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.

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! ]].

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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 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 […].

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

Professional Sports Putting Profits Before People

Steven Rosen

Leadership Lessons from the Elite. Like many of you, I follow professional sports but I am in no way a sport fanatic. One of my passions is leadership and I am beginning to see a very troubling trend in professional sports where the team owners are regularly putting profit before people.

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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.

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.

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.

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.”

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

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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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.

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.

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.

Lead Generation Checklist to Get Better Results Now

You spend time, energy, and money to generate demand and get leads. It's how you manage them that makes the difference between success and failure. This checklist gives you an easy way to focus on the most critical tasks to get better results now.

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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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.

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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Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

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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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.

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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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 […].

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

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

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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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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Professional Sports Putting Profits Before People

Steven Rosen

Leadership Lessons from the Elite. Like many of you, I follow professional sports but am in no way a sports fanatic. One of my passions is leadership and I am beginning to see a very troubling trend in professional sports where the team owners are regularly putting profit before people.

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Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

3 Tips for Embarking on an Account-Based Selling Program

DiscoverOrg Sales

If you’ve been keeping up with our blog, you might have seen the TOPO case study about Cloudera’s Account-Based Selling (ABS) approach. Rather than just casting a wide net, this approach allows teams to focus solely on specific accounts identified as ideal targets.

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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6 Quick Tips On Staying Motivated During Your Job Search

MTD Sales Training

No matter how good you are at your sales job, there are situations that we have no control over, and that includes the job market. If you’re in the unhappy position of looking for work, here are some ways that we recommend in order to keep yourself motivated : .