October, 2017

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

Sales Benchmark Index

Article Sales Strategy

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.

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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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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Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

Great Thoughts on Sales, Business and Success IX

The Sales Heretic

There’s a lot of wisdom, insight, encouragement, and humor out there. Here’s another sampling of my favorite quips and quotes. “If If you are not building value, you are losing sales.”—Laurie Laurie Brown “When starting out, don’t worry about not having enough money.

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More Trending

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.

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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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.

Distraction Engagement and Selling Efficiency

Understanding the Sales Force

Image Copyright iStock Photos. Dave Kurlan top salespeople time management elite salespeople

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How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

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.

How to Handle: “I want to speak to some references.”

Mr. Inside Sales

How do you deal with the “I need to speak to some references” objection? Do you cave in and happily send your prospect two or three clients who are satisfied with your product or service? And if you do, have you ever found that some of those prospects never call you back?

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Sales Compensation: Are You In Line or Off The Rail?

Sales Benchmark Index

Sales Strategy

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.

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.

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.

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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10 Ways Sales Managers Motivate And Demotivate Their Teams

MTD Sales Training

A sales manager on one of our leadership programmes was asked what he considered to be his biggest priority at work. We thought he would have said ‘hitting targets’ like everyone else had said on the programme. This sales manager said something rather intriguing. He said that his biggest priority had to be keeping his team motivated and inspired. That was because, if he managed to achieve a highly-motivated team, it was much easier to achieve his targets.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Slow Down the Customer to Win the Deal

Sales Benchmark Index

Article Sales Strategy

Time To Get Around To It

The Pipeline

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

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?)

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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In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

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

7 “Innocent” Habits Of Failing Sales Directors

MTD Sales Training

Sales Directors and Sales Managers rarely get to their positions simply through loyalty or length of time served. They’ve most likely been in the sales world themselves and been an excellent sales person. But this doesn’t mean they will necessarily make it as a manager or director of business. Indeed, there are many people who direct or manage sales , and they are simply in the wrong position. The Peter Principle, originated by Laurence J.

10 questions your Key Accounts will be asking you!

Sales Benchmark Index

Article Sales Strategy

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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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.

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.

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.

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?