The Sales Hunter
MAY 10, 2016
Sites like LinkedIn, Facebook, Twitter and others can be powerful tools to help you prospect more effectively. In my new book coming out this September, “High-Profit Prospecting,” I share insights every salesperson needs to know. Here are 5 mistakes far too many salespeople make with social media: 1. Thinking that because they’re a new connection, you the […].
Pointclear
MAY 10, 2016
Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series. One of my favorite authors and speakers, Mike Weinberg, says the following about the CEO’s role in companies: “As goes the leader, so goes the organization. The level of the team rarely, if ever, exceeds the level of its leader.”.
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The Sales Hunter
MAY 10, 2016
Creating awareness and helping generate leads always will be some of the key roles of the Marketing Department. The challenge is to make sure Marketing gears its efforts toward reaching the right prospects and customers. During my time in Marketing positions, I found that Sales would doubt the work the Marketing Department was doing and […].
MTD Sales Training
MAY 10, 2016
If there’s one quality that we can always develop on our journey to being great at salesmanship, it’s the quality of connection. Ask any buyer what cements the relationship between them and their best suppliers, somewhere down the line this concept of connection will rise up. No buyer I know will say that they continue buying from a company without some form of bond or relationship with them.
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 and Marketing Management
MAY 10, 2016
Issue Date: 2016-05-11. Author: Scott Schwefel. Teaser: No matter where you are in terms of self- awareness, and whether or not you know your true purpose in life, there are eight steps that will prove invaluable in your search for a better lifeand a better you. No matter where you are in terms of self- awareness, and whether or not you know your true purpose in life, there are eight steps that will prove invaluable in your search for a better lifeand a better you.
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A Sales Guy
MAY 10, 2016
It happens almost every summer. Families go on vacations. The client’s workforce decreases by 20%. Budgets are adjusted. Making your number for July and August is next to impossible. Though you have adjusted your personal workload during this time, the reality is that YOUR family wants to go on vacation and have that Honey-Do-List knocked out. Your kids are in sports and they expect you to make it to the games.
BrainShark
MAY 10, 2016
Heading to Nashville for SiriusDecisions 2016 Summit? You’re among good company! . More than 2,500 attendees representing some of the most innovative B2B brands, are expected, and Brainshark is thrilled to be a premier sponsor.
A Sales Guy
MAY 10, 2016
They liked A Sales Guy Consulting, but our standard pricing and approach didn’t fit what they needed or could afford at the time. However, I knew we could help them, so we created a slightly different offer that would deliver the value they needed. Think a scaled down version of an existing offer. After being flexible and accommodating this potential client enters into an extraordinarily complex due diligence process that included an hour of free time, where I provided them with tremendous
SalesLoft
MAY 10, 2016
When we talk about sales messaging as it relates to persona based selling , it all starts with understanding your customers: their roles, pains, and the context in which they have those pains. Who is your customer? What is their function? What do they wake up in the morning thinking about? How do they communicate — phone, email, social? How do they buy?
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Engage Selling
MAY 10, 2016
As you may or may not be aware, recently I’ve started blogging unique content for two Salesforce.com websites. Their cutting edge Quotable.com is one of them.
The Brooks Group
MAY 10, 2016
[Don't miss the free download at the end of this post]. Last week we introduced the Sales Coaching Best Practices Series and kicked it off with One-to-One Sales Meetings. Each installment in this mini-series will highlight a high-gain coaching activity that EcSell Institute —a research firm specializing in sales coaching, leadership, and management—has identified through their research as having the greatest impact on a sales rep’s ability and willingness to produce at higher levels.
Hyper-Connected Selling
MAY 10, 2016
Updated December 2018. LinkedIn has a problem. Or rather, it has a branding issue. You see, before online social networking came around, there was just regular old networking. You had to go out and meet people and have conversations with them. A lot of people hated networking. One of the main reasons: the obnoxious attendees that seemed to populate every networking breakfast and conference cocktail reception.
Sales Excellence
MAY 10, 2016
Denver, CO, USA –May 10, 2016 – Sales Excellence International, a premier global sales training and consulting organization, today announced the launch of its new virtual workshops available through Sales Excellence University. The virtual workshop format was created in response to demand for high-impact training without the travel costs associated with bringing distributed sales teams to a singular location.
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.
Partners in Excellence
MAY 10, 2016
I was conducting a series of reviews with a team of sales executives. They were struggling to meet their numbers, asked me to spend some time with them. As usual, one of the first things I looked at was their pipeline. I asked them a few questions about win rates, sales cycles, average deal value—they had some answers, but not the kind that make one feel really comfortable.
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