The Pipeline

NOVEMBER 17, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . There are a lot of things sellers say in the course of telephone prospecting. But given the nature of the call, the reality that we need to get to engagement from an interruption in a relatively short time, it is important to think about what you’re going to say and why. One way is to actually use a script, yes, script, maybe it would help if we called it a plan you can follow to ensure success in an endeavourer, in this case engaging with a pot

Prospecting 240

Prospecting Telemarketing Call-back Follow-up 240

Understanding the Sales Force

NOVEMBER 17, 2016

I get asked this question a lot: "We've tried sales training before and it didn't really change anything. Why didn't it work?". It's a common frustration and often explains why companies try it once and don't go back, or why they use a different company every year. There are three powerful reasons why sales training won't work, and what you can do that will make it work everytime.

Training 229

Training Video Sales Company 229

No More Cold Calling

NOVEMBER 17, 2016

Are your sales reps missing this crucial step in the sales process? Bluebirds are great, aren’t they? A prospect is ready to buy and reaches out to your sales reps, who close the deal with little effort. It’s a lucky break, a win/win. But it’s not a reliable lead generation strategy, because your sales reps didn’t initiate prospecting. Too many sales organizations now rely on incoming requests and outgoing emails to grab prospects’ attention.

Cold Calling 224

Cold Calling Prospecting Referrals Social Media 224

DiscoverOrg Sales

NOVEMBER 17, 2016

Holger Schulze is an experienced B2B tech marketer and advisor for SaaS, marketing / sales automation and cybersecurity vendors. He is perhaps best known for his work creating large-scale online communities such as the B2B Technology Marketing Community on LinkedIn with over 97,000 followers across the world (at the time of this publication). Due to a growing wave of marketing and sales technology now sweeping into B2B sales organizations, the B2b Technology Marketing Group – together with

Scale 191

Scale B2B Trends Lead Rank 191

Advertiser: ZoomInfo

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.

Sales Cycle

SBI Growth

NOVEMBER 17, 2016

Today’s topic is how to replace leads with opportunities for the sales team. Demand generation and lead management does not work for companies with business models dependent on a small number of accounts but who spend a lot. Waiting for.

Account Based Marketing 170

Account Based Marketing Lead Rank Opportunity Leads 170

Increase Sales

NOVEMBER 17, 2016

How do you tell a potentially clueless or desperate LinkedIn member? One potential identifier is a prospecting email sent by a professional colleague from over a 1,000 miles away to attend his workshop for executives just like you. Gee, you think he would have known better. Of course with the extensive sales research regarding prospecting on LinkedIn, maybe he thought he could take a short-cut?

LinkedIn 131

LinkedIn Prospecting Face-to-face Facebook 131

Sales Training Connection

NOVEMBER 17, 2016

Virtual Reality and Sales Presentations. Each year medical companies develop a dazzling array of new products. Some are minor upgrades. While others are extraordinary new products designed to be game changers or, in some cases, “bet the company” entries into the market. Unfortunately after all the market assessments, business plans, beta tests, and approvals many new medical products fail to achieve the anticipated commercial success.

Ideal Customer Profile 91

Ideal Customer Profile Fashion Analytics Video 91

Partners in Excellence

NOVEMBER 17, 2016

I was stunned reading an article in Fast Company: Five CEOs On The Skills It Takes To Land The Corner Office. The skills they identified were: How to say “No.” How to pitch. How to read financials. How to take criticism. Knowing how the work gets done. It’s amazing there was virtually no mention about effective leadership–that is caring about your people, inspiring them through a great vision, reinforcing it through a great culture, creating ownership and alignment in th

Relationals 73

Relationals Lead Rank Lead Scoring Research 73

BrainShark

NOVEMBER 17, 2016

Last month, I was fortunate to attend Forrester’s B2B Marketing 2016 event in Miami.

B2B 106

B2B Sales Technology Buyer Marketing 106

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Sales

Engage Selling

NOVEMBER 17, 2016

Are your sales reps really operating at full capacity? That is, are they making the most of the time they’re provided each day to produce results? Chances are, they’re not.

How To 59

How To Loyalty Quota Sales 59

John Barrows

NOVEMBER 17, 2016

[…] John Barrows […].

Small Business 104

Small Business Small Business Marketing 104

SalesLoft

NOVEMBER 17, 2016

Houston, we have a problem : only 31% of businesses consider their sales forecasting to be effective in terms of accuracy and helping guide pipeline management. If this number doesn’t surprise you, your business may very well be in the midst of experiencing the repercussions of generating inaccurate sales forecasting, which can be as serious as over-hiring or product shortage.

Sales Forecasts 52

Sales Forecasts Forecasting Hiring eBook 52

Sales Evangelist

NOVEMBER 17, 2016

This is yet another episode of the TSE Hustler’s League where I share with you a 10-min snippet taken from one of our 1-hour weekly webinar training. This semester, we’re focusing on Prospecting. We also have one-on-one coaching as well as have accountability partners to help us stay on track. Today, we talk about whether […] The post TSE 445 – TSE Hustler’s League-“Cold Call or Not?

Cold Calling 40

Cold Calling Webinar Metrics Coaching Account 40

Advertiser: ZoomInfo

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

Cold Calling

People.ai

NOVEMBER 17, 2016

By Matt King, Customer Experience Consultant, Microsoft and Ben Daters, VP of Sales, People.ai This is the first of a three post series on our view of how AI will radically redefine sales processes and customer engagement. In this piece we take a hard look at the actual state of AI technologies – beyond the hype – and what that means for sales teams.

Microsoft 40

Microsoft Sales Process Customer Sales 40