Sales 2.0
JULY 21, 2018
This post is a bit of a continuation from last week’s post. In that post I did some math. The math was about the conversion rates of cold calling based on data I have collected over the last few years from others and my own sales team. This post is going to be about math too but this time I want to focus on prospecting using a social selling approach or what I call “social calling”.
SBI Growth
JULY 21, 2018
As part of your financial Strategic Objectives, you kicked off 2018 with a new Pricing Strategy to ensure your organization reaches their EBITDA goal. Fast forward to the present, H2 just finished and your Sales Leader is panicking. Top Line.
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Zoominfo
JULY 21, 2018
There’s no doubt about it — sales appointment setting is an important aspect of B2B sales and business growth. Landing in-person or Zoom meetings with key decision-makers provides salespeople with the opportunity to respond directly to a prospect’s needs and pain points. Yet, scheduling B2B sales appointments is no easy task. Let’s review why: Complex Buying Committees: Selling to businesses is much more complex than selling to individuals.
Don on Selling
JULY 21, 2018
If you live in the Washington, D.C. area, I want to encourage you to attend my friend’s workshop on “How to Turn Your Idea Into a Sales Machine.”. Richard Rothstein , a sales consultant, will be conducting the workshops twice next week. The first all-day workshop will be on Tuesday, July 24th from 8:30 a.m. to 6:00 p.m. EST. The next workshop will be held on Saturday, July 28th from 8:30 a.m. to 6:00 p.m.
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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.
Selling Energy
JULY 21, 2018
If you’ve attended one of my sales trainings or are a frequent reader of my blogs, you’ve likely heard me talk about crafting the perfect elevator pitch. An elevator pitch is a concise statement that grabs the attention and communicates values, ideally leading to a next step.
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Selling Energy
JULY 21, 2018
If you’ve attended one of my sales trainings or are a frequent reader of my blogs, you’ve likely heard me talk about crafting the perfect elevator pitch. An elevator pitch is a concise statement that grabs the attention and communicates values, ideally leading to a next step.
Customer Centric Selling
JULY 21, 2018
Guest post by Dave Lawrence, Head of Growth at Follow Up Boss. How do you manage an army of experts? No, we don’t mean scientists. We’re talking about customers. Businesses are fast learning that today’s customer is internet savvy, information hungry, and willing to do the research. As a consequence, relationship selling is dead. Thanks to the internet, customers don’t need suppliers or reactive problem-solvers anymore.
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