The Pipeline
APRIL 27, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca . Monday, we looked and the need to establish a “Gap” , and gave an example that you can use to start the process with in your sales. Clearly you will need to build on that, and in today’s post we will offer specific steps you can take to surface and leverage Gaps in the process of helping buyers and winning deals.
No More Cold Calling
APRIL 27, 2017
What’s the best approach to account segmentation? How should sales leaders segment accounts for their account-based sellers? The solution seems simple: Decide which companies to target based on predictive analytics and client history with your company. In other words, which companies bring in the most revenue? But the answer isn’t always that simple.
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Sales and Marketing Management
APRIL 27, 2017
Author: Nick Hedges Several years ago, salespeople found out that writing pithy emails to business contacts was a great way to get their feet in the door of an organization. A brief and simple introductory message sent directly to the company’s CEO would often be enough to set up an introduction with the decision-maker. And just like that, you’re in touch with the person who will eventually make the purchase.
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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.
Fill the Funnel
APRIL 27, 2017
The secret is out – sales routing apps are becoming the best tools for road warriors to save time and sell more. But with several out on the market, how do you know which one to choose? We’ve researched the top features field sales reps need to give you a complete breakdown of what to […]. The post 6 Things to Look For In a Sales Routing Tool appeared first on Fill the Funnel.
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Cincom Smart Selling
APRIL 27, 2017
Quote configurator technology helps you answer the inevitable question: How much does it cost? As much as we would like to believe our marketing message, it doesn’t cost; it pays, sooner or later we have to quote a price. The pricing question can come up at any time during the buy cycle, and it can even come up outside of a buy cycle. It can be a simple, casual request for a ballpark number, a price check to see if there is any point to continuing the discussion or a full-blown request for a qu
Bigtincan
APRIL 27, 2017
The sales productivity market continues to jump, with businesses all over the world realizing the benefits they can get from the latest technology to help their sales team win more deals and be more productive. And some of the world’s biggest technology companies are doing more and more to support these efforts. Most of us […].
Engage Selling
APRIL 27, 2017
Is your organization creating sales dysfunction without even knowing it?
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Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.
Velocify
APRIL 27, 2017
Did you know that 78% of buyers who read reviews report satisfaction with their final purchase? Review sites have become a critical step in the buying process. But for inside sales organizations, the AA-ISP (American Association of Inside Sales Professionals) is the ultimate one-stop shop. It connects inside salespeople with industry-focused technology providers, service providers, and consultants.
Julie Hanson
APRIL 27, 2017
What comes to mind when you think of the word “status?” Many people (myself included) tend to think of Facebook labels: single, married, none of your business… But status can also mean how we perceive ourselves in relation to others. This often unconscious perception is proven to have a profound effect on the quality of our relationships, the way people respond to us and the amount of influence we are able to wield.
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