No More Cold Calling

JULY 7, 2016

A LinkedIn connection is not a sales lead. It happened again.

Lead Generation 257

Lead Generation Social Media Media Leads 257

Sales Benchmark Index

JULY 7, 2016

You have a strategy in place, but is it getting executed? In order to hit your revenue growth goal you must make sure you are connecting your strategy with execution. We recently spoke with Kermit Randa, the CEO of PeopleAdmin. Corporate Strategy Video

Strategy 170

Strategy Revenue Video 170

MTD Sales Training

JULY 7, 2016

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! ]]. Prospecting abusive prospects prospecting skills

Prospecting 168

Prospecting How To 168

Pointclear

JULY 7, 2016

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!”

Lead Generation 158

Lead Generation Leads Guarantee Forecasting 158

Advertiser: ZoomInfo

64% of successful data-driven marketers say improving data quality is the most challenging obstacle to achieving success. Given data’s direct impact on marketing campaigns, reporting, and sales follow up, maintaining an accurate and consistent database is a top priority for B2B organizations. This latest eBook aims to help marketing leaders understand the impact of data management on their company’s ROI.

Data

The Pipeline

JULY 7, 2016

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.

Decision Maker 156

Decision Maker Objections Vendor Software 156

Mr. Inside Sales

JULY 7, 2016

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.

Film 212

Film Telemarketing Objections Energy 212

Sales and Marketing Management

JULY 7, 2016

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.

Inside Sales 181

Inside Sales System How To Sales 181

A Sales Guy

JULY 7, 2016

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.

ROI 81

ROI Buyer Customer Prospecting 81

Increase Sales

JULY 7, 2016

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.

Survey 104

Survey Decision Maker Commission Compensation 104

Advertiser: ZoomInfo

As buyer expectations continue to heighten, marketing and sales teams are feeling pressured to deliver authentic messaging to buyers at every point of their customer journey. This report aims to highlight the current state of B2B database and contact acquisition strategies, and organizations’ goals to leverage data to fuel their go-to-market strategies in 2020 and beyond.

Report

Engage Selling

JULY 7, 2016

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.

Training 72

Training ROI How To Quota 72

Partners in Excellence

JULY 7, 2016

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.

Territories 68

Territories Channels Trade Show Social Media 68

Sales Result

JULY 7, 2016

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. Sales Management Sales Success Sales Leadership Sales Strategy Sales Team

Company 46

Company Sales Leadership Strategy Sales Management 46

Cincom Smart Selling

JULY 7, 2016

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. The customer is excited, they sign and all that’s left is to enter the order.

Policies 48

Policies Company Engineering Proposal 48

Advertiser: ZoomInfo

As frustrating as contact and account data management can be, this is still your database – a massive asset to your organization, even if it is rife with holes and inaccurate information. Entrusting a vendor to help maintain its accuracy and completeness is no ordinary engagement. Download ZoomInfo’s latest data-driven eBook aimed to help marketing leaders understand the best practices around choosing a B2B contact data provider.

Data

Insight Demand

JULY 7, 2016

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.

Sales Methodology 26

Sales Methodology Course Customer Examples 26