The Pipeline
APRIL 2, 2015
'By Tibor Shanto - tibor.shanto@sellbetter.ca . That time again, when Michele Price’ and I get together to talk sales on BREAKTHROUGH radio. This month we talk prospecting, I know your favourite. To hear my segment from last week, click on the image below. Tibor Shanto. Accountability Action Cold calling execution Prospecting Sales Success Attitude cold calling how to sell better Planning Proactive Renbor Sales Solutions Inc.
Understanding the Sales Force
MARCH 30, 2015
'Image Copyright: / 123RF Stock Photo. On March 8, this article on the Hubspot Sales Blog reported that one million B2B sales jobs will be lost. Are you, or any of your salespeople at risk? The article talked about four archetypes of salespeople and the two types at greatest risk. While I agree that there won''t be a place for order takers, and those who sell consultatively will always have work, I see the shakeup a bit differently.
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Sales and Marketing Management
MARCH 30, 2015
'Issue Date: 2015-03-30. Author: Rafe Gomez. Teaser: Online news releases can be a powerful tool to help B2B companies dramatically increase incoming customer inquiries, fresh leads and new sales opportunities. They can also energize offline sales, activate old or uninterested prospects, and stimulate the beginning stages of buyer’s journeys from new customers.
No More Cold Calling
MARCH 31, 2015
'If customer relationships aren’t front and center in your organization, it might be time to expand the C-suite. In the race to win customers, it’s “all hands on deck.” Rush, rush, rush … keep those leads coming in … drip, drip, drip … nurture prospects and accelerate the buying process. Sound familiar? This is the pandemonium many of us face on a daily basis.
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The Pipeline
MARCH 30, 2015
'By Tibor Shanto - tibor.shanto@sellbetter.ca . The biggest prospecting sin you can commit is not to prospect, but there are many others that are dangerous and can have almost as detrimental effect on your sales success, and more. The one we’re going to look at today is a common technique used by many, encouraged by pundits is this one: Your on the phone with a pre-qualified(?
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Understanding the Sales Force
APRIL 1, 2015
'Have you ever witnessed salespeople that go part of the way, but not all the way to get the business? They make the call but don''t convert the call? They hold the first meeting but walk away without traction? They add a new opportunity to the pipeline but don''t move it forward? They do all of the right things - but with the wrong people? They qualify an opportunity but don''t get any further?
No More Cold Calling
APRIL 2, 2015
'What’s the most powerful sales tool at your disposal? Salespeople love their apps. LinkedIn, Twitter, Salesforce, Google+ … I could go on and on. Each of these social apps and online platforms promises a killer feature that will streamline the sales process and make us all rich. As if. The only app that’s guaranteed to do all of the above doesn’t require a smartphone, a tablet, or even a computer.
MTD Sales Training
APRIL 2, 2015
'Whenever we discuss salespeople’s skill-sets and the development of such, we always get round to the power of building relationships and the long-term benefits of maintaining and sustaining the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Sales Hunter
MARCH 28, 2015
'How you respond to a customer’s objection is absolutely vital to not only overcoming the objection, but also to maximizing the price you will ultimately get. Sales is about keenly focusing on the customer’s desired outcome and leveraging that. And this becomes essential when the customer starts raising objections. You can develop skills that will […].
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Pointclear
APRIL 1, 2015
'This year is all about Saturn. Saturn has moved from Scorpio to Sagittarius. Saturn will backpedal to Scorpio again from June 14 until September 17 in 2015, but after that he''ll be in Sagittarius until December 19, 2017. What does all of this mean? I have no idea. Here’s how I, Danmac the Magnificent, read the stars for your sign in 2015: Taurus (April 21 - May 21): You are working close to full-time trying to beat your quota in the first half of the year.
Sales and Marketing Management
APRIL 2, 2015
'Issue Date: 2015-04-03. Author: Susan Ershler. Teaser: Successful salespeople achieve their vision by pursuing a series of realistic goals in exactly the same way we climb mountains: one step after the next. But the number of steps we take depends on where we start our journey. Successful salespeople achieve their vision by pursuing a series of realistic goals in exactly the same way we climb mountains: one step after the next.
MTD Sales Training
MARCH 31, 2015
'There’s more to lead generation than just cold calling. Nowadays most companies have an inside sales team of some sorts that react to incoming calls and other engagement opportunities. In today’s. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Sales Hunter
MARCH 29, 2015
'As salespeople, are you feeling overwhelmed or paralyzed by complex situations you are facing? I say, “Skip the complexity!” That’s right, if you break those complex situations down into manageable tasks, you will be on your way to more AND better sales! Too many people are struggling in their sales career, for no […].
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Anthony Cole Training
MARCH 31, 2015
'I normally have to do some research prior to posting an article or shooting a video for our weekly Sales Brew. Depending on the title we have selected, I look for thoughts from other subject matter experts, the history of the theme we are using or a definition of a key word. With April Fool’s Day on the horizon, I did some research on this annual day of chicanery.
Increase Sales
MARCH 28, 2015
'How much time will that cost me? Have you ever heard or even thought that question? Time once gone is gone, never to return again. Yes, it is a cost when you have not realized what you wanted to achieve. Yes, it is a cost when you do not know what you want to achieve. Yes, it is a cost when you have a mentality of scarcity instead of abundance. Marcel Proust wrote “”The true voyage of discovery is not seeking new landscapes, but seeing with new eyes.” When you consider time as
SBI
APRIL 1, 2015
'Fasten your seat-belts and get ready to have your mind blown. The perfect sales tool is finally here. This is huge folks! It marks the first major shift in sales solutions since SFA (Sales Force Automation) was first introduced in the mid-80’s. Instead of being beholden to a CRM tool (or any sales tool), salespeople and sales managers will be served the right information at the right time without the hassles of today’s tools.
The Sales Hunter
APRIL 3, 2015
'Recently I did a webinar with five other sales experts, with each of us giving specific ideas on leadership and generating revenue. I’m sharing the video replay of the webinar below, because I see great value in these tips! I have no doubt by the end of it, you will pick up more than a […].
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.
Fill the Funnel
APRIL 2, 2015
'What are your best convention booth ideas? I am going to be spending time in a Trade Show Convention Booth next week in St. Louis. I haven’t worked a show floor for almost 10 years so I am thinking that things have changed in the interim. What are your recommendations and secrets for a successful booth experience? Why am I going to the ShutterFest convention in the first place?
Increase Sales
APRIL 2, 2015
'This past week I listened to a very well done Google Hangout on how to be a better leader in sales, management and generally in business. The information was presented quickly and there, thank heavens, were no sales pitches. My only negative reaction was the continued use of this one word: Need. Need is viewed as a very judgmental word. When anyone makes this statement or a similar statement “You need to do this to be a better leader,” he or she is directly implying your leadersh
SBI
MARCH 29, 2015
'Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Hushly , a smart marketing tool that increases the ROI on your gated-content and lead generation. Sales ToolSkool Video Transcript: This week’s topic is one I’m especially proud to talk about because I’m a co-founder of the venture. I’ll be talking about Hushly. Hushly offers a way for you to discover and communicate with net-new B2B buyers you aren’t reaching today.
The Sales Hunter
MARCH 31, 2015
'Here are 5 things you can do write now to improve your prospecting emails: 1. Think newspaper headline, not a letter. Big mistake salespeople make is they use the first paragraph to introduce themselves and their company to the prospect. This is a huge waste! Any prospect viewing this will delete it in a […].
Advertiser: ZoomInfo
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Fill the Funnel
APRIL 3, 2015
'There are many content tools and devices that you can use to help build your business. For example, email marketing is a powerful tool to help you connect with your prospect and sell your products or services. Case studies often serve a different business building purpose than email. However, they can be just as powerful a tool. What Is a Case Study?
Increase Sales
APRIL 1, 2015
'Sometimes, small business owners and sales professionals look to buy fat a “sales lead” or a plethora of fat sales leads. Their actions are much like shopping at the market. And those efforts in many instances fail to secure the desired results for these reasons: #1 – No Ideal Customer Profile. All sales leads look alike. Unfortunately, we know this is not true.
Engage Selling
MARCH 31, 2015
'“Everything comes to him who hustles while he waits” – Thomas A. Edison When professional athletes are practicing, the word “hustle” gets yelled out by many coaches who want to get the most out of their players. It’s true. Hustle can make the difference between an average player and a top producer. The same concept is […].
The Sales Hunter
APRIL 2, 2015
'I’m tired of people saying how social selling is the only way to develop prospects. Does social selling work as a way to develop prospects? Yes, but developing a prospect is not the same thing as selling to the prospect. Here is my issue… Social selling works as a way to create relationships, develop […].
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?
Partners in Excellence
MARCH 30, 2015
'Our thinking and visualizations of our sales processes, deal strategies, funnels, and pipelines often cause us to do the wrong things. It’s because we have a “one way street” mentality as we think of our deal strategies. Things progress–top to bottom, left to right (or right to left in certain parts of the world). We prospect, qualify, discover, demonstrate, propose, close, implement.
Increase Sales
APRIL 3, 2015
'Being just one small business owner in a sea of many is difficult. Yet, you can have incredible power when you unite with others including your competitors. Let me explain. Yesterday, a colleague of mine, Anthony Iannarino , discovered one of his blog posts had been plagiarized by a firm located in the UK. He had written the author of the posting an email to take down this plagiarized work.
Engage Selling
APRIL 2, 2015
'“Knowledge is power” The best way to make good decisions as a leader is to know a sufficient amount of facts, details and information surrounding the decisions you choose to make. Making good decisions based on anything else is often left entirely to chance. It will either be a hit, or a miss, but one thing is […].
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