Thu.Jun 08, 2017

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Why You Want Sales To Be A Numbers Game

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . If you follow this blog you know that I do not understand or stand with those who say sales is not a numbers game. While I agree that the focus should always be about quality over quantity, the reality is that no matter the quality of your prospects, you will need a given (minimum) quantity of quality sales in order to meet, or better yet, exceed quota.

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10 Incentive Travel Facts You Can Put To Good Use

Sales and Marketing Management

Author: SMM On April 6, leaders from across the meetings and events industry came together to support the second annual Global Meetings Industry Day (GMID). GMID events were held across the globe to demonstrate the measurable impact that meetings have on businesses, economies and communities. The Incentive Research Foundation (IRF), a private not-for-profit foundation that focuses its initiatives on pragmatic research highlighting the premise and the power of incentive and motivational programs,

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How Account-Based Sales Teams Can Make Buying Easy

No More Cold Calling

Prospects need more insights, not more information. The love affair began when I put a soft, Italian leather wallet in his hand. It was a done deal. I made the sale. This was decades ago, when I owned a luggage and gift store. My customers had countless choices for suitcases. It was my job to simplify the process. So, I asked many questions to assess how often they traveled, and if travel was for business or with family.

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Want Better Lead Generation? Get Marketing & Sales in Line

DiscoverOrg Sales

I’ve been involved in sales enablement and lead generation since the term was just getting popularized in the B2B tech sector around 2006. And more than ten years later, the definition of what sales enablement actually is has yet to be nailed down. Ask five different sales enablement leaders, and you’ll likely get five different responses. I like Brainshark’s straightforward definition of sales enablement : Sales enablement: “A systematic approach to increasing sales productivity, by supporting

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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SALES INSANITY: Don’t Let This Happen to You

Jill Konrath

This real-life story shared below is adapted from Sales Insanity , a new book written by a fellow sales expert who has chosen to hide behind a Cannon Thomas pseudonym. Read on for a taste of this great new book.

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More Trending

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Many Sales Apps Fail. How to Ensure You Aren’t Investing in a Dud.

SBI Growth

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What Sales Can Learn From Lean Manufacturing — Part 3

Partners in Excellence

Ir you haven’t had a chance to read the first two articles in this series, take a moment to skim them, What Sales Can Learn From Lean Manufacturing and What Sales Can Learn From Lean Manufacturing–Part 2. This post follows on those. If you have been following, I’ve been using the Toyota Production System (TPS) as the foundation for this discussion.

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How Emerging Tech Companies Attract ‘A’ Player Talent

SBI Growth

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The Research Says… Skill and Will Are Key to Top Sales Performance

SalesProInsider

I love data and research…especially when it comes to people. Buyers, sales people, and leadership are of particular interest. When new reports are published, I get my hands on it as soon as possible. This is why I like the Objective Management Group’s tools so much. Dave Kurlan and his team approach sales with science. Their specific focus on being able to predict who (candidate or tenured sales rep on your team) will be a top performer allows my clients to hire less often because th

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3 Sizzling Ways to Warm up Cold Calls

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.

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Is This Fear Sabotaging Your Success?

Engage Selling

This common error costs more sales than most sales leaders are willing to admit.

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Comment on 4 Ways to Create a Sense of Urgency with Your Sales Prospects by 6 Elements You Can Safely Remove from a Sales Proposal

LevelEleven

[…] deadline. Create a sense of urgency by putting a realistic expiration date on your proposal. Try starting with a week from delivery, […].

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Part 3 of 3 – Gaining Maximum Buy-In and End User Engagement for ICM Reports

OpenSymmetry

In this blog series about the consulting approach to reports in an incentive compensation management (ICM) tool, or any other commissions management tool, we’ve explored the overarching design rules of thumb , as well as formatting and visual best practices for intuitive report navigation. In this final installment, we’ll discuss the top three tips from our consultants to maximize the usefulness of ICM reports for end users.

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Adding Urgency to a Sales Interaction

Lead411

Adjusting your sales pitch to include a sense of urgency can increase your close rates dramatically. When you get a hot lead, the first thing you want to do is call or email the prospect and close the sale. It’s fun and exciting to reach out and make the case why your product or service is the perfect fit for your customer. However, calling without a plan can be a recipe for disaster.

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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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TSE 590: TSE Hustler’s League-“Tell Me More About The Group”

Sales Evangelist

Today I’m going through some questions concerning the TSE Hustler’s League that came in and I’m going to answer them here. Why did I create TSE Hustler’s League? I was working in a company that did not have any type of support. We didn’t have any training. Imagine the frustration of trying to make money […] The post TSE 590: TSE Hustler’s League-“Tell Me More About The Group” appeared first on The Sales Evangelist.

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Struggle with Closing? 5 Easy Steps to Get Better RIGHT NOW.

MJ Hoffman

From their first conversation to the close, a strong salesperson consistently asks her prospect for small closes. Getting incremental commitments from the buyer trains them to say “yes” and indicates how invested they are in the relationship. These closes also accelerate the deal, since they help you hit significant milestones more quickly.

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Complexity is the New Normal

Hyper-Connected Selling

The post Complexity is the New Normal appeared first on David J.P. Fisher.

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