Sales and Marketing Management
JULY 11, 2016
Issue Date: 2016-07-11. Author: Frank Visgatis, President/COO of CustomerCentric Selling®. Teaser: More and more executives seem to be throwing in the towel when it comes to salespeople actually being able to move the revenue needle. As I dig deeper, I see two fundamental causes for this. More and more executives seem to be throwing in the towel when it comes to salespeople actually being able to move the revenue needle.
Understanding the Sales Force
JULY 11, 2016
I managed to develop a case of poison ivy that is so bad it is making my blood boil. Earlier this year I wrote an article explaining why more salespeople suck than ever before. (You'll need to read that article for the rest of this article to make any sense.) Last week, a reader provided a comment that made my blood boil and I wrote a response to it.
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Score More Sales
JULY 11, 2016
It is always good to see great sales skills in action. While in the Concierge Level Lounge of a Marriott hotel recently, I saw a woman from the Marriott walking around and striking up conversations with guests. She was polite and friendly, getting everyone she approached to interact with her.
The Pipeline
JULY 11, 2016
Tibor Shanto – tibor.shanto@sellbetter.ca. We are familiar with the expression “same old same old”, indicating that little has changed save the packaging. This is why you don’t see marketers and ad folks lead an advert or campaign by proclaiming that this “new thing they are presenting, is really the same as previous versions or releases, but we did slap a fresh coat of paint on it”.
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.
Increase Sales
JULY 11, 2016
Yesterday in church, I listened to the New Testament story of the Good Samaritan. Most people religious or not religious have heard this story or similar stories. Upon further reflection I recognized some similarities between the good Samaritan and a top sales performer. Sales is all about people who have needs and wants. In some cases, they (sales leads) have been left by the side of the road much like the person in the New Testament story.
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Contact Monkey
JULY 11, 2016
Gmail Delay Send lets you schedule when your emails go out – down to the minute. Built into your Gmail inbox, it’s a simple, fast, and unobtrusive email scheduling tool. It’s an incredibly simple and remarkably powerful plug-in that can be used for a range of reasons: getting a prospect to read your email first thing in the morning; to bypass time zones; to schedule your email before you forget to send it later.
Partners in Excellence
JULY 11, 2016
My last pose in this series was Disconnected Sales Execs. This week, I continue focusing on the “Super Hero” Sales Managers. We know who these types of sales managers are: They’re the people who swoop in on deals, taking them away from the sales person, closing the deals themselves. Of the differing types of Dysfunctional Sales Managers, this is probably the worst, for a number of reasons.
ROI4Sales
JULY 11, 2016
The only generation that grew up with technology is millennials. Gen-Xers had to learn how to leverage technology later in life, and of course us baby boomers had to learn it even later in life. But millennials learned to use their iPhones at a very early age. Because of this, their collaboration skills are off the charts. Millennials have an uncanny ability to multitask with technology.
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Close
JULY 11, 2016
Building a business is hard as hell. Keeping it afloat is even harder.
SalesHandy
JULY 11, 2016
80% of the free trial users just fade away and never become paying customers ( source ). How can SaaS startups tap into such a huge volume of prospects and successfully convert them into paying customers? Of course, there are some tips and ideas, which I have mentioned below, but the ultimate takeaway is for you to not fade away from your customers’ mind and to stay connected throughout the trial period.
SalesLoft
JULY 11, 2016
Being positive isn’t always the most popular choice, especially when it comes to company core values. In high school, the “cool kids” weren’t the ones raising their hands in class, coming to practice prepared, and standing up to bullies — they were the bullies. They were the ones rolling their eyes at teachers and scoffing at the kids doing the “uncool” thing: being positive, supportive, and self-starting.
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