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10 Key Thoughts to Maximize Your Sales

Sell More and Work Less

I’d like to share a few thoughts with you.

2 Simple Strategies to Maximize LinkedIn for Sales

Sales Benchmark Index

Reps often lament that it’s challenging to get their message through to customers and prospects. There is no doubt that social media is here to stay. Love it or hate it, it’s a big factor in business and sales. Unfortunately, it can also prove to be a challenge. With the hundreds – sometimes thousands – of updates and contacts, it’s easy to get lost. Personas. Competitors. Partners.

5 Sales Tips to Maximize Your Price

The Sales Hunter

Maximizing your price is never easy. The reality is that if you want to maximize price, there is no short cut. Blog pricing Prospecting Sales Motivation price sales motivation sales tipsCustomers today expect discounts. Unfortunately, they’ve come to expect discounts, because far too many salespeople have been willing to give in and reduce their price.

When You Should Be Pushing Your Upgrades To Maximize Sales

Software Business Blog

Understanding how the timing of your messages can impact the digital lifecycle is key to converting prospects to customers, getting those customers to upgrade or buy additional features, and ultimately, turning them into your very own product advocates. Know when to be direct, and know the needs of your customers in order to maximize upgrade sales. Balance Messaging With Timing.

Top Ways to Maximize Trade Show Opportunities

Score More Sales

The session, called 63 Must Do’s That Will Maximize the ROI of your Booth Investment was fast-paced and fun. Invite existing customers as well as any prospects and strategic partners that are in the geographic area of your event. Perhaps you were an exhibitor and did not prepare, or you were an attendee and did not block out enough time to speak with key vendors or industry experts.

How To Maximize Your ROI At An Exhibition

MTD Sales Training

How To Maximize Your ROI At An Exhibition. Invite your customers and prospects before the show using social media, your web site and direct mail. Peter Bowen is an industry expert and panel member at the Event Supplier and Service Association. Enjoy!     . The following tips might make the difference and help you realise the true potential of exhibiting. Is the exhibition ABC audited?

Phone Prospecting Strategy for Success

Score More Sales

Maximize it by working smarter. While we are talking about visuals – I recommend you create one column to track prospects and one column to keep track of conversations with potential referrers – those people who can refer multiple sales opportunities your way. As soon as a prospect asks a question and hears you hesitate  or stumble to answer, they know you are not seasoned.

Best Way to Help Prospects Find You

Fill the Funnel

The #1 way for individual sales people to be found by prospects is to have a targeted LinkedIn Profile. If you are selling in the business to business (B2B) environment and want to be able to maximize your chances of being found by buyers of your products/services, there is no better way to stand out from the competition than by maximizing the content of your LinkedIn Profile.

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome

Smart Selling Tools

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome. And you competently juggle your frenetic schedule, apportioning just the right amount of time for office work, prospecting, sales calls, follow-up, travel, and communication. It is quite easy to get tripped up and even mesmerized by the chimeric allure of Shiny Object Syndrome when it comes to prospecting.

How to Nurture Prospective Leads through Remarketing Advertising

Sales Benchmark Index

Those prospects will spend time reviewing your content , then leave to compare your products/services with those of your competitor. world class marketer today leverages remarketing to recapture those prospective leads. Remarketing leverages cookie technology so that you can deliver online advertisements to prospective leads that have visited your website but did not convert.

How to Leverage Digital Channels to Maximize Year-end Fundraising Success

Vertical Response

Are you prepared to maximize all your end-of-year opportunities? Additionally, employ these proven tactics to maximize the effectiveness of your email campaigns: Segment mailing lists. These steps can help you maximize your social media reach and leverage its power to promote your end-of-year fundraising: Learn where your donors are socializing and sharing. Be mobile friendly.

B2B Prospecting Data Just Keeps Getting Better


The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size and job role, or title. Company SWOT analysis (OneSource). Stevens.

The 21.5 BEST Places To Network | Jeffrey Gitomer's Sales Blog.

Jeffrey Gitomer's Sales Blog

Tweet Share To maximize your networking effectiveness, you must follow one simple rule: Rule A1A — go where your customers and prospect go, or are likely to be. This is a great place to learn more about your customers AND get introduced to your prospects. Invite a prospect to dine. Then invite a prospect for him or her. Store. Online Training. See Jeffrey Live!

Hoovers and LinkedIn Team Up to Make Prospect Research Easier

Sales and Management Blog

 I suspect that you are like most sellers in that you have to find and connect with high quality prospects. . created a list of 217 prospects based on a number of criteria: The companies had to be in business-to-business sectors (no, that’s not an option; you have to select by industry.  I used high-tech, consulting, printing, and financial services). Is the Hoovers and LinkedIn combination product the be all and end all of prospect research?  No, not at all.  prospecting Hoovers; LinkedIn; prospecting; list building; prospect list buildingTitle.

Proactive Prospecting #Workshop – #Toronto – August 27

The Pipeline

Not that I want to look past the end of the summer, but as successful sales people we always have to be planning ahead.  As we get ready to round the bend to the end of after Labour Day, it is not too early to start thinking about how we maximize our opportunities into the end of the year, and to kick 2014 off strong. See full details here. “Tibor, thanks again for the training course.

Maximizing Your Prospecting ROI

Sales Excellence

Therefore, we want the highest possible return rate for the time we invest in prospecting and business development. I can’t spend my entire work week looking for new opportunities; I have to service existing clients, win some of the business currently in my pipeline, and tend to lots of other responsibilities. Here are a few suggestions that have helped me get the highest rate of return on my prospecting time: Use a short list. When I started out selling I had a naïve assumption that the bigger my prospecting list, the more success I would have. Yours will stand out.

Guest Article: “7 Sales Prospecting Ideas that Work,” by Mark Hunter

Sales and Management Blog

7 Sales Prospecting Ideas That Work. Here’s a list of 7 sales prospecting ideas you can use right now: 1. Give away prospects to others. You heard me — give away prospects. If you aren’t positive about both yourself and what you sell, then how do you expect anyone you meet to even think about being a prospect? 7. If a prospect is not willing to share with you some sort of proprietary or personal information about themselves or their company, then they’re not serious about working with you. by Mark Hunter. Have a “customer satisfaction” phone blitz.

New eBook – Maximizing Results through Inside Sales & Marketing Automation

The Sales Insider

With the advent of the internet, prospects expect immediate results. Sales and Marketing are required to work together more than ever before. That’s why it’s so important that marketing understand how they can get the right leads to sales allowing Read more.

We Can’t Sell Collaboratively – or Even Consultatively – if Our Prospect Won’t Let Us!

Jonathan Farrington

Although content selling raised the likelihood of increased sales with some customers, it did not maximize success with all customers. Earlier this week, I published a post over on The Sales Thought Leader’s Blog – “5 Generations of Selling – Are You Still Stuck in the Past?” But more often than not, these calls are being handled by an internal sales team these days, although the “hit and miss” principles remain. The playing field was very flat, and the pressure on salesmen (yes, still few women) to cut margins was considerable.

Success Today Means Maximizing the Entire Workforce Around One Common Goal

Jonathan Farrington

Maximizing a workforce around one common goal that creates value for the customer, the organization, and the employee is the only way to focus the activities of a sales team. For example, the more existing accounts that salespeople have, the less time they can devote to prospecting for new client business. Which of your salespeople’s prospects do they contact first? ? How

Managing the Crisis of Time in Sales

Sales and Management Blog

Almost every company, no matter the size or industry, relies on its sales team members to find and connect with quality prospects on their own.  In those companies where lead generation is completely the responsibility of the individual salesperson, sellers are required to come up with potential prospect names, research them to determine if they are really suspects or not, contact them, qualify them, set up an appointment, and then, finally, make some kind of presentation. For decades managers have tried to find ways to help their sales team members increase sales. 

Everything You Wanted to Know About Customer Acquisition for SaaS

Software Business Blog

The number of prospects that successfully convert into paying SaaS subscribers determine your customer acquisition rate. Since much of the focus in subscription-based business models is on customer retention and maximization of customer life-time value (CLTV), SaaS companies often tend to overlook the urgent importance of accelerated customer acquisition. What exactly is CAC?

3 Reasons To Get Prospects to Look Back drivers Future Sales

The Pipeline

How – This should be the most straight forward, once they have decided to make a change, and are comfortable with the reasons as to why, how they go about things will help you maximize the current purchase. By  Tibor Shanto  –  . Propensity to change. Why they buy. How they buy/make decisions. Again more work is not a bad thing, it’s just good to know up front.

Convert Revenue Leakage to Revenue Uplift with the Avangate Summer ‘15 Release

Software Business Blog

But as digital businesses are finding out, maximizing customer lifetime value – and not pressure – is the most effective way to convert revenues today. Act now and start using a complete set of solutions focused on fighting active and passive churn , maximizing recurring revenue and increasing customer lifetime value.  Control Every Revenue Moment. Prevent revenue leakage.

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Maximize Branding With Your Own URL Shortener

Fill the Funnel

UPDATE: Shortly after this post went live, the folks at Live Oak 360 decided to change the name of to to maximize and combine their branding efforts.  As a result, everything below is still valid, just swap every mention of with and you will be up to date. Most experts will tell you to maximize your brand every opportunity you can. URL shortener?

Industry Buzz – March 2015

Software Business Blog

Avangate is very excited to announce its Spring Release ’15, which introduces major enhancements for optimizing conversion rates – fueling customer acquisition at the top, all the way to improving renewals, boosting key metrics such as authorization rate, renewal rate and ultimately, serving to maximize customer value. Out of all of the ways that a modern marketer can reach prospects and boost sales, email marketing may just be the most powerful. Hi sellers, Enjoy last month’s resources to help you win in this rapidly changing market. As Not bad, right?

Get the Most Out of Trade Shows with Pre & Post Show Prospecting Strategies

DiscoverOrg Sales

What can you do to maximize both the time spent and your ROI to avoid these becoming a cost center? DiscoverOrg’s VP of Sales, Steve Bryerton will present one of our highest attended webinars,  Maximize Your Tradeshow ROI. If you want to dive in to staffing, giveaways and other on-site related items, our CEO Henry Schuck delivers 10 keys in his blog, “ Keys to Tradeshow ROI: 10 Strategies to Maximize Your Return.” See How An Org Chart Can Help You Know Your Prospect (KYP) Sample Our Data! Trade show season is here. Timing is everything!

Ask the Customer a Question Without an Apparent Answer to Gauge Their Involvement

The Sales Hunter

Too many times we find ourselves engaged in a conversation with a prospect that we think is going to lead to a profitable outcome, only to have the person be focused 110% on price. One of the best strategies you can use to measure a customer’s orientation to price is to engage them in a strategic discussion.  If the customer is strategically focused, you have a much better opportunity to maximize price. Blog pricing Professional Selling Skills Prospecting discount discounting maximize price price prospecting sales prospect sales prospecting

Is The Concept Of Hunters And Farmers Relevant Any More?

Partners in Excellence

In theory, hunters are the people that have to prospect, to bring in new accounts or logos. The sales person’s job is to maximize the share of account or territory for which they are responsible.  I believe it is our God-given right to 100% share of customer and share of territory.  It  seems like the concept of hunters and farmers have been around virtually as long as sales.

Increasing Revenue: The ONE Measurement That Matters Most

Smart Selling Tools

For salespeople, the best use of time is to spend it talking with a quality prospect. novice might ask, “Why don’t salesperson spend all their time with prospects?” Unless the prospect says, “Holy-smokes! Indeed, reps have to be masters at balancing their activities in a way that maximizes their revenue. Converting leads to prospects.

Jumpstart Your Sales Teams’ Prospecting

Cold Calling Results

Listen to this recording and you will learn… Determine key metrics and best practices to maximize your team’s performance. Slow attrition and maximize the success of your people. ProspectingCreate a value proposition anyone can understand – including your sales team! Importance of identifying need satisfiers and dissatisfiers during the behavioral interview. link].

The Pipeline ? 10 Fail-proof Tasks to Help Turn Your Prospects into.

The Pipeline

10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Prospecting is a term that’s been around for a long time. Your business strategies are the same as the gold-miners, except instead of digging for ore, you’re digging for customers, with your mind focused on this: you want to find the right prospects—the serious buyers. Prospecting. Home About The Pipeline.

The 3 Critical Elements for Successful CRM Adoption

Smart Selling Tools

What should I say based on prospect type or sales stage so I can get the prospect to engage? What’s the right number of contact attempts before I should move on so I can maximize the return on my time? In order for managers like you to maximize what you need and what you want out of CRM, your reps must keep the system updated consistently and reliably. subscribers.

Three Strategies to Attract More Prospects By Kendra Lee

Sales Training Advice

Ten years ago, most sales people had no idea just how vital the Internet would become to prospecting. If you’re avoiding digital prospecting techniques, you’re missing a fantastic opportunity to: - Expand your prospecting reach. Traditional prospecting strategies are important, but they aren’t working as well as they used to. You need other ways to break through prospects’ delete barrier and digital attraction strategies can help. Connect with prospects on LinkedIn. Join groups where your prospects are. Sales Prospecting

The Achilles Heel of CRM Adoption (and 2 Ways to Overcome it)

Smart Selling Tools

The 65/35 efficiency factor highlights the fact that reps are already spending far less time talking with prospects than they should be. When reps are entering data into the CRM system, they are not talking with prospects. When they are updating their forecasts, they are not talking with prospects. Nevertheless, it’s the double-edged “bad news, good news” thing. Here’s why.

Sales Energy Audits: How to Increase Revenue by Shifting Your Sales-Energy Use

Smart Selling Tools

Here is the important take-away: You maximize revenue when you optimize the use of that limited capacity. Converting Prospects. Talking with prospects. Talking with prospects. Talking with prospects. An organization with 100M in sales should generate 28M in incremental revenue by increasing their time spent with prospects from 35% to 45%. [1].

Energy 100

39 Useful Things to Post on Twitter

The Sales Heretic

The micro-blogging service gives you a direct, unfiltered communication channel with both prospects and existing customers. To maximize Twitter’s effectiveness, however, you need a following. Sales articles blog customer insights PR prospect social media tweet TwitterTwitter—like other social media sites—has enormous potential as a sales tool. It’s unlimited PR in 140 characters or less. And to develop a following, you need to post content (“tweets”) that [.].

Sales Leadership – The Talent of Saying No

Increase Sales

Not all prospects are the best customers. Separating the “wheat from the chaff” saves limited resources of time, money, energy and emotions especially in today’s profit constrained business world where every resource must be maximized to its fullest. Saying No is probably not found in any recognized sales leadership assessment or profile. Diplomacy. Self-discipline.

Twelve Things Your Company Needs to be Doing on Social Media

The Sales Heretic

Want to maximize the power of social media to boost your sales? Sales business customer Facebook loyalty marketing prospect social media TwitterSocial media is the most powerful communication tool since the Internet itself. Most companies, though, are barely tapping into its potential. Here are twelve activities you should be doing regularly. 1. Highlighting promotions Having a sale?

When Things Dry Up!

Partners in Excellence

”  But they don’t do anything, they wait because the alternative strikes terror in their souls—they have to prospect! They don’t wait for anyone else, the leverage every marketing program they can, but they go out to find deals themselves—they prospect! And like everything else they do, they are Fanatical in their Prospecting ! Get real!