SBI Growth
JANUARY 5, 2017
Today’s topic demonstrates how to get sales improvement programs adopted in a matrix organization. To help illustrate today’s topic we will think through sales enablement within a matrix organization using Frontier Communications as a use case. As a guide for.
Understanding the Sales Force
JANUARY 5, 2017
To start the year off I posted My Top 10 Tips to Help you Sell More and Get More Done Than Anyone Else. I received so many thank you notes and emails expressing appreciation for that post that I decided to share 10 more tips for those who have the capacity to become even more efficient.
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SBI Growth
JANUARY 5, 2017
There is a common question among Chief Executive Officers. How do I stay relevant in a changing market? Many industries are experiencing significant shifts. Disruptive technologies take root, or markets are saturated. The reasons are many. As CEO, your task.
No More Cold Calling
JANUARY 5, 2017
Can one call generate leads better than ten? You already know my point of view on cold calling. No salesperson should ever have to cold call to generate sales leads. It’s an ineffective prospecting strategy and a nuisance to buyers, most of whom ignore cold calls. For account-based sellers , it’s not only a waste of time. It’s a waste of perfectly good relationships.
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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.
The Pipeline
JANUARY 5, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca . No one says telephone prospecting is easy, which is why I am always puzzled as to why many sales people make it even more difficult than it already is. Many don’t set out to sabotage themselves, some are not even aware they are doing it, and many are just sadly following the advice of pundits who talk about but don’t actually telephone prospect.
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Increase Sales
JANUARY 5, 2017
Credit www.pixabay.com. The world of sales is constantly changing. New terms are added almost on a weekly basis or so it seems. One such term is disruptive selling. A discussion within the LinkedIn Group, The Sales Experts Channel, brought up this term of disruptive selling. This discussion was based on a Bright Talk webinar hosted by Paul Watts where his advice was to think more strategically.
Engage Selling
JANUARY 5, 2017
You simply can’t sell to anyone and everyone. There are individuals and businesses who are going to be a right fit for your organization, and there are others that will be the exact opposite.
Sales Result
JANUARY 5, 2017
“The definition of insanity is doing the same thing and expecting different results” is a colloquial quote you’ve likely heard many times throughout your sales career as a motivational statement or theme for a sales meeting. As played out as it may be, there’s a reason why it’s used so often – it’s true, and 100 times amplified when it comes to sales.
Cincom Smart Selling
JANUARY 5, 2017
Did you think that CPQ system you just signed up for was plug and play? Nice try! CPQ implementation is a process, not a moment. It is tempting to see CPQ as a “sales solution” or a tool that only requires Sales to spend a few minutes in learning to navigate the app with little participation from others in your organization. CPQ is not that easy, and the implementation project needs to be treated with great attention in order to assure that a successful system is deployed.
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.
The Brooks Group
JANUARY 5, 2017
The role of a sales leader is straightforward (in theory): to lead a sales team to produce profitable revenue. In reality, however, there are a mountain of things standing in the way of achieving that goal. Spend more time in 2017 focused on high-value leadership activity by avoiding these 5 productivity-sucking pitfalls. 1. Parachuting in on every qualified opportunity.
Sales Evangelist
JANUARY 5, 2017
Are you still using the same selling strategy that you used some 20 years ago? You can’t just sit there and wing it anymore thinking that those old school technologies are going to win clients over. You can no longer guess your way to success nor should you even wait for a guru to tell […] The post TSE 481: The Science of Selling by David Hoffeld appeared first on The Sales Evangelist.
Sales Gravy
JANUARY 5, 2017
If a salesperson gives out three business cards every business day, at the end of a month the individual would have passed out about 78 cards. He or she would have met and talked to 78 new opportunities, referral sources and leads.
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