Thu.Mar 16, 2017

Want Qualified Sales Leads? Stop Your Team from Cold Calling

No More Cold Calling

Lead generation shouldn’t be that tough. Let’s be honest. Cold calling is bottom-of-the-barrel prospecting. It can take eight to 14 touches to just to reach a prospect who isn’t expecting a call from your sales rep. He’s “dialing for dollars” (read: “wasting time”), and who has time to waste?

Who Owns Sales Enablement – Sales or Marketing?

Sales Benchmark Index

Article Sales Strategy sales enablement sales enablement function sales enablement organization

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Sales Competencies Top Professionals Need

Score More Sales

What sales competencies do the top sales professionals have - SDRs, BDRs, ADRs, account managers? Can sales people be built or are we born to sell? These questions fuel many discussions in board rooms around the world. It is a universal challenge to find the top sellers for your company’s sales team. But how to go about it? sales leadership

Objections Are Only Negative IF You Allow Them To Be

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Not everything prospects say that does not align or agree with your view is an objection, and more importantly, you shouldn’t react to everything as if it was.

Battle of the Sales Strategies: ABM vs Traditional Sales

Understanding the following 5 core differences between traditional sales and ABM goes a long way in motivating, inspiring, and informing the often necessary shift to ABM.

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The Greatest Disservice We Can Do To Our Customers, Waiting For Them To Buy!

Partners in Excellence

There are just too many stupid conversations about the digitally savvy customer going on.

Conversations vs. Combat

Sell More and Work Less

Does your sales team know the difference between conversation and combat? Far too often, salespeople will get into verbal hostilities with their potential buyers. They hear a question or an objection and automatically go on the defensive!

It’s All About Your Buyer’s Situation

Sales and Marketing

Issue Date: 2017-03-01. Author: Tim Riesterer. Teaser: The reality of having more decision-makers involved in B2B deals only complicates the job of any marketer or sales pro trying to disrupt their prospects’ current situation and drive consensus among disparate stakeholders.

Sales & Marketing Graduates Deliver Real Value

Klozers

On the 26th January 2017 Klozers , in partnership with Genoa Black and fatBuzz , launched their new Sales & Marketing Academy to help reduce Graduate unemployment in Scotland.

Sales 14

12 Must-Ask Questions for Sales Managers

If you want to improve your sales team's results, you need to start by asking the right questions.

The Curse No Salesperson Said They Suffer From – Ever!

Bernadette McClelland

My family always plays games on Christmas Day and one of our favourites is Charades.

Presentations Lack Energy? Let Your Bad Actor Out!

Performance Sales and Training

Many salespeople don’t speak with as much energy or personality in business as they do in their personal lives—we tend to flatten things out, pull them in, tone them down. Because they’ve been conditioned to go into “business mode.” What’s business mode, you ask? Think of the soothing voice of an NPR host, a golf announcer or a flight attendant. The very intent of business mode is not to rile, disrupt or stand out. It’s background noise.

Making Salesforce Work for SDRs

The Bridge Group

Do your SDRs often remark about how much they love using Salesforce? Do they feel bad for peers at other companies with poorly configured CRMs? Are they thankful that, unlike those poor sods, they aren’t drowning in manual steps and byzantine processes. I suspect this isn’t a sentiment you hear very often. I’ve asked dozens of SDRs to describe the experience of doing their jobs inside Salesforce.

3 Software Tools That Can Speed Up Your Sales Cycle

Cincom Smart Selling

If you asked a any modern business how it would want to improve, there’s no doubt the sales cycle would come up. This cycle represents the critical stages of bringing on new customers, the art of moving a lead to a sale. When it moves slowly, so does business growth. According to Implisit , the average B2B sales cycle is 102 days, with 84 of those days allocated for the lead-to-opportunity process, and 18 days for the average opportunity to close.

30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

Sales & Marketing Graduates Deliver Real Value

Klozers

On the 26th January 2017 Klozers , in partnership with Genoa Black and fatBuzz , launched their new Sales & Marketing Academy to help reduce Graduate unemployment in Scotland.

Sales & Marketing Graduates Deliver Real Value

Klozers

On the 26th January 2017 Klozers , in partnership with Genoa Black and fatBuzz , launched their new Sales & Marketing Academy to help reduce Graduate unemployment in Scotland.