No More Cold Calling
AUGUST 18, 2016
Read the speech that helped to shape my perspective on education, sales, and life in general. Many years ago, a high-school girl competed in a state speech competition for members of the forensics club. Participants competed for the best original speech as well as for the best speech written by someone else. This young girl chose a speech entitled “Curiosity and Discontent: The Value of a College Education.
The Pipeline
AUGUST 18, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . Many sellers ask me what they should add to or say in an initial telephone prospecting call. Having listed to and analyzed thousands of calls, I have come to the conclusion that most sales would make great strides if they first focused on what to leave out of their calls. There are things that people say in the call that make sense based in “normal” situations, but prospecting, cold calling people who you have never spoken to, who are not expe
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Sales and Marketing Management
AUGUST 18, 2016
Issue Date: 2016-08-19. Author: Michael Harris. Teaser: When customers don’t fully understand their problem, salespeople will not be able to confirm value with generic questions, because there is no value to confirm. With Insight-Based Directed Questions, salespeople are able to illuminate the problems and costs of not having their unique capability.
Mr. Inside Sales
AUGUST 18, 2016
Not all sales close on the first – or even second or third, etc. – closing call. Because of that, it’s often necessary to set a call back to continue the conversation. Like most parts of a sale, the call back is one of those recurring situations that you, or your sales team, will find yourself in countless times a day or week. Because of this, it’s important that you develop and then script out a best practice approach to handle it effectively.
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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.
MTD Sales Training
AUGUST 18, 2016
When we are putting our presentations together for a client meeting, we often, if not always, concentrate on the overall benefits to the client of our products and services. We concentrate on what our products will produce for them, how they will make them more competitive in the market place, the profitability they will bring or the increased productivity that they will gain.
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Increase Sales
AUGUST 18, 2016
After reading a quote by Tim Riesterer (Chief Strategy and Marketing Officer at Corporate Visions), I wondered out loud how many salespeople have the ability to increase sales by effectively uniting risk and resolution? According to Riesterer, those salespeople who create risk (think pain) and can provide a resolution message within their sales conversations positively impact behavior by 9% compared to risk messages or resolution messages only.
A Sales Guy
AUGUST 18, 2016
You have to be passionate to sell. You have to have conviction to sell what you sell. The problem happens when the passionate conviction takes over. A good friend asked me to meet someone about a new business venture they were involved in. Reluctantly (I get a lot of these requests), I looked at his website, and did a little research and agreed. We had a 30 minute phone conversation.
OpenSymmetry
AUGUST 18, 2016
Inc. Magazine Unveils 35th Annual List of America’s Fastest-Growing Private Companies—the Inc. 5000. Inc. magazine today ranked Austin-based OpenSymmetry No. 4485 and a six-time honoree on the 35th annual Inc. 5000, the most prestigious ranking of the nation’s fastest-growing private companies. The list represents a unique look at the most successful companies within the American economy’s most dynamic segment— independent small businesses.
SalesLoft
AUGUST 18, 2016
Ever try to reach a prospect and just get radio silence? Constantly trying to call or email those ideal customers, but never hearing back? That’s because in today’s over-emailed, over-stimulated, overwhelmingly social-driven customers’ world, old-school outreach processes are falling flat. Using the same old methods to pursue modern leads is an exercise in futility.
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Your Sales Management Guru
AUGUST 18, 2016
Three Magic Questions a Sales Manager Must Know. One of the main roles of a Sales Manager is to help train your salespeople on how to stay on track during a sales cycle. During any sales opportunity coaching sessions consider asking these three questions with any sales opportunity: Why do anything? Why now? Why with us? Let’s explore these, acknowledging the answers can’t all be known at the beginning of a sales opportunity but focusing on answering them is critical to maintain focus and winning
Engage Selling
AUGUST 18, 2016
Prospecting – every salesperson knows how crucial a step this is to creating consistent sales and remaining profitable. Neglect prospecting and you may not feel the pain today, but the future will surely reflect your negligence!
Sales Result
AUGUST 18, 2016
If you're anything like us, there have been some late nights recently watching the Olympics. It's hard to pull away from the physical feats, world records, incredible wins, tragic losses and athletes' stories, all on the beautiful backdrop of Brazil.
The Ultimate Sales Executive Resource
AUGUST 18, 2016
If you look to sales experts to give you the answer, you will be disappointed. There are two fractions. One fraction of experts predicts that due to the internet, many sales jobs will disappear in the coming years. There is another fraction which has researched the numbers and comes to the conclusion that the number of people in sales or sales related occupations is surprisingly resilient to the influence of the internet.
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.
Pointclear
AUGUST 18, 2016
There is a back story to the development of the process called Account Based Marketing and that story was published in this blog by LeanData, Inc.: “In 2003, Bev Burgess , SVP ITSMA Europe, was the host of a get-together in London. As she sat between two senior-level marketing executives for global companies Accenture and Unisys, the conversation took a fateful turn.
Partners in Excellence
AUGUST 18, 2016
I’m somewhat amazed, but pleasantly so, about the sudden discovery of “Account Based Selling,” or as the great folks at TOPO refer to it, Account Based Everything. It’s important for reasons beyond the “account based” focus, but at the same time, I have to chuckle at the apparent novelty of the concept. My very first sales job, I was part of a team that sold to a single account–that was in the late 70’s.
BrainShark
AUGUST 18, 2016
Sales organizations today know the value of coaching – 74% of leading companies say coaching is the most important role front-line sales managers play. But just because companies acknowledge its value – doesn’t mean it’s actually being done.
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