The Pipeline

DECEMBER 22, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . While we are all caught up in the cheer of the season, it is important to remember that sales is not always peace, love and joy. In fact, when you consider closing averages in B2B sales, it is most likely that we are bound to have more disappointments than joys as measured by that figure. Some have put the number of sales qualified leads to close, as low as 16.4%, across all B2B; I am sure if you take out the outliers, it is likely a more presen

Sales Qualified Lead 168

Sales Qualified Lead Trends Segment B2B 168

SBI Growth

DECEMBER 22, 2016

Today’s topic is how to replace leads with opportunities for the sales team through Account Based Marketing. My goal is to bring clarity to whether ABM is hype or real for your company. If you live or die by the big.

Account Based Marketing 139

Account Based Marketing Account Marketing Opportunity 139

Pointclear

DECEMBER 22, 2016

Is "appointment setting" an effective tactic for lead generation and nurturing? Most companies have experienced lead “traction” issues in their history. The biggest complaint I hear from C-level executives is that they have no idea whether or not leads are being followed up. In addition, they have had no way of knowing how effective the follow-up is on the few leads that are followed up.

Sales Qualified Lead 109

Sales Qualified Lead Lead Rank Lead Scoring Account Based Marketing 109

Increase Sales

DECEMBER 22, 2016

One of my most favorite quotes is in the movie The Patriot where the father reminds his sons to “aim small, miss small.” I only wish those seeking to increase 2017 sales would heed this advice. Credit www.pixabay.com. When salespeople have crystal clarity as to: Ideal customer (role, demographics, psychographics). Ideal target market (industry).

Referrals 99

Referrals Demographics Sales Goal Maximizer 99

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

A Sales Guy

DECEMBER 22, 2016

Please pay attention to this. Forward this to marketing. Forward this to your boss. Forward this to sales operations. Forward this to the people that create your pitch decks, presentations, and your powerpoints. Because that’s where the problem starts. No one gives a s**t about you or your company. No one gives a s**t how long you’ve been in business.

Government 86

Government Sales Operations Competition Revenue 86

SalesLoft

DECEMBER 22, 2016

Using personalized videos is one of the most effective ways to bring true personalization back into your modern Sales Engagement process. Think back to that point in all our careers where we came across an article or training seminar that stressed the importance of body language. They always go back to that same stat from a study by Dr. Albert Mehrabian which found that 55% of any message is conveyed through nonverbal elements like facial expressions, gestures, and posture.

Video 52

Video Face-to-face Study Exact 52

Sales Result

DECEMBER 22, 2016

Many of us are familiar with the fleeting nature of New Year's resolutions: eat less and exercise often top the list and are hard to happily maintain year-long! Regardless of whether personal resolutions are your thing, you should be making a committment to professional improvement of yourself and your team each year. These resolutions don't involve limiting your caloric intake and increasing time on a treadmill and even better, they'll yield big results for your business, likely becoming mainst

Exercises 50

Exercises Sales Sales Leadership Sales Management 50

Partners in Excellence

DECEMBER 22, 2016

It seems to be human nature to pick things apart. We may be looking at a new prospecting or marketing program, we may be looking at a deal strategy, we may be looking at a new organizational structure. Whatever the level we act, we have a propensity to look for faults, or what could go wrong. We hear various manifestations of that in lot’s of ways, “We’ve tried this before… ” “But we’ve always done things another way… ” “We’re di

Scale 48

Scale ACT Relationals Closing 48

BrainShark

DECEMBER 22, 2016

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Coaching 83

Coaching Training Sales 83

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