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.

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

Sales Benchmark Index

Article Sales Strategy

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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Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

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.

More Trending

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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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.

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.

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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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.

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.

Sales Reps are CRITICAL to Company Success

Score More Sales

Your sales reps – be they inside sellers, field sales, or otherwise are critically important to the success of your planned revenue growth for a very simple reason: A significant portion of the buying journey is done without sales involved and that won’t change. B2B Sales Productivity company success

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.

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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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 Compensation: Are You In Line or Off The Rail?

Sales Benchmark Index

Sales Strategy

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

Inside Sales Training

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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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?)

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

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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Time To Get Around To It

The Pipeline

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

10 questions your Key Accounts will be asking you!

Sales Benchmark Index

Article Sales Strategy

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.

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.

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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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.

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

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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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 and how to add it throughout the sales process!

10 Mistakes that Kill Sales Calls

Sales Benchmark Index

Sales Leaders miss or make the number one sales call at a time. Yet they typically don’t pay enough attention to each call. They look at each rep’s performance to quota. They review the pipeline. These are difficult to control. Sales leaders can. Article Sales Strategy Talent Strategy

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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.

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.