The Pipeline
MAY 15, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca . All too many people confuse activity or action with productivity or results. Think of how many times the best thing you can say about a movie or a game is that it was “action filled”. In sales, many often confuse activity with moving the sale forward or execution, bringing to mind the saying about the deck chairs on the Titanic.
DiscoverOrg Sales
MAY 15, 2017
I’d confidently say that most CEOs and Boards would be happy if they could point to these results consistently at quarterly board meetings: – Better financial performance. – Higher return on sales. – Higher return on equity. – Higher operating results. – Lower corporate fraud. – Increased collective intelligence. – Increased innovation. – Reduced conflict.
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Mr. Inside Sales
MAY 15, 2017
Last week I was speaking with a new prospect who had called in to inquire about one of my inside sales training programs. I went over her needs, matched up my training to fit those needs, gave her pricing options and then began closing on possible dates for the training. And that’s when I got the old stall, “Well, let me run this by my boss, and I still have to hear back from some other vendors, etc.
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Mr. Inside Sales
MAY 15, 2017
Last week I was speaking with a new prospect who had called in to inquire about one of my inside sales training programs. I went over her needs, matched up my training to fit those needs, gave her pricing options and then began closing on possible dates for the training. And that’s when I got the old stall, “Well, let me run this by my boss, and I still have to hear back from some other vendors, etc.
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Partners in Excellence
MAY 15, 2017
Recently read a provocative post declaring “Sales Quotas A Thing Of The Past!” For the most part, the article was a tutorial on pipeline metrics and a diatribe against much of the quota setting process. I don’t disagree with a large part of the article. Much of the way sales quotas and goals are set is wrong. Too often, we see manager setting goals that are arbitrary or not based on sound analysis.
Close
MAY 15, 2017
Every other day, I read a headline about the extinction of salespeople: "The future of sales is artificial intelligence" or "95% of salespeople will be replaced by AI within 20 years.
SalesLoft
MAY 15, 2017
“Thus it is that in war the victorious strategist only seeks battle after the victory has been won. Whereas he who is destined to defeat first fights and afterward looks for victory.”. -Sun Tzu, The Art of War. The importance of training and strategy to success is not a new discovery. Sun Tzu, the famous Chinese general, military strategist, and philosopher, was writing about it in the 5th century BC.
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Mindtickle
MAY 15, 2017
It’s no secret that every company has a unique take on sales enablement – and G5 is no different. In this 20-minute interview, Wolber and Crepeau outline: The role of sales enablement at G5. How to lay the foundation for a new sales enablement team. Key goals a new sales enablement team should focus on. KPI’s and success metrics that matter. To download or subscribe to the Sales Excellence podcast login to.
Your Sales Management Guru
MAY 15, 2017
Building Belief for Sales Success. NOTE: This past Friday, we started another Sales Management Boot Camp,( they run 8 weeks in a live interactive Peer Group setting along with a series of self-paced video learning and templates), the first session is on Building Sales Culture, Leadership and Management Styles. This topic of Building Belief becomes a cornerstone element.
Cincom Smart Selling
MAY 15, 2017
Complexity is normal, but a product configuration system will make complexity work for you instead of against you. Some people seem to feel the need to simplify everything. It doesn’t matter if they are discussing world events, politics or quantum mechanics, they preface their remarks with the phrase, “it’s really quite simple.”. The problem is, frequently, “it” isn’t simple at all.
Sales Gravy
MAY 15, 2017
How many people are you losing because you treat even one person poorly? Whats at the heart of good or bad service? You are. Weve all experienced it, and none of us has ever forgotten.
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Increase Sales
MAY 15, 2017
Today I received this email headline “You’re breaking my heart.” First thought was “Great, now I am on a porn or foreign dating service distribution site” and my second thought was “Why didn’t my spam program catch this?” So curiosity had me open the email given it did not have a virus. The email was from a digital firm marketing their social media analytics product.
Sales Gravy
MAY 15, 2017
For leaders, when it comes to coaching, training, and communication in the workplace, questions are king. Learning and practicing effective questioning skills is central to effective leadership.
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