Mon.May 09, 2016

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The 3 Most Important Questions about Sales Process and My Answers

Understanding the Sales Force

Sales Process is a topic I have chosen to write about around 25 times over the past 10 years. All 25 articles can all be found in my series on Sales Process. Lately, we are finally beginning seeing some improvements being made in this area. For example, back in the early 90's, when Objective Management Group (OMG) first began measuring the existence of sales process, only 9% of all salespeople were following one with any degree of consistency and effectiveness.

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3 Things You Won’t Hear Great Sellers Say

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . It has always been said that to succeed you should follow and mimic those who excel. But given the popular 80/20 myth in sales, and the fact that less than 60% of B2B reps make quota, you may be challenged to find someone to imitate. Fear not, there is hope, just flip the coin and work on avoiding what the also-rans and duds do.

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In Sales The Most Important Thing to Say is….

Mr. Inside Sales

I know, it’s a catchy and kind of a trick title, isn’t it? And when I ask audiences what they think it is, they guess things like: “Asking for the sale!”. “When would the customer like delivery?”. “How many units do they want?”. Things like that. All these are good guesses – they are all closing questions and these are arguably the most important things to say, but the number one most important thing to say is….

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Sales Motivation Video: Relax and THIS Will Happen

The Sales Hunter

Start this week RELAXED! Do you know what happens when you relax? You make better decisions. You are able to better focus on what is within your control. Too many people waste too much time and energy getting frustrated and stressed about things beyond their control. That’s why I’m encouraging you this day to […].

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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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I don’t give a S**t About Sales Status!

A Sales Guy

Status is the lame update salespeople share… I don’t give a rat’s ass about a sales opportunities status in the pipeline and as a sales manager neither should you. What is “status?” Status is the lame update sales people share during the weekly pipeline meeting. It’s the pathetic review we sales managers accept from sales people when we don’t have a strong cadence and pipeline review process in place.

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How To Leverage Social Channels For Personalized Selling

SalesLoft

Personalized selling works on a sliding scale, and as personalization diminishes, so does your response rate. And Sales Development Reps who use social channels as a personalized selling strategy are more likely to uncover valuable buyer information, and ultimately schedule more qualified sales meetings. We want to make you the best personalized sellers in the business, and help you do what you do best through actionable sales tips.

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Sales Boom 2.0

Engage Selling

I’m in London this week meeting clients and speaking at The Sales Innovation Expo on Wednesday. The theme of my talk will be my latest work on Nonstop Sales boom. Call it Sales Boom 2.0 if you will.

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Guide to Sales Success

Tom Hopkins

The guide to sales success is simple really. Plan out the best actions to take. Then act on your plans. Self-discipline really encompasses nearly everything in life. Do you remember in school when you were given 30 days to write a term paper? Did you start it that first night? Most of us didn’t. Instead, we thought […]. The post Guide to Sales Success appeared first on How to Selling Skills.

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TSE 307: How To Think Under Pressure While Cold Calling

Sales Evangelist

Today, we basically talk about how you can think on your feet when you’re cold calling. Or should you actually be doing that at all? Okay, so I’ve done this thing with Toastmasters called Table Topics, which is an impromptu 2-3 minute speech where you get to speak about a particular topic. And here are […] The post TSE 307: How To Think Under Pressure While Cold Calling appeared first on The Sales Evangelist.

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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Sales Management isn't a Horse Race

Sales Gravy

First of all, I don’t enjoy gambling; and second, I really don’t know how to read a horse racing program. When it comes to betting on a horse race, I tend to look at the color of the Jockey’s silks or the name of the horse.

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TSE 308: TSE Hustlers League Tip “The Most Important 10 Minutes”

Sales Evangelist

Today, I took a snippet out of one of our training sessions from TSE Hustler’s League so you can take some things and apply them to your selling career and help you improve. The TSE Hustler’s League is a paid community gathering held each week to get a training focused on topics relevant to them. […] The post TSE 308: TSE Hustlers League Tip “The Most Important 10 Minutes” appeared first on The Sales Evangelist.

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How to Sell to Big Companies

Klozers

If you are new to sales at some stage you will want to learn how to sell to big companies. It’s common for most ambitious sales people and businesses, yet this can be a challenging or even, a near impossible experience. For example finding the right people to talk with (yes there will also be more than one decision maker) can be like finding the proverbial needle in a haystack, and then trying to coordinate all these decision makers can be like herding cats.

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TSE 309: Sales From The Street: “Sell Value”

Sales Evangelist

Today’s guest is Ted Ryce, a health and fitness professional for the past 17 years in Miami Beach, Florida. He has worked with tons of celebrities, CEOs, multi-million dollar companies and personalities like Richard Branson and Robert Downey, Jr. He now has a podcast called Legendary Life Podcast, a health, fitness, and personal development podcast. […] The post TSE 309: Sales From The Street: “Sell Value” appeared first on The Sales Evangelist.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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Without Trust, The Sales Relationship Is Damaged

Increase Sales

The U.S. primary has demonstrated the importance of trust within the sales relationship. A Reuters poll revealed more than half of he U.S. voters thought the current primary voting system was “rigged” and this belief was held by both Democrats and Republicans. In simple words, U.S. voters are not buying the current primary delegate selection system.

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TSE 310: Why Startups Need To Focus On Sales Before Marketing

Sales Evangelist

Today’s episode is explosive since our guest today, Patrick Helmers, is a double-edged sword who brings a lot of value on the table. He is not only a master on the tech side but he also has mastered the sales process. Patrick used to be an engineer with a computer science background until he slowly […] The post TSE 310: Why Startups Need To Focus On Sales Before Marketing appeared first on The Sales Evangelist.

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TSE 311: How To Get And Keep Your Competitive Advantage In Today’s Nosey Digital World

Sales Evangelist

One major weapon that every salesperson must keep loaded in their artillery is to have that competitive advantage in today’s noisy digital world. So I’m bringing Justin Christianson on the show today to share his expertise on this exact topic. He is an entrepreneur, consultant, and author. Justin has been in the digital marketing space […] The post TSE 311: How To Get And Keep Your Competitive Advantage In Today’s Nosey Digital World appeared first on The Sales Evangelist.

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TSE 312: Stories Are A Great Way To Create Value

Sales Evangelist

Today, we’re going to talk about how you can utilize stories in your selling situation to establish tons of value, credibility, and to help sell more. People love to buy, they hate to be sold. As what Jeffrey Gitomer says, “People love to buy. They hate to be sold.” Find a way to make your […] The post TSE 312: Stories Are A Great Way To Create Value appeared first on The Sales Evangelist.

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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