No More Cold Calling

JUNE 22, 2017

Do sales organizations really need a B2B sales strategy? After all, pundits tell us it’s the buyer’s journey that matters. They’re in control, so shouldn’t account-based selling pros just be prepared to wing it? Besides, developing and implementing any strategy—whether for sales, service, marketing, or products—can take weeks or months. Once you’ve mapped the company sales strategy, you need to consistently dissect it, revise it, and communicate it.

Account 291

Account Strategy Ideal Customer Profile Hiring 291

The Pipeline

JUNE 22, 2017

By Tibor Shanto – tibor.shanto@sellbetter.ca . Next week both Canada and the US celebrate their respective independence days, which means barbecues galore, and as you may have guessed, an opportune lesson for cold callers everywhere. Most cold callers, carnivores and vegetarians, make the same common errors in executing their telephone prospecting calls, many of these mistakes contribute to their lack of success, making the whole thing a further mess.

Prospecting 218

Prospecting Cold Calling Buyer Objections 218

SBI Growth

JUNE 22, 2017

Revenue attribution is a challenging topic. Marketers are always looking for ways to demonstrate that their investments are connected to revenue generation. New tools allow marketers to leverage metrics that show how various marketing investments impact the company. Attribution modeling.

Revenue 166

Revenue Marketing Tools Company 166

Increase Sales

JUNE 22, 2017

Is it just me or has gratitude become a less traveled street than in years gone by? What happened to personal thank you cards or even small gifts to acknowledge the work efforts of others? Have we become so conditioned to he or she “is getting paid to do” whatever that we have forgotten this simple, human gesture of gratitude? The reason for this question is because of some recent interactions with a local health care facility and its staff.

Health Care 159

Health Care Social Media Travel Media 159

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

SBI Growth

JUNE 22, 2017

Marketing 249

Marketing Strategy 249

Partners in Excellence

JUNE 22, 2017

Recently, I’ve become fascinated with Amazon’s “Alexa.” I’m just playing with it, at this point, it’s really more of a novelty. It’s actually easier to get up and turn a light on or off, or adjust the thermostat. But I can see how Alexa and Apple, Google, Microsoft and other versions of it can become quite interesting.

Face-to-face 52

Face-to-face Microsoft Government Construction 52

Tom Hopkins

JUNE 22, 2017

Tom Hopkins’ Proven Closes that Make Potential Clients Say, “Yes!” More Often! How is it that in a world of sales professionals with similar training, motivation and initiative, only a select few sell more and make more money? The reason is the elite have mastered more closes, and are better skilled at delivering them when buying signs appear.

Training 46

Training Selling Skills Closing Motivation 46

Sales Gravy

JUNE 22, 2017

We get bombarded by more information in one day; than my grandmother received in her entire lifetime!! Tweets, voice-mail, e-mail, phone calls, billboards, websites…So what are you doing to keep your focus each and every day?

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40

Hyper-Connected Selling

JUNE 22, 2017

The post Something to Remember When You Graduate appeared first on David J.P. Fisher.

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Sales

BrainShark

JUNE 22, 2017

Sales Enablement 62

Sales Enablement Sales 62

Contact Monkey

JUNE 22, 2017

Salesforce pricing is confusing for any sales team looking for the perfect CRM. There’s no way around it. Doesn’t help that they’ve got like, what, 932 products?! ( Actually , it’s 1,700. But who’s counting?). How Much Does Salesforce Actually Cost in 2018? Their Salesforce pricing page is loaded with countless features, complex plans, and, oh yeah — ‘hidden’ costs that you don’t always catch initially, too.

SalesForce 52

SalesForce Licensing Lead Rank Enterprise 52

OpenSymmetry

JUNE 22, 2017

I was once a post-it junkie. In a previous job, my strong aversion to learning a new and seemingly complicated CRM system was a much higher barrier than keeping track of all my accounts on post-it notes, meticulously arranged in rows on my desk. After a couple weeks of using this makeshift post-it system, I was called into a meeting with my manager who told me that, whether or not I liked it, I had to get trained in the CRM system and the post-its needed to be gone.

System 51

System Face-to-face Groups Exercises 51