May, 2016

Ways to Get More Leads, Sales and Customers

The Pipeline

The Pipeline Guest Post – Megan Totka. Businesses always want to find more leads and turn them into customers. If you know your products are amazing, your services solve a need in the marketplace, and can back up these claims, then you’re in good shape.

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Manage your prospecting time

Sales 2.0

As I’ve said before , I think time management is one of the top 3 most important skills in sales. I love the work “Uncle Paul” does so I signed up for his upcoming webinar on using your sales time effectively. (I’m

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Interesting Answers to the Question You’ve Been Asking.

Anthony Cole Training

Why Do So Many of My Salespeople Fail to Perform as Expected? failing salespeople hiring salespeople managing salespeople

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Do You Make Time for Your Sales Reps to Practice?

No More Cold Calling

No one wins the game without putting in the practice. “From this day on I’d like to be known as ‘The Big Aristotle’ because Aristotle once said, ‘Excellence is not a singular act; it’s a habit. You are what you repeatedly do.’”

Sales Enablement: What It Is, What It Isn't, and Where It's Going

Speaker: Roderick Jefferson, Chief Executive Officer

The biggest problem with Sales Enablement is that there is no one universal definition. If you were to ask 10 different people “What is Sales Enablement?” you would get 10 different answers, none of which would show the whole picture. Roderick Jefferson, CEO and top sales enablement consultant, is here to provide some much-needed clarity on the what, why, and how of Sales Enablement.

Gary Vee Suggested You Do This One Thing to Build Customer Relationships

Score More Sales

Sales Tips B2B B2B Sales

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Beyond the Sales Process – Book Review

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca .

7 Truths About Sales and Marketing (That CEOs Need to Know - Part 1)

Pointclear

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series. One of my favorite authors and speakers, Mike Weinberg, says the following about the CEO’s role in companies: “As goes the leader, so goes the organization.

Coaching Culture: Putting Down Roots

DiscoverOrg Sales

At the start of the new year, I wrote about my team trying to turn the corner from “Account Management” to “Customer Success”. Months beyond the vision phase, we are now in execution mode and fully committed to building a coaching culture — both for Customer Success and Sales — that instills the good habits needed to realize that vision. Coaching is absolutely clutch. It’s gotta be there. It can’t take days off. It requires executive level sponsorship and involvement.

How Social Selling Got Me 21 Meetings in 2 Days

No More Cold Calling

Never forget that selling is social. The magic number is 21. No, I’m not playing blackjack. That’s the number of people I’m meeting for the first time at the Sales Innovation Expo in London this month. I’ve never spoken with any of them. I met them all on LinkedIn and Twitter.

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.

Sales Leaders Love Your Sales Reps

Score More Sales

I immediately liked what I heard when John “JT” Turner, Senior VP, Sales, Trinet spoke. It was an Enterprise Sales Meetup in New York and the “fireside chat” format enabled John to discuss his views on selling. B2B Inspiration B2B Sales

Do You Have Prospects or Suspects? 10 Ways to Know the Difference.

The Sales Hunter

Too many prospecting pipelines are plugged. They’re plugged with suspects taking up valuable time. Keeping the pipeline full of only great prospects allows it to move faster and does not require the pipeline to be as big.

Sales Manager Survival Guide – Book Review

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . One of the great things in what I do is the opportunity to meet a range of thinkers and doers involved in sales and helping others sell better. So when one of these people, in this case, David A.

Put A Judicial Branch In Place to Eliminate Wasted Leads

Pointclear

Keep leads from being ignored is the fifth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results.

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Sales Training Playbook by Lessonl

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

Which of Your CIO Prospects Makes the Most Money?

DiscoverOrg Sales

As cybersecurity concerns intensify across the globe, CIOs have become increasingly visible and valuable. In some cases, the failure of a CIO to mitigate risk can cost a company a lot more than the lofty compensation packages they command.

“I’ve Been Selling This Product For Years” – So What?

MTD Sales Training

Albert Einstein once said that ‘Imagination is greater than Knowledge’. I’ve always admired this thought, because often I’ve come across people who think that, just because they’ve been selling for. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Sales Stories free sales training sales advice Sales Tips

B2B Sales Ever Changing – Are You

Score More Sales

After a very full day at sales summit Accelerate ’16 in Park City, UT, put on by InsideSales.com, there is no question how professional selling is changing through more science and data.

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5 Mistakes Salespeople Make Using Social Media

The Sales Hunter

Sites like LinkedIn, Facebook, Twitter and others can be powerful tools to help you prospect more effectively. In my new book coming out this September, “High-Profit Prospecting,” I share insights every salesperson needs to know.

7 Marketing and Sales Strategies to Grow Your Revenue Fast

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Many companies have the core marketing and sales elements to take their revenue to the next level, but are still missing out on some key opportunities. Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book "The Expert’s B2B Revenue Growth Playbook," to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!

Seven Steps to Success for Sales Managers – Book Review

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . If sales and selling is the last of the black arts, then sales management lurks in its darkest corners. As with other aspects of sales, there is no shortage of advice, ensuring no shortage of fluff.

Do Your Sales Reps Act Like Sales Snobs or Social Stalkers?

No More Cold Calling

Maximize your net worth via your referral network. Steve, a salesman with an enterprise company, invited me to connect on LinkedIn.

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Discovery, Demo, or Disconnect?

DiscoverOrg Sales

Sales people have been giving tech demos for a long time. Are we getting any better at it? – IBM technology demonstration 1961. Top of the funnel metrics require that SDRs book discovery calls and schedule demos, yet the value of those interactions can be difficult to quantify.

Here’s How You Know You’ve Earned The Right To A Referral.

MTD Sales Training

Referrals are probably the easiest type of business to get because they are opportunities that are given to you by buyers or decision-makers who know you and trust you enough to put their reputation. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Referrals gaining referrals sales referrals

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.

Most Top Sales Reps Were Not Athletes

Score More Sales

It drives me crazy to see myths perpetuated by people saying the same unsubstantiated thing in one place online, then everyone else repeating it as the verified truth.

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Will There Ever Be a Winner Between Marketing and Sales?

The Sales Hunter

The short answer to this question is, “No!” ” I say “no,” because until both Sales and Marketing accept the roles they play and their reliance upon each other, there is little chance the fight will end.

The Word Games Of Sales

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . I have always said that success in sales is all about Execution – Everything else is just talk!

How Much Do Your Leads Cost?

Pointclear

Understand the price you are paying for your leads and then optimize. Document the cost per lead is the fourth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results.

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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.