Sat.Jun 20, 2015 - Fri.Jun 26, 2015

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Changing the Odds In Your Prospecting

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . How much of a premium would you pay to bet on a sporting event where the odds favoured your team over the other by 6000 to 100? A no-brainer right, in fact too good to be real, right? Let’s look at it a bit differently, how would you like to be up against a professional opponent favoured by similar odds, an opponent who practices every day, honing their skills and techniques, improving their game day in and day out, while you only occasionally d

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5 Ways to Close the Marketing vs. Sales Divide

Sales and Marketing Management

Issue Date: 2015-06-22. Author: Andrew Davies. Teaser: Salespeople have a necessarily low tolerance for anything that interrupts their rhythm or ability to speak to prospects and close deals. In marketing, there is a need to focus on six, nine and 12 months out, to build sustainable process and strategy. Here are five ways to build a more streamlined process from marketing into sales.

Closing 226
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6 Actions You MUST Take After Your Sales Presentations

MTD Sales Training

I remember meeting a salesperson in my office who presented me with a product that would hopefully deal with some challenges we were having at the time. The product was quicker, more efficient and. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Meeting 208
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12 Proven Sales Hacks to Increase Sales

Understanding the Sales Force

It seems that these days, things are changing faster than we can recognize. Cosby is finally out of the news, but the Marathon Bomber is back in. The terrible winter weather is in our rear view mirror but now we are dealing with droughts and tornadoes! And in our world, Sales 2.0, a term we haven't heard in a while, is making the rounds again. In today's article, we'll talk about the sales improvements that readers are most interested in.

Sales 207
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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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Make a Difference – Donate $100

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . If you follow me, you likely have come across Kelley Robertson , avid blogger, sales trainer, father and husband. Kelley like many of us deals with day to day challenges, and then helps others to succeed in overcoming theirs. Well now Kelley is facing a real tough challenge, one he needs help in overcoming.

More Trending

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10 Ways to Make Prospecting on the Phone Effective

The Sales Hunter

1. Make the call about the prospect not about you. The reason for the call must be based around providing the prospect with information or insight they will find of value. 2. Speak with energy and believe in yourself. If you don’t believe in yourself and speak with confidence and energy, why should you […].

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Apply Jack Reacher to a Modern Sales Approach

Understanding the Sales Force

I'm a big fan of the Jack Reacher thrillers and movies. Perhaps you've seen one of them. While reading Lee Child's newest Reacher book, "Personal", I saw a huge connection between how the Jack Reacher character survives and succeeds on all of his highs: high-risk, high-stakes, high anxiety missions; and how a successful salesperson survives and succeeds in the sales equivalent of a Jack Reacher story.

Sales 200
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Where Have All The Sellers Gone? – Sales eXecution 301

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Over the last few years there have been numerous articles and commentaries suggesting that the sales population will dramatically dwindle over the next few years. I don’t think there will be less real sellers than now, but the roles will be more clearly and accurately defined. The reality is that many of those calling themselves sales people, or were hired to fill a role with a job description of sales person are not sales people at all.

Hiring 238
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Most Market Share Battles Are Lost, Not Won

Pointclear

Casey Stengel said, “ Most ball games are lost not won ,” and his comment seems appropriate for most marketers’ efforts in B2B companies. Every day they are in the process of losing, and are grateful when they win one out of ten or one out of four deals. I met with a prospect yesterday. They have a great product for the industrial marketplace (construction, mining, etc.).

Marketing 186
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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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Sales Motivation Video: Is Your Sales Process Evolving?

The Sales Hunter

Great salespeople know that what worked for them yesterday in their sales process just might not work today. Are you willing to evolve your sales process? Are you willing to take an honest look at techniques that are outdated and no longer giving you the results they once gave you? You may be missing out on […].

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What You Get When You Accelerate Sucky Sales

Understanding the Sales Force

Celebrating Fathers Day, we went to a restaurant of my choosing - an upscale Burger place - and it took nearly an hour for the food to come. I asked, "Is it normal for the food to take this long?" I was told, "No, usually it only takes 35 minutes" - for burgers! Granted, they were special, great tasting, artisan burgers, but they were burgers! If this was a romantic dinner for my wife and I, then who cares how long the meal takes?

Scale 191
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5 Steps For Hiring Better Sales People

Anthony Cole Training

For additional information, please go to hirebettersalespeople.com. Sign up for our next workshop in the Extraordinary Sales Manager Series – Hire Better Sales People. Get a free pre-hire sales candidate assessment.

Hiring 158
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How Your Marketing Turns on Sales Objections – Part 05

Increase Sales

If we remember marketing extends beyond paid advertisements and the importance of word of mouth marketing, then our actions or our company’s actions specific to delivery can generate sales objections. How often do we hear the negative comments about this company or that company not delivering on time? Credit www.gratisography.com. Delivery or the inability to deliver your solutions (products or services) within the ideal customer’s (sales lead) time frame is usually the last sales o

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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Not Enough Time to Follow Up With Prospects?

The Sales Hunter

As I dig into the Top 10 reasons prospecting plans don’t work, I think #3 on my list is the one that drives me nuts the most: Not having the time to follow up and follow through. (Be sure to check out #1 and #2) Not having the time to follow up and follow […].

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Predictive Sales Analytics: The New Normal?

SBI

Most principles used in B2B selling today have been in place since the late nineteenth century and coincide with the rise of large mass manufacturing firms. National Cash Register, Westinghouse Electric and others created large, organized sales forces and with them, standardized sales and sales management techniques. It was innovation in technology that drove innovation in sales.

Analytics 109
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Sales Training Lessons - Generating More Sales, "Problem" People & The ONE Thing

Anthony Cole Training

Additional support information for this topic:

Training 152
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Challenging the Status Quo Requires the Courage of Your Convictions

Increase Sales

When I first conceived of this blog, I wanted it to be different to its target audience and its content. Many sales coaches, business coaches to organizational development consultants write for the big guns, the Fortune 500 to the firms with hundreds of employees. For me that was the beginning in challenging the status quo. What I have learned is when one writes against the status quo or challenges the status quo, there must be a great source of internal courage.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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VIDEO SALES TIP: Whose Outcomes Matter the Most?

The Sales Hunter

Great salespeople are keenly aware of the customer’s expectations and desired outcomes. Customer service can’t simply be something we give lip service to. It must be a core value if we ever hope to succeed at the highest levels. I have been looking closely at what sets great salespeople apart from average ones, including setting […].

Video 176
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Nancy’s Sales App of the Week: @MyBuzzBoard

SBI

Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles BuzzBoard , a solution that streamlines the four essential elements of a sales process: discovering, engaging, closing, and onboarding. Sales ToolSkool Video Transcript: T oday I’ll be talking about an all-in-one solution that makes life easier for salespeople because it helps them close more business.

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Wisdom Goes Out The Window When Emotion Comes Through The Door

A Sales Guy

You ever wonder why deals can go south so quick, for no apparent reason? Have you ever had a deal that seemed like it was cruising along perfectly when boom, it falls apart. Objections start flying from leftfield; the prospect becomes erratic, they stop meeting commitments, they keep changing their mind and deadlines start slipping. This craziness is usually the result of too much emotion getting into the sales cycle.

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How Your Marketing Turns on Sales Objections – Part 01

Increase Sales

Marketing, in today’s business world, is what attracts sales leads. From a firm handshake, a friendly smile, a well crafted telephone script, a television commercial to even direct mail, all of these marketing actions are designed to turn on a positive reaction. Yet, much of today’s marketing is not achieving this positive reaction instead we are witnessing the turning on of just the opposite – sales objections.

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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

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Do You Rely on Email as Your Only Prospecting Tool?

The Sales Hunter

There are 10 Reasons Most Prospecting Plans Don’t Work. Today I’m giving further explanation on reason #5: Relying on email as your primary tool to prospect. (Check out the other mistakes I’ve covered, such as using the same prospecting process for all of your prospects, having too many prospects in your pipeline, not allowing enough time to […].

Tools 174
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Knowing Versus Doing

Partners in Excellence

There were some interesting comments on my post, Focus On The Customer–Magic Happens! Mike Kunkle wrote that he found it “Amazing that people were amazed.” Michael Harris raised the issue of “Knowing Versus Doing.” These are issues I wrestle with constantly, and which drive great frustration. I think this issue–Knowing Versus Doing–it at the crux of organizational and individual performance excellence.

Hiring 93
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I’m Going To Learn How To Do A Mute Grab 360 #mysummerproject

A Sales Guy

I decided to spend my summer learning something I’ve never done before. Summers are great for this kind of thing. We seem to have a bit more time than the rest of the year. Summers are time boxed. For some reason, we look at summer different than all the other seasons. We’re obsessed with the beginning and the end of the summer season. Therefore, I made the commitment to learn to do a Mute Grab 360.

How To 94
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How Your Marketing Turns on Sales Objections – Part 03

Increase Sales

So you potential ideal customer has bought you and your company. Now your marketing must not start creating sales objections about your solution. This is why your marketing message should look at the “what of what you do. and not the “how of what you do.” Credit: www.gratisography.com. The How of What You Do and Sales Objections.

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How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

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Why You Must Segment Your Prospects. Here’s How…

The Sales Hunter

We have arrived at #4 on my list of Top 10 Reasons Most Prospecting Plans Don’t Work. Number 1 is using the same prospecting process for all of your prospects, number 2 is having too many prospects in your pipeline, and number 3 is not allowing enough time to follow up. Number 4? Not segmenting your […].

Segment 166
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Figuring It Out, Critical Sales Competency!

Partners in Excellence

I spend a lot of time in group meetings or 1 on 1’s with sales people trying to understand how they do their jobs and trying to understand what they need to be more effective and drive bigger numbers. To be honest, most of the time I have to bite my tongue as I listen to the litany of things they need to be successful. It always starts with more and better products–along with the lowest prices.

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#heykeenan Take 3 — What’s An Acceptable Level Of Employee Churn

A Sales Guy

In this #heykeenan I share my take on what an acceptable level of churn is for a sales organization. Some level of churn is expected, but what’s acceptable, that’s an entirely different question. We’re having fun with #heykeenan. So ask your question on Twitter or FB using the hashtag #heykeenan and I’ll answer your questions.

Churn 93