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


5 Ways to Speed Up Your Selling Process

The Sales Hunter

Too many times we get bogged down with the customer. Sure, the reasons can be many, but it doesn’t matter. Anytime things bog down, it eats into your time and your earnings. Below are 5 things we can do right now to accelerate the process: Skip the presentation and ask more questions.

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!

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


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.

More Trending

Beyond the Sales Process – Book Review

The Pipeline

By Tibor Shanto – .

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

Score More Sales

Sales Tips B2B B2B Sales

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.’”

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.

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.

Put A Judicial Branch In Place to Eliminate Wasted Leads


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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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.

Sales Manager Survival Guide – Book Review

The Pipeline

By Tibor Shanto – . 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.

“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

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.

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

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.

How Much Do Your Leads Cost?


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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Bill Walton Speaks to All Sales People and Sales Executives

Anthony Cole Training

I read Dave Kurlan’s blog post about Bill Walton and Coach John Wooden. In Dave’s blog, he talks about Walton’s view on success: ‘The only difference between successful salespeople and the other 77% is that the successful sales people actually do the very things they don’t like doing.”

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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.

Seven Steps to Success for Sales Managers – Book Review

The Pipeline

By Tibor Shanto – . 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.

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

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, there is no question how professional selling is changing through more science and data.

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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.

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.

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.

How Do You Determine the Success of Your Sales Managed Environment®?

Anthony Cole Training

First, it makes sense to define a Sales Managed Environment ® (SME™). For the last 15 years, we’ve built, developed, refined and implemented the principles we associate with a sales environment that is “managed”.

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The Word Games Of Sales

The Pipeline

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

Six Ways to Handle Rejection

Sales and Marketing Management

Issue Date: 2015-05-13. Author: Tim Brown and Dan Streeter. Teaser: Over the course of a career, even the best salespeople are going to be told no seven or eight times out of 10. It's important to learn how to handle rejection.

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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.

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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Are You Spending More Time on Fewer But Better Prospects and Customers?

The Sales Hunter

At the start of the year, I challenged you to focus your time by minimizing the amount of time spent on prospects that ultimately go nowhere. We’re now into the 2nd quarter of the year, and it’s time to do an assessment. Below is what I wrote on this important goal in January of this […].

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.