The Pipeline
AUGUST 25, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . Most sales people are good at telling you what they sell, not necessarily communicating how the customer will be ahead as a result, but they are good at telling. Regularly scheduled role play in team meeting will usually help you get ahead of that. While this will help with the delivery and to ensure that they are delivering the message, it does not ensure the message is right.
SBI Growth
AUGUST 25, 2016
As a new HR leader, there will be many challenges in your new role. But also many opportunities to impact the organization’s growth strategy. SBI recently interviewed Kristen McClain, chief human resource officer at Barcodes Inc. Watch as Kristen explains.
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Sales and Marketing Management
AUGUST 25, 2016
Issue Date: 2016-08-26. Author: Heather Baker. Teaser: It’s perfectly natural to be excited about the launch of a new venture, but there are right and wrong ways to celebrate. If you’re a sales or marketing professional – or indeed, an entrepreneur – it’s vital to understand that a lavish opening event is the worst of all possible ways.
Pointclear
AUGUST 25, 2016
The sales reps at most B2B organizations have two choices: 1) Spend their time culling through leads that experience has shown are overwhelmingly raw, unfiltered, and unqualified. 2) Or, dismiss them outright. In this take-it-or-leave-it scenario, nobody wins. Sales is not as productive as they need to be to meet quota, marketing is wasting its budget generating leads that don’t get followed up, and the company as a whole is not likely to meet revenue goals.
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.
Increase Sales
AUGUST 25, 2016
Cheap has always existed doing or wanting the most for the least. In sales cheap usually means the buyer won’t pay the big bucks or little bucks for your solution. Yet, today there are a lot of cheap sales behaviors being demonstrated by salespeople day in and day out. Credit: www.gratisography.com. Promotional Items. “I want the cheapest pen as a leave behind.” A colleague who sells promotional items has shared this story numerous times.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
A Sales Guy
AUGUST 25, 2016
[link]. It’s here folks. The audible version of Not Taught dropped this week, and I’m pretty excited. It’s all the goodness that is Not Taught in audio form. I can’t think of anything better than Not Taught on your drive to work, on the subway, at the beach, or while you’re waiting for your kid’s soccer practice to end.
Partners in Excellence
AUGUST 25, 2016
Often, I read and hear, “Sales people are inherently lazy… ” Perhaps, I’m looking at the world through rose-colored glasses, but I believe most sales people want to do the right things. The problem is, too often, they just don’t know what the right things are. It’s hard to be lazy and be successful in selling, after all, selling is one of the toughest professions in business.
Your Sales Management Guru
AUGUST 25, 2016
The 4 Letter Word in Success. How successful can I really be ? People ask me that all the time, my normal response is: Do you know what it takes? I have worked with thousands of individuals over the many years at Acumen Management Group; a wide variety of salespeople, managers, entrepreneurs and corporate teams. With all of those contacts you can imagine I have seen many levels of successful and unsuccessful individuals.
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Sales Evangelist
AUGUST 25, 2016
Today’s episode is another great snippet from the TSE Hustlers League. This is Part One of the Power of Three as we talk about how you can meet with your prospects without complicating things. The Power of Three: The concept behind the power of three is to not overcomplicate things with your prospects. Studies show […] The post TSE 385: TSE Hustler’s Leagues-“The Power of Three” appeared first on The Sales Evangelist.
No More Cold Calling
AUGUST 25, 2016
Pushy and arrogant sales reps still give the rest of us a bad name. Many buyers dislike salespeople. In their eyes, we’re the epitome of the used-car salesman—pushy, arrogant, in-your-face, and promising they’ll only get the best price if they buy today. Much of that perception is justified. If I were to judge solely by the cold emails and phone calls I receive from sales reps about why I should watch a demo or spend 30 minutes listening to their pitches, I would feel the same way about our prof
Sales Evangelist
AUGUST 25, 2016
Well, it’s actually an interesting dynamic when you have a team of young and veteran sellers. It’s not unusual for doubts to set in and you ask yourself questions like: Is there a better way to approach this? Or do the things you do translate to leading a more senior group? The internal battle sure […] The post TSE 386: How To Lead A Team Of Veteran Sellers As A Young Sales Leader appeared first on The Sales Evangelist.
SalesLoft
AUGUST 25, 2016
An astronaut has a million things to remember second to second. Oxygen levels, suit integrity, the direction of their ship, the effect of gravity. It’s truly staggering the amount of information they are bombarded with. But they aren’t up their doing it alone. They get plenty of help from mission control down here on earth. Sales professionals aren’t unlike those astronauts.
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.
Sales Evangelist
AUGUST 25, 2016
Should you get some sales certifications? Do you really need them? Most programs and organizations in other professions have certification groups as they are mostly required. I think it’s important for us to be trained in our positions as sellers and have the expertise to thrive. But some of these certification programs are not really […] The post TSE 387: Are Sales Certification Programs Needed?
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