The Sales Heretic
SEPTEMBER 20, 2016
While buying something new can be exciting, it can also be scary. And as salespeople, we can get so caught up in the excitement part, we forget just how scared our prospects can be. And that’s dangerous for us. Because if a prospect is too scared, they won’t buy. What exactly are buyers afraid of? [.].
DiscoverOrg Sales
SEPTEMBER 20, 2016
Sales development is now the need-to-know skill set for growth and enterprise companies. Teams focused in this area are tasked with the front-line communication required to open the eyes of prospects to the pain-point solving their product offers. Moreover, 72% of SDR teams are moving to an account-based approach of targeting prospects. Success depends on their ability to communicate effectively with a variety of decision makers.
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The Sales Hunter
SEPTEMBER 20, 2016
Is your social media effort really making a difference? Recently, I discussed with Jack Kosakowski of the Creation Agency the problem too many people are making when it comes to social media. Social media without social connection is social stupidity! In my new book, High-Profit Prospecting, I talk about social media and how it […].
SBI Growth
SEPTEMBER 20, 2016
On this week’s SBI Insider Video Podcast, we tackle the topic of strategic alignment. What exactly is it, and why is it a critical part of your overall business strategy? Watch as my colleague, Dan Perry, principal at SBI, and.
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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.
The Sales Hunter
SEPTEMBER 20, 2016
Prospects aren’t worth anything until they become a customer. There’s nothing worse than having prospects who never become a customer. In my new book, High-Profit Prospecting, I discuss this issue and share 6 things you need to remember if you want to turn a prospect into a customer: 1. Never provide the prospect with enough […].
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MTD Sales Training
SEPTEMBER 20, 2016
We often get asked for the Holy Grail of selling, that one thing that would increase sales exponentially. Without being patronising, we say there really isn’t just one-size- fits-all when it comes to sales. But there are a series of components that, when applied together, help you achieve the sale more often than not. To check if there is a chance for further engagement with a potential buyer , you can use objective criteria for assessing the sales opportunity.
Fill the Funnel
SEPTEMBER 20, 2016
What is your reaction to that headline? If you are like many in the sales profession you probably thought – “that’s not possible in my industry.” Unfortunately I have come to believe that the headline is actually a new reality for a large and ever-expanding list of companies and industries. If you are in the sales profession I plead with you to read through the rest of this post – with an open mind – and then share your comments at the end.
Sales Training Connection
SEPTEMBER 20, 2016
Sales coaching puzzle. A while ago we received a call from a company wanting to talk about coaching training for their front-line sales managers. They were real cheerleaders – they believed sales managers were the pivotal job for sales success and coaching was the sales managers’ key responsibility. Since over the years we have published a lot about sales coaching and designed some very successful sales coaching training for clients, we thought we might be able to help.
Partners in Excellence
SEPTEMBER 20, 2016
The Wells Fargo saga is a tragic example of systemic leadership failure. Excuses offered by top leadership continue to provide rich examples of their failures in serving their customers, their people, their communities, and shareholders. Unfortunately, as bad as they are, the current data probably only shows part of the problem. There’s probably data from the last several years that will never be presented, reinforcing the awful leadership model set by Wells Fargo top executives.
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Engage Selling
SEPTEMBER 20, 2016
Dreamforce Sales Summit is just a couple weeks away! Tickets for the event are sold out, but if you’re going to be attending, I encourage you to join me for my session.
SalesLoft
SEPTEMBER 20, 2016
Dreamforce is the quintessential software event of the year — the World Series of technology and software for the modern professional. And a modern sales rep at Dreamforce knows the importance of showing up prepared to get the most out of the event. The arsenal they need come with spans from the right mindset to connect with customers, the right wardrobe to dress for success, the best technology in their pockets to get the most out of their investment in the conference.
Sales Evangelist
SEPTEMBER 20, 2016
Having a strong community is key to success. But how do you even get started with this? Today’s guest is someone who grew her community from zero to 24K. Kathy Fettke is the Founder of the Real Wealth Network where she teaches people how to build a passive income so that they can be more […] The post TSE 403: What Should I Do To Build A Strong Community?
Hyper-Connected Selling
SEPTEMBER 20, 2016
Do you remember the last time you saw a social media post about an opposing political viewpoint? Your face probably got a little red. You immediately thought of a response that included a few choice four-letter words. Maybe it was a meme lampooning your candidate or the link to the ultra-extreme political blog from your sworn enemies. Well, it’s going to happen more and more as we go through this election year.
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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.
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