February, 2016

6 Little Things You Can Do to Make Your Business Shine

The Pipeline

The Pipeline Guest Post – Megan Totka. If you want to make your business stand out, that doesn’t mean you have to make big changes. Sometimes the littlest things can make a significant difference.

How Getting Referrals Got Me to the Protected C-Suite

No More Cold Calling

Lead generation isn’t so tough when you’re asking for referrals. I hung up the phone, feeling excited and still a bit nervous. I’ve been selling for decades, but I’d never spoken with the CEO of a Fortune 500 company.

Re: Salespeople Who Want More Respect and Buyers Who Need To Give It

Bernadette McClelland

Bill Gates shared with us the fact that ‘we all need feedback. That’s how we improve’. So imagine the impact on the global economy if prospects or professional buyers gave appropriate feedback to salespeople who called them up, instead of […]. The post Re: Salespeople Who Want More Respect and Buyers Who Need To Give It appeared first on Bernadette McClelland. Winning Business

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10 Quick Tips On How Sales People Can Improve Their Listening Skills

MTD Sales Training

It’s often said that you never learn anything when you’re talking, only when you’re listening. How true is that statement! But we often meet people who are poor listeners. They interrupt, they are. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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.

10 Daily Habits of Sales Leaders

The Sales Hunter

A sales leader is one who helps others see and achieve outcomes they didn’t think were possible. In order for a sales leader to do that, they have to be at the top of their game each day. Below are 10 daily habits sales leaders must have to be successful: 1. Learn something new […].

More Trending

5 Proven Ways To Blow A Sales Meeting – Part 1

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . There is nothing worse than finally getting a meeting with a buyer you have been chasing for some time, only to completely blow the meeting. No one goes in with the intent of blowing, but it happens, even when you prepare in advance.

Asking for Referrals Via Email—Big Mistake

No More Cold Calling

Referral selling requires a personal touch. How many emails are waiting in your inbox? Enough to make you dread opening it? Most people have a love/hate relationship with email. It’s both a fantastic business tool and a huge time-waster.

10 Ways to Motivate Your Inside Sales Team to Optimize Results

Sales and Marketing Management

Issue Date: 2016-02-24. Author: Marcel Florez, Senior Vice President, N3. Teaser: Regardless of how experienced or driven your salespeople are, motivation is a key factor in driving the best results.

Sales Management Strategies #1 - Start with the End in Mind

Anthony Cole Training

It’s an oldie, but a goodie from the late Steven Covey. In his ground breaking book, 7 Habits of Highly Effective People, he states that highly successful people start with where they want to be – “the end” - and then work to get there.

Sales Training Playbook by Lessonl

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

10 Best Sales Motivation Quotes by Mark Hunter

The Sales Hunter

“My goal in sales is to help my customers see and achieve things they didn’t think were possible.” ” “A sale made without integrity is not a sale.” ” “My greatest assets are my time, my mind, and my network. My goal is to use each one wisely, each day.”

Learn How We Discovered They Had the Wrong Salespeople

Understanding the Sales Force

Would you believe me if I told you that in a recent sales force evaluation, nearly 50% of the 300 inside salespeople were not in the right role?

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A Super Question You Should Use

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . In the past I written about the fact that your sales process and the way you or your team execute that process is most likely the last real way of differentiating yourself from your competition.

What ALL Sales People Must Do Before Getting Back To Clients

MTD Sales Training

When working with clients’ demands, it is often seen that we react to their wishes quickly and efficiently. Or do we respond quickly and efficiently? Aren’t they the same thing? Don’t they mean. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Communication Skills reacting to clients responding to clients

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Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

Why Sales Is Like a Taco

DiscoverOrg Sales

I’m not sure where this metaphor came from. Perhaps I was working late one night, slightly delirious from the computer’s mesmerizing dance of pixel-flickering, combined with a gnawing hunger. Perhaps my subconscious provided me with the background music of a Mariachi band.

What to Stop, Start and Keep Doing to Drive Sales Growth (part 2 of 3) What to Start Doing:

Anthony Cole Training

Start focusing on helping people get more of what they want: I don’t remember the time or place but I remember the message; “If you help more people get what they want you’ll get more of what you want.” Ralph Waldo Emerson in his essay on compensation alludes to the law of the universe.

10 Ways to Close a Sale Faster

The Sales Hunter

The average salesperson has two or three ways with which they feel comfortable to ask for the order. Could you imagine a car mechanic repairing your car with only two or three tools? Years ago, I could fix most anything on my car with just a couple of tools.

Breaking News - More Salespeople Suck Than Ever Before (and Why)

Understanding the Sales Force

Saturday evening I was driving my car and listening to the radio when a song played that I hadn't heard since the 70's. It occurred to me that long before the advent of rap music, Charlie Daniels must have been the accidental originator of rap with his song, The Devil Went Down to Georgia.

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4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

Cut Your Training Budget In Half – Double Your ROI

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Training is an interesting concept, at least in sales, as much as most sales leaders or sales ops people bring their own bias and flavour to it. But the one common view and practice the majority share is a “democratic” outlook or bias.

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Prospecting Skills: How To Differentiate Between Wants & Needs

MTD Sales Training

I went to lunch with a client a week ago and they insisted we go to a very specific restaurant not far from his office, but still a brisk ten-minute walk. We passed several buzzing and vibrant. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. MtdBlog needs and wants prospecting skills

A Valentine’s for Your Top Performers

Sales and Marketing Management

Issue Date: 02-11-2016. Author: Paul White, Ph.D. with Daniel Agne. Teaser: The sales manager sits right in the gap between the recognition provided by the comp system and the needs of an individual sales rep.

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Do “Refer a Friend” Programs Actually Work? Absolutely! Sometimes.

No More Cold Calling

Pay for referrals? Are you kidding me? Thanks for all the happy birthday wishes last month. My friends and clients aren’t the only ones who remembered my big day. I received offers from my favorite retailers for birthday discounts, designed to make me feel special and (more importantly) spend money.

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

Executive Sales Leader Briefing: Better to Train Your Salespeople or Your Sales Managers?

The Sales Hunter

Why do companies spend money training their salespeople, but fail to give any level of training and development to their sales managers? If I could only invest in one person, I would invest in my sales manager long before I invested in a salesperson. The gap I see is huge, and I don’t care […].

How Wrong are Company Methods to Rank and Compensate Salespeople?

Understanding the Sales Force

When report cards and grades are available, measuring the academic success of your child or grandchild is a lot easier than it is to measure sales success. School grades go up and we say, "Great effort!" School grades go down and we say, "Oh-oh, something is seriously wrong here!"

Show Them You Can Think – Sales eXecution 327

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . I recently sat through a demo for a product that potentially could have been of interest.

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How To Increase Your Chances Of Losing The Sale By 400%…

MTD Sales Training

I’m sure we’ve all been told how important it is to follow up on leads and get back to enquirers as soon as possible. It still baffles me why some people take days to get back to prospects that have. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Prospecting lead times responding to leads

Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

How to Sell, Not Tell, During Sales Presentations

Sales and Marketing Management

Issue Date: 2016-02-19. Author: AlexAnndra Ontra. Teaser: Knowing how to organize and deliver your thoughts and information is an integral aspect of a true presentation, and crucial to any sales pitch. Here are a few tip.

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Should You Promote Your Best Salespeople to Management?

DiscoverOrg Sales

We’ve seen it happen time and again: firms are wowed by their top sales performers and all rational thought gets thrown to the wind.

Sales Motivation Video: Are You Helping Others Become Great?

The Sales Hunter

What are you doing to help those around you achieve more success? Spend some time this week pouring into those around you, and your sales motivation will get a boost as well. The mark of a great salesperson is they are genuinely interested in seeing others become great.