Mon.Apr 03, 2017

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New Quarter – Same Approach?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . On Friday, I dropped a tongue in cheek, some might say sarcastic (or cynical) thought/comment on LinkedIn , observing how the last day of the quarter, month, and the week, made for B2B sales version of “ Triple Witching Hour ”. The icing on the cake (or thought) came around 4:00 PM ET, when I was prospecting a VP of sales on the east coast, she asked I call her back Monday (scheduled time, none of this call me back stuff), because she wanted to

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Successful Movie Franchises and the 10 Keys to Impactful Sales Coaching

Understanding the Sales Force

Image Copyright Natalia_80. What are your thoughts about Atlantis? Intrigued by the lost continent, ad I have read a lot about it over the years, including the book, Atlantis Beneath the Ice , which revealed where Atlantis is actually located. Cool! On a recent vacation I managed to read 5 books and 3 of them were from an Atlantis-themed trilogy. This particular series was pure science fiction but there is no fiction whatsoever when we explore the connection between book and movie series and eff

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Preview of My New Book: Power Phone Scripts

Mr. Inside Sales

Great news everyone: Wiley, a publishing house out of New York City, has picked up the domestic and international rights to my new book: Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales!! The release date is July 11th, 2017. When you get back to the office after the July 4th holiday, be on the lookout for it.

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CEO’s Revenue Growth Objectives: Are You on the Same Page with Your Sales Leader?

SBI Growth

Joining us for today’s show is a Chief Executive Officer and his sales executive team who know a thing or two about generating revenue growth. We are going to discuss how to grow above the industry average while maintaining profitability. This.

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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The Ultimate Leadership Question Is?

Increase Sales

Probably you have your most favorite leadership question because it works. Over the years I have discovered this to be for me as well as for my clients the ultimate leadership question an effective sales leader, manager or CEO can ask: What do you need from me to allow you to complete this task to secure the desired result? The reason I believe this is the ultimate leadership question goes back to Peter Drucker’s first definition of leadership: “Leadership is all about results.”

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What Does Your Business Need To Thrive In Today’s Environment?

Fill the Funnel

What does your business need to thrive in today’s environment? The answer is the same things you needed a decade ago and that you will still need in the future. You need leads, appointments and sales. Any business that has an ample supply of leads, with training and technology, can have an ample supply of […]. The post What Does Your Business Need To Thrive In Today’s Environment?

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3 Ways Artificial Intelligence Can Improve your Sales ROI

SalesEngine

Voice controlled digital assistants may not sound that exciting, but if you’re in sales, sales management or in any position responsible for revenue, they should be. When p roperly implemented, digital sales assistants let reps update the CRM with simple voice and text instructions. No logging in required. No screens, menus, dialog boxes and commands.

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Following Up vs. Nagging. What’s the difference?

SalesLoft

Like anyone with a company email address and a LinkedIn profile, I get a fair amount of cold emails. In my position, it’s actually pretty useful. Every cold email is an opportunity to do some user research on how sales reps are using email to start conversations, something I write about on a weekly basis. While technology has had a dramatic impact on the personalization and accuracy of cold emails, 80% of email still lands on the content and tone, both of which come from the sales reps themselve

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Be an Optimized Sales Leader

Your Sales Management Guru

Be an Optimized Sales Leader. In every business cycle new ideas are built and strategies-tactics attempted to create a positive impact on the organization. For example, the role of quality control, Lean and Kaizen Management have been implemented in many areas of business to improve performance. In most cases each of these “re-engineering” type programs have had positive impacts; from just in time inventory, to ISO policies.

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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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Customer Experiences in Japan: Right On The Money

Engage Selling

Chris and I are working on an interesting project helping a client provide transformation technology to the hospitality industry. We recently spent a week in Japan, a country known for their hospitality.

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It Pays to Automate Sales Quotes

Cincom Smart Selling

Automate sales quotes to keep your sales reps focused on closing business. Sales reps have a full plate. They have a lot to do and a short time to get it done. We expect them to turn in positive results quickly and if not, we tell them to pack up their things and move along. For most selling organizations and for individual sales folks, the key limiting factor in achieving their goals is time.

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Top tips for crushing your Demo Day pitch

Close

This is it: Demo Day. The day you’ve been waiting for, and the day every moment in your incubator was preparing you for. Are you ready?

Sales 52
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You Get Great at What You Repeatedly Do

Hyper-Connected Selling

I’m not a great drummer. I’m good. I’m competent. I’m solid. And even though I’m not actively playing right now, if I practiced consistently for a few weeks I’d be gig-ready again. But still, I’m not great, and it’s for a simple reason. I just haven’t played enough. Now, I’m a great public speaker.

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Customizing for Every Customer: How 1:1 Personalization Drives ROI

Personalization has moved beyond segmentation. It’s now a proven strategy to transform customer relationships, drive business growth, and increase marketing ROI. In this eBook, Salesforce explores why it’s important to communicate with your customer as an individual and how you can: Create personalized experiences across channels with data, AI, and machine learning Increase the ROI of every site visit Build customer loyalty with trust By submitting this form, you agree to have your contact infor

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TSE 542: How Can I Become A GREAT Sales Development Rep (SDR)?

Sales Evangelist

Today, I’m going to share with you FIVE things to help you become a better sales development rep (SDR) or help you work better with your SDR. First off, let’s briefly define the role of Sales Development Rep. SDRs are also referred to as your inside sales team. They help to qualify or bring in […] The post TSE 542: How Can I Become A GREAT Sales Development Rep (SDR)?

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Getting Customer Feedback Without “Leading the Witness”

Product Management University

What are some ways we can get unbiased customer feedback to validate product ideas? Getting customer feedback on product ideas can be a double edge sword. If you’re not asking the right questions, this process can create more headaches than it alleviates. The secret to valuable unbiased feedback lies in how the questions are asked. Here are a few simple tips that should yield more useful customer feedback.

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“We Can’t Solve Our Business Problems With Microscopes”

Partners in Excellence

The single biggest challenge facing business executives in the coming years is managing complexity. As our businesses get bigger and more diverse, as our customers change and grow, as organizations become larger, more complex, as the amount of information and data grows, while our time to execute compresses, it becomes much more difficult to to manage the business.