The Pipeline
SEPTEMBER 14, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca . On Monday, I posted about understanding and knowing the very next thing that needs to happen if a specific opportunity is to move forward to becoming a client. Because I wanted to focus on a specific question, I glossed over the question I am sure many had as I set out a scenario, specifically when we ask sellers: “Who is your best prospect?”.
DiscoverOrg Sales
SEPTEMBER 14, 2017
Spoiler alert: The statistics you’re about to read are not very encouraging. When we commissioned a study that asked 270 B2B buyers about their feelings on salespeople, the response revealed … shall we say, room for improvement. That’s because, in part, technology has changed the role of the salesperson, and a lot of sales professionals haven’t yet changed along with it.
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MTD Sales Training
SEPTEMBER 14, 2017
I’m sure you’ve been in that situation where you’re about to gain commitment from the buyer and then you put your foot right in at, and completely blow the moment! It could be that you said something the buyer picks up on and it makes them nervous about making that final decision. This is the point of every conversation where you don’t need to put any pressure on the buyer.
Sales and Marketing Management
SEPTEMBER 14, 2017
Author: Jim Fowler Buzzwords don’t get much buzzier than account-based marketing. Marketers in the B2B space are all about it, and there’s data to back that assertion up. SiriusDecisions’ 2016 State of Account-Based Marketing Study found that 27 percent of respondents invested between 11 and 30 percent of their total marketing budgets into ABM. Still, while it’s great in theory, ABM isn’t all that practical for most businesses.
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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.
SBI Growth
SEPTEMBER 14, 2017
Joining us for today’s show is Sean Cataldo, a sales effectiveness leader who knows how to enable a sales force to hit the number. Today’s topic is sales enablement. Sean answers questions from the How to Make Your Number in 2018.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Velocify
SEPTEMBER 14, 2017
The biggest mistake loan officers are making today is they’ve become transactional in their sales efforts. Many of them focus on price and product, which are indistinguishable in a marketplace commoditized amid low interest rates that have endured for nearly a decade. This approach exacerbates a “race to the bottom” mentality. Sales success requires a new, relational mindset — especially now with interest rates starting to climb.
Engage Selling
SEPTEMBER 14, 2017
This week, I had the pleasure of addressing 400 top Financial Services professionals at a national sales conference in Las Vegas.
DocSend
SEPTEMBER 14, 2017
The most important part of sales content isn’t what you create, it’s how it performs. And that means digging into the data to track the KPIs that matter most to your business. Content has fundamentally changed the way we prospect, nurture, and close deals. . From whitepapers and case studies to pitch decks and product overviews, the volume of sales content has exploded in recent years.
EyesOnSales
SEPTEMBER 14, 2017
A/B testing is a powerful tool that many email marketers have yet to take advantage of. We want to help you fully understand what it is and how powerful it can be for you and your business. Join us on Thursday, September 28th at 1pm EST. We will equip you with everything you need to know to begin a/b testing your emails and show you how to create and implement successful a/b tests for your upcoming email campaigns.
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.
Sales Evangelist
SEPTEMBER 14, 2017
This is episode is part two of the discussion we had last week on Episode 655 where we talked about how you can create an experience for your customers, specifically around the idea of asking powerful questions. Last week, I discussed how to do the start stop question. This week, I’m going to teach you […] The post TSE 660: TSE Hustler’s League-“The Reverse” appeared first on The Sales Evangelist.
Sales Evangelist
SEPTEMBER 14, 2017
How can you stay motivated even when things are not going so well? Today’s guest is Brian Biro, America’s Breakthrough Coach, and he shares with us why people actually are not overachievers and how you can stay motivated to keep you on top of your sales game. Brian has been speaking for over 20 years. He […] The post TSE 661: How To Stay Motivated…Even When Things Are Going Bad appeared first on The Sales Evangelist.
No More Cold Calling
SEPTEMBER 14, 2017
Do your lead generation strategies encourage persistence and curiosity? A 10-year-old girl was afraid that if she once again asked her brother to teach her to play the guitar, he would think she was being pushy. Hearing her express this fear was enough to set me off. I took her aside and gave her a life lesson—there’s a huge difference between pushy and persistent, no matter how her brother perceived it.
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Cincom Smart Selling
SEPTEMBER 14, 2017
Most of us deal with sales management every single day of our lives. We may not know it, but we do. Every day, somewhere, a sales manager is quietly contemplating a performance goal and a pile of data. The express intention of this process is to enable and encourage each of us to buy their products and help them attain that goal. Recently I had the experience of buying a new car.
Nudge.ai
SEPTEMBER 14, 2017
This article on relationship selling was written by Emmanuelle Skala and originally appeared on Saleshacker.com here. Sure, peg me as “old school”. But I want to point out that robots and AI have not yet taken over selling… it’s still mostly human-to-human. And it’s going to stay that way for a while. So why is everyone so down on relationship selling ?
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