The Sales Hunter

MAY 3, 2016

Too many prospecting pipelines are plugged. They’re plugged with suspects taking up valuable time. Keeping the pipeline full of only great prospects allows it to move faster and does not require the pipeline to be as big. It’s better to have a narrow fast-moving pipeline than a large slow-moving pipeline. In both the short-term and […].

Prospecting 153

Prospecting Pipeline Selling Skills Sales 153

Sales and Marketing Management

MAY 3, 2016

Issue Date: 2016-05-01. Author: Paul Nolan. Teaser: With his new book, “Smarter Faster Better: The Secrets of Being Productive in Life and Business,” Pulitzer Prize-winning New York Times business writer Charles Duhigg has followed up his bestseller on habits with a close look at the choices the most productive among us make that the rest of us don’t.

Follow-up 131

Follow-up Closing 131

Your Sales Management Guru

MAY 3, 2016

Sales Management Shouldn’t be a Horse Race. First of all I don’t enjoy gambling and second, I really don’t know how to read a horse racing program. When it comes to betting on a horse race I tend to look at the color of the Jockey’s silks or the name of the horse. Last weekend a group of East Tennessee friends and I attended Keenland horse racing track near Lexington KY for an afternoon “at the races”.

Sales Management 52

Sales Management Hiring Face-to-face Compensation 52

SalesLoft

MAY 3, 2016

The movement of the persona-based model has historically been dominated by the content marketing world. Why? Because as hard as it is for this sales development advocate to admit, marketing has been leading charge on through the ever-popular Account Based Marketing (ABM) strategy. Unfortunately, too many sales development teams are under-educated on the best practices that have been enabling sales organizations — since the beginning of time — to achieve their business goals.

Ideal Customer Profile 52

Ideal Customer Profile Buyer Persona Account Based Marketing Lead Rank 52

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

Partners in Excellence

MAY 3, 2016

Over the past weeks, I’ve been participating in a number of quarterly reviews–sales people presenting to their managers, regional vice presidents reporting to the CSO, EVP’s and GM’s presenting to the CEO. A part of each of these reviews is the outlook for this quarter and the rest of the year. Most are OK, maybe not great, but you can see a way for them to get to the goals they are trying to achieve.

Face-to-face 48

Face-to-face Trade Show Pipeline Sales Qualified Lead 48

Sales Evangelist

MAY 3, 2016

One defining trait among highly successful salespeople is their ability to think and act like entrepreneurs. I’m bringing in Lucas Barra today as we talk about why you need to think and act like an entrepreneur and how that can be done through some simple steps. Lucas runs a podcast and coaching service called DreamChasers […] The post TSE 303: Sales From The Street-“Think and Act Like an Entrepreneur” appeared first on The Sales Evangelist.

ACT 40

ACT Coaching Sales 40

Sales Evangelist

MAY 3, 2016

We all need to know how to write effectively, even in sales, now more especially because of the social selling opportunities brought to us by LinkedIn or other blog posts and sites. Therefore, it puts you to great advantage as a seller to be able to deliver your message effectively through copywriting. Today’s guest is […] The post TSE 304: Improve Your Copy, Improve Your Sales!

Social Selling 40

Social Selling LinkedIn Opportunity Sales 40

Sales Evangelist

MAY 3, 2016

Writing proposals is one of the many critical challenges that every salesperson may have to face. Even a significant amount of time has to be allotted solely in writing proposals to ensure you’re doing everything right. So we welcome back Curtis McHale here on the show today. He first guested on the show back in […] The post TSE 305: Learn How To Write Proposals That Convert appeared first on The Sales Evangelist.

Proposal 40

Proposal Face-to-face How To Sales 40

Sales Evangelist

MAY 3, 2016

Today, we’re going to talk about the power of treating your customers right. Treat them the way they need to be treated and they could actually become evangelizers for you. I’m bringing in Jared Easley on the show today as he shares with us how he experienced terrible customer service and how he dealt with […] The post TSE 306: Treat Your Customers Right and They Will Evangelize For You appeared first on The Sales Evangelist.

Customer 40

Customer Customer Service Sales 40

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