The Sales Heretic
MAY 17, 2017
When sales managers and business owners hire salespeople, they’re typically looking for sales experience. Frequently, industry knowledge. And sometimes—although not often enough—attitude. But there’s another quality you need to be screening for: Are they cheap? Because if they are, they’re not going to be an effective salesperson for you. In fact, a cheap salesperson costs [.].
The Sales Hunter
MAY 17, 2017
Do you know who your customers sell to? You might say they don’t have customers, but stop and ask yourself, “Why are they buying from me?” Everyone serves someone, and who they serve is their customer. A few years ago I was in China talking to the owner of a manufacturing facility, and I […].
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A Sales Guy
MAY 17, 2017
Before any sale can begin, the target of your efforts has to talk to you. They have to engage. I know, this is the most remedial concept in theory, but in practice, it’s a b h. Making it worse, even though theoretically it’s simple, sales people continue to forget. They make this mistake over and over again, by not offering their target any reason to talk to them.
Fill the Funnel
MAY 17, 2017
I was always a big fan of LinkedIn Groups but Facebook Groups have changed my mind. I’ve written about their benefits over a dozen times here on Fill the Funnel. You could find groups for business, professional development, education, hobbies and geography amongst other areas. My LinkedIn for Sales curriculum featured key ways in which […].
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.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Hyper-Connected Selling
MAY 17, 2017
Have you been thinking about writing a book? Is it a perennial entry on your New Year’s Resolution list or that idea that keeps popping up? Is it that promise that you make to yourself, “Someday I’m going to sit down and write my masterpiece!” Writing a book is an extremely gratifying experience, and also an incredibly daunting one.
SalesLoft
MAY 17, 2017
With such a deluge of information assaulting your eyes, ears, and inbox each day, a quality personal referral is more powerful than ever before. It’s easy for your customers to search the internet for your product or service, they have a certain amount of skepticism about the information they find. While the information they surface in their research can be helpful, it’s often more persuasive and valuable to receive the thoughts and guidance of somebody they already know and trust.
Customer Centric Selling
MAY 17, 2017
Sales Tips: Creating Opportunities from Latent Needs. By John Holland, Chief Content Officer, CustomerCentric Selling®.
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Sales Evangelist
MAY 17, 2017
How do you get the quickest sales result? You can’t expect sales to keep coming when you’re not even doing anything. You can’t expect the same either if you thought sending one email was enough to draw them in. You’ve got to push harder than that! Make it personal. Emails are great but, especially if […] The post TSE 572: Quickest Way To Get Sales Results appeared first on The Sales Evangelist.
Sales Gravy
MAY 17, 2017
Having an opportunity to make "hands on" use of your product or service turns prospects into raving fans, your goal should be to do everything you can to make sure that (qualified) prospects have this opportunity.
Sales Evangelist
MAY 17, 2017
Getting a sales team from the ground to the top takes a little bit of work. Today’s guest is sales architect, Nigel Green, and he shares his insights into what you can do to scale your sales team to the next level. Nigel worked his way up the sales ladder until he became a leader […] The post TSE 573: How To Quickly Scale Your Sales Team appeared first on The Sales Evangelist.
Sales Gravy
MAY 17, 2017
You project your emotions on your prospect and make up a story in your minds eye about what they said, did, or thought after they hung up the phone, pressed send in response to your email, or kicked you out of their door.
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In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.
Sales Evangelist
MAY 17, 2017
Today, we’re having a lawyer on the show. Lawyers in sales? Yep! Lawyers know a lot about sales too. Today’s guest is Shawn Yesner. He is a lawyer in the Tampa Bay area where he focuses mostly on consumer issues and helping people who find themselves in financial distress and difficulties. He also has to […] The post TSE 574: Sales From The Street-“Meet New People” appeared first on The Sales Evangelist.
Sales Gravy
MAY 17, 2017
Like many of us I also hear lots of reasons aka excuses for someone being late or believe it or not, just not showing up at all.Today I overheard something very refreshing.
Sales Gravy
MAY 17, 2017
When prospective clients go silent, it can be frustrating and nerve-wracking for sales reps, who might wonder, Was it something I said? Did I do something wrong?
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OnePageCRM
MAY 17, 2017
Our new Enhance icon lets you quickly search for any information, urls and social profiles for your contacts in just-one-click. All you need is their valid email address and we’ll do the rest. How the enhance feature works? Using a valid email address, we’ll automatically search FullContact for any information associated with that contact including; social media, profile photos, urls and any other publicly available information.
Jeff Davis
MAY 17, 2017
I think of Voice of the Customer (VOC) when I think of the importance of establishing a Feedback Loop in regard to Sales and Marketing Alignment (SMA). Although VOC can be captured in many ways, I think salespeople are the most cost-effective manner in which to gather this priceless information about the customer needs, priorities, and perceptions of performance.
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