The Pipeline

JUNE 25, 2015

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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Prospecting Call-back Sports Proposal 250

Sales and Marketing Management

JUNE 22, 2015

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.

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Closing Marketing Strategy Prospecting 226

MTD Sales Training

JUNE 25, 2015

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! ]].

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Meeting Sales 208

Understanding the Sales Force

JUNE 25, 2015

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

Sales Cold Calling Groups Consultative Selling 207

Advertiser: ZoomInfo

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

Sales Process

The Pipeline

JUNE 24, 2015

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.

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Face-to-face Sales 241

The Sales Hunter

JUNE 23, 2015

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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Prospecting Energy Sales 194

Understanding the Sales Force

JUNE 23, 2015

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

Sales Objections Closing 200

The Pipeline

JUNE 22, 2015

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.

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Hiring Lead Rank Lead Scoring Account 238

Pointclear

JUNE 23, 2015

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

Marketing Hiring Construction B2B 186

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

The Sales Hunter

JUNE 21, 2015

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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Sales Process Motivation Video Sales 185

Understanding the Sales Force

JUNE 22, 2015

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

Scale Outbound Sales Groups 191

Anthony Cole Training

JUNE 23, 2015

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 157

Hiring Sales Sales Management 157

Increase Sales

JUNE 26, 2015

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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Objections Marketing Social Media Ideal Customer Profile 141

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

Intent Data

The Sales Hunter

JUNE 23, 2015

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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Follow-up Prospecting Cold Calling Selling Skills 184

SBI

JUNE 23, 2015

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

Analytics SalesForce Forecasting InsideSales 109

Anthony Cole Training

JUNE 25, 2015

Additional support information for this topic:

Training 152

Training Sales 152

Increase Sales

JUNE 20, 2015

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.

Real Estate 136

Real Estate Direct Mail Hiring Ideal Customer Profile 136

Advertisement

Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.

Intent Signal

The Sales Hunter

JUNE 20, 2015

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 […].

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Video Customer Service Closing Customer 176

SBI

JUNE 21, 2015

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.

Ideal Customer Profile 101

Ideal Customer Profile Advertising Advertising ROI 101

A Sales Guy

JUNE 25, 2015

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.

Commission 96

Commission Quota Pipeline Negotiation 96

Increase Sales

JUNE 22, 2015

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.

Real Estate 132

Real Estate Objections Direct Mail Marketing 132

Advertiser: ZoomInfo

This guide is designed to help today’s B2B sales leaders ramp up their effectiveness in any economic environment.

Cold Calling

The Sales Hunter

JUNE 26, 2015

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

Tools Prospecting Pipeline Selling Skills 174

Your Sales Management Guru

JUNE 22, 2015

Trade Shows Can Work-new idea ! NOTE: Several weeks ago I wrote a blog on “ Why Trade Shows Don’t Work” , shortly after a good friend, Todd Schnick, wrote me a note to discuss how he makes trade shows work! I asked Todd to write a blog regarding how he works with organizations in a very unique manner using podcasts. The blog below is Todd’s. I hope you enjoy!

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Trade Show Decision Maker Travel Media 83

A Sales Guy

JUNE 22, 2015

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

How To Video 94

Increase Sales

JUNE 24, 2015

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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Objections Real Estate Direct Mail Marketing 129

Speaker: Deniz Olcay, Senior Director of Product Marketing, and Jake Miller, Senior Product Marketing Manager

Modern Sales Content Management (SCM) platforms have become table stakes in the world of sales enablement. Sellers need one-stop access where all of their sales content is stored, organized, deployed, and measured. Today’s modern SCM platforms achieve just that. However, these various platforms also have key differences. In this value-packed webinar, Deniz Olcay and Jake Miller will unravel and debunk the top three SCM myths and explain how to get the most from your SCM solution.

Sales Enablement

The Sales Hunter

JUNE 25, 2015

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 […].

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Segment Prospecting Follow-up Pipeline 166

Partners in Excellence

JUNE 25, 2015

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 77

Hiring Ideal Customer Profile Face-to-face Incentives 77

A Sales Guy

JUNE 26, 2015

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.

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Churn Twitter Sales 93