The Pipeline

APRIL 10, 2014

'By Tibor Shanto - tibor.shanto@sellbetter.ca. Most sales people think about objections as being a bad thing, a lot of sales people and worse leaders, get really uptight when it comes to objections. Often before we have even began to define parameters with stakeholders, they’ll say “Oh, and we need an Objection Handling session”, they want to take a tennis approach to managing objections, prospect “throws” out an objection, and they want to hit it back to them.

Objections 335

Objections Sales Cycle Buyer Prospecting 335

Bernadette McClelland

APRIL 16, 2014

'I’m ‘Coming Out’ today… Well, in a non sexual way. Coming out also means declaring something that others don’t know about you and if we thought long and hard about it, I am sure all of us in both our personal and professional lives would be able to ‘come out’ about something. What stops us though is that it usually means we make ourselves wrong.

Engineering 318

Engineering Lead Rank Lead Scoring Influencer 318

Sales 2.0

APRIL 6, 2014

'900, 300, 0. The first number is the number of emails I get as a marketing manager each quarter from sales people. The second number is the number of phone calls I get from sales people each quarter. The last number is the number of letters and notes I receive from sales people each quarter. (And I’m the marketing manager at a small place. These numbers can be multiplied by 10 or 20 at a large obvious target.).

Prospecting 315

Prospecting Fashion Banking Commission 315

The Sales Heretic

APRIL 22, 2014

'Networking is one of the best prospecting tactics around. Like any tactic, however, it can be used effectively or poorly. Poor networking isn’t just a waste of time, it can actually hurt your sales, because over time, you’ll develop a negative reputation. Here are ten big mistakes to avoid when you’re networking: 1. Not spending [.].

Networking 321

Networking Follow-up Up-Sell Prospecting 321

Advertiser: ZoomInfo

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Sales Cycle

MTD Sales Training

APRIL 8, 2014

'What’s really interesting about we humans is the fact that, even though we don’t like to admit it, we are judgmental beings. Often we don’t view ourselves as being judgmental; we. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Prospecting 317

Prospecting Sales How To 317

Steven Rosen

APRIL 2, 2014

'Edgy Interview with Dan Waldschmidt. By: Steven A. Rosen. I had the pleasure of interviewing my friend, Dan Waldschmidt , about his new book titled EDGY Conversations : How Ordinary People Can Achieve Outrageous Success. Dan is an edgy guy and his personal story helps you understand what true success is. Dan lives on the edge and has almost fallen over.

Sports 313

Sports Workbooks Intent Face-to-face 313

Bernadette McClelland

APRIL 16, 2014

'I’m ‘Coming Out’ today… Well, in a non sexual way. Coming out also means declaring something that others don’t know about you and if we thought long and hard about it, I am sure all of us in both our personal and professional lives would be able to ‘come out’ about something. What stops us though is that it usually means we make ourselves wrong.

Engineering 318

Engineering Lead Rank Lead Scoring Influencer 318

The Pipeline

APRIL 14, 2014

'By Tibor Shanto - tibor.shanto@sellbetter.ca. I was never big on Shakespeare, took me long enough to master English as my third language, good old Willie just confused things that much further, I must admit that I do have an appreciation for the phrase from Hamlet “The lady doth protest too much, methinks” Not only as a parent, but perhaps in a similar vein working with sales people, as exemplified by a recent exchange with a rep I am working with.

Margin 312

Margin Trade Show Follow-up Lead Management 312

Understanding the Sales Force

APRIL 7, 2014

'Understanding the Sales Force by Dave Kurlan I don''t write about Inside Sales as often as I should. After all, everyone else is writing about it, some bloggers are devoted to it, and if you read what the inside sales bloggers are writing you would think that inside sales is king. Of course, it is the king of the top of the funnel where everything begins, but with few exceptions, selling rarely ends in that department.

Consultative Selling 297

Consultative Selling Inside Sales Top of Funnel Funnel 297

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Sales

MTD Sales Training

APRIL 23, 2014

'A salesperson once said on one of our training programmes that no manager he had ever worked for had been a true ‘motivator’ He went on to describe how no-one he had worked for had even. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Motivation 306

Motivation Sales Management Training Sales 306

SBI Growth

APRIL 26, 2014

'We often hear from CEOs that they don’t see the ROI for social media. Many CEOs still question the legitimacy of social media in their space. In case you’re wondering, these people are wrong. I will address three common questions/comments we hear from the C-suite and sales leaders.

Social Media 314

Social Media Media Social Selling ROI 314

Sales 2.0

APRIL 19, 2014

'The future of sales belongs to sales geeks. You can already see this in marketing. Marketing is already way more numeric and analytical than it used to be. And if you buy into the story that future sales people will look a lot more like “mini marketers” then sales people are going to need to be into numbers. And not just your quota and commission check.

Scale 276

Scale Commission Tools Analytics 276

No More Cold Calling

APRIL 17, 2014

'Because no one ever taught them how to sell. How many of us studied sales in college? Engineers, scientists, accountants, lawyers—these folks all study their crafts. But most sales reps enter the field without any formal training. Some of us get lucky and thrive under a brilliant sales manager. But most of us are left to figure things out on our own.

Face-to-face 278

Face-to-face Social Media Oracle Hiring 278

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Data

The Pipeline

APRIL 7, 2014

'By Tibor Shanto - tibor.shanto@sellbetter.ca. Several pundits have presented the argument that we are all sellers and we are always selling, no surprise, selling is part of life and the human experience, right from the guy selling fragments of the big bang, or the serpent selling Eve the apple. As a result, just like people, sales comes in different ways, shapes, approaches, techniques, etc.

Face-to-face 312

Face-to-face Cold Calling Social Selling Call-back 312

Understanding the Sales Force

APRIL 23, 2014

'Understanding the Sales Force by Dave Kurlan Earlier this week the world was once again focused on the city of Boston and the 118 th running of the Boston Marathon. I don’t run but I know several people that do and the preparation for running this, or any other marathon, is daunting. This isn’t an event that one can take lightly. Consider the length of time that a runner must train to prepare for running a 26.2-mile race.

Airlines 284

Airlines Groups Forecasting Engineering 284

MTD Sales Training

APRIL 15, 2014

'Sales. A great profession, isn’t it? The world would stop if people didn’t sell things. I love buying things. I have toys and gadgets that surround me in my business and personal life. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Strategy 293

Strategy Sales 293

SBI Growth

APRIL 13, 2014

'The annual employee engagement survey (EES) scores are out. It’s no surprise that Sales ranks at the bottom – as always. Sales leaders and their HR business partners have come to expect it. But it doesn’t have to be that way. This post is for you if you are grappling with the question, “How can we improve employee engagement results in Sales?

Survey 312

Survey Resources Sales 312

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

Buyer

Sales 2.0

APRIL 27, 2014

'“As we discussed, I’ll get back to you with ideas and the data you requested on A, B & C”. That’s how an initial meeting ended recently with a technology sales person. In general, I liked the way this sales person ran the meeting with us. She started the meeting by asking questions to discover our needs and problems. We gave a bunch of a feedback and the seller collected our responses.

Lead Rank 268

Lead Rank Lead Scoring Proposal Gatekeeper 268

The Sales Heretic

APRIL 29, 2014

'Pricing unquestionably affects sales. But what exactly is the “right” price? Are you charging enough? Too much? Is it time to raise your prices? Are you constantly being pressured for discounts? If you struggle with any of these issues, check out my appearance on the Reality Check Podcast with Craig Price. In this 30-minute interview, [.].

Discount 277

Discount Twitter Exact Sales 277

The Pipeline

APRIL 16, 2014

'Join me on May 8th, 1:00 PM – 2:00 PM PDT , as along with the folks from Exponential Sales, we explore sales from the singular view of execution. The best sales organizations are those who excel at executing their sales process; from demand generation, to prospecting to closing and growing accounts. The best sales processes are those that evolve and reflect the changing nature of their clients and markets.

Cold Calling 306

Cold Calling Webinar Metrics Fashion Sales Qualified Lead 306

Jeffrey Gitomer

APRIL 28, 2014

'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Marketing 281

Marketing Sales 281

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

Retail

MTD Sales Training

APRIL 9, 2014

'Building rapport is the holy grail for many sales people. They think that if the relationship is cemented before they try to pitch their product, then they stand a better chance of successful. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales Meeting 293

Sales Meeting Meeting Sales 293

SBI Growth

APRIL 17, 2014

'Ask a small company Sales VP about his biggest fear. You’ll hear a common response: losing my best guys. Many small companies live by the Pareto principal. 80% of their revenue comes from the top 20% of their team. Losing one top performer can ruin the entire year. This is why Sales VPs list Talent as one of their biggest needs.

Resources 308

Resources Revenue Company Sales 308

Understanding the Sales Force

APRIL 17, 2014

'Understanding the Sales Force by Dave Kurlan Yesterday I was in the office, preparing for the today''s formal introduction of Objective Management Group''s (OMG) award-winning, new and improved, fourth generation, Sales Candidate Assessment ( View the 25-minute Webinar here ) when the phone rang and I answered. Not only was it a cold call, but it was one I could write about - the best kind!

Inside Sales 271

Inside Sales Oracle Examples Top of Funnel 271

The Sales Heretic

APRIL 8, 2014

'We’ve all been there. (And you haven’t yet, you will at some point.) Whether because of our mistake, or through no fault of our own, a customer is angry. Beyond angry—furious! And whether you’re a salesperson, a customer service representative, or the business owner, you get the pleasure of dealing with it. How do you [.].

Customer 275

Customer How To Customer Service Strategy 275

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Intent Signal

The Pipeline

APRIL 17, 2014

' By Tibor Shanto - tibor.shanto@sellbetter.ca. I recently saw an ad for a sales program, and that big bold letters enticing me to buy read: “How To Get Ahead Of Your Buyer”. While I get where they were coming from, or more accurately who they were trying to appeal to, but there was just something wrong with the way it was phrased. I think one of the biggest challenges sales people have is not to get ahead of the buyer, it seems to me that getting ahead of the buyer is the same as “leaving t

Buyer 300

Buyer Objections Sales Leadership Sales Cycle 300

Sales and Marketing Management

APRIL 21, 2014

'Issue Date: 2014-04-21. Author: Kevin Higgins. Teaser: Middle and low performers are tolerated on some sales teams because they help reach the overall quota. It's important to set standards and tip the boat if they're not met. Middle and low performers are tolerated on some sales teams because they help reach the overall quota. It's important to set standards and tip the boat if they're not met.

Sales Management 259

Sales Management Quota Sales 259

MTD Sales Training

APRIL 29, 2014

'If you’re like most people, you will often have those infuriating moments when you forget something important, like a phone call you promised to make or a specific request from a customer that. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How To 283

How To Customer Sales 283