May, 2017

23 Creative Follow-up Email Topics To Keep Your Customer Engaged

Fill the Funnel

Creative follow-up email topics to keep your customer engaged will surely give you an idea or two to continue the email communication with a customer that has gone quiet. You know that “just checking in” emails are annoying and non-productive and rarely produce the desired result.

Why You Can’t Automate Relationship-Building in Account-Based Sales

No More Cold Calling

In this month’s guest post, Tim Hughes discusses social media offenses and how account-based selling teams can avoid them. You’re hosting a dinner party at your home.

Trending Sources

When Your Sales Tank, What Do You Do?

Increase Sales

Many tines when sales tank salespeople have a tendency to blame the economy, the marketing department (no sales leads), sales management, competition or even the potential customers?

New Analysis Shows the 5 Biggest Gaps Between Top and Bottom Sales Performers

Understanding the Sales Force

Image Copyright Cybrain. It didn't take very long for this to happen. When Objective Management Group (OMG) announced that it was making its findings data available to the public, we knew that it wouldn't take long for someone with a flair for analytics to dig in and come up with something cool.

Battle of the Sales Strategies: ABM vs Traditional Sales

Understanding the following 5 core differences between traditional sales and ABM goes a long way in motivating, inspiring, and informing the often necessary shift to ABM.

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Are Account-Based Sales Reps Motivated by Money?

No More Cold Calling

New research from Xactly suggests it’s more complicated than that. The title of this post is a question—a seemingly ridiculous one. Of course, account-based sales reps are motivated by money. Who isn’t? But that’s not all that matters to them. It matters that their clients get results.

The Real Problem with Social Selling

Increase Sales

Let’s stop with the Naked Emperor and speak the truth about social selling. It isn’t selling. I repeat it isn’t selling. Now for some this is considered heresy. Credit www.gratisography.com.

How Studying Baseball Video is Identical to Coaching Salespeople

Understanding the Sales Force

Image Copyright ColorCarnival. We just completed a two-day Sales Leadership Intensive and that's always a great experience for the sales leaders who attend.

Study 92

10 Steps to Speed the Prospecting Process

The Sales Hunter

Don’t start what you can’t finish. This is the first rule of prospecting. Too many people think if all they do is send out a bunch of emails or make a bunch of phone calls, prospects will suddenly appear.

12 Must-Ask Questions for Sales Managers

If you want to improve your sales team's results, you need to start by asking the right questions.

No Challenge, No Change

Your Sales Management Guru

No Challenge, No Change.

Sales Management Training Webinars

Steven Rosen

6 FREE Sales Management Training Webinars . The #1 driver of performance in sales organizations are front-line sales managers. Most CSO’s would agree with this, but they are not sure what to do about it.

#1 Way Account-Based Sales Reps Resolve the Gatekeeper Problem

No More Cold Calling

Want to land and expand? Stop trying to get around the gatekeeper. If account-based sales reps want to reach C-suite prospects, the secret is calling at night or on weekends, when their gatekeepers are off duty. Seriously?!

Are You An Authentic or Just Charismatic Sales Leader?

Increase Sales

Would you rather be an authentic or a charismatic sales leader? This early Saturday morning question surfaced as I read a posting over on LinkedIn. The posting linked to this HBR article. Many people fall for the charismatic salesperson. These are the folks with the warm smile and firm handshake.

30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

Phone Prospecting - the Key to Scheduling Meetings

Understanding the Sales Force

Cold calling is dead. Cold calling doesn't work. Untrue. Cold calling is a waste of time. True if you suck at it. False if you're good at it.

10 Ways to Overcome the Fear of Selling

The Sales Hunter

The number of people who are out there offering solutions via email to help you sell without ever having to pick up a phone or face rejection is driving me nuts. The only thing these people are doing is fleecing scared salespeople.

Is Your Sales Lead Response Strategy More James Bond Than Maxwell Smart?

Velocify

Sales professionals may be under the impression that their lead response efforts are timely and effective, but Velocify analysis of actual calls, voicemails, and emails shows that, for many of them, sales lead response tactics are more likely to be in need of an upgrade.

Leads 78

How to Determine Which Sales Problem is Worth Solving?

Sales Benchmark Index

Article Corporate Strategy Sales Strategy sales assessment sales problem sales strategy worth solving

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Looking to enhance sales lead performance? Put process before technology.

Pointclear

When it comes time to exploring how you can increase lead generation ROI, that is, produce better leads more cost effectively, move "technology" to the bottom your to-do list. Technology is great at automating best practices, but you have to have them in place first. So start by engineering your processes to focus on lead quality not quantity. Then implement the workflow that encourages both sales and marketing to be acccountable for their role in revenue generation.

Leads 67

What Makes You Truly Amazing?

Increase Sales

Have you ever asked yourself this simple question of “ What Makes You Truly Amazing?” ” Probably not. Yet it is a truly an essential question to be answered. Recently I was having a conversation with Dan Waldschmidt (who is amazing).

7 Powerful Exercises to Up Your Sales to the Next Level

Understanding the Sales Force

Image Copyright efks. Some things take a while to catch on. In his book, Outliers , Malcom Gladwell wrote about the years of work and at minimum, 10,000 hours, required for some, like The Beatles, to become "overnight sensations.".

Executive Sales Leader Briefing: How to Motivate Others

The Sales Hunter

Whenever I’m asked this question, I love watching the shock on the person’s face when I tell them my answer. My answer is simple — nobody can motivate anybody! What did I just say? You read it right. Nobody can motivate anybody.

Account-Based Marketing: A Practical Guide

Your step-by-step manual on all aspects of ABM.

5 Reasons Why I’ve Been on the Velocify Sales Team for 10 Years

Velocify

This year, both the Apple iPhone and my tenure at Velocify hit the 10-year mark! Just as we’ve seen the iPhone improve, with advancements like nearly 3x more talk time, I’ve seen the Velocify sales team grow into the best team on the planet.

When Asking for Referrals Can Hurt Account-Based Sales

No More Cold Calling

Avoid this digital danger zone! As comedic director Woody Allen once said, 80 percent of success is showing up. Some readers might not know who Woody Allen is, and that’s OK. Just trust me: He was absolutely right on this point.

What Should the Sales Close Rate Be?

Pointclear

I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads while average companies close 20%. Those results factor in lead leakage of between 52% to 86% of the marketing qualified leads put into the top of the funnel.

Want to Achieve More Success? Unite Inspiration, Perspiration and Clarity

Increase Sales

How many people want to achieve more success and yet fall short? They seek inspiration from Ted Talks to attending seminars to reading books. Then some actually go out and start applying through perspiration what has inspired them. Yet with all their efforts they still are not where they want to be. Something is missing and that something is probably, most likely clarity.

Why Marketing, Sales, and Business Owners Love Marketing Automation

Learn what Marketers, Sales and Business Owners each have to say about what Marketing Automation has done for their business.

5 Secrets to Great Sales Coaching

Sales Benchmark Index

Article Sales Strategy SBI on Demand coaching sales coaching sales management sales manager

How to Avoid the Summer Sales Slump

The Sales Hunter

It happens every summer. The number of sales appointments that get cancelled goes up and the number of excuses people make goes up. The result? A sales slump. Summer is not the time to make excuses about things not happening.

Why a Customer-First Approach Is Essential for Company Growth

Velocify

A customer-first approach is essential for company growth, and sales reps that put the customer’s needs first are rewarded with loyal customers, industry credibility, respect and referral business. Those who don’t, tend to fall by the wayside. First impressions matter.

Importance of 1st Impressions from Sales Leadership Training Companies

Score More Sales

I saw a question this week in a sales community on LinkedIn. A member was looking for a referral for sales management training. What struck me hard was that he said he’d reached out to four companies who offer sales management training services. Three days had gone by, and only one of the companies had reached out to him. B2B sales leadership

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.