The Pipeline

JUNE 6, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . I recently took in a discussion where one of the panelists addressed the question of preference and decision making. Specifically, individuals’ tendencies (or lack thereof) to change their mind once they have developed a primary preference. The Decision Journey. The gist of it was that as people begin the decision journey, especially in instances where they know they will have to make a decision, be that a purchase decision, one person to date v

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Lead Rank Lead Scoring Objections Call-back 160

Increase Sales

JUNE 6, 2016

Not many industries or organizations devote their time and dollars to determining what problems exist. The National Association of Realtors did just that. Their Danger Report released over a year ago revealed the number one problem with those selling real estate is their overall incompetence. Having recently engaged in selling our home, I can attest the majority of real estate agents (over 50%) are door openers not real salespeople.

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Real Estate Licensing Demographics Knowledge Base 75

A Sales Guy

JUNE 6, 2016

The days of telling sales people how to sell and how to do their jobs are over. Leaders, You need to spend less time telling your people what to do and more time helping them THINK about what they should do. It’s the 21st century, it’s time to stop telling and start enabling. If you are counting the number of calls your salespeople make, if you are having weekly meetings to check on how many appointments were set, and how many presentations were given – STOP IT.

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Call-back Quota Sales Meeting 61

Sales Training Connection

JUNE 6, 2016

One important core question presently circulating among those who care about sales training is: What percentage of sales training ought to be done in the classroom vs. some form of guided self instruction? The obvious secondary question is what goes where – that is, what should be done in the classroom vs. what should be assigned to some form of guided self-study.

Training 60

Training Study Negotiation Maximizer 60

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

Close

JUNE 6, 2016

Recently, I was talking to an intern here at Close. Someone who’s incredibly talented, very smart, hardworking and disciplined. After a few weeks at Close he said, “Steli, I think things are going well, but I’m not sure I’m growing fast enough.

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Closing Sales 52

Your Sales Management Guru

JUNE 6, 2016

How to Get a Meeting with Anyone. _a book review-. This book had 32 page fold overs! If you are a regular reader of my book reviews you know that when I find something of value, I will turn the corner of the page after underlining the key learning point. 32 is one of the highest number of page turners I have ever done! This book, How to Get a Meeting with Anyone , by Stu Heinecke, is a must read for Executives, Sales and Marketing people on your team.

Meeting 44

Meeting Lead Rank Lead Scoring Social Media 44

Hyper-Connected Selling

JUNE 6, 2016

I wanted a challenge, so I’m going to mash-up my first band, Zen Buddhism, and business re-branding. Here I go! I recently found a trove of promotional material from my early music days. One of the pieces was a flier for the first show of my first band, The Armadillo Society. We had no idea what we were doing and the flier was really just a bunch of written out information that we photocopied at the library.

Exercises 45

Exercises Call-back Promotion Follow-up 45

Paul Cherry's Top Sales Techniques

JUNE 6, 2016

In order to be a good manager, you need to hold employees accountable. Accountability is still one of the most important aspects of sales management. Unless you hold your employees accountable to some measurable degree of success, your business will plateau and remain stagnant. Recently, Jeff, a sales leader from one of our top clients, stated that he was happy with our management training workshops from 6 months earlier.

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Account Face-to-face Motivation Follow-up 45

Sales Evangelist

JUNE 6, 2016

A lot of people are having a difficult time closing deals and we tend to put so much emphasis on the close that we actually start to miss. You start to think ahead and that could mess you up. Now if you would relate that with playing football, you basically take off before you actually […] The post TSE 327: How To Close The Deal appeared first on The Sales Evangelist.

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Closing How To Relationals Sales 40

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Sales

Sales Gravy

JUNE 6, 2016

Success doesn’t necessarily depend on your ability to make things happen quickly or to know the most about a certain customer. It might actually have to do with perseverance and stamina.What are the causes for sales success?

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Sales Customer 40

Sales Evangelist

JUNE 6, 2016

Today’s episode is all about the idea cross-selling and upselling to your current customers and we have Kevin Karner on the show today to give us more insights into how this can be done effectively. Kevin works at Drift that offers live chat upgrades for new businesses where they take chats onto your website with […] The post TSE 328: Cross Selling and Upselling appeared first on The Sales Evangelist.

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Customer Sales 40

Customer Centric Selling

JUNE 6, 2016

Sales Tips: Is Your Customer Experience Program Driving Metrics or Revenue? By Jessica Bledsoe, Primary Intelligence. Several years ago I had the opportunity to visit the Great Wall outside of Beijing. I was with a large group and we all climbed the first segment of the wall up to a lookout point, about 400 meters up. The steps were very narrow and steep, so most people, including me, turned around after that segment.

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Revenue Retention Analysis Vendor 57

Sales Evangelist

JUNE 6, 2016

There are days when we feel we really haven’t done anything for the day, didn’t get any prospect in, running around doing stuff, and working on paperwork, and on and on and on. Can you relate to this? Well, I’ve got a solution for you. It’s about learning how to theme your days. So today, […] The post TSE 329: Sales From The Street-“Theme Your Days” appeared first on The Sales Evangelist.

Relationals 40

Relationals Prospecting Sales How To 40

Advertiser: ZoomInfo

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

Cold Calling

Sales Evangelist

JUNE 6, 2016

In today’s episode, I’m giving you a snippet out of one of our training in TSE Hustler’s League where we discuss the idea about focusing and making sure we’re maximizing our efforts while selling. Too many times, salespeople get distracted from the real things they need to focus more on. In this snippet, one of […] The post TSE 330: TSE Hustler’s League-“Salesperson Time Management” appeared first on The Sales Evangelist.

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Maximizer Training Sales 40

Sales Evangelist

JUNE 6, 2016

Oftentimes, it can be quite difficult to discover the core challenges of prospects because these could be covered by superficial reasons that the real problem remains unknown to you. Failing to unearth their core challenges would mean failing to build trust with your customers and this equates to poor closes and poor sales. So how […] The post TSE 331: How To Discover The Core Challenges When Meeting with Prospects appeared first on The Sales Evangelist.

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Meeting Prospecting How To Closing 40