The Pipeline

APRIL 28, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . There is no shortage of productivity or enablement tools available to sales people and sales organizations. Many may be useful, fun to use, and allow sales people to do things they may not have been able to do in the past, not everyone gets the same level of productivity improvement, if any. Let’s start by defining productivity, the simplest definition from an execution standpoint is: The rate of output per unit of input.

Commission 163

Commission Tools Webinar Metrics Objections 163

Score More Sales

APRIL 28, 2016

A week ago the American Association for Inside Sales Professionals ( AA-ISP ) had their annual Leadership Summit in Chicago. I’ve been to the last 4 and wanted to share some thoughts about what you missed if you were not able to go. Also if you did go, there were a lot of things happening so everyone there probably had a little different perspective.

Conference 141

Conference Inside Sales Sales B2B 141

Understanding the Sales Force

APRIL 28, 2016

You or your salespeople are on a call. Is it an uphill battle? Do you feel like you need some luck to win the business? Are you up against an incumbent - and your prospect is happy with them? Are there too many competitors - and you are having trouble getting noticed? Does the prospect claim to only care about price - and you aren't the lowest? Do they just want a proposal or a quote - and you feel like you need to provide it to them?

Face-to-face 131

Face-to-face Proposal Prospecting Meeting 131

MTD Sales Training

APRIL 28, 2016

One of my friends likes a flutter now and again. Oh, he’s not a bona-fide better, just someone who now and again enjoys taking the risk of seeing if his horse can beat the others. There’s one big problem. He always bets on the horse to place. When you place a bet on a horse to win, your bet pays only if your horse finishes in first place. When you place a bet on a horse to place, your horse needs to come in first, second or third place for you to win.

Study 120

Study Education Survey Groups 120

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.

Sales Cycle

The Sales Hunter

APRIL 28, 2016

Salesforce and Sales Hacker have teamed up to create a conference experience that connects the top B2B sales professionals with the most innovative best practices and advanced new technologies. The two days are action-packed and consist of 8 massive keynotes and 16 actionable breakout sessions. No matter what size company you represent, what industry […].

SalesForce 115

SalesForce Conference B2B Industry 115

Sales Training Connection

APRIL 28, 2016

Medical device sales reps. Ever wonder what medical sales reps like most about their jobs? MassDevice reported the findings from a survey of more than 1,400 sales reps in the 2016 Best Places to Work in Medical Sales survey. Take a look at what they found: 72% of those responding were satisfied or very satisfied with their job. Nonetheless, about one-half said they were actively seeking a new job.

Survey 58

Survey Travel Compensation Report 58

Engage Selling

APRIL 28, 2016

In Venice last week I learned that locals are leaving in droves. Yes, the water is rising (by 1.5 meters since the city was founded). But the encroaching tides are not the cause for the exodus.

Sales 48

Sales Up-Sell Loyalty Sales Talent 48

ROI4Sales

APRIL 28, 2016

First, busy gets busy. My father used to tell me the first step in a successful sales career is to cast a broad net and reel it in. Get busy, because when you are busy things happen. Here are a few simple busy activities you can do now: What is in the news? – look for trigger events that may help you penetrate an account. LinkedIn discussions – This is a great place to hang out, discuss things you are interested in, and make a few connections with people who have common interests.

Penetration 49

Penetration How To Call-back Webinar Metrics 49

Sales Evangelist

APRIL 28, 2016

The concept of sales enablement is pretty much becoming a buzzword in the sales world today, but what is it exactly? Mr. Enablement here is going to give us great new insights into that. TK is the founder and CEO of ToutApp, a sales success platform where they offer a one stop shop for customers […] The post TSE 300: Is Sales Enablement Working For You?

Sales Enablement 40

Sales Enablement Exact Sales Customer 40

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BrainShark

APRIL 28, 2016

Sales 71

Sales 71