MTD Sales Training
JUNE 9, 2016
In sales, our natural goal is to make as many people or businesses as we can more successful or profitable than they are currently. That’s the bottom line…it cements the long-term relationship. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Pipeline
JUNE 9, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . I just can’t help myself, but sport analogies are so great when it comes to making some points about sales. You know when your team is down by some outrageous score, no hope of a come back, Jesus or not, just like the Raptors in game 5. But still you have fans yelling “Defence, Defence, Defence” as though the louder they yell, the more times they yell it will somehow make a real difference, as though they can make the rally “trend”.
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Increase Sales
JUNE 9, 2016
If you are a SMB owners or executive, have you ever had one of these three thoughts when your sales were down or not where you wanted them to be? My salespeople are not motivated to sell. My salespeople are lazy. Why in the world did I hire this salesperson? Possibly you implemented one of these solutions without noticeable or sustainable improvement in your revenue: Assigning sales goals or quotas?
Cincom Smart Selling
JUNE 9, 2016
We’ve all heard it many times. It comes up almost every time you discuss B2B versus B2C selling. Someone feels compelled to profoundly state that people don’t buy from companies; they buy from people. They will inevitably go on to state with great conviction that even in a B2B scenario, people are doing the selling and the buying. Okay, I’m calling bull-pucky on this right now.
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.
Partners in Excellence
JUNE 9, 2016
My friend, Mike Weinberg, has been one of the most consistent and vocal spokesperson on the Dysfunction of Sales Leadership. He wrote a brilliant article about this, identifying 8 Sins that destroy sales cultures and results. Be sure to read his article. For a much deeper discussion, make sure you read his book, Sales Management Simplified. (It’s a perfect complement to Sales Manager Survival Guide.).
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
OpenSymmetry
JUNE 9, 2016
The Journey to Sales Incentive Optimization. The recent e-Reward conference in London (May 12 2016) had a number of important messages for the Compensation and Benefits community. The event was oversubscribed – 90 applied for 70 spaces. The event had 2 interweaving themes of excellence of plan design and the contribution which Sales Performance Management technology can make through operational excellence but also predictive analytic insights.
Engage Selling
JUNE 9, 2016
When was the last time you met a thriving salesperson who was uncomfortable or easily intimidated by negotiations? Everyone wants a deal.
Close
JUNE 9, 2016
We have a bunch of exciting product updates to share with you that will make your sales process more effective.
Tom Hopkins
JUNE 9, 2016
Expired listings provide a wonderful opportunity to find sellers to work with. In every area, there are bound to be people who listed their properties with agents and the property didn’t sell. Please note that with expired listings, you may need to handle the emotional aspects of the listing before getting down to business. These people may be disappointed […].
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Sales Gravy
JUNE 9, 2016
I promise that it is almost NEVER about price. But, if it is, here is what probably went wrong. You jumped to what you were selling instead of focusing on the issue they needed to solve.
SalesLoft
JUNE 9, 2016
A few months back, ESPN put out a great piece about how Steph Curry went from being a Nike sponsored athlete, to the biggest star on the Under Armour roster. The article, and most impressions I’ve read from sales perspectives, focus mainly on the mistakes Nike made to lose Steph Curry. But what about what Under Armour did to win the deal ? Their story is the one Sales Development Reps , who are constantly battling to win their prospect’s attention , should look to for inspiration.
No More Cold Calling
JUNE 9, 2016
How can your sales team sell if they’re “not there?” “There’s nothing like meeting people in person.” That’s definitely my belief, but I was stunned to hear these words uttered by a Millennial. We’ve all heard they are tethered to their devices. But my meeting with him (like so many meetings I’ve had) proved that when we’re in another person’s physical presence, we connect in ways that just aren’t possible via email, text, or tweets.
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.
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