Sales 2.0

MARCH 15, 2014

'Dear Nigel, First of all I’d like to introduce myself. My name is John Same and I am the head of business development at Offshore Dev Co. I have found your profile on LinkedIn and, given your role, thought that it might be a good idea to contact you and offer some services that could be of interest to you or your company. As a brief introduction, our United States & Asai-based development centers offer a variety of services: Software Outsourcing.

Outsourcing Services 324

Outsourcing Services Meeting Ideal Customer Profile LinkedIn 324

SBI Growth

MARCH 15, 2014

'You are a progressive Sales VP in a medium size company. You know how hard it is for your reps to prospect today. Targets don’t answer their office phones or open e-mails. You know today’s buyer is time starved and media saturated.

LinkedIn 321

LinkedIn Advertising Advertising Account 321

The Pipeline

MARCH 17, 2014

'By Tibor Shanto - tibor.shanto@sellbetter.ca. If I had a dollar for every time I heard a sales person say “I should have …”, I could start working a three day week. And for all the coulda shmoudas, the risk for not acting was not that much greater than not acting, but the rewards always measurably bigger. I have never understood how some can live better with the regret of not having gotten a sale because they did not act, versus worrying about not getting an account because

ACT 310

ACT Intent Objections Account 310

Jeffrey Gitomer

MARCH 19, 2014

'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Gatekeeper 306

Gatekeeper Strategy Selling Skills Training 306

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

MTD Sales Training

MARCH 19, 2014

'We often hear from salespeople that one of their biggest differentials is that of giving service. We then ask the question ‘what specific services do you offer that make you different from your. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Customer Service 283

Customer Service How To Positioning Customer 283

The Pipeline

MARCH 20, 2014

'The Pipeline Guest Post - Carrie Powers. Effective tracking tools pave the way for great sales, so when considering what tools to use for your business, you shouldn’t accept anything less than exceptional. Let’s look at three of the best tracking tools available. Evernote. With over 800,000 downloads on Google Play™ alone, Evernote ® is one of the most popular and highly rated productivity apps on the market.

CamCard 308

CamCard Tools Conference Insurance 308

The Sales Hunter

MARCH 19, 2014

'You may think you’re sending a great email, but don’t kid yourself. Chances are you’re making one of the following fatal mistakes. 1. Using the first 15 words in the email to explain how great you are. Most likely you’re writing your sales prospecting emails while working on a desktop or laptop computer and that alone is going to hurt you.

Cold Calling 278

Cold Calling Selling Skills Follow-up Prospecting 278

MTD Sales Training

MARCH 21, 2014

'Within this video you will learn that there are only 2 types of sales objections out there. Do you know what they are and do you know how to respond to them? Happy Selling! Sean McPheat. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Objections 277

Objections Video Sales How To 277

SBI Growth

MARCH 21, 2014

'Do you have your 2014 content marketing plan in place? Content is king in today’s modern marketing world. There will be many moving pieces to your strategy. And many things you will need to think through. You need to create content that your buyer cares about. It needs to be thoughtful, and relevant – think quality over quantity. It needs to be dynamic and ever changing - you can’t let your content go stale.

Marketing 293

Marketing Coaching How To Resources 293

Advertisement

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

Sales

Score More Sales

MARCH 21, 2014

'It’s bound to happen to you as a seller – you work with a client and maybe you just don’t click or there is some glitch in the delivery of your products and services. For whatever reason, you don’t follow-up like you should. You want to follow-up, but some time elapses, and then in the back of your mind you fear that it won’t be a positive interaction so you get busy and forget.

Follow-up 267

Follow-up Up-Sell Conference Ideal Customer Profile 267

Jeffrey Gitomer

MARCH 17, 2014

'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Social Media 264

Social Media Media Leads Marketing Qualified Lead 264

MTD Sales Training

MARCH 20, 2014

'One of our clients had a particular dilemma, described here by one of the sales team: “Our clients think our products are just a commodity, and so mainly focus on the price against our. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Competition 270

Competition How To Sales 270

SBI Growth

MARCH 17, 2014

'The end of the quarter is almost here. Are you going to make your number? If you answered yes, congratulations. Our research shows that less than 45% of B2B companies make their Q1 number. If you aren’t, what is your plan to close the gap? You probably have a Big Deal that could get you to your number. There will be a lot of quarter-end activity.

Resources 292

Resources B2B Strategy Research 292

Advertisement

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

Data

Sales and Marketing Management

MARCH 16, 2014

'Issue Date: 2014-03-17. Author: Bill Johnson, President of Salesvue. Teaser: Mastering time and lead management helps sales teams capitalize on tracking so they can focus on having real conversations with their prospects – and these conversations are what drive conversions. The ability to delegate, stay organized, nurture leads and follow up with leads will direct sales professionals down the right path to being efficient and successful.

Lead Management 255

Lead Management Follow-up Conversion Leads 255

Pointclear

MARCH 20, 2014

'You know when you get excited about new inbound leads. Then when you call them, all you hear is "not interested", "just researching", "not involved", "not a decision maker" etc. And you soon realize you are completely wasting your time. Well, I called 185 inbound leads like that, in one week. Not only was it a waste of my time, but the repeated failure really started to get inside my head.

Inbound 262

Inbound Leads Marketing Qualified Lead Social Media 262

MTD Sales Training

MARCH 18, 2014

'When you are planning to see a prospect, there are many questions that go through your and their minds that will need answering. As you think through your offers and the solutions that would appeal. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Competition 270

Competition Prospecting Sales 270

SBI Growth

MARCH 19, 2014

'I recently had a phone conversation with a newly-promoted Sales Ops leader. “Jack” was tapped to lead the group supporting nearly $1 billion in revenue. The company recently completed an account segmentation project. “How do we start putting this into practical use? In the past, we rarely even got a look at any of the data. It was like they kept it under lock-and-key.

Segment 282

Segment Account Sales Operations How To 282

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

Retail

The Sales Heretic

MARCH 20, 2014

'Is there a right way and a wrong way to sell? An old way and a new way? A slow way and a fast way? Or perhaps a risky way and a safe way? Listen in as Dino Dogan (co-founder of Triberr) and I debate and discuss two radically different approaches to sales on Breakthrough [.].

Strategy 251

Strategy Sales Marketing 251

Score More Sales

MARCH 18, 2014

'[First, a hat update: Many readers know that I shaved my head to help raise money for cancer research, and now I''m collecting hats a) to keep my own head warm here in chilly New Hampshire and b) to donate them all to the Dana Farber Young Women with Cancer program. We''ll be posting a link daily with the "latest" in headwear donated to the cause. Today, I''m pleased to share the amazing topper donated by Jonathan Farrington of Top Sales World.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

No More Cold Calling

MARCH 20, 2014

'Think sales training is unnecessary? New research says you’re wrong. Sales execs expect to hire the best, brightest, and most connected salespeople they can find—reps who will hit the ground running and bring in big deals in record time. The idea is that companies can increase sales effectiveness by simply hiring the right people in the first place.

Training 248

Training Hiring Referrals Enterprise 248

SBI Growth

MARCH 16, 2014

'Timing and preparation for new product releases is everything. Your 2014 number requires net new revenue from new product launches. A poor launch will waste R & D dollars. Lack of sales enablement will cause you to miss the number. Sales enablement alignment to the customers buying cycle is required. Misalignment can result in missing the buying cycle completely.

Buying Cycle 275

Buying Cycle Sales Enablement Resources Revenue 275

Advertiser: ZoomInfo

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

Cold Calling

The Sales Hunter

MARCH 21, 2014

'Why do People Fail in Sales? I’m asked this question a lot by not only salespeople, but also by sales managers and even senior level executives. It seems as if there are a lot of people who believe the #1 reason people fail is because they can’t close enough sales. It sounds logical, but I […].

Closing 234

Closing Prospecting Sales Sales Management 234

Pointclear

MARCH 18, 2014

'Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). When 80 percent of marketing-qualified leads fail to convert into sales-qualified leads, it’s time for the industry to reconfigure its thinking. This is a topic I discussed at length with my latest guest, Chris Tratar, head of SAVO.

Sales Qualified Lead 230

Sales Qualified Lead Marketing Qualified Lead Lead Rank Video 230

No More Cold Calling

MARCH 18, 2014

'Eye contact can make or break your sales effectiveness. You only need 20 seconds. That’s all it takes for people to connect with you through eye contact —to engage with you, deem you trustworthy, and decide you’re worth getting to know. Stop staring at your phone while neglecting the people around you. Unfortunately, it’s become acceptable in some circles to answer the phone or check sports scores at dinner.

Customer 244

Customer Journal Sports Cold Calling 244

SBI Growth

MARCH 18, 2014

'As a sales enablement leader do you think about sales territories? Have you been asked if they’re optimized to market potential? Have you thought about developing a process that changes the organization? If yes, keep reading.

Territories 267

Territories Tools Sales Enablement Sales Operations 267

Speaker: Lynnette Khalfani-Cox, The Money Coach®

Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?

Marketing

The Sales Hunter

MARCH 17, 2014

'Is it time for you to start swimming in a different tank? If you do, you’ll find better opportunities. I guarantee it. Take a look around, and if you find you are one of several fish in the same tank going after the same deals, that’s probably a good sign you should possibly explore other waters. I talk about this more in my latest Monday Motivational Video: And if you want more videos like this, go to this page: YES!

Motivation 232

Motivation Video Opportunity Guarantee 232

Jeffrey Gitomer

MARCH 18, 2014

'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Training 213

Training Sales 213

Bernadette McClelland

MARCH 18, 2014

'SPIN SELLING IS DEAD! A bit of a provocative and disruptive statement that calls for an interesting conversation. Let’s consider for a moment all the statistics floating around about buyers, and the knowledge they now have at their finger-tips about potential products. Anywhere from 48% to 79% of buyers already know what they want to buy because of their access via technology to these products.

Sales Methodology 186

Sales Methodology Influencer Buyer Intent 186