No More Cold Calling

SEPTEMBER 1, 2016

Here’s how to actually win with referral sales strategies. More than 90 percent of salespeople convert at least half of their prospects to clients when they get referrals. And another 60 percent report a conversion rate of more than 70 percent. These stats are from a recent webinar I conducted— “ Turn Cold to Gold.” I asked the same question in a different webinar, and 80 percent reported turning at least half of all prospects into clients when they get referrals.

Referrals 274

Referrals Webinar Metrics Cold Calling Competition 274

Sales and Marketing Management

SEPTEMBER 1, 2016

Issue Date: 2016-09-02. Author: Corbin Ball. Teaser: The rate of technology change is accelerating with thousands of ideas, apps and innovations bubbling up to help meeting planners, exhibitors, venues and other meeting participants do their jobs better. Here are seven event technology trends to monitor. The rate of technology change is accelerating with thousands of ideas, apps and innovations bubbling up to help meeting planners, exhibitors, venues and other meeting participants do their jobs

Trends 149

Trends Meeting 149

Jeffrey Gitomer

SEPTEMBER 1, 2016

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.

Sales 130

Sales 130

SBI Growth

SEPTEMBER 1, 2016

Having the right people in the right roles is critical to hitting your revenue growth objectives. SBI was recently joined by Todd Skiles, senior vice president of sales and solutions at Ryder to discuss how he recently implemented a hunter.

Objections 120

Objections Revenue Sales Video 120

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.

Sales Cycle

Increase Sales

SEPTEMBER 1, 2016

Jeb Blount’s book, Fanatical Prospecting , is the other book end to Mark Hunter’s book “High Profit Prospecting.” Blount is rather blunt (pardon the pun) about sales prospecting. Where Hunter may have been kinder, Blount is direct and brings a refreshing attitude to common misconceptions such as multi-tasking when he states “you suck at it!

Prospecting 86

Prospecting ROI Call-back Facebook 86

A Sales Guy

SEPTEMBER 1, 2016

Problem finders are everywhere. Finding a problem is easy. Your car won’t start. Yup, you found a problem. Revenue is down, yup another problem. Your advertising isn’t working, yup you found another problem. It doesn’t take much work to find problems; they are easy to spot because they make us uncomfortable and scare us. Problems are easy to find because of the emotional impact they have on our safety and comfort.

Advertising 84

Advertising Advertising Lead Rank Lead Scoring 84

Paul Cherry's Top Sales Techniques

SEPTEMBER 1, 2016

One of the first lessons of sales is to know who you are selling to. This lesson applies just as well in the training room when onboarding new sales staff. If your sales training curriculum hasn’t been updated since the 20th Century, it will be about as useful as a floppy disk. The Millennial generation is taking the workforce by storm, and forcing change in nearly every corner of the professional world.

Training 68

Training Demographics Coaching Sales 68

Mindtickle

SEPTEMBER 1, 2016

91% of Millennials expect to stay in their current job for 3 years or less , with 45% of companies reporting higher turnover rates among this group vs. other generations. They have no problem leaving a job for one that will be more accommodating to their millennial characteristics such as personal values and ambitions, holding these at a premium over career advancement in their current company.

Social Media 59

Social Media Survey Report Media 59

SalesLoft

SEPTEMBER 1, 2016

CRMs, from one perspective, are simply supposed to be data entry systems. Sales operations folks designed the systems to match up to their reps’ sales processes, and from the new leads coming in, to the latest touchpoint of that big account ready to close, CRMs are built to know all. Unfortunately, the system that was once designed to give salespeople the most benefit is actually leaching hours from their selling time , and this is happening for one reason and one reason alone: CRMs are hard to

eBook 52

eBook Lead Rank CRM System 52

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Sales

Partners in Excellence

SEPTEMBER 1, 2016

There’s a lot of “wisdom” around phrases like “Get into your (comfort) zone… ” Presumably, it’s about getting into a good routine, building a rhythm or cadence, replicating what you’ve done to be successful. We hear and read variations of this all the time. Advice that’s well intended but perhaps the most dangerous advice we could follow.

Sports 49

Sports Compensation Relationals Training 49

Cincom Smart Selling

SEPTEMBER 1, 2016

Several weeks ago in a blog, I asked who was responsible for order prevention in your organization. This week, I want to talk about the other side of that issue. Who is promoting sales enablement? The fact is, sales enablement is not located exclusively within one group or managed under one silo. Sales enablement is cross-functional in nature, and it spans Sales, Marketing, Engineering/Product Management, Operations, Finance and just about every department within your organization.

System 48

System Sales Enablement Lead Rank Segment 48

Mindtickle

SEPTEMBER 1, 2016

91% of Millennials expect to stay in their current job for 3 years or less , with 45% of companies reporting higher turnover rates among this group vs. other generations. They have no problem leaving a job for one that will be more accommodating to their millennial characteristics such as personal values and ambitions, holding these at a premium over career advancement in their current company.

Social Media 49

Social Media Survey Report Media 49

Sales Evangelist

SEPTEMBER 1, 2016

This is Part 2 of the snippet I shared with you last week. It is from one of our training sessions at the TSE Hustlers League. We have some new exciting stuff coming in the TSE Hustlers League. For a sneak peek, we’re creating a whole semester! It focuses on effectively gaining more leads into […] The post TSE 390: TSE Hustler’s League-“Discovering What Makes You Different” appeared first on The Sales Evangelist.

Training 40

Training Leads Marketing Qualified Lead Sales 40

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.

Cold Calling

Engage Selling

SEPTEMBER 1, 2016

Taking the occasional peek at the sales pipeline is not effective pipeline management.

Pipeline 49

Pipeline Sales Customer Service Up-Sell 49

Sales Evangelist

SEPTEMBER 1, 2016

People do business with those they know, like, and trust. Of course! But how do you get them to know, like, and trust you? Today’s episode is loaded with information you don’t want to miss out on, especially when building trust and confidence with your clients is a real struggle for you, regardless of where […] The post TSE 391: Educated Them Into A Sale appeared first on The Sales Evangelist.

Education 40

Education Course Sales 40

The Pipeline

SEPTEMBER 1, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . While there are many types of buyers, not just across, but within companies, most sellers and sales organizations deploy one way or method of selling. I still regularly meet sales leaders who say we use “this method” or “that type selling”. This works if you sell one specific product to a single defined buyer, but given the fact that most of us have a varied audience, with multiple interests and drivers, there is great risk to committing to a sa

Construction 185

Construction Objections Buyer Segment 185