October, 2017

Chairs are Dead—and Other B2B Marketing Hogwash

Pointclear

In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing). It seemed like, suddenly, a lot of things were dying: cold calling was dead; telephone prospecting was dead; outbound marketing was dead … many said that even marketing was dead. Maybe I was just sensitive. I mean, I grew up at a time when Paul McCartney was supposedly dead (he, thankfully, lives on). Poetry was dead. The theater was dead.

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Pipeline – Stand And Defend

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. Lately I have had a chance to sit in on a number of “opportunity reviews”, and it is interesting how the format and tools have changed, the plot and the theme have not changed much beyond the costumes, props, and players. Real or Fantasy.

5 Reasons Your Account Based Sales Team Flunked Referral Selling

No More Cold Calling

Pointing fingers doesn’t change anything. Why don’t account based selling teams ask for referrals? Why is asking for referrals ad hoc and not a discipline? It makes no sense at all, because every sales leader and account based sales rep knows that referrals are their hottest leads and best business.

This strategy will help you crush your sales numbers in 2018: Executing with Excellence

Steven Rosen

How would you like to crush your sales numbers in 2018? In this Executive Briefing, executing with excellence , I am going to share three steps to doing so. Sales managers, sales executives, sales and marketing executives, this message is for you.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

More Trending

I Need Some Help

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. Despite the state of discourse in general these days, in a one on one settings, like a sales meeting for instance, most people are helpful by nature.

Why Your Account Based Sales Team Will Never Be Good at Referrals

No More Cold Calling

Does your sales team struggle to get referrals? Here’s why. When I read a checklist of account based sales development strategies that omitted referral selling, I asked the creator why. After a long pause, her response was, “I don’t know.” That sent me over the top.

Effective Sales Coaching

Steven Rosen

Hey Steven coming at you right again with my next Executive Briefing. Last time I spoke to you about coaching and the quantity of coaching. How many days should a manager spend in the field?

The 5 Biggest Sales Hiring Mistakes and the Top 5 Resume Claims That are Fake

Understanding the Sales Force

Image Copyright iStock Photos. I always enjoy reading articles that expose things I don't know about topics I enjoy, like 7 Unsung Built-in Gems in Mac OS X.

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What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

What’s the Opposite of a Good Idea?

The Sales Heretic

If your instinctive response to this question is “A bad idea,” then you’re missing out on opportunities to boost your sales. Because we don’t live in a binary, good/bad, either/or world. We live in an incredibly rich, diverse, complex world filled with unlimited possibilities.

Year-End Mistakes You Need to Avoid

The Sales Hunter

How are you looking to finish your year? There’s time left, but we need to be careful for fear of making a fatal mistake that dooms the year. A few years ago I was working with a CEO and his 8-person sales team to help them close the year on target. The CEO was blunt […]. Blog Closing a Sale Professional Selling Skills closing a sale number quota sales year-end

What’s My Future In Sales?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. There is a lot of discussion around the role of technology in sales, advances in AI (you decide what the A stands for), and its impact on the role of and future of sales people.

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3 Hidden Secrets About Key Account Management

No More Cold Calling

Account based selling is an art, not a science. Attracting key accounts is the #1 challenge for account based selling teams. (No No big shocker there, right?)

Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.

All Data is Not Created Equal: Independent Case Study Proves Why Quality Beats Quantity

DiscoverOrg Sales

For years, sales and marketing teams have been spending money to buy lead generation tools and contact data to grow their email marketing database.

Why Do Salespeople Use Facts and Logic to Combat Objections?

Understanding the Sales Force

Image Copyright iStock Photos. The easy answer to the title question is that they have been trained to do that since they first arrived at sales kindergarten.

How to Boost Your Fourth Quarter Sales

The Sales Heretic

The fourth quarter is already upon us. Are your sales where you’d like them to be? Want to finish the year strong? Listen to my appearance on Breakthrough Radio with Michele Price.

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Do You Even Qualify to Be Called a Salesperson?

The Sales Hunter

I’m proud to be in sales. In fact, I’m not just proud — I’m very proud. But I admit that wasn’t the case early in my career. I got into sales only because I couldn’t afford car insurance due to my driving record, and I took a sales job purely because they offered me a […]. Blog Professional Selling Skills Prospecting prospecting sales salesperson

Staying Relevant in Sales as AI and Technology Continue to Take Over

Speaker: John Barrows, CEO, JBarrows Sales Training

As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where an how to add it throughout the sales process!

Time To Get Around To It

The Pipeline

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

The Sales Enablement Market Is Consolidating – and It’s a Good Thing

Sales and Marketing Management

Author: Jason Liu Sales enablement software has been around for a while now. You may already have a solution in place for your company, you may be looking for one, or maybe you’re just familiar with the term. What you might not know, however, is that the sales enablement market is poised for a major paradigm shift that will forever alter sales enablement platform strategies and set the industry on a new path. History of the Sales Enablement Market.

Sales Leaders Can Close Big Deals in Q4 by Reducing Customer Risk

Sales Benchmark Index

Article Sales Strategy

It's OK for Salespeople to Lie When This Happens

Understanding the Sales Force

Image Copyright iStock Photos. This new world we're all living in is getting downright scary. It's time to talk about selling in the context of this combustible culture but before I get started, a simple request fo the haters on the left and the haters on the right.

Using Connected Device Data to Improve Sales

Speaker: Charlie Isaacs, CTO for Customer Connection at Salesforce

Now that you've figured out how to connect your products and devices to the cloud, how do you prove that your investment will pay off? Discover the power of Smart CRM, and find out how companies are leveraging the best ideas from Software as a Service to provide Customer Experience as a Service.

The Truth About Why Salespeople Get No Respect

No More Cold Calling

Here’s how to stop losing deals. Sales leaders complain that their account based sales teams don’t get enough qualified leads, their pipelines are fluff, gatekeepers block their access to the C-suite, and the sales process is way too long.

Do You Sell Confidence? If Not, You’re Not Selling!

The Sales Hunter

How confident are you in the outcomes you can help your customers achieve? After finishing speaking to an audience recently, I was approached by a salesperson who was seen by his company as a high achiever. This person had won numerous awards and was viewed as a rock star by his peers. Within a minute […]. Blog leadership Prospecting confidence leader sales

It’s Not A Race

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. It is easy to see why people in sales, at all levels, are infatuated by speed, or as the hipsters say, velocity.

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30 Ways to Boost Sales in Q4

Score More Sales

Need a dose of inspiration to boost sales before the calendar year is over? Working to hit that stretch goal? How about a way to move a stalled sales opportunity to closure? B2B sales strategy boost sales

Salesforce Formulas for the Everyday Admin

Speaker: Steve Molis, Salesforce MVP

Steve Molis has put together a collection of universal formula tips and tricks, along with several of his personal favorites, so that you can get the benefit of a wealth of information without having to trawl through everybody else’s Salesforce problems.

Go After the Right Accounts to Make Your Number

Sales Benchmark Index

Joining us for today’s show is Matt Slonaker, the Executive Vice President Business Development and Marketing for Chronos Solutions. Matt is an executive leader with extensive experience in turnarounds and knows how to generate revenue growth with the unique blend.

Customers Love to Buy so Why Do Salespeople Struggle to Sell Them?

Understanding the Sales Force

Image Copyright iStock Photos. I just returned from the local car dealer. Have you ever noticed how happy people are when they are buying things? What about you? How did you feel the last time you took delivery of your new car? Was it the new car smell? The finish? The wheels? The look? The brand?

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Don’t Let Your Sales Team Get Spooked: October Referral Selling Insights

No More Cold Calling

Here’s what you might have missed this month from No More Cold Calling. The goblins and ghosts that come out at Halloween aren’t all that scary, especially when they’re yelling “trick or treat,” “trick or treat” as they canvas their neighborhoods.

When Should I Discount to Close a Deal?

The Sales Hunter

Let’s face it — there’s not one salesperson who has not struggled with this issue. You’re thinking, “If I just discount the price, I will be able to close the deal.” ” Does this hit home with you? I suspect it does, as it’s one of the most common issues thrown at me when I’m speaking […]. Blog pricing Professional Selling Skills Prospecting discount discounting price value

The Best Learning Methodologies for Developing Elite Sales Leaders

Speaker: Steven Rosen MBA, Author, Executive Coach, Speaker and Top 50 Sales Influencer

It is well recognised that the frontline sales managers are the key to driving performance in sales organizations. If you had to choose between investing in sales manager training vs sales rep training what would you do?