No More Cold Calling

JULY 13, 2017

Can sales managers influence the buying process? It’s common knowledge that revenue is a lagging indicator. You can’t manage revenue. If sales close, you win. If they don’t, you lose. There’s no in-between. Then why are so many account based selling teams given revenue targets and let loose? Calls with their sales managers become about justifying why prospects should be in their pipelines in the first place, and discussing ways these account based sales reps can accelerate the buying process.

Account 287

Account Referrals Cold Calling Ideal Customer Profile 287

The Pipeline

JULY 13, 2017

By Tibor Shanto – tibor.shanto@sellbetter.ca . Proactive Prospecting Summer – Part 2. A common question I am asked is “What are the characteristics or attributes of great sellers?” While there are a number, one key one for me is their view and utilization of time. Generally speaking you can put folks into two groups, the larger 80%, those who view time as a unending commodity, and as such can be frittered away with little thought or concern.

Maximizer 188

Maximizer Prospecting Sales Cycle Resources 188

MTD Sales Training

JULY 13, 2017

Do you sometimes find it strange that a sportsperson or experienced actor would admit to feeling nervous before a big performance or game? Surely their knowledge and familiarity with what they have to do would allay any fears they might have? Well, it shows we are all human. No matter how many times you may have performed, even at the top of your form, fear is one thing that connects us all.

Sales Meeting 169

Sales Meeting Meeting Training Sales 169

Fill the Funnel

JULY 13, 2017

For the past two years, many have been chuckling behind my back since I started talking about my growing enthusiasm for Facebook as a sales and marketing platform, especially for B2B sales. When I mentioned Pixels, and advertising on Facebook to generate leads and sales they scoffed. When I told them that they could drive hundreds […]. The post Power Of The Pixel appeared first on Fill the Funnel.

Facebook 91

Facebook Advertising Advertising Top of Funnel 91

Advertisement

A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.

B2B

Increase Sales

JULY 13, 2017

Yesterday, I made this short update at LinkedIn about professional growth for executive coaches, business coaches or sales coaches: If you are not continually expanding your knowledge, testing your own boundaries, how can you ask your coaching clients to do the same? Even though I referenced those in professional coaching roles, this question can be asked of any professional in any role including sales, executive leadership, management and even customer service.

Hiring 78

Hiring Construction Coaching Facebook 78

Hyper-Connected Selling

JULY 13, 2017

The post You Can’t Oppose Evil with Evil appeared first on David J.P. Fisher.

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Sales Gravy

JULY 13, 2017

In your initial contact with the prospect, focus all your attention and your questions on the prospect. Don’t talk about who you are and your questions on the prospect. Don’t talk about who you are and what you do, or about your company.

Cold Calling 40

Cold Calling Closing Prospecting Company 40

OpenSymmetry

JULY 13, 2017

HAVE YOU EVER tried to cancel your mobile phone contract but have ended up finishing your call to the contact centre with not just an upgrade to show for it, but some money off your tariff and the promise of further discounts down the line? If you have, first here’s the bad news: this five-star service you’ve been given probably has more to do with the guidance the operator’s IT system gave to the operator than your charm or what you may have threatened to him or her down the line.

Lead Rank 40

Lead Rank Lead Scoring Scale Incentives 40

Sales Gravy

JULY 13, 2017

According to business marketing coach, Sue Clement, “If millennials want to impress boomers, the best approach is the most direct, pick up the phone and talk to them.

Face-to-face 40

Face-to-face Customer Coaching Meeting 40

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.

Sales

The Bridge Group

JULY 13, 2017

In the US, our approach to vacation is unrecognizable to much of the rest of the world. In Sales & Sales Leadership, our approach to Paid Time Off (PTO) is incomprehensible to many of our own non-sales colleagues. A quick trip to Federal Reserve Bank of St. Louis tells me that workers in the US work ~11% more hours annually than our peers. That’s roughly an extra half day.

Policies 30

Policies Banking Survey LinkedIn 30

DiscoverOrg Sales

JULY 13, 2017

Deals aren’t won or lost on product features alone. As sales professionals know, the B2B buyer’s decision process is ultimately influenced by timing, office politics, budgets, vendor philosophy, and past experience – in addition to the quality and fit of the product or service itself. Winners of this opaque process consider their product to be superior, but the reasons for closing a deal are hardly that simple.

Vendor 154

Vendor Buyer B2B Comparison 154