The Pipeline

OCTOBER 16, 2017

By Tibor Shanto – tibor.shanto@sellbetter.ca. Despite the state of discourse in general these days, in a one on one settings, like a sales meeting for instance, most people are helpful by nature. As a sales professional, we need to walk the line of leveraging that to help us make a sale, while not taking advantage of it. I know some days it is hard to convince you that people are helpful, especially when someone just hung up on you, or you’ve run out of ideas how to get a response from someon

Cold Calling 275

Cold Calling Call-back Guarantee Prospecting 275

Sales and Marketing Management

OCTOBER 16, 2017

Author: Tony Agresta Most salespeople could teach a course in rejection. They’ve been through it so many times they can rattle off the typical objections from customers and prospects: “I don’t have time to hear this pitch”. “It’s not a high priority for us”. “I already have a solution”. “How’s this really going to help me?”. The best prepared salespeople have a comeback ready to go.

Real Estate 243

Real Estate Construction Scale Hiring 243

MTD Sales Training

OCTOBER 16, 2017

No matter what you sell, a consultative selling approach is essential if you want to land the business. Click on this link if you’re looking for a consultative selling course. If you’re looking for tips then please read on! For me, it’s all about unearthing the needs, the wants and desires of your prospects and then positioning your product or solution in a way that makes it the only choice.

Consultative Selling 203

Consultative Selling Comparison Policies Commission 203

Hubspot Sales

OCTOBER 16, 2017

Sales compensation is one of the trickiest aspects of the sales organization to get right. Not only are salespeople notoriously good at figuring out and exploiting loopholes in the pay structure, but there are tens of different variables to balance. How to create a good sales comp plan. Sales comp plan types. Salary only. Commission only. Base plus commission.

Compensation 124

Compensation Hiring Salary Commission 124

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

MTD Sales Training

OCTOBER 16, 2017

The Gatekeeper : the secretary, receptionist or personal assistant, whose job it is to “screen” your call and stop you from talking to the decision maker. We all understand the importance of talking to “The Decision Maker”. Talk to someone who is not qualified and you’re wasting your time! If you are in B2B sales then you have come face to face with gatekeepers and a “screen” and learning to get past these guardians of the gold, is a mission-critical objective in your sales career.

Gatekeeper 185

Gatekeeper Decision Maker How To Face-to-face 185

InsightSquared

OCTOBER 16, 2017

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. I get asked, “What should I look for when hiring someone for Sales Operations?” or “What skills should I have to break into Sales Operations?” a lot. Thinking about the best and worst Sales Operations professionals I’ve worked with over the years, I’ve come up with four skills that the best have and the worst lack.

Sales Operations 93

Sales Operations Hiring SalesForce Follow-up 93

A Sales Guy

OCTOBER 16, 2017

I know, I know, I haven’t posted a blog post in over 2 weeks. I think this is a record for the longest stint without a post. Why? Why has it been so long? I could give you a million reasons, but the truth is I just haven’t been inspired. I like to offer value to the readers of this blog, and I just haven’t felt it lately. I’ve been writing on A Sales Guy for almost 9 years.

Video 84

Video LinkedIn Sales 84

SBI Growth

OCTOBER 16, 2017

Account 153

Account Strategy Sales 153

Tom Hopkins

OCTOBER 16, 2017

Sales Process or Results? What’s more important? This is a guest post by Weldon “Wally” Long whom I greatly admire. Heed his words well! In sales you have two things: The sales process and the sales result. The sales process is everything you do (build a relationship, identify problems, solve problems and ask for the […]. The post Sales Process or Results?

Sales Process 69

Sales Process Social Media Selling Skills Media 69

Advertisement

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.

Sales

SalesforLife

OCTOBER 16, 2017

How can you use sales enablement to create a flywheel of growth at your business? Ben Cotton , Senior Marketing Manager, Sales Enablement , HubSpot, sheds light on everything you need to know to enable your sales reps to succeed, from how to build a sales enablement team to key plays and strategies he learned while building HubSpot’s sales enablement team.

Sales Enablement 59

Sales Enablement Hubspot How To Sales 59

Customer Centric Selling

OCTOBER 16, 2017

Sales Tips: What To Do and NOT To Do with Costs vs. Benefits. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Benefit 74

Benefit Sales Sales Forecasts Forecasting 74

SalesLoft

OCTOBER 16, 2017

When it comes to call coaching, the majority of sales leaders fall into one of two managing styles to keep their reps’ skills strong: a proactive or reactive approach. Proactive managers prioritize coaching their reps for the future to help further their development. Reactive managers, on the other hand, respond to the reps’ past performance, analyzing and critiquing.

Coaching 52

Coaching Comparison Construction Conference 52

Mindtickle

OCTOBER 16, 2017

“If I had an hour to solve a problem I’d spend 55 minutes thinking about the problem and 5 minutes thinking about solutions.”. ? Albert Einstein. According to the Bridge Group, sales productivity is the biggest challenge for 65% of B2B organizations. But stating the obvious isn’t a good enough reason to convince your sales leaders and the C-Suite to invest in sales readiness.

Buying Cycle 52

Buying Cycle CRM Examples Data 52

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.

Cold Calling

Partners in Excellence

OCTOBER 16, 2017

We’ve all been subjected to high pressure selling tactics. We see various forms of these high pressure or manipulative tactics, whether it’s the high pressure sales person focused on pitching products, the sales person that keeps moving the focus back to them and what they want to achieve, incentives to “buy now,” whether they are offered in forms of scarcity or a disappearing discount, and the list of tactics can go on and on.

Discount 52

Discount Fashion Incentives Incentive 52

Mindtickle

OCTOBER 16, 2017

“If I had an hour to solve a problem I’d spend 55 minutes thinking about the problem and 5 minutes thinking about solutions.”. ? Albert Einstein. According to the Bridge Group, sales productivity is the biggest challenge for 65% of B2B organizations. But stating the obvious isn’t a good enough reason to convince your sales leaders and the C-Suite to invest in sales readiness.

Buying Cycle 52

Buying Cycle CRM Examples Data 52

The Center for Sales Strategy

OCTOBER 16, 2017

I recently had a coaching assignment with a highly ambitious salesperson. This person wasn’t prospecting for new business as often or as much as her manager would like. I’d had a few calls with her and given her a few assignments to complete between our calls in the prospecting part of the sales process. Her performance for me (and for her manager) continued to be lackluster.

Coaching 50

Coaching Prospecting Sales Process Company 50

EyesOnSales

OCTOBER 16, 2017

4 Ways to Connect When Customers Are Drowning in Options. A classic sales principle teaches us to give prospects a choice between one thing and something else rather than between something and nothing. That approach made perfect sense in decades past, but it becomes exponentially more complex considering the multiple “somethings” consumers can choose from in the modern business world.

Customer 53

Customer Consumer Social Media Loyalty 53

Advertisement

In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

Data

The Brooks Group

OCTOBER 16, 2017

Oftentimes, individuals charged with hiring a sales team will make a decision based on a gut instinct alone. Maybe they have a good feeling about a sales candidate—or maybe they’re just too busy to give the decision careful attention. Either way, hiring based on guesswork, luck, or a gut feeling isn’t the most effective way to build a high-performing sales team.

Hiring 49

Hiring Sales Talent Retention Report 49

Sales Gravy

OCTOBER 16, 2017

Jeb Blount reviews The Sales Survival Handbook by the creative genius behind Sales Humor, Ken Kupchik. Ken Kupchik’s tongue-in-cheek take on the day to day trials of sales professionals offers as much practical wisdom as it does comedic relief.

Handbook 40

Handbook Sales 40

Sales Evangelist

OCTOBER 16, 2017

You’re probably familiar with Simon Sinek and have watched his Start with Why concept on TEDxTalks. If not, how long have you been living under the rock? Seriously though, you’ve got to watch it! In today’s episode, we have David Mead, a team member at Simon Sinek’s organization Start with Why. David is going to […] The post TSE 683: How to Help Salespeople and Entrepreneurs Discover their WHY appeared first on The Sales Evangelist.

How To 40

How To Sales 40

Sales Gravy

OCTOBER 16, 2017

Invest in yourself, your family and your life by investing in your business planning. It isn’t hard and it isn’t time-consuming. And the results you get will make you wonder why you didn’t start sooner.

Consumer 40

Consumer 40

Advertiser: ZoomInfo

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

Sales Process

Close

OCTOBER 16, 2017

When I was 18 years old, I used to think that selling was all about talking.

Closing 52

Closing How To Sales 52

BrainShark

OCTOBER 16, 2017

Company 62

Company 62

Hubspot Sales

OCTOBER 16, 2017

You may have heard, “Don’t sweat the small stuff.” That might be true in some aspects of life -- but over email, sweating the small stuff is exactly what you should be doing. Business email etiquette. Email etiquette rules dictate what’s appropriate and what’s not when you’re sending a message to a prospect, business partner, coworker, manager, or acquaintance.

Face-to-face 145

Face-to-face Follow-up Hubspot Call-back 145