No More Cold Calling
SEPTEMBER 8, 2016
In B2B sales, it’s important to make a good first impression. You are your brand. Your company has a brand, but people buy from you, not your company. If you’re a jerk, it doesn’t matter how great the business is. Buyers will find another salesperson from your company or go to your competitor. Today your online brand is just as critical as your in-person brand.
MTD Sales Training
SEPTEMBER 8, 2016
I had a voice-message left on my phone last week from a sales call. There were basically two things wrong with it. The first was the caller didn’t say who he was or the name of the company. I had no. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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Understanding the Sales Force
SEPTEMBER 8, 2016
Earlier this week I posted an article that told the story of the biggest sales lesson of my life. I received so many emails about that article because it seemed to really resonate with my readers. Yet, as much as it resonated, there was one question that several of them asked in their emails. They wanted to know why we were in that tenement building in the first place.
SBI Growth
SEPTEMBER 8, 2016
On this month’s SBI TV episode we spoke with 2 great guests, Paul Rosen, chief sales officer at OnDeck Capital, and Aaron Stead, senior vice president of sales at Infusionsoft. Both have had phenomenal success. Paul’s company has gone from $0.
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Anthony Cole Training
SEPTEMBER 8, 2016
My wife and I just came back from Minong, Wisconsin where we visited with our friends, Barb and Gerald O’Dell. Gerald, Barb and I go back a long way, over 30 years. We all met and worked together at Iowa State University. We parted ways for awhile until Gerald became the athletic director at the University of Cincinnati. Later, Gerald, a man of great integrity, decided it was time to leave UC and leave athletics for good.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Increase Sales
SEPTEMBER 8, 2016
Isn’t it amazing with all the resources at the disposal of B2B and B2C salespeople, so many still fail to do any to adequate research on incoming sales leads or sales referrals? This research allows them to tailor their sales message. Doing the research is another sales behavior shared by top sales performers. By investing the time to do the research about the sales lead, his or her company, the salesperson can discover any miss steps in her or his sales message.
Engage Selling
SEPTEMBER 8, 2016
Want to know the easiest way to lose control of the sales process? Time and time again, I’ve seen salespeople hold off on presenting their price to a prospective client until the final written proposal.
SalesLoft
SEPTEMBER 8, 2016
An original support team veteran, I recently switched gears to start a new position within the Salesloft team, tasked specifically with the goal of becoming the guardian of our sales data. In the last few months, the role has grown into a sales operations role that we like to call the Salesloft Data Scientist, or, as I like to refer to it, the resident sales nerd.
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The Pipeline
SEPTEMBER 8, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . Many sellers forget just how many sales situations buyers are involved with, most sellers have tunnel vision in the way they view the world, a very narrow tunnel, just big enough for their product to go through. They figure the only other people calling on and selling to the buyer are them and their direct competitors, but it is important to remember that buyers get calls from a range of product peddlers.
Mindtickle
SEPTEMBER 8, 2016
By 2015, more than 50% of all employees worldwide will be born after 1980. By 2025, this number is set to grow to 75%. The millennial generation has been the subject of both criticism and praise, with the same personality traits observed in different lights to paint two very different pictures. Where some see “entitlement”, others see “healthy self-confidence”, among other traits with opposing interpretations.
Mindtickle
SEPTEMBER 8, 2016
By 2015, more than 50% of all employees worldwide will be born after 1980. By 2025, this number is set to grow to 75%. The millennial generation has been the subject of both criticism and praise, with the same personality traits observed in different lights to paint two very different pictures. Where some see “entitlement”, others see “healthy self-confidence”, among other traits with opposing interpretations.
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