October, 2016

Think Robots Will Replace B2B Sales Reps?

No More Cold Calling

Buyer 2.0 needs us more than ever. Eliot Burdett, CEO of Peak Sales Recruiting, explains why in this month’s guest post. Have B2B sales reps gone the way of CD players, the Rolodex, and analog radio—replaced by technology that gets the job done faster and better?

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Customer Follow-up Improves With Automation

Fill the Funnel

Why is customer follow-up important? It’s not enough to get your customer to buy. You need to keep them buying by building a long-term relationships. One key to doing this effectively is to offer sincere, timely follow-up customer service.

Trending Sources

Salespeople Have a Higher Meaning

Increase Sales

This past week I attended a “Power Breakfast” sponsored by Pipeliner CRM where the CEO Nikolaus Kimla made the following statement: “Salespeople have a higher meaning.”

Best practices for improving sales process

Sales Training Connection

Sales Process. Listen to a conversation about the need for improving sales process and it usually begins like this: “We have very aggressive sales targets and we’re just not getting there.”. “We’re

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.

More Trending

Possible To Automate Content Creation?

Fill the Funnel

You can automate nearly any aspect of your business. Once you get started looking at automation options, it’s pretty incredible what you can do. But there’s one area of marketing that’s essential and usually time consuming – content creation. Can you automate content creation?

Do You Truly Love Sales?

Increase Sales

Everyone is in sales. Mothers sell eating healthy to their children. Teachers sell learning to their students. Business owners sell their vision to their customers both internal and external. Sales people sell their products and services to potential customers.

Bubble in the Funnel

Pointclear

Per Healthline Media, an air embolism, also called a gas embolism­, occurs when one or more air bubbles enter a vein or artery and block it. These air bubbles can travel to your brain, heart, or lungs and cause a heart attack, stroke, or respiratory failure.

The #1 Key to Making Sales Forecasts Accurate Again

Understanding the Sales Force

What is they key to accurate sales forecasts? Sure, it's all of the things I've written about before, like sales process, uncovering compelling reasons to buy, selling value, thoroughly qualifying, etc.

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.

3 Things I Learned at CEB Sales and Marketing Summit

Score More Sales

I headed to Las Vegas for CEB’s Annual Sales and Marketing Summit with a bit of apprehension. I had never attended before, and was thinking that it might be a very academic marketing focused crowd even though “sales” is in the name of the event.

6 Simple Ways a Referral Program Eradicates Top Sales Challenges

No More Cold Calling

Are your sales reps wasting time prospecting? You’re a sales leader accountable for increasing revenue, while at the same time managing your profit margins. If you’re fairly new to your company, your sales reps are a mixed bag of talent.

#1 Reason You Need To Automate Your Marketing

Fill the Funnel

Marketing automation is essential for every business.

Every Day Remember You Do What You Are

Increase Sales

Action is what people see and what you see. In the movie Along Came a Spider , Dr. Alex Cross makes this statement “You do what you are.” ” Your doing is what counts; it is what others see.

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.

7 Questions Sales Leaders Should Ask About the Buying Process to Win More Deals

Sales Benchmark Index

Article Sales Strategy Buying process Configure Price Quote CPQ sales enablement sales leader sales process

Is it Your Salespeople or Did You Make a Bad Decision?

Understanding the Sales Force

Consider buying a car that had an insanely cheap price, with every option you could imagine, as well as options that you never thought you could use.

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3 Things I Did at Dreamforce 16

Score More Sales

Dreamforce 16 was my 10th – yes 10th -including the first one way back in 2003. Dreamforce is the top Cloud-Computing Conference, a giant hug-fest for all Salesforce.com and the place to meet up with as many people as possible all rolled up into one crazy week. B2B sales strategy

How Do You Sell to a Millennial B2B Decision-Maker?

Anthony Cole Training

A Guest Post by Salesloft.com. How to Sell selling to millennials how to sell to millennials B2B marketing

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.

7 Tips For Automating Your Email Marketing

Fill the Funnel

Email marketing is an area of marketing in which automation is completely essential. You simply can’t do email marketing effectively without some version of an autoresponder program, which automates subscriptions, list organization and message broadcasts.

Please Be Careful if You Call Yourself a Salesperson

Increase Sales

One of the lessons I have recently relearned is there are a lot of people who believe they are salespeople. For me, a salesperson actively works to sell something be it a product, service or a combination of products and services. He or she does not rely on others to sell his or her solutions.

4 Game Changing Revenue Growth Advantages Within Your Reach

Sales Benchmark Index

Article Product Strategy alignment with external market Corporate alignment Corporate Strategy marketing strategy sales and marketing alignment strategic alignment

What it Takes to be an Elite (Top 7%) Salesperson

Understanding the Sales Force

Last week I received a call from a young, motivated salesperson - we'll call him Jim - who desperately wanted to be one of the elite 7% of all salespeople. Despite being just 26 years old, he believed that he was already in the top 7%. During our call, he asked me a great question.

Account-Based Marketing: A Practical Guide

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

4 Ways to Reduce Seller Burden and Grow Sales

Score More Sales

At the CEB Sales and Marketing Summit many dimensions and directions of growing revenues were discussed, as was roadblocks to seller success. B2B sales strategy

3 Secrets to Success from John Wooden

Your Sales Management Guru

Three Secrets to Success from John Wooden. . Last week I was in Chicago keynoting an international association’s sales conference, in preparation I had been making notes and clipping interesting ideas from a variety of sources, one of them was Success magazine.

Timesaver Tip – How to Speed Up Video Playback

Fill the Funnel

Want to speed up video playback? You know I am a big fan of video and the impact it is having on sales and marketing. It is everywhere. Much of what I am learning now is coming from video training. Watching these videos can consume a lot of time whether during your business day or in off hours.

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Sustainable Sales Success - Tip #11 Follow-Up

Increase Sales

Simply speaking without follow-up, sales success will not happen. To expect to earn the sale on the first meeting is rare especially in the B2B marketplace. What is even worse, is the lack of follow-up by salespeople.

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.

What Percentage of Marketing Leads Should Be Accepted by Sales?

Pointclear

The biggest disconnect between marketing and sales is the hand-off of marketing qualified leads (MQL’s) to sales and the acceptance of those leads (SAL’s) by sales. Unfortunately, the baton gets dropped more frequently than it is successfully passed. My solution to this is having a lead definition agreed upon by marketing and sales, and the establishment of a judicial branch to evaluate leads that are not accepted and passed back to marketing or dead in the funnel.

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The Crucial Selling Skill That Nobody Talks About

Understanding the Sales Force

Image Copyright 123RF Stock Photo. Earlier this week I received an unsolicited email from the founder of a company who introduced himself and asked me to try his new tool for speakers. By itself, this was not unusual because I receive 20-25 unsolicited emails per day.

The Competencies You Need to Lead Your Sales Team

Score More Sales

To be a real sales leader – not just a manager - you must be willing to look inward. Self-awareness is understanding everything about everything that makes you, well, you. LifeHacker wrote a great piece about self-awareness and how to be more self-aware. B2B sales leadership

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Sales training – managing a conundrum

Sales Training Connection

Sales training. Here’s the conundrum … You have a 250 person sales team. You are a new, first time Sales Training Director. You replaced a sales manager who did no sales training for a long time. To add urgency, revenue numbers have been stagnant for too long.

Sales Training Playbook by Lessonl

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