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.
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.
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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.
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.
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
MTD Sales Training
OCTOBER 17, 2016
Our value proposition is the reason why customers choose one company over another. Something has to eliminate a customer’s pain or deal with one or more areas of gain before they decide to go for that solution. Your value proposition, therefore, should clearly show how your solution creates better results than any of the competitors. These are the questions you should be asking to ascertain how you offer more to customers than anyone else: In what way does my solution add value to this specific
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Fill the Funnel
OCTOBER 17, 2016
If you want to conduct a successful expert interview, you need to know how to communicate well with your subject. These interview tips will help you get the most out of your efforts. If you’ve taken the time to build a relationship with your subject already, this will make communication easier. Here are a few communication tips specifically for conducting interviews.
Sales Training Connection
OCTOBER 17, 2016
Developing a sales culture. Traditionally when talking about sales best practices, most of the emphasis has been placed on individual sales rep and sales management skill sets. But the more we have studied high performing sales teams, the more we have come to realize that the cart has often been placed before the horse. Perhaps sales teams would be even more successful if greater emphasis were initially directed towards creating a culture that drives individual excellence.
Partners in Excellence
OCTOBER 17, 2016
I got one of those calls today. Not dissimilar to some of the other calls I’ve described in past posts. The sales person called wanting to talk about sales performance management. I’m always interested in sales performance management and learning more, after all, the majority of Sales Manager Survival Guide is about sales performance management.
BrainShark
OCTOBER 17, 2016
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Sales Result
OCTOBER 17, 2016
Enterprises and SMBs are very different beasts and in order to sell to them effectively, your sales reps need to have certain skills. While there are key characteristics that all top-performing reps have in common , there are specific qualities that a sales rep selling to Enterprise versus a Small or Medium-Sized Business must possess in order to be successful with repeatable results.
Mr. Inside Sales
OCTOBER 17, 2016
How many resumes do you think an HR Director or hiring manager receives for each job posting they advertise for? Would you guess twenty? Thirty? I hate to break it to you, but if it is a sales position you had better revise your estimate way up. Try over seventy or eighty – and that is just in the first couple of days of posting the job! Now ask yourself how hiring managers decide who to put in the “to call” pile or folder, and who to disqualify and delete.
HeavyHitter Sales
OCTOBER 17, 2016
This is the story of two very similar LinkedIn articles. They are on the same topic, use similar images, are about the same length, and both were written by the same person. However, one article went viral and was viewed over 30,000 times while the other was seen by 1,000. Before we begin our discussion, it would be very helpful if you took a quick look at both articles: The 30,000+ Views “Viral” LinkedIn Article. The 1,000+ Views “Traditional” LinkedIn Article. A
SalesLoft
OCTOBER 17, 2016
As practitioners of the modern sales process, we know that it can still be exhausting to be on the front-line of the selling cycle. Even a well-oiled cadence can be exhausting: a string of ignored emails, dropped calls, and endless unreturned voicemails. The real issue here is that in today’s influx of communication platforms, quality sales prospects are getting harder and harder to reach.
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