The Pipeline

NOVEMBER 10, 2014

'By Tibor Shanto - tibor.shanto@sellbetter.ca . Several sources attribute the following statement to Gartner Group: “In a typical firm with 100-500 employees, an average of 7 people are involved in most buying decisions. Lesson: cold call multiple people in each account.” It does not take a firm like Gartner to come to the realization that more and more purchase decisions are going to consensus, and often the winner in a bake-off is not the best product, but the one most people in the buying

Decision Maker 310

Decision Maker Margin Cold Calling Account 310

The Sales Heretic

NOVEMBER 11, 2014

'Your time is your most precious resource. Are you investing it where it will get you the biggest returns? Listen to my appearance on Breakthrough Radio with Michele Price. In this seven-minute segment, I share six things you need to be doing more frequently if you want to increase your sales. Allot more time in [.].

Segment 301

Segment Resources Sales 301

Sales and Marketing Management

NOVEMBER 9, 2014

'Issue Date: 2014-11-10. Author: Michael Harris. Teaser: Selling to today’s empowered buyers is demanding. Sales stars are able to clearly articulate what hell looks like without your product because they know before they can close the value gap for your product, they first have to open it. Selling to today’s empowered buyers is demanding.

Buyer 297

Buyer Closing Sales 297

MTD Sales Training

NOVEMBER 11, 2014

'When I worked in sales a few years ago, we were always told to ‘walk in the customer’s shoes’ so that you could experience exactly what they were going through when they were conducting their. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Customer 284

Customer Exact How To Sales 284

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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.

B2B

The Pipeline

NOVEMBER 13, 2014

'By Tibor Shanto - tibor.shanto@sellbetter.ca . Said the Cold Call To The Socialite. Recent headlines about AC/DC’s drummer brush with the law, got me thinking why would someone want to kill someone? Such a passionate act must be a result of some big or egregious cause, or at the very least a means of avoiding harm. Then I remembered that in sales we see this all the time, over and over, people are trying to kill cold calling.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

The Sales Hunter

NOVEMBER 11, 2014

' Not all prospects are prospects. Too many prospects are nothing more than suspects faking to be a prospect. Here are 5 ways to identify if who you’re talking to is a prospect worthy of your time. 1. Have they told you when they are going to make a decision? Nothing can waste more time […].

Prospecting 269

Prospecting Selling Skills Sales 269

MTD Sales Training

NOVEMBER 13, 2014

'Today’s world is merciless if you don’t match your competitive offers and design quality. The business road is littered with companies who have failed in their attempts to launch or develop product. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Competition 274

Competition How To Company Sales 274

The Pipeline

NOVEMBER 8, 2014

'I have recently partnered with a great organization to deliver some of the core Renbor programs to individuals in a public setting. SkillSharp was developed for the purpose of delivering a wealth of knowledge to Canadians, committed to providing their clients with the best available skills to help them succeed and reach their full potential. They’ve enabled thousands of professionals to find their path and achieve significant milestones throughout all stages of their career.

Objections 292

Objections Retention Account Pipeline 292

No More Cold Calling

NOVEMBER 13, 2014

'Guest blogger Tris Brown shares some surprising data about how much time sales leaders should spend actually leading. Not too long ago, new sales recruits were given a desk, a phone, a phonebook, an overview of benefits, and instructions for how to complete time sheets. Then they were told to get to it. The process hasn’t changed much over the years, but the tools sure have.

Report 274

Report Face-to-face Lead Rank Lead Scoring 274

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

Sales

Sales and Marketing Management

NOVEMBER 11, 2014

'Issue Date: 2014-11-12. Author: Frank V. Cespedes. Teaser: Putting the right team on the field is crucial, especially in sales, where differences in individual performance are greater than in other functions. But focusing on hiring only “the best,” as many firms say they do, is not the best approach, for multiple reasons. Putting the right team on the field is crucial, especially in sales, where differences in individual performance are greater than in other functions.

Hiring 253

Hiring Sales 253

MTD Sales Training

NOVEMBER 12, 2014

'In the first part of this article, we discussed ten reasons why it would be beneficial for your prospect to agree to choose your solution. All prospects and customers have to rationally and. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Customer 261

Customer Prospecting How To Sales 261

Pointclear

NOVEMBER 11, 2014

'Lead generation today relies heavily on creating quality content aimed at addressing prospects’ pain points and questions as they go through their buyer’s journey. Fantastic! Now that you, Ms. Marketer, have created all this wonderful content, an important question looms … should you gate it? That is, should you require interested prospects to fill out a form before giving them the content, or should you make it freely available to everyone?

Lead Generation 262

Lead Generation Leads Marketing Qualified Lead Prospecting 262

Score More Sales

NOVEMBER 14, 2014

'Many sales reps and sales managers commented and shared about the previous post on How Salespeople Goof Up on LinkedIn so we were compelled to share more ideas to help sellers do better. First, I wanted to share that our blog is up for an AWARD – as one of the top Sales Blogs at Top Sales World. If you agree, would you please take a moment to vote for us here?

LinkedIn 247

LinkedIn Referrals Buying Cycle Up-Sell 247

Advertiser: ZoomInfo

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

Intent Data

Understanding the Sales Force

NOVEMBER 12, 2014

'Are you old enough so that if you don''t write something on your to-do list you won''t remember to do it? That''s me. I don''t feel old, I don''t look that old, but I''ll be 60 next year and I have become a slave to Wunderlist. On Monday, I forgot to push the correct notification button and only some subscribers were notified of Monday''s article. That article was perhaps the most important article I have written in all of 2014 and it introduced my latest White Paper - The Modern Science of Sal

Forecasting 243

Forecasting eBook Pipeline Sales Cycle 243

Jeffrey Gitomer

NOVEMBER 10, 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.

Training 240

Training Sales Management Sales 240

The Sales Hunter

NOVEMBER 14, 2014

'Many sales processes will tell you to start with the basic questions. The Who, What, Where and How. The problem is these questions sound more like an interrogation than a conversation. Yet a conversation is exactly what a prospecting call should sound like. So how do you get your customer talking and telling you about […].

Prospecting 238

Prospecting Selling Skills Exact Conversion 238

Score More Sales

NOVEMBER 12, 2014

'You are busy. Days turn into weeks into months when you are in a growing company in sales or sales leadership. Suddenly the holiday season is upon us. Many of us will use the excuse of how busy they were during the end of this year to justify not doing anything for those around them. I think this is unwise and a missed opportunity. Or, they grab anything – often in bulk – as well-meaning gifts for people who don’t really want more chocolate or fruit baskets – traditional

Ideal Customer Profile 216

Ideal Customer Profile Twitter Inside Sales Google 216

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

Retail

Understanding the Sales Force

NOVEMBER 10, 2014

'Last week, I revealed the first secret success ingredient from our Sales Force Effectiveness Study. Today, before I reveal secret #2 I need to take care of a three important promos: Koka Sexton and I will join Dan McDade on Thursday at 1pm Eastern to talk about Lead Follow Up and you''re invited. Register. here. Our new White Paper, The Modern Science Behind Sales Force Excellence is available today - Download it. here.

Study 241

Study Report Sales Operations Follow-up 241

Sales and Marketing Management

NOVEMBER 10, 2014

'Issue Date: 2014-11-01. Teaser: Hitting a trifecta in email marketing — right message, right person, right time — is tricky. Janelle Johnson, director of demand generation at marketing automation provider Act-On Software (act-on.com), shares insights on the timing. Hitting a trifecta in email marketing — right message, right person, right time — is tricky.

Email Marketing 196

Email Marketing Demand Generation Demand Generation Targets Marketing 196

The Sales Hunter

NOVEMBER 13, 2014

'Do you believe that statement in the headline? Or, are you saying that statement simply isn’t true and customers do always look for the lowest price? Let me put an idea out on the table. Customers aren’t looking to buy the lowest price; it’s just that they do because the salesperson makes it so […].

Customer 226

Customer Consultative Selling Customer Service 226

Sales 2.0

NOVEMBER 12, 2014

'This looks like a goldmine of information on how to sell in today’s environment. I love the concept of the Sales Hacker conference (and the concept of “hacking”) and I’m hoping to attend one of these conferences soon. The most important thing that we learned at Sales Hacker Conference SF? At Sales Hacker last week, we listened and spoke with successful entrepreneurs that are finding ways to improve all parts of their sales pipeline by: providing salespeople with tools to

GoldMine 150

GoldMine Strategy Conference Inbound 150

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Intent Data

Understanding the Sales Force

NOVEMBER 13, 2014

'Image Copyright: olivier26 / 123RF Stock Photo. This is an end-of-the-week follow up article on Sales Excellence and why it''s really not that important to most salespeople, sales leaders and CEO''s. Would you like to know why nobody seems to care about sales excellence?

Follow-up 201

Follow-up Tools Sales 201

Sales and Marketing Management

NOVEMBER 9, 2014

'Issue Date: 2014-11-01. Author: Paul Nolan. Teaser: The statistics induce nightmares: · Gallup’s 2013 report on the State of the Global Workplace states that only 13 percent of workers in America are engaged at work. · The report states that the bulk of employees worldwide — 63 percent — are “not engaged,” meaning they lack motivation and are less likely to invest discretionary effort in organizational goals or outcomes.

Report 149

Report Study Motivation 149

The Sales Hunter

NOVEMBER 11, 2014

'Are you asking customers to buy or to invest? Think about that question for a moment. First think about what the question means and then how you would answer it, based on your approach to selling. Customers don’t want to buy anything. Buying means they’re giving somebody money and receiving something in exchange. Sure, […].

Discount 226

Discount Customer Selling Skills 226

Increase Sales

NOVEMBER 13, 2014

'LinkedIn is one of the best channels for discovering leaders especially if your decision makers are in sales leadership roles. Through the various functionalities such as LinkedIn updates, group discussions and the LinkedIn pulse publishing platform small business owners to Fortune 1000 executives can connect and begin to build relationships with their “ideal customers” or “ideal leaders.” There does continue to be this fatal sales leadership presumption by many LinkedI

Sales Leadership 165

Sales Leadership LinkedIn Decision Maker Ideal Customer Profile 165

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

Buyer

A Sales Guy

NOVEMBER 10, 2014

'Let me drop a little mad wisdom to kick off this post. We’re not supposed to win every sale and if that’s the attitude you take into selling, as a manager or as a sales person, you’re a shitty sales person. Yeah, I said it, and if that statement irritates you, then I’m not sure what to tell you, other than you’re a shitty sales person and it’s time to evaluate how you sell.

Closing 128

Closing Objections Buyer Sales 128

Sales and Marketing Management

NOVEMBER 14, 2014

'Issue Date: 2014-11-01. Author: Paul Nolan. Teaser: I have been writing about the power of non-cash incentives for longer than I care to admit. Early on, I routinely called on John Jack, a vice president at BI WORLDWIDE, a Minneapolis developer of performance improvement programs. John had amassed a large folder of research and articles about why cash did not motivate as well as non-cash incentives, but he summarized it the same way each time we talked: "More money isn't what makes Sam

Incentives 136

Incentives Incentive Motivation Research 136

The Sales Hunter

NOVEMBER 10, 2014

'Don’t wait for the end of the year to hustle on making those sales you need to make! Yes, sell “year end” NOW! Many companies have money to spend before the year ends, but if you wait, you may find your key contacts have gone on vacation or are otherwise too busy to meet with you. […].

Motivation 215

Motivation Cold Calling Video Consultative Selling 215