No More Cold Calling

OCTOBER 28, 2014

Debra Walton from Thomson Reuters was a pleasure to meet. If clients make decisions based on comparing your solutions and price with your competition, you’ll never win. Be sure to subscribe to his blog for his priceless wisdom. Discussing her mentors was an “aha” moment for me.

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Nonprofit Hiring Conference Small Business 289

SBI Growth

NOVEMBER 21, 2013

They sharpen their sales skills to meet today’s buyer and outperform their competition. Yesterday’s efforts are a sure recipe for extinction. They keep their ears to the ground about their buyers, accounts, competition, and industry. This happens weekly in a team setting. Sustainable sales do not occur by accident.

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Score More Sales

DECEMBER 27, 2013

or their prospecting conversion rates (how many decision makers do I need to talk to in order to set up a next meeting / demo / conversation)? The post 9 Steps to Boost Sales in 2014 Part 3 Execution appeared first on Score More Sales. Is that important to you? Increase Opportunities. Expand Your Pipeline. Close More Deals.

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Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

SBI Growth

AUGUST 3, 2013

Meet Kathy. Generates meetings with decision makers inside of your target prospects. This year it is titled: How to Make Your Number in 2014 : A Sales Strategy You Can Execute. She’s a Marketing VP at a B2B logistics company. The CEO just introduced her to the new sales leader. The last VP of Sales got canned at the end of Q2.

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SBI Growth

JANUARY 24, 2014

How will you use them to top the Leader Board in 2014? You want to maximize your competitive edge going into 2014. Not recapping meetings to ensure all goals were met. Execute your plan and reap the rewards in 2014! Companies invest a lot of money and resources in sales training. During SKO, time is at a premium.

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Sales Qualified Lead Compensation Call-back Energy 120

Your Sales Management Guru

SEPTEMBER 23, 2013

First Quarter 2014. But as budget planning begins and business strategies begin to be set, it is your responsibility to be ready for 2014. 1. What are your revenue objectives by each quarter for 2014? d. Have your business objectives changed and therefore your 2014 compensation plans may need to be altered.

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Scale Compensation Hiring Lead Rank 80

No More Cold Calling

DECEMBER 23, 2014

Just think about how many face-to-face meetings you now have with clients. I have clients with whom I have spoken on the phone or exchanged emails, but have never met in person, even though I have tried to get that face-to-face meeting. Everyone is just too busy, it would seem.

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Bernadette McClelland

FEBRUARY 18, 2018

If you want to get lucky in your sales career, then I seriously want you to meet someone. Jill Konrath. Many in the sales world know of Jill through her writings, the series of books she has written and her desire to help those around her. What many don’t know is the type of person she is to those who do know her. Minneapolis.

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Meeting B2B Sales Leadership Sports 294

Understanding the Sales Force

OCTOBER 29, 2014

Did you watch any of the 2014 World Series? If you can understand and apply this analogy it will make a huge difference in the quality of your calls and meetings. Dave Kurlan Consultative Selling selling tips Closing Sales sales presentation sales qualifying Jake Peavy 2014 World Series' Why so little? I''m not engaged."

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Prospecting Consultative Selling Closing Meeting 220

SBI Growth

OCTOBER 29, 2013

Couple that with preparing for 2014 and you are maxed out. Schedule a review of your 2014 plan at your office here. Your calendar is jammed with big meetings. The implications of you not being deeply engaged in 2014 planning are many: Bad Earnings — You get an unfair number. How You Avoid Losing the 2014 Battle.

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Territories Compensation Buyer Google 308

Sales Training Connection

JANUARY 8, 2014

Effective, efficient team sales meetings. To meet these expectations salespeople will need help. So, How can we do a more effective job preparing for team sales calls by conducting better sales call planning meetings? Internal Team Planning Meetings. The quality of sales team meetings we’ve observed vary significantly.

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Meeting Call-back Distribution Software 116

SBI Growth

MARCH 26, 2013

Either I or one of my colleagues will walk you through the MPB framework over a 30 minute Go-To-Meeting. If you’re not clear on the marketing gaps or you simply want to confirm you’re doing all the right things, contact us. Author: John Staples. Follow @JohnStaplesSBI.

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Marketing Scale Analysis Sales Qualified Lead 285

SBI Growth

DECEMBER 10, 2013

Your thoughts should now turn to 2014. Before you really make any decisions, start with these questions: What are my key strategic initiatives for 2014? Do I have the right talent on my team to meet these initiatives? It’s foolish to spend additional money on someone who will end up missing quota yet again in 2014.

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Territories Scale Guidelines Groups 300

SBI Growth

OCTOBER 3, 2013

Planning for 2014 requires a fresh look at the metrics that will determine success. They are all leading indicators that can help you forecast success in 2014. By registering for SBI’s Sales & Marketing Research Review , you''ll get the “ Top 15 Metrics to Track in 2014.” In this post we will dig into the top 5.

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Top of Funnel Sales Qualified Lead Ideal Customer Profile Referrals 326

SBI Growth

JANUARY 5, 2014

In this post I want to recommend three ideas to raise your game in 2014. INTERNAL MEETINGS. The greatest part of admin is spent on internal meetings. The problem with internal meetings is that they’re usually inwardly focused. The problem with internal meetings is that they’re usually inwardly focused. Most don’t.

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Sales Management Face-to-face Decision Maker Travel 310

SBI Growth

JANUARY 4, 2014

Sales leaders have their goals for 2014. Some leaders wonder how they’ll ever meet this fearsome challenge. This post is for Sales Leaders to plan for success in 2014 and beyond. The Sales Leader 2014 Planner helps with the “first 4 hours”. The 2014 Plan has 3 times that are particularly busy. How to Use the Plan.

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Hiring Face-to-face Energy Call-back 280

Sales Training Connection

SEPTEMBER 24, 2014

Lessons for sales meetings. Whoever will be hosting the upcoming book club meeting sends out an email with 3 or 4 choices. Realizing this was not the best way to select a monthly read – we now send out an email with the options and have a paper ballot vote at the end of each meeting to select next month’s book.

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SBI Growth

OCTOBER 17, 2013

With 2014 on the horizon, new sales targets will soon be set. Your 2014 number will inform decisions about the makeup of your team next year. Discover the best way to make your 2014 number. Become world class and make your number in 2014. This will all create more productivity in 2014. Think about it this way.

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Hiring Follow-up Top of Funnel Analysis 292

SBI Growth

OCTOBER 10, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Participate and learn what top companies are doing to make the number in 2014. Social selling - how to sell and prospect by leveraging social networks and generate meetings with decision makers. Author: John Staples.

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Decision Maker Buyer Persona Trends Buyer 320

No More Cold Calling

JANUARY 2, 2014

As you’re planning for 2014, forget resolutions. As you’re planning for 2014 , don’t just give your sales team an annual quota and expect them to make it rain. Instead, give them manageable goals to meet each week or month. What referral-selling goals have you set for your team in 2014? Set manageable goals instead.

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Referrals Small Business Small Business Enterprise 240

SBI Growth

NOVEMBER 28, 2013

With it, you identify areas to improve so your team can make 2014’s number. It will also provide steps to undertake for making 2014’s number. What to do for 2014? Facilitate a meeting between sales and corporate leadership to propose your approach for ensuring 2014 strategy execution. What to do for 2014?

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Lead Rank Lead Scoring Sales Leadership Proposal 275

The Sales Hunter

MARCH 15, 2014

Last week, I gave some tips to meeting planners in my video about the best strategy for picking a speaker. Check out the video… Copyright 2014, Mark Hunter “The Sales Hunter.” This week I want to elaborate on that by emphasizing the importance of knowing that speaker — and how you can go about doing that.

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Video Sales Leadership Motivation Selling Skills 218

Sales and Marketing Management

MAY 6, 2014

Issue Date: 2014-05-07. Teaser: Sometimes it feels like just getting in the door and getting that first meeting takes so much time and energy that you have nothing for the follow-up and the final push you need to get that deal to close. Author: Meridith Elliott Powell. Here are five tips to help your salespeople hit the finish line.

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Energy Follow-up Meeting Closing 258

Sales Training Connection

NOVEMBER 17, 2014

national sales meetings. Over the years we have attended a number of our clients’ national sales meetings. We have noticed, however, that some companies tend to strive for a bridge too far and conduct serious sales training at their national sales meeting. ©2014 Sales Momentum ®. Sales training and. Great events!

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Sales Meeting Meeting Training Travel 89

Sales Training Connection

AUGUST 13, 2014

Meet the asking questions challenge – 4 best practices. 2014 Sales Momentum, LLC. So, if you thought asking questions was a key skill set five years ago, just double the importance quotation you assigned to the requirement. Take accountability for excellence. More then likely asking questions is a topic on the agenda.

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Meeting Exercises ACT Training 108

SBI Growth

JULY 30, 2013

This is the time of year when Marketing leaders start mapping out 2014 changes. Making the Number in 2014 starts now. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Participate and learn what top companies are doing to make the number in 2014.

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Lead Rank Penetration Collateral Analytics 325

The Sales Hunter

MARCH 8, 2014

Are you charged with planning meetings at your company? One fatal flaw that many meeting planners make is they try to find a speaker that will reach 100% of the audience. But check out the video to see what I mean… Copyright 2014, Mark Hunter “The Sales Hunter.” Picking speakers? ” Sales Motivation Blog.

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SBI Growth

JULY 21, 2013

CMO’s can help sales make the number in 2014. WANTED: CMO’s to Guide Sales to Make the Number in 2014. Generates meetings with decision makers inside of your target prospects. CMO’s can help sales make the number in 2014. Sales field alignment with the modern day buyer requires more than lip service.

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Marketing Top of Funnel Decision Maker Infusion 335

The ROI Guy

JUNE 4, 2014

Instead, the study results revealed that the Value Gap is by far the top challenge, indicated by a whopping 71% of execs as their top issue for 2014. The top challenges was not what most expected: Not the need for more leads, the ability for sales to find more content, new social selling skills, or more sales training.

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Lead Rank Lead Scoring Face-to-face ROI 70

Sales 2.0

JULY 8, 2022

Before you can go setting up meetings, you need to figure out who you need to meet. You are trying to get meetings with people, so we need to think about who these people are. A common issue here is that we think too narrowly about the people we want to get meetings with. Is it a good time to talk about this?

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Prospecting Outsourcing Services Cold Calling Hiring 370

The Pipeline

OCTOBER 7, 2014

9th, 2014 at 2:00PM ET / 11:00AM PT for this free webinar. After that, meet RingLead CEO, Donato Diorio, for a quick preview of Capture!, How to Shift the Conversation from Product to Objectives. Join us on Thurs., Most salespeople are taught to look for pain and needs. There was no pain, and no needs, so what was the catalyst?

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Webinar Metrics Objections Vendor Account 275

The Pipeline

MAY 29, 2014

On May 8, 2014, I had the opportunity to do a Google Hangout with Stewart Rogers, of Salesformics (affiliate link). Hey, if you liked what you saw here, invite me to speak at your next meeting! By Tibor Shanto - tibor.shanto@sellbetter.ca. You can watch the entire 30 minute Hangout by clicking here. What’s in Your Pipeline?

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SBI Growth

OCTOBER 2, 2013

How are you planning for Social in 2014? Your use of Social Selling will determine if you make the number in 2014. It generates meetings with decision makers at a higher rate. Most buyers look at who is meeting with them before the actual sales call. It seems all the focus is on your sales reps. And it should.

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Case Study Social Selling Study Decision Maker 319

SBI Growth

JANUARY 9, 2014

This is not to say that marketing doesn’t work hard or meet deadlines. The result of greater alignment is making the number in 2014 and beyond. We’ll spend 30 minutes to walk through the Top 5 priorities of the CMO & CSO for 2014 and whether you’re on track. Jobs are typically not in jeopardy. Next Steps Towards Alignment.

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B2B Revenue Report Groups 282

No More Cold Calling

JANUARY 16, 2014

Now is the time to kick your prospecting efforts into overdrive, build a strong pipeline for 2014, and determine if you’re really getting the most traction out of each and every day. As you’re planning for 2014, don’t just give your sales team an annual quota and expect them to make it rain. The New Year is in full swing.

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Referrals Cold Calling eBook Small Business 224

SBI Growth

SEPTEMBER 20, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Learn what SBI’s Discovery says about what top organizations will do differently in 2014. Dream prospects may not want to meet with a sales rep. Learning the truth is critical for your sales strategy.

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Hiring How To Face-to-face Survey 310

The ROI Guy

NOVEMBER 22, 2013

In your 2014 plans, you likely have some significant revenue growth targets for the New Year. Let’s see how this plays out against the likely growth investments and your personal plans for 2014. However, more sales reps do not mean more revenue. In fact: New sales reps take a long time to ramp up.

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Hiring Revenue Lead Rank Lead Scoring 67