September, 2016

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Are Your Salespeople in the Top 90%?

No More Cold Calling

Here’s how to actually win with referral sales strategies. More than 90 percent of salespeople convert at least half of their prospects to clients when they get referrals. And another 60 percent report a conversion rate of more than 70 percent. These stats are from a recent webinar I conducted— “ Turn Cold to Gold.” I asked the same question in a different webinar, and 80 percent reported turning at least half of all prospects into clients when they get referrals.

Referrals 274
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9 Quick Tips On Attracting More Business Between Meetings

MTD Sales Training

Many sales people between sales meetings or between calls are blinkered to the sales opportunities around them. They take too much time to reflect on previous meetings, and some sales people will. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Meeting 268
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6 Lessons on Partner Management from ‘The Martian’

Sales and Marketing Management

Issue Date: 2016-09-26. Author: Dave R. Taylor. Teaser: In the movie “The Martian,” Matt Damon’s character, Mark Watney, has extremely limited resources and one slip could be the difference between survival and failure. The same is true of many channel partners who teeter on the very edge of business survival. Here are six lessons from "The Martian" that can help vendors recast their thinking on the dire straits many partners face, and how vendors can help make them m

Vendor 217
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Sales Motivation Video: Ignore Negative Voices

The Sales Hunter

Who are you listening to? This is a vital question if you want to understand how to build tremendous sales motivation in your day. I challenge you this week to start ignoring the negative voices. Too many salespeople allow the negativity of people around them to take a toll on their level of achievement and […].

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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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Selling to Sales – Like Cooking for Chefs

DiscoverOrg Sales

At the end of 2015, we realized to grow the way we had forecasted to our Board of Directors, we needed better data on our prospects and customers. What a stupid realization given that we are solving this exact issue for 2,000+ customers. Unfortunately for us, there was nobody in the marketplace who was providing a solution for OUR target market. For years we’ve provided in-depth intelligence on the IT, Engineering, Marketing, and Finance departments of companies, but we wanted to talk to Sales D

Data 181

More Trending

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The Best System to Reinvigorate Your Thinking

Score More Sales

A day off, or a long weekend can be the perfect time to get new creative thoughts. These thoughts can solve difficult problems you have at work. Best-selling author David Allen has written and spoken for years on ways to be more productive. He says that the greatest human fear is to be out of control. We tend to not want to jump into thing we might goof up.

System 131
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6 Quick Tips On How Sales People Can Gain The Competitive Edge

MTD Sales Training

Many salespeople have left their personal and career development up to their company, and that’s not a good thing. Your company and boss are up to their ears in working on the urgent stuff, the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Teambuilding Takes a Right Turn

Sales and Marketing Management

Issue Date: 2016-09-01. Author: Paul Nolan. Teaser: Effective team building has a definitive purpose and delivers a takeaway. It steers clear of anything that could be categorized as “forced fun.” Too many companies are still figuring this out. Effective team building has a definitive purpose and delivers a takeaway. It steers clear of anything that could be categorized as “forced fun.

Company 204
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Stop Sabotaging Your Prospecting

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . We have all heard the expression that people make decisions based on emotion, then spend time rationalizing the decision. This interplay between our primal instinct and our later developed intellect, impacts sales success in other key ways. Our beliefs on a primal level have greater influence than we often realize, and despite our intellect and education, our beliefs will either limit us, or empower us beyond what many give them credit for.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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Marketing Strategy: How New CMOs Achieve Revenue Contribution

SBI Growth

Generating marketing revenue contribution presents challenges for new CMOs. The traditional handoff of leads from marketing to sales is not working. Demand Generation must be integrated into the buyer’s journey from inception to a closed sale. We recently spoke with Mark.

Revenue 156
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Sales Strategy? Yes! Sales Approach? Yes! Sales System? NO!

Jeffrey Gitomer

We've Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

System 134
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September Referral Selling Insights—Get Started for $47

No More Cold Calling

Here’s what you might have missed from No More Cold Calling this month. “I don’t discount, and I don’t run fire sales.” That’s what I’ve always said. But sometimes, even when a program has helped people, it’s time to retire it and make room for new programs. It’s that time for my “Getting Started” package for individual salespeople.

Referrals 170
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10 Quick Tips On Gaining The Ultimate Competitive Advantage

MTD Sales Training

Sales is one of the most fluid of industries, mainly because of the massive amount of changes that it has been involved in over the years. The only consistent factor that has existed has been change. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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VR, Beacons and Show Floor Tracking

Sales and Marketing Management

Issue Date: 2016-09-02. Author: Corbin Ball. Teaser: The rate of technology change is accelerating with thousands of ideas, apps and innovations bubbling up to help meeting planners, exhibitors, venues and other meeting participants do their jobs better. Here are seven event technology trends to monitor. The rate of technology change is accelerating with thousands of ideas, apps and innovations bubbling up to help meeting planners, exhibitors, venues and other meeting participants do their jobs

Trends 149
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Sales 102 - The Pitch Deck, the Price Reduction and the Data

Understanding the Sales Force

Recently I met with a CEO whose salespeople were not closing enough business. We had just evaluated their sales force and I had the answers as to why their sales were so underwhelming. Before we could explain what was causing their problem, the CEO said something along the lines of, "We are going to create a new pitch deck and reduce our prices. That will solve the problem!".

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Variability in Performance – Let’s Talk Recruiting

Anthony Cole Training

Earlier, I stated that eliminating the variability of performance all starts with people, right? And then, I proceeded to tell you that I thought that eliminating variability starts with systems and process. Now, it’s time to talk about people and that means talking about recruiting. Here are the big ideas about recruiting: You don’t have to like it; you just have to do it.

Hiring 139
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Show Me the Value, or I’ll Show You the Door.

Jeffrey Gitomer

We've Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Sales 130
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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

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Where Does Sales Enablement Belong?

SBI Growth

Sales Enablement is the new kid on the block for many organizations. The question has become, who owns Sales Enablement? The answer is stunningly simple: Sales. Sales Enablement needs to be a centralized function within sales for a number of reasons. Here’s.

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Use These 2 Techniques To Guarantee Appointments With The Prospect

MTD Sales Training

You will have known for some time that the ideas of selling have changed over the years, so that the emphasis is now less on the process of sales and more on the processes the buyer goes though in. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Guarantee 196
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Natural born travel guide

Sales and Marketing Management

Issue Date: 2016-09-01. Author: Paul Nolan. Teaser: His father Rick taught a generation of public television viewers how to take in Europe. Now, Andy Steves, 29, has a successful tour guide business targeted to millennials and a new guidebook of his own. We talked about the incomparable value of travel and how his generation likes to go about it. His father Rick taught a generation of public television viewers how to take in Europe.

Travel 136
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Are You Turning Off Buyers Just by Answering the Phone?

The Sales Heretic

The way you answer the phone seems like a trivial, irrelevant detail. Yet it sets the stage for everything to follow and creates a powerful impression that can either work for you or against you. Think about it—When you’ve called a company where the person who answered sounded bored or surly, did you want to [.].

Buyer 199
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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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Top 14 Truths About Managing Salespeople & Increasing Sales

Anthony Cole Training

If you’ve followed my blog for any period of time, you know that there are several phrases that I use when discussing sales outcomes, sales management, recruitment and talent development:

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Time is on Your Side, as Long as you Understand it.

Jeffrey Gitomer

We've Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

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Better Selling in Under 5 Minutes: “How to Handle the ‘I need to speak to someone’ stall.”

Mr. Inside Sales

Welcome to our new video series: “Better Selling in Under 5 Minutes.” We’re launching this series today to help inside sales reps and teams handle selling situations more effectively. Today’s topic is, “How to Handle the ‘I need to speak to someone’ stall.” If you like the video, please pass it on to other sales reps who can benefit from it.

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Use This Example To Get Prospects To Return Your Voicemails

MTD Sales Training

I had a voice-message left on my phone last week from a sales call. There were basically two things wrong with it. The first was the caller didn’t say who he was or the name of the company. I had no. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Examples 193
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Connect, Care, Convert: Secrets to Establishing Trust with Niche Markets and Turning Them Into Clients

Speaker: Lynnette Khalfani-Cox, The Money Coach®

Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?

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Social Stalking Is Not a Sales Strategy

Sales and Marketing Management

Issue Date: 2016-09-01. Author: Joanne Black. Teaser: Just because someone agrees to connect on social media does not make that person a qualified sales lead. Just because someone agrees to connect on social media does not make that person a qualified sales lead.

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How Newly Appointed Sales Leaders Can Get Their Sales Strategy Right

SBI Growth

On this week’s SBI Insider Video Podcast we take a look at newly appointed sales leaders. How can you be sure you make the most of your honeymoon period? The first 90 days are critical to your success. Watch as.

Strategy 175
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SaaS Sales Reps Are Bad At Explaining

Score More Sales

When you are in professional, B2B sales and go to a lot of business conferences you see a lot of trade show booths and marketing tables. These tables and booths typically have large monitors or big screen displays with whatever SaaS sales tool that booth is promoting.