Sales and Marketing Management
AUGUST 14, 2017
Author: Frank Visgatis, President and Chief Operating Officer, CustomerCentric Selling. Whether making cold or warm calls in trying to find new opportunities, it can be a humbling experience for salespeople. My definition of prospecting is trying to take prospects from latent to active need. Another way to phrase that is to say that: Prospecting is looking for people that aren’t looking.
The Pipeline
AUGUST 14, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca. I am not sure where it originated, but we have all heard the question/expression: “Do you want to be right – or do you want to be rich?” A question many managers have asked, and fewer reps have answered. While there is no right or wrong answer, most managers tell me they prefer to hear ‘rich’ more so than ‘right’, you decide.
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SBI Growth
AUGUST 14, 2017
Joining us for today’s show is Mike Dickerson, the Chief Executive Officer for ClickDimensions who knows how to make the number. Today’s topic is focused on demonstrating the corporate strategy’s competitive view. Mike and I leverage the How to Make.
MTD Sales Training
AUGUST 14, 2017
Here are three critical questions you need to confirm with your customer before you have a hope in progressing the sale: Who Is Going To Make The Decision? That’s pretty obvious, but do you know who the key influencers are, too? Who are the people the decision-maker is going to take counsel from, ask approval of, or commit the product and services to?
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Mr. Inside Sales
AUGUST 14, 2017
“First we form habits, . then they form us.”. –Bob Moawad, Edge Learning Institute. I just worked with a great inside sales team in Louisville, KY (hi Kathy, Darryl and the team!), and this week they begin working with a new, best practice approach that is going to make them much more successful. I’m excited for them! At the close of each day of training, I told them that the biggest challenge isn’t going to be learning the new scripted approach (although that will definitely take some eff
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
A Sales Guy
AUGUST 14, 2017
I was sitting in the conference room when the rep said; “Keenan, I need your help with a deal.” A common request, one I enjoy hearing. I love helping sales reps. However, it’s not just the desire to help that get’s me fired up, but also the questions reps ask. Salespeople ask some of the most motley of questions. It ceases to amaze me the types of challenges salespeople struggle with, or worse create themselves and are then forced to seek guidance in solving.
Julie Hanson
AUGUST 14, 2017
Like the first scene of a movie, the opening of your presentation should grab your audience’s attention, set the stage – and let them know they are in the right theater! Unfortunately the typical sales presentation opens with a boring company overview that does nothing to distinguish you in a competitive marketplace. Outside the Box presentation openings take into account what’s of most interest to your prospect.
BrainShark
AUGUST 14, 2017
. Peer learning provides a great opportunity for salespeople to share knowledge and best practices across skill levels and generations – but it can quickly fall into anarchy if you’re not careful.
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.
Babette Ten Haken
AUGUST 14, 2017
Sales stupidity is not a competitive, professional option. In fact, sales stupidity never was a viable professional or organizational option. Especially within today’s digitally-connected, globally competitive industrial Internet of Things ecosystem. Say that phrase three times in a row, folks, before you’ve had four cups of coffee. For starters, sales stupidity is not confined to the sales profession.
SalesLoft
AUGUST 14, 2017
“Don’t wait for mama bird to feed you.”. An account executive used this phrase with me recently as we were discussing pipeline sourcing. I thought it was telling of the strategy being employed by many of the companies we speak with each day. While many companies have a team of SDRs that focus on prospecting new leads to feed their AE’s pipeline, many companies are starting to encourage AEs to do some of their own development as well.
Mindtickle
AUGUST 14, 2017
Just the mention of the phrase “sales training” usually elicits a groan from sales reps and managers alike. That’s because it’s traditionally been expensive, time-consuming and may offer little visible benefit. While technology has automated and improved almost every business area, from Finance to Marketing, sales training seems to have been left behind.
Partners in Excellence
AUGUST 14, 2017
Everyday, I speak with sales people who are struggling. They’ve got a rock solid deal, the customer is qualified and interested. These sales people are eager to educate the customer about their products–and customers are at the point in their buying cycles where they want to be educated. But somehow deals become stalled. Conversations continue, but things don’t move forward.
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Mindtickle
AUGUST 14, 2017
Just the mention of the phrase “sales training” usually elicits a groan from sales reps and managers alike. That’s because it’s traditionally been expensive, time-consuming and may offer little visible benefit. While technology has automated and improved almost every business area, from Finance to Marketing, sales training seems to have been left behind.
Allego
AUGUST 14, 2017
First in a series of posts about the ROI of sales training. As mobile video-based sales learning platforms move beyond visionary early adopters and into the mainstream, Allego has been working with customers to more thoroughly capture and measure the business impact of investments in sales learning. At last June’s Sales Success Summit, our customer conference, attendees chose ROI as the topic they most wanted us to cover.
Sales Evangelist
AUGUST 14, 2017
I got to work in the business board of this organization where they have these local folks in the community. We come together and help the business department bouncing ideas off each other. And one of the speakers they had spoke about this concept of taking bigger risks to get bigger rewards. Big man Grant […] The post TSE 637: The Bigger The Risk, The Bigger The Reward appeared first on The Sales Evangelist.
MJ Hoffman
AUGUST 14, 2017
Actions speak louder than words. When salespeople are speaking with their prospects, they shouldn’t tell them what they want to do — they should simply do it. And yet, I find that reps often announce their intent during the first and last 30 seconds of a call or meeting — a mistake, in my opinion. What does “announcing intent” sound like in conversation?
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Nudge.ai
AUGUST 14, 2017
When it comes to connecting with buyers, Dan Mearns knows what works and what doesn’t. He spoke to Nudge.ai about his early morning sales process: how he’s capitalizing on local opportunities, the importance of establishing trust with customers, and why he starts his day at 4am. Menaka: How do you begin each day – what’s your process? Dan: My daily workflow actually starts at 4 in the morning.
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