Mon.Apr 24, 2017

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3 Reason to Establish and Mine The Gap – Part I

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Sales people are always trying to create urgency, or figure out how they can accelerate a decision. The conventional approach has been to either focus on a “pain point” the buyer may want to solve with haste. The other conventional strategy is to have the client agree to a needs analysis, and leverage the outcome based on that analysis.

Analysis 193
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4 Powerful Forces That Drive B2B Purchasing Behavior

Sales and Marketing Management

Author: Andrea Hill, manager of innovation strategy, ReadyTalk It’s happened to all of us in sales and marketing. You’re working through the sales process with a prospect, and all of a sudden a competitor you’ve never heard of surfaces and you’ve lost the deal. Confused, you check out their site. It’s a niche product, not nearly as full-featured as your product.

Hiring 169
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Where to Begin to Increase Sales, Your Next Step

Increase Sales

Most sales managers to salespeople want to increase sales. More sales equals more money and far less stress. Yet to consistently achieve this ongoing sales goal requires a commitment to a process. After taking that initial first step to assess, then this provides a foundation for the next step – Clarify. If you missed the first step, read this posting Where to Begin to Increase Sales.

Facebook 109
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Corporate Strategy: Drive the Right Focus on Revenue Growth

SBI Growth

Revenue 146
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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

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.

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Top Five Capabilities Sales People Need to Give Winning Presentations – #3 Simplify presenting!

Bigtincan

Last week we shared the first two of the five top capabilities sales people need to give winning presentations – empower salespeople with the right presentation at the right time and make presentations interactive. The third capability is less about the delivery and more about the approach to creating presentations – keep it simple! We’ve […].

Sales 52

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13 ridiculous sales hiring mistakes even smart sales leaders make (and how to fix them)

Close

Here’s a simple truth: The world has too many mediocre salespeople, and not enough great ones. Which makes hiring the great ones really, really difficult.

Hiring 52
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The Top 10 Things a Sales Rep Should Never Say to a Sales Manager

The Brooks Group

My brother and I were chatting in the Atlanta airport on our way to a meeting in Phoenix a few weeks ago and I jokingly asked him, “What are the top 10 things a sales rep should never say to a sales manager?” We laughed and then he suggested I post the question to LinkedIn and see what we get. It was a Saturday, so I chose to watch a movie rather than open my laptop on the flight.

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Sales Tips: WHY Should Buyers Buy from You?

Customer Centric Selling

Sales Tips: WHY Should Buyers Buy from You? By John Holland, Chief Content Officer, CustomerCentric Selling®.

Buyer 65
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Distributor Opportunities: Improving Dealer Relationships

Paul Cherry's Top Sales Techniques

Dear Paul, I need help with improving dealer relationships. My products are sold primarily through dealers and distributors. I have a really hard time judging whether or not a dealer is going to be successful at selling my products. Half the time I am thrilled that they are willing to take on my line. We have the honeymoon period where everything seems to go well but after a few months, many of them seem to fade away on delivering results.

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Supercharge Your Sales: 5 Steps to Effortless Selling

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

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Connecting Strategic Plans to Product, Marketing & Sales Execution Plans in 3 Steps

Product Management University

Most organizations have strategic plans that include goals for revenue growth, new customers, market share and other quantifiable metrics. All good! But a huge disconnect often exists between the corporate strategic plan and tactical product, marketing and sales plans. When that’s the case, the organization loses tremendous momentum because all disciplines are going in different directions, focused on different goals with competing and often conflicting plans.