The Sales Hunter

AUGUST 15, 2017

You’ve got your goal for the day and you’re off and running, reaching out to prospects and trying to follow up the best you can. But are you guilty of the biggest mistake one can make? Are you following up by saying or writing things such as: “Did you see my last email?” “I’m just […].

Prospecting 242

Prospecting Follow-up Sales 242

The Sales Heretic

AUGUST 15, 2017

“Be creative!” It’s an admonition you’ve heard over and over again. You’ve come across it in countless books, articles, keynote speeches, training seminars, and mentoring sessions. And the fact is, creativity is essential—in business in general and sales in particular. You have to determine your goals and come up with a plan to achieve [.].

Training 183

Training Sales 183

Jill Konrath

AUGUST 15, 2017

After spending a day in DC learning about CEB's (now Gartner) latest sales research, I popped over to visit Steve Richard's office, which was just a few blocks away. He's the CEO of ExecVision.io, a new sales coaching app.

Sales Coaching 166

Sales Coaching Coaching Research Sales 166

Increase Sales

AUGUST 15, 2017

Working in any organizations does require saying yes. However all those yes responses may come with a potential hefty price tag. I just read of a noted TV commentary who is now saying yes to whatever the new boss wants. Part of this ongoing agreement is to “humanize” this particular individual. Yet at the previous organization, she was quite successful without any additional “humanizing” activities.

Positioning 109

Positioning Facebook LinkedIn Benefit 109

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.

Sales Cycle

Hyper-Connected Selling

AUGUST 15, 2017

In a hyper-connected world, the new opportunities that you are looking for in your career are going to come from the people you know. So if you want to expand your access to opportunities, you have to expand the number of people that you know. And if you want access to new opportunities, then you need to make some new connections. There’s a trick to this, though.

Networking 60

Networking Hiring Social Media Follow-up 60

MJ Hoffman

AUGUST 15, 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.

Intent 49

Intent Prospecting Meeting Sales 49

Sales Gravy

AUGUST 15, 2017

It doesn’t matter how talented a salesperson is, how many skills they have or what techniques they’ve learned, if they are not able to mentally execute that knowledge than it is as valuable as not having any knowledge at all.

40

40

BrainShark

AUGUST 15, 2017

Sales 62

Sales 62

Pointclear

AUGUST 15, 2017

“I ignore the quota,” Theresa the salesperson said. “No one loses their job here if we don’t make the numbers, which are totally unrealistic anyway.”. Steve piped up, “We don’t worry about the quota; it’s a yearly number and no one tracks it.”. Amad said, “Yeah, they give us quotas, but the sales managers don’t have the same numbers, and the systems engineers aren’t on the same system; so no one gets punished but us.”.

Quota 113

Quota Forecasting Policies Pipeline 113

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Sales

SalesFolk

AUGUST 15, 2017

Everyone loves a good tangent—that is, if you’re reading a science-fiction novel or listening to a story over happy hour. Cold emails, on the other hand, are one of the worst places to wander away from the main point of the message. You have literally seconds to grab the reader’s attention with a sales email, and you won’t do that with long, convoluted messages.

Campaigns 49

Campaigns Promotion Sales Qualified Lead Incentives 49

Sales Evangelist

AUGUST 15, 2017

Stuck in the idea of having to come up with original ideas? Do you feel like you have to recreate the wheel every single time? Sometimes you just have to copy different ideas from great people and rearrange them to make it your own. This is how you can move that needle from being a […] The post TSE 638: Why Great Salespeople And Entrepreneurs Steal Before They Can Create Success appeared first on The Sales Evangelist.

Sales 40

Sales 40