you’d think.

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Nonprofit Travel How To Sales 52

Partners in Excellence

MARCH 21, 2016

I was leading a discussion about value propositions with a group of product developers and marketers. We were getting ready to launch a new product, I was helping develop the launch plan. I posed the question, “What customer problems do you solve?” The answers followed the same pattern as virtually every other group in which I’ve posed that question.

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Customer Groups Lead Rank Lead Scoring 50