MTD Sales Training
JULY 19, 2016
Have you ever been on the phone or in front of someone who is trying to sell you something, and then when the issue of price comes up, they say something like, “Are you sitting down?” or “I hope. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Sales Hunter
JULY 19, 2016
If you’re content being average, then don’t read any further. If you’re content being average, then don’t be surprised when you wake up one day and find yourself struggling to make anything happen. Being average is simply something no one can aspire to or be satisfied at being. There’s only two positions you can occupy: […].
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SBI Growth
JULY 19, 2016
As an executive leader, one of your main priorities should be placing the right talent in the right performance conditions. This is particularly important in the sales organization. I recently hosted a debate between Mike Drapeau, Partner at SBI, and.
The Sales Hunter
JULY 19, 2016
Is what you’re doing marketing and I mean really good marketing? My friend David Avrin has just written a book, Visibility Marketing, where he digs into the idea of marketing with a particular focus toward small business. David has some unique thoughts. Yes, he buys into quality is your best marketing, but he also firmly believes […].
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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.
Engage Selling
JULY 19, 2016
Working with so many different clients across a variety of industries really opens your eyes to new ideas, strategies and insights. I’m always open to embracing fresh new thinking!
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Hyper-Connected Selling
JULY 19, 2016
Updated December 2018. I often think about the sales meeting when a sales manager first suggested using the telephone to sell. I’m sure there were a bunch of reactions to the thought: One person probably yelled out that you have to talk to prospects face-to-face if you want to have success and the phone would never work in sales. A few people in the back of the room probably whispered to each other about how confusing phones were.
Sales Training Connection
JULY 19, 2016
Medical sales training. From time to time entire industries go through dramatic changes driven by forces that are disruptive in scope and scale. Today the healthcare industry is a prime example. Most healthcare organizations are uncertain about the best strategic path forward. However, what is clear is standing still is not an option. Moving forward the challenge will be about how to reinvent versus how to improve.
SalesLoft
JULY 19, 2016
If you think you can execute a successful sales development program on email cadence alone, you’re wrong. In today’s SaaS-level of cold calling, Sales Development Reps need to become creative sales conversation machines in order to hit their monthly quota. High performing teams use a combination of phone and email to have conversations with their prospects, and the Salesloft team is no different.
The Brooks Group
JULY 19, 2016
Most sales leaders understand the importance of training new salespeople. It’s a no brainer. When we hire someone new we want them to be as successful as possible, as quickly as possible. The problem we see is that after the initial onboarding, salespeople are often left to fend for themselves. Building out a formalized ongoing training program can be a pain, especially for sales leaders in fast-paced environments where more revenue-focused activities tend to take priority.
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 Result
JULY 19, 2016
We travel frequently to visit our clients, and often they take us to their favorite local eateries and watering holes. We’ve had many memorable meals among our clients and friends, and often share them to social media - yes, we're those people. Our CEO Eric recently received a comment on one such post saying “you should be a food critic” and it got us wondering… why we hadn’t we thought of this sooner?!
Sales Gravy
JULY 19, 2016
It is a proven fact that when a customer comes into a business and asks specifically for a particular salesperson, the closing percentage is 60% or higher than a person who is drawn in through advertising and general awareness.
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