The Pipeline
DECEMBER 8, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . Sales people are strange when it comes to prospecting, specifically telephone prospecting. Many find all kinds of reasons (excuses) to rationalize (excuse) why they fail to make call in order to engage with prospects to fill the gap in their pipelines. Some tell me they do not want to phone people because no one ever answers the phone these days.
SBI Growth
DECEMBER 6, 2016
Today’s topic is how to capture attention with great marketing campaigns. Campaign budgets are limited and these campaigns need to generate revenue. We will demonstrate how to generate a return on the campaign dollar. To follow-along, download our 10th annual workbook, How to.
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The Sales Heretic
DECEMBER 6, 2016
The world is full of myths, and the field of sales has its share. But while myths can be entertaining—and even instructional—they can be dangerous if taken seriously. Listen to my appearance on Breakthrough Radio with Michele Price. In this segment, I do what a heretic does best, debunking five common myths that are likely [.].
Understanding the Sales Force
DECEMBER 5, 2016
What is your favorite part of the holiday season? Do you have traditions that you follow every December? For the past 15 years an important part of our holiday season is going to see the Boston Ballet perform the Nutcracker. You wouldn't think that a show like the Nutcracker would correlate to selling, but it does. As a matter of fact, if you read a little further, you'll see that the Nutcracker is very much like selling to a major account!
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
DECEMBER 5, 2016
A few weeks ago, I posted a piece titled “No Pain – No Game?” , playing off the old weight exercise motto. In case you didn’t bother rushing to read the piece, it suggests that if you can only sell to buyers who have a self-declared pain or need, you will be in trouble, as 70% of the market, the Status Quo, is immune to the pain argument. But there is a further reason why reliance on pain for sales success could in fact be painful (in the form of missing quota, not making enough commission
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
DECEMBER 8, 2016
Issue Date: 2016-11-01. Author: Thomas Barta And Patrick Barwise. Teaser: Twenty-first century marketing is suffering from a skills crisis. There’s also confusion about priorities. In particular, the well-justified focus on digital and data skills means that other important areas are tending to be neglected. Reviewing and adjusting the skills structure of your team can lead to breakthroughs in performance.
Score More Sales
DECEMBER 5, 2016
Michael Phelps, Olympic Gold Swimming Champion, was known to say “I think goals should never be easy – they should force you to work, even if they are uncomfortable at the time.”. Doing big things – in your sales career or in sales leadership - requires you to find something within you that you may not know you have. You must really push yourself to success.
Anthony Cole Training
DECEMBER 8, 2016
So, what are you looking for in your next great sales person? I guess the most important question is this: Are you really looking for the next great sales person or are you looking for a sales person that will fill the FTE allocation? Will you settle for someone that is “at least as good as” your average sales person?
The Sales Hunter
DECEMBER 6, 2016
More Sales Less Time: Surprisingly Simple Strategies for Today’s Crazy-Busy Sellers The last couple of months, I’ve been on a mission to try and make as much of my time focused on “RPA” as possible. “RPA” stands for Revenue Producing Activity. We in sales and, for that matter, everyone in life struggle with being […].
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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.
Sales and Marketing Management
DECEMBER 6, 2016
Issue Date: 2016-12-07. Author: Sean Alpert. Teaser: The Three Vs of sales tools - voice, video and virtual reality - will only continue to strengthen the buying experience for your prospects and further enable your sales team. Here's why it's important to embrace them. The Three Vs of sales tools - voice, video and virtual reality - will only continue to strengthen the buying experience for your prospects and further enable your sales team.
DiscoverOrg Sales
DECEMBER 9, 2016
Sales is a crucible, burning away excuses and bad habits. Didn’t hit your quota? Go back to the phones and meet sales goals by providing prospects with solutions. Staying on fire requires constant honing of skills, studying the competition, and doing the hard work. To help get you start on the right foot for 2017, we reviewed our blog posts from the past year to find those that stood out in their mission to put a spark in sales efforts.
SBI Growth
DECEMBER 8, 2016
Today’s topic is how to select the best sales org chart for your organization. Too few reps and you will miss the revenue number. Too many reps and you will destroy profits. As a guide to the conversation, download our 10th annual.
The Sales Hunter
DECEMBER 6, 2016
#SocialSelling is all the rage, but before we get carried away with it, let’s realize something our mothers told us growing up — “Too much of anything will make you sick.” Social selling is ONE sales tool. Do not think of it as THE only sales tool, because doing so will get you in trouble […].
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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
Sales and Marketing Management
DECEMBER 5, 2016
Issue Date: 2016-12-05. Author: Reno Macri. Teaser: Trade show exhibition remains an effective marketing strategy, but only when preparation is incorporated into the plan. One of the most crucial parts of the planning phase is to establish your objectives. Here's how. Trade show exhibition remains an effective marketing strategy, but only when preparation is incorporated into the plan.
Pointclear
DECEMBER 8, 2016
Should you leave a voicemail? One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”. The following is from my favorite author (“New Sales. Simplified.” and “Sales Management. Simplified.”), Mike Weinberg: “Voice mail is a reality, and anyone in sales needs to deal with it.
Fill the Funnel
DECEMBER 7, 2016
Igloo has been my #1 best-selling web page software in 2016. It builds stunning web pages, landing pages, webinar registration pages, and with this new update – MEMBERSHIP sites. Works with WordPress or standard HTML websites. Anyone can use this – even with no previous experience. Click here to see a page built with IGLOO and […].
The Sales Hunter
DECEMBER 5, 2016
Are you spending your time on Revenue Producing Activites? If not, you need to think about restructuring your week so your activities are RPA! As sales leaders, we have to be aware of how closely our tasks are tied to producing revenue. Fortunately, the more aware you become, the better able you are to adjust […].
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.
MTD Sales Training
DECEMBER 9, 2016
Sigmund Freud had a way with words. One of his theories was that pain can be more immediate than pleasure, leading us to become more concerned with avoidance of pain and hence paying more attention to it. Many salespeople have heard this reckoning and have identified how recognising a client’s ‘pains’ and ‘problems’ can have a big effect on the decision-making process.
Increase Sales
DECEMBER 5, 2016
Wouldn’t it be great that with one sales call the customer would buy and become a loyal customer for life? We all know selling in the B2B marketplace and sometimes in the B2C marketplace takes more than one call. So if we as salespeople know that then why do so many in sales stop at one, two or even three sales calls? 44% of salespeople give up after one follow-up (Source: Scripted).
The Sales Hunter
DECEMBER 9, 2016
We’re just a few weeks from the end of the year, and that most likely means chaos on a number of fronts. First, there is the year-end pressure with most companies ending their fiscal year. Second, there is all the outside chaos of holiday activities, which means there is the continual juggling of both […].
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.
A Sales Guy
DECEMBER 4, 2016
Let me be clear, there is a difference between negative feedback and constructive feedback that highlights a weakness, or something you could improve. I’m a huge fan of constructive feedback. Actually, I seek it out. I want as much feedback in the areas I can improve as I can get. It’s the only way to get better. Negative feedback, on the other hand, is just that it’s negative.
Increase Sales
DECEMBER 8, 2016
Sales coaching continues to grow from internal coaches, sales managers to the hiring of external coaches. Yet quite often this unintentional result happens as I was reminded by this statement made by a respected colleague: Prescription without diagnosis is malpractice. How can any professional coach worth his or her weight prescribe a solution without using a proven diagnostic tool is counter intuitive.
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?
A Sales Guy
DECEMBER 9, 2016
Great sales people are empathetic. You can’t sell if you’re not in tune with your buyers and prospects. Therefore you’re unable to offer a valuable solution to them. It all starts with your focus on them, their problems, their needs, their emotions, their fears, their issues. You must have empathy for those you’re selling to.
Increase Sales
DECEMBER 9, 2016
Remember the Scarecrow in the Wizard of Oz and his fervent wish of “If I only had a brain?” Sometimes I hear this somewhat similar desire with salespeople who appear to yearn for a sales brain. Would such a brain actually increase sales? The ending lyrics to the Scarecrow’s desire may provide some insight: I would not be just a muffin’, My head all full of stuffin’, My heart all full of pain; And perhaps I’d deserve you and be.
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