The Pipeline

SEPTEMBER 22, 2016

The Pipeline Guest Post – Megan Totka. Marketing, advertising, and finding innovative ways to promote your business are all part of a strategy to acquire new customers. If you don’t market, you probably won’t gain much more business – and new customers and more sales are something every business needs. In a traditional sense, there are lots of ways to advertise your business, and you probably feel like you are doing all of these regularly.

Promotion 245

Promotion Small Business Small Business Social Media 245

No More Cold Calling

SEPTEMBER 22, 2016

You can’t make a living off future promises. It’s tough to shut up. We’re salespeople. We get paid to talk up our solutions. But we must also sell them. We’ve all made this prospecting mistake: The customer told us her challenges. She described in wrenching detail what consistently goes wrong and how these problems are affecting her business.

Prospecting 239

Prospecting Decision Maker Face-to-face Cold Calling 239

Understanding the Sales Force

SEPTEMBER 22, 2016

You won't have to read much in today's post because I included most of it in a short video. This is a story about a salesperson who reacted extremely badly to some great training tips and disrupted the training. His thinking is so representative of salespeople that struggle, and is the kind of thinking which, if shared with others, could derail an entire sales force!

Training 198

Training Video Sales 198

Sales and Marketing Management

SEPTEMBER 22, 2016

Issue Date: 2016-09-01. Author: Anthony Iannarino. Teaser: Be persistent and stay engaged with the prospects no matter what. The successful salesperson knows the game is always on. A situation is only unrecoverable when you walk away, when you give up. Be persistent and stay engaged with the prospects no matter what. The successful salesperson knows the game is always on.

Prospecting 166

Prospecting 166

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

SEPTEMBER 22, 2016

Most companies spend about 30-40% of top line revenue on product, sales and marketing. But often, they fail to look at these as integrated expenses. On this week’s SBI Video Podcast, we spoke with Terry Hicks, the chief product officer.

Marketing 166

Marketing Strategy Video Revenue 166

Increase Sales

SEPTEMBER 22, 2016

Sales stress happens to many salespeople. Gotta make those monthly or quarterly sales goals is a continual conscious and usually unconscious thought. Yet it is amazing how many salespeople ignore this somewhat unconventional solution. Embrace a written goal setting and goal achievement WAY SMART process both personally and professionally. Possibly the reason this solution is not implemented is there is an existing presumption that people including salespeople know how to set and achieve goals.

Networking 132

Networking Sales Goal Energy Coaching 132

MTD Sales Training

SEPTEMBER 22, 2016

Last time, we discussed how your ‘elevator speech’ could be full of mistakes and not do what it’s supposed to do, i.e. open your conversation effectively with a prospect. We covered six of those mistakes and why they shouldn’t be used early on in your discussions. Here, we cover how the elevator speech should actually be the foundation for a great discussion.

Decision Maker 120

Decision Maker Objections Call-back Industry 120

A Sales Guy

SEPTEMBER 22, 2016

There is a science to getting emails read. There is a science to how our brain works and how we engage with email and if you want to understand that science, you’re gonna like this post. Getting emails read is one of the greatest challenges in sales today. As more and more people abandon the phone, email has become our go-to communication tool, yet most sales people suck at emails and so do their marketing department.

Prospecting 101

Prospecting How To ACT eBook 101

Partners in Excellence

SEPTEMBER 22, 2016

Often we think of mediocre people or mediocre organizations as those that don’t perform well, at least in comparison to their peers. I hadn’t realized my understanding of mediocrity was wrong. It was actually an interview of comedian Norm MacDonald. The real definition of mediocrity is failing to perform to your full potential. It really struck me, when we fail to perform to our full potential, we are choosing mediocrity.

Comparison 74

Comparison Relationals Coaching Training 74

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Sales

A Sales Guy

SEPTEMBER 22, 2016

There is a science to getting emails read. There is a science to how our brain works and how we engage with email and if you want to understand that science, you’re gonna like this post. Getting emails read is one of the greatest challenges in sales today. As more and more people abandon the phone, email has become our go-to communication tool, yet most sales people suck at emails and so do their marketing department.

Prospecting 115

Prospecting How To ACT Outbound Sales Team 115

BrainShark

SEPTEMBER 22, 2016

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Social Selling 155

Social Selling B2B Sales 155

SalesLoft

SEPTEMBER 22, 2016

Dreamforce 2016 is almost upon us, and if your offices are anything like ours right now, you’re most likely surrounded by reps running through their sales cadences, hustling and hunting, trying to set up appointments before the event. What’s more ( if you remember the aftermath of Dreamforces’ past ) the post-conference sales cadences will be even more frantic than the antecedent, with reps scrambling to remember who they met at the event, what to say now, and how to cut through the noise.

Outbound 52

Outbound Conference Groups Tools 52

Sales Evangelist

SEPTEMBER 22, 2016

Today I’m sharing a 10-minute snippet of one of our training sessions in the past year over at the TSE Hustlers League as we talked about how to build connections and rapport with your prospects. You’ve probably heard this so many times that people do business with those they know, like, and trust. They simply […] The post TSE 405: TSE Hustler’s League-“Show Them You Care” appeared first on The Sales Evangelist.

Training 40

Training Prospecting How To Sales 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