Mon.Nov 28, 2016

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Or – You’re Just A Boring Prospector

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . I get to listen to a lot of phone calls made by a whole lot of B2B sales people. Some are selling bleeding edge services to prospects with bleeding edge expectations, others are selling traditional products that are as exciting as watching paint dry, or listening to call recordings. There are always things we can change and improve from a skill and techniques standpoint, in fact, I consider a week less productive from a sales development success

Intent 235
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Time to Rethink Our Sales Fears

Increase Sales

Sometimes by rethinking what we believe to be true, we can change our results. This is especially true for our sales fears. Credit www.gratisography.com. Being in sales is not easy. Salespeople are confronted with a lot of fears from meeting strangers to going to places uninvited to not earning a sale after weeks of follow-up. They sometimes never know what is behind the doors they walk through.

Intent 126
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Sales Tips: Qualitative or Quantitative Data – Which is Better?

Customer Centric Selling

Sales Tips: Qualitative or Quantitative Data – Which is Better? By Carolyn Galvin, Primary Intelligence - CCS® Strategic Partner. There’s an ongoing debate over which type of data is better: quantitative (“quant”) or qualitative (“qual”). For researchers who have used and benefited from both, there are distinct advantages and disadvantages from each.

Data 80
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Developing a High-Performance Sales Culture

SBI Growth

Sales 153
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Sales & Marketing Alignment: How to Synergize for Success

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.

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Configured Product Selling Versus “Don’t Worry, We Got It” Selling

Cincom Smart Selling

I was wracking my brain the other day about how I might explain the difference between a configured product selling cycle powered by sales configurator software and a sales cycle that was handled without those tools. Inspiration finally struck in the form of a memory from my childhood. Remember Goofus and Gallant ? My old man was a pediatrician, and like most kiddie docs, he kept copies of Highlights Magazine in the lobby for kids to peruse while they waited to be seen.

More Trending

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Sales Compensation Planning for 2017

Your Sales Management Guru

Creating a Sales Compensation Plan for 2017. When it comes to how businesses pay their salespeople, there’s no one-size-fits-all approach. That’s especially true for many companies with diverse products and services that include: a mix of products and services. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans.

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Why Don’t We Take The Time To Do Things Right?

Partners in Excellence

It’s oddly ironic, we never seem to take the time to do things right. We don’t do the pre-call research before the call or meeting. We know we have the greatest impact when we have some minimal amount of research complete, but somehow, we don’t take the time. We don’t take the time to personalize our emails. We know we will have far higher open rates and far better receptivity with even the most simple levels of targeting and personalization, yet we don’t take the

Hiring 58
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Learn Your Sales Craft with Trish Bertuzzi {Video}

SalesLoft

Want to know why Trish Bertuzzi is such a sales powerhouse? Because she knows what it takes for anyone to make it in the industry. Her first piece of advice: Learn your sales craft. No matter who you are — male, female, sales rep, mechanic — you have to invest in your future by learning as much as you can about your craft before the industry chews you up and spits you out.

Video 52
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Looking Forward: 3 Sales Enablement Trends That Will Dominate in 2017

BrainShark

Trends 108
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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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5 metrics B2B startups need to focus on to scale from 100 to 1,000 customers

Close

If you managed to land your first 100 customers, congratulations! You’ve already made it further than the majority of startups ever will.

Scale 52
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TSE 452: Setting CLEAR Expectations with ALL Prospects!

Sales Evangelist

Have you ever experienced having new, awesome clients who then become your worst clients in the world? Nothing you provide was what they were expecting. Well, today, I’m going to teach you how you can avoid having to go through this. Set CLEAR Expectations Determine the rules before playing the game. Set clear expectations. What […] The post TSE 452: Setting CLEAR Expectations with ALL Prospects!