The Pipeline
OCTOBER 20, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . It seems prospecting is back in style, we’re talking proactive, resource and process based methodical approach to professionally engaging with potential buyers, by leveraging all the tools and techniques available to them. While in the early part of the decade you’d be hard pressed to find pundits singing and parsing the virtues of a blended approach that includes the telephone.
Understanding the Sales Force
OCTOBER 19, 2016
Consider buying a car that had an insanely cheap price, with every option you could imagine, as well as options that you never thought you could use. Nice! But, you can't drive it until you hire an after market specialist to install instrumentation on the dashboard, a steering wheel, brakes, and gas pedal in the driver's area. When you finally accept delivery and take it for a spin with your family, everyone hates it, nobody wants to drive with you, and you feel like it wasn't such a great price
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SBI Growth
OCTOBER 19, 2016
We recently spoke with Kay Kienast, the head of marketing for Seagate Technology’s EVault division. Kay has served as an executive marketing leader for Xerox’ enterprise division, Lexmark, Cisco, and notable startup Avocent. The topic of our interview is the importance.
No More Cold Calling
OCTOBER 20, 2016
Your marketing strategy is doomed without practice. Why is it that companies spend tons of money on client events, company celebrations, sales incentives, and work-life balance perks like childcare, but then they skimp on investing in building permanent, repeatable sales skills for their teams? Sure, they provide “training,” but training without reinforcement, coaching, accountability, and practice is a waste of time and money.
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.
The Pipeline
OCTOBER 17, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . Many sales people I work have Funnel Vision, they focus more on the state of their pipeline or funnel than the specific opportunities in their pipeline. It is yet another example of quantity being more important to sales people than quality of the opportunities in their pipeline, and as result they underperform in a number of ways.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
OCTOBER 18, 2016
On this week’s SBI Insider Video Podcast we discuss the topic of competitive advantage. How to select your competitive advantage to win, how to validate it in the market and how to align the organization to deliver on the advantage.
Score More Sales
OCTOBER 17, 2016
Anthony Iannarino is a very disciplined guy. For five years he woke up at 5AM every day (maybe 7AM on weekends) and wrote, which is why he has such a large body of work on his blog, The Sales Blog. I am quick to recommend it to sales reps and leaders who want to learn and grow. Anthony is also a top sales speaker, podcaster (In the Arena) and now author of The Only Sales Guide You’ll Ever Need.
Understanding the Sales Force
OCTOBER 19, 2016
Consider buying a car that had an insanely cheap price, with every option you could imagine, as well as options that you never thought you could use. Nice! But, you can't drive it until you hire an after market specialist to install instrumentation on the dashboard, a steering wheel, brakes, and gas pedal in the driver's area. When you finally accept delivery and take it for a spin with your family, everyone hates it, nobody wants to drive with you, and you feel like it wasn't such a great price
Sales and Marketing Management
OCTOBER 17, 2016
Issue Date: 2016-10-17. Author: Lesek Demont and Cynthia Spraggs. Teaser: Landing a large, technical sale is like going deep-sea fishing and hooking a really big marlin. You’re straining at the rod, trying to reel the fish in, and you need help – someone to grab a net, another person to keep the sharks from grabbing a share, and someone skilled at the wheel.
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Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.
The Sales Hunter
OCTOBER 18, 2016
The number of bad emails salespeople are sending never ceases to amaze me. I’ve started to call out some of these people and I am building a file I will begin posting shortly of the worst of the worst. My goal is to not gloat in the number of bad emails, but rather to help do […].
Score More Sales
OCTOBER 18, 2016
There is no doubt I have been blessed with great friends and colleagues in the world of B2B professional sales and sales leadership. Recently 41 of what some would say are my “competitors” and I got together in Boston for three amazing sales events.
SBI Growth
OCTOBER 20, 2016
Today’s topic is connecting the corporate strategy and the sales strategy. Joining us is John Suh, the CEO of LegalZoom. John has been with LegalZoom for 11 years, and was previously the CEO at StudioDirect and Casting Group. Most CEOs have.
Anthony Cole Training
OCTOBER 20, 2016
In a scene from Men in Black, Will Smith’s character, Agent J, asks, “Why are we here?” (He is in a meeting room with the head of Men in Black , Agent Zed, along with several other recruits all from various branches of the military.) Agent Zed asks one of the recruits to answer the question. The young recruit stands and declares, “We are the best of the best, SIR!
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In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B
The Sales Hunter
OCTOBER 21, 2016
When was the last time you had your team wipe out everything in their sales pipeline? You’re thinking I’m crazy, but give my strategy a read before passing judgement. Salespeople are no different than anyone else and that makes us all creatures of habit. When it comes to sales pipelines, it means we as salespeople […].
Score More Sales
OCTOBER 21, 2016
I headed to Las Vegas for CEB’s Annual Sales and Marketing Summit with a bit of apprehension. I had never attended before, and was thinking that it might be a very academic marketing focused crowd even though “sales” is in the name of the event. I also had never met the CEB folks in person – just through virtual conversations, social posts, and of course, in reading the hugely popular “The Challenger Sale – Taking Control of the Customer Conversation” and the more recent “The Challenger Customer
Increase Sales
OCTOBER 20, 2016
Everyone is in sales. Mothers sell eating healthy to their children. Teachers sell learning to their students. Business owners sell their vision to their customers both internal and external. Sales people sell their products and services to potential customers. A recent survey indicated that the number one open position within the United States business arena is sales.
Anthony Cole Training
OCTOBER 18, 2016
This is a blatant blog post boasting about our hiring deliverable - Hirebettersalespeople.com. I normally don’t do this in this forum in such an obvious fashion, but I cannot help it today. Allow me to explain…why this…why now.
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.
The Sales Hunter
OCTOBER 15, 2016
I’ve seen enough stupid emails, and what drives me nuts is people keep sending them! Just recently I got another one that said, “I’ve sent you 5 emails. Why haven’t you responded?” Hello! Maybe the reason I haven’t responded is because I’m busy and what you’re offering, I don’t want! The number of bad emails far outweighs […].
A Sales Guy
OCTOBER 18, 2016
Do you want a telltale sign that your demos aren’t very good? Listen to how many times you say “if.” Every time you say “if” deduct 10 points. If you collect 20 or more points, you’re doing a terrible job. That’s how bad it is if you’re using if more than once in your demos. I’m sure many of you are wondering, what does saying “if” have to do with delivering a good demo.
Increase Sales
OCTOBER 17, 2016
Fall is here. Now is the perfect time to clean out your marketing toolbox and refresh it for the forthcoming last quarter of this year and the first quarter of next year. So what is currently in your toolbox? Upon opening your toolbox, you will have a removable upper tray that contains your lightweight marketing tools. Down below is a larger compartment to hold those heavier tools.
Pointclear
OCTOBER 20, 2016
Per Healthline Media, an air embolism, also called a gas embolism, occurs when one or more air bubbles enter a vein or artery and block it. These air bubbles can travel to your brain, heart, or lungs and cause a heart attack, stroke, or respiratory failure. We generate, qualify and nurture leads using Account-Based Marketing processes. At the start of 2016, we were brought in to support a group of sales reps who did not make their numbers in 2015.
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.
The Sales Hunter
OCTOBER 16, 2016
Do you know what you need to stop worrying about? What you CAN’T control! Motivated salespeople don’t waste energy worrying about what they can’t control. They stay focused on what they can control. You CAN control your attitude. You CAN control your use of time. Find the positive today! Check out the video to see […].
Increase Sales
OCTOBER 15, 2016
Simply speaking without follow-up, sales success will not happen. To expect to earn the sale on the first meeting is rare especially in the B2B marketplace. What is even worse, is the lack of follow-up by salespeople. Hubspot shared these two damning sales prospecting or sales statistics: 44% of salespeople give up after one follow-up. 80% of sales require five follow-ups.
MTD Sales Training
OCTOBER 20, 2016
We were working with a client recently who asked us if we could discuss strategies on how to become a preferred supplier to their customers. . I must admit to feeling a bit puzzled. My consultant asked them, “Why do you want to only become a preferred supplier?”. The answer was along the lines of ‘isn’t that what very supplier should want to attain… preferred status?
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?
BrainShark
OCTOBER 21, 2016
By now, most companies know sales enablement is a big deal: 32% of organizations say over the next 12 months, sales enablement will be their top priority.
Increase Sales
OCTOBER 18, 2016
Are you are SMB Owner? In the book It’s Not the Big that Eat the Small, but It’s the Fast that Eat the Slow, the authors revealed that majority of executives and the SMB owners spend less than 15 minutes a day working on their business. Their business leadership time is mostly devoted to fighting yesterday’s and today’s fires. Think about last week and how much time you spent on small to large fires.
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