Thu.Jul 07, 2016

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This Is the Biggest Lead Generation Mistake on Social Media

No More Cold Calling

A LinkedIn connection is not a sales lead. It happened again. I accepted a LinkedIn invitation from someone I didn’t know, sent a personal response to greet my new connection, and immediately received a cold calling message from someone looking only for lead generation: I’d love to talk and hear about you, what’s happening in your business and how you think I can contribute to your success.

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How To Deal With The Foul & Abusive Prospect

MTD Sales Training

Have you ever had that time when a prospect has been really horrible to you? I mean aggressively horrible, even resorting to swearing or downright nasty comments? It does happen, and unfortunately. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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What Happened When The Boss Showed His True Colours

Bernadette McClelland

The Boss walks through the door, he steps onto the platform, he opens his mouth and words of wisdom, inspiration and life lessons spew forth, weaving us into the world of musical euphoria. Cyndi Lauper sings about it, The LGBT crowd wave their flags around it. And Bruce Springsteen will not sing because of it… What is the theme? Their TRUE COLOURS!

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How to Gain Visibility into Your Mobile Sales Team with Unified Communications

Sales and Marketing Management

Issue Date: 2016-07-08. Author: Stephen Davis. Teaser: In many ways, technology has turned even inside sales reps into independent businesspeople. There is less day-to-day interaction between managers and reps in the field. Unified communications (UC) systems can help shine a light on the daily performance of your mobile workforce. In many ways, technology has turned even inside sales reps into independent businesspeople.

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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Top Ten Characteristics of Top Sales Producers (Part Three)

Mr. Inside Sales

Last week, in Top Characteristic Number Two, I introduced the concept of scripting out the very best responses to the selling situations and objections you get into 80 to 90% of the time. I urged you to practice, drill and rehearse these responses until they become automatic. The point here is that you are practicing the right responses. You see, the thing about practice is that it doesn’t make perfect, as everyone has heard.

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The Power of Why > How – Part 2

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Monday I wrote about the power of the Why > How one-two punch. Rather than doing the conventional probing around the decision process, who is involved, what are the steps, are there steps defined or is it ad-hock, etc. Ask anyone if they are the ones to make the decision, and they’ll likely say yes, ask about Why and How the current vendor was selected, and you may find a different scenario, with additional and at times more important play

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To Increase Sales You Pay for What You Hire

Increase Sales

An interesting side discussion happened within this posting, 7 Top Tips to Hire and Keep Rock Star Salespeople. This one thread focused on the desire to increase sales compared to the lack of compensation to top sales performers and the 100% commission out of the hiring gate. Another comment mentioned the unwillingness for sales management to pay for salespeople.

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Budget vs Affordability – There Is a Difference

A Sales Guy

af.ford.a.bil.i.ty – noun — the fact of being cheap enough that people can afford to buy it or pay it. budg.et – noun — an estimate of income and expenditure for a set period of time. Notice, the definitions are not the same, but yet too many sales people treat them like they are. It’s not uncommon for a salesperson or even the entire sales organization to accept a customer can’t afford their product or service because a customer or prospect says they don&

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Building Your Personal Brand

Partners in Excellence

There’s a lot written about building Personal Brands. A lot of the discussion about Personal Branding has to do with leveraging Social Channels in building huge networks of followers. While it might be ego gratifying to have a large and wide network and to be well known, I think a lot of the thinking around building your personal brand is misdirected.

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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How to Ensure Sales Training Fails

Engage Selling

When was the last time you examined your manager’s behaviour and how it affects sales performance? Over the last 16 years I have facilitated thousands of sales workshops.

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Be Smart.Hire Smarter: Why You Need People Who Are Brighter Than You

Sales Result

Billionaire, entrepreneur and founder/CEO of Dell, Michael Dell , is quoted saying “Try never to be the smartest person in the room. And if you are, I suggest you invite smarter people…or find a different room.” If you’re committed to growing your business, the biggest favor you can do yourself and your company is to hire people who are smarter than you.

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Insight Selling Map: The Answers Behind The Questions Illuminates The Road To Value

Insight Demand

It’s counter intuitive, but if you want your salespeople to challenge the status quo and create value with discovery questions, I believe they first need to know the answers before they are able to ask the questions. Why? Imagine you’re directing someone to a destination: They’ve misinterpreted your directions, and they are now lost. How are you going to get them back on course when all you have are written directions?

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Questions to Ask Before Investing in Lead Generation

Pointclear

About this time of the year we start to receive calls from prospects wishing to start new lead generation projects ASAP. It happens every year. Our ramp up time for a new program is about four weeks. When prospects hear this their response is always, “That’s just too long. I need leads NOW!” The fact is they needed leads before now. At this point, rushing to get a program up and running will be of little or no value.

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Supercharge Your Sales: 5 Steps to Effortless Selling

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.

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Who’s In Charge of Order Prevention at Your Company?

Cincom Smart Selling

Order prevention isn’t restricted to inventory shortages, point of sale errors or poorly designed customer portals. Even companies with highly trained sales forces and high performance Order Management Systems can stumble. Every sales rep has had this experience. The proposal presentation goes well, the pricing is accepted and everything points to a green light.

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