The Pipeline
AUGUST 17, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca. Proactive Prospecting Summer – Part 7. Questions can be a powerful tool in prospecting, just as in other stages of the sale. In this portion of the Proactive Prospecting Summer , we look at using questions in a different way in prospecting than we would later with an engaged buyer. Take a look, and leave you response in the comment area below.
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MTD Sales Training
AUGUST 17, 2017
Let’s take a look at this from both sides of the fence. If you want to negotiate a discount and you’re a buyer then I’ll give you some phrases to use. Conversely if you’re a sales person I’m going to give you some phrases on how to counter buyers who are haggling and negotiating for a discount. So armed with phrases from both sides – may the best person win!
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MTD Sales Training
AUGUST 17, 2017
Your ability to make a profitable sale often hinges on your skills when discussing what price you are willing to settle on for your product. If you are worried about whether you will make the sale or not, you may well offer a lower price to get the buyer to agree to the sale. However, buyers are cute (!) and have often been on courses themselves to train on how to negotiate a lower price.
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Engage Selling
AUGUST 17, 2017
Stop hanging on to poor sales performers! It’s becoming increasingly apparent to me that sales leaders hesitate far too much when it comes to getting rid of their dead weight.
SalesProInsider
AUGUST 17, 2017
You’ve scheduled an appointment with a prospective buyer and, like all top performing sales reps, prepared for your conversation by identifying your objective planning your questions and everything you want to tell them. That’s a great plan. Right? It is, IF you get that far. Even with a scheduled appointment, you might get shut out in the first minutes (or moments) if you aren’t prepared for a productive start to the conversation.
OpenSymmetry
AUGUST 17, 2017
ASC 606 – Revenue Recognition: Ready or Not Here It Comes. Part 1 of a 2-part blog looks at the new ASC 606 ruling. The ASC 606 regulation from the Federal Accounting Standards Board (FASB) is coming hard and fast for companies, but many don’t know where to even begin to understand the implications. For those in sales compensation or sales ops roles, this change may have huge impacts on the structure of your sales compensation rule configuration to account for new components or assessment logic
Sales Result
AUGUST 17, 2017
The most effective prospect-facing collateral is the result of collaborative sales and marketing teams. While the marketing team is responsible for the development and design of sales collateral, it is marginally effective if it doesn’t incorporate the needs and goals of the sales team.
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Sales Evangelist
AUGUST 17, 2017
What makes you stand out against everyone else? Today’s snippet taken from our previous episodes at the TSE Hustler’s League is about how you can have that differentiating factor. Think about what you have to offer. In the last situation where you lost the deal, were you pushing the product or were you pushing a […] The post TSE 640: TSE Hustler’s League-“Unique Factor” appeared first on The Sales Evangelist.
The Bridge Group
AUGUST 17, 2017
The head of Sales Development for a $50M SaaS company recently shared some interesting team data with me. Excluding recent hires and the team currently in place, the group had 55 terminations, promotions, transfers, and quits over the last three years. A little high, but not too far above the median. Breaking down the individual data, I found the following: Roughly 60% of his SDRs were promoted or internally transferred.
No More Cold Calling
AUGUST 17, 2017
Find out how your buyers prefer to learn. We all know that video killed the radio star, but now it’s coming after the written word, too—at least that’s the consensus among many experts. In fact, LinkedIn just released native video capabilities to 500 people. I’m not one of them, and I’m cool with that. I didn’t want video anyway. According to research compiled by LinkedIn: 74 percent of all internet traffic in 2017 will be video. 59 percent of senior executives would rather watch a video than re
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