The Pipeline
JUNE 23, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . People ask me why I focus so much on prospects’ objectives, after all if you can find a pain and play to it, you are bound to get a sale. Well maybe. I always find it amusing that when I ask people what do they want to know about a potential buyer, too many say “I want to know what their pain point is, their needs, the problem”.
MTD Sales Training
JUNE 23, 2016
How many times have you presented your products to a prospect and got a flat refusal or, at the very least, an objection? ‘Tell me about it, Sean’ I hear you say. ‘Like….every time I present?’ Yes, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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Sales and Marketing Management
JUNE 23, 2016
Issue Date: 2016-06-24. Author: Lou Schachter and Rick Cheatham. Teaser: If the market for what your company sells stops growing, or a newly emerged competitor releases an offering that is transforming the marketplace, how your sales team responds could determine the fate of your company. If the market for what your company sells stops growing, or a newly emerged competitor releases an offering that is transforming the marketplace, how your sales team responds could determine the fate of your co
Bernadette McClelland
JUNE 23, 2016
Now it’s important I say one thing here: I was Tony Robbins peak performance coach for Asia Pacific for a three year period coaching his clients across 12 countries – I did not coach Tony himself ! You could say I crossed to the dark side for a few years, worked with the guy who is known for the big hair, big teeth and big hands, but I never did drink the coolade!
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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.
SBI Growth
JUNE 23, 2016
To hit your revenue growth objectives, your products must be priced correctly. If they’re not, products will not be profitable and your company will no longer be able to innovate. In order to do this, you must have a comprehensive.
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Fill the Funnel
JUNE 23, 2016
We all know that “content is king”, right? In fact – a recent survey discovered that content influences 2 of every 3 purchase decisions. The only problem is creating content is time-consuming, costly, and hard! And it’s also very competitive. After all, there’s already so much content out there, with more and more flooding the web every day.
A Sales Guy
JUNE 23, 2016
Last week I spoke at Sales Machine with some other great folks, Seth Godin, Gary Vaynerchuk, Simon Sinek, and more. I was on a panel with the brilliant Jill Rowley and the ever engaging Jamie Shanks. We were talking about social selling and how the tools available to sales people today have never been so powerful in helping salespeople connect with buyers.
Tom Hopkins
JUNE 23, 2016
Are You Truly Convicted? What’s your current level of conviction about your industry and the products you offer? Do you believe 100% in the industry you represent? How about the products you’re offering? There’s a maxim in the sales industry: “You can’t sell from an empty wagon.” What does that saying mean to you? The idea […]. The post Your Level of Conviction appeared first on How to Selling Skills.
Cincom Smart Selling
JUNE 23, 2016
If you hang around the sales profession long enough, you will almost certainly encounter Selling Scripts. Perhaps a manager advocates their use, or perhaps you will find yourself in a sales training course that is based on the use of preconceived scripts. These may be as simple as an FAQ list with suggested responses or as elaborate as flowcharted conversational plans that map out every discussion required throughout the sales process—from the initial cold call to closing the deal.
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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.
Partners in Excellence
JUNE 23, 2016
I’ve written about a couple of dysfunctions— Anti Sales Attitudes and the Need For Clarity and Direction. One of the more common dysfunctions is sales managers leading from behind a desk. Increasingly we find sales managers either trapped behind or hiding behind a desk. It comes about in a number of ways. Often organizations become increasingly bureaucratic and process bound.
Engage Selling
JUNE 23, 2016
Sales is stressful. You know, I know it…we all know it!
No More Cold Calling
JUNE 23, 2016
Wake up call for sales leaders: If you don’t have enough saleswomen on your team, you’re at a disadvantage. Women are just plain naturals at selling. Saleswomen have the skills and grit it takes to be top-tier performers because success in sales is about building and nurturing relationships. Women get that. We are hardwired to be nurturers, connectors, and collaborators—all traits that make for great salespeople.
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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.
SalesLoft
JUNE 23, 2016
Once a team has selected and tiered their accounts , they’re ready to create a multi-touch cadence based on those tiers. With intentionality at the center of everything, this strategy gives teams the ability to focus their activities based on the account priority, and execute with authenticity — giving their prospects that warm fuzzy feeling. But how do we actually create a multi-touch cadence?
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