Sat.Jul 11, 2015 - Fri.Jul 17, 2015

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Delivery Over Messaging In Prospecting Calls

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . When it comes to effective prospecting there is usually a complete imbalance between two critical components of an effective message. Effective here means leading to initial engagement. The two components are “the content” of the message, and the “delivery”. The being the ability to ensure that the content is packaged and delivered in a way that the recipient can full receive and digest it and get out of it what the seller intended.

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“Sales Management” Is Not a Dirty Word

No More Cold Calling

Great sales leaders must also be great managers. Remember when the phone was ringing off the hook and companies hired anyone who could fog a mirror? No one had time to prospect, because they couldn’t keep up with the business coming in every day. Then the recession hit. Oops. These new hires (more order-takers than salespeople) were fired. Companies had no pipelines, and many businesses folded.

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Mastering The Art Of Knowing Exactly What The Customer Wants

MTD Sales Training

What do you consider to be the greatest skill that any salesperson should develop to the level of excellence? Presentation skills? The ability to negotiate effectively? Prospecting skills? Although. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Exact 233
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3 Common Failings of Sales Management

Sales and Marketing Management

Issue Date: 2015-07-13. Author: Chris Dent. Teaser: In working with hundreds of sales forces, we have found that ineffective sales management is usually due to one or more of three common failings. By addressing these issues, companies can elevate the effectiveness of their managers, which in turn will boost the performance of the sales organization as a whole.

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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Are You A Pompous LinkedIn Stink Bomber?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Wherever one may land on the whole social selling vs. all other forms of selling, there is no denying that one of the best attributes of social is the ability to share your views, learn from others, especially those with opposing or different views. When you look at a platform like LinkedIn, it offers various means of seeking out many views of an issue, and engage others with differing.

LinkedIn 240

More Trending

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Does Your Prospecting Plan Work? 11 Questions to Ask Yourself

The Sales Hunter

The definition of insanity is continuing to do the same thing over and over and expecting different results. Unfortunately, this exemplifies the expectations of too many sales prospecting plans. Below are 11 questions you can ask yourself regarding your sales prospecting plan. These questions will equip you to gauge how effective your prospecting plan is and what […].

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The Conversation Sales Leaders Must Have with Salespeople

Understanding the Sales Force

Thanks to another recommendation from my client and friend, Chris Collias, I am reading a terrific book called The Hard Thing About Hard Things: Building a Business When There are No Easy Answers. On page 49 (of the Kindle Edition) there is a must read passage for Sales Leaders who want to properly lead a sales force. The passage sums up what sales coaching and accountability are all about.

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Mastering voice mail, e-mail, and other tools of Prospect Pursuit Success! #webinar

The Pipeline

Thursday July 16, 1:00 pm Eastern – 10:00 am Pacific. Having great leads, being social, and ready are all important, but it takes a lot more to connect and engage these days. Sometimes the biggest challenge is not the message but the ability to deliver it. This webinar will look at the tools of trade, how you use and leverage will be the difference between connecting and selling or being left behind.

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7 Keys to Becoming a Master Negotiator

Sales and Marketing Management

Issue Date: 2015-07-17. Author: Eldonna Lewis-Fernandez. Teaser: The negotiation process is a lot like a chess game where strategy reigns supreme – one thoughtfully considered move at a time. Here are seven critical strategies for emerging victorious in any negotiation. The negotiation process is a lot like a chess game where strategy reigns supreme – one thoughtfully considered move at a time.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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Your Prospects Really Don’t Care About You

The Sales Hunter

It’s true. Your prospects are not overly interested in you. Failing to recognize this is #8 in my Top 10 reasons most prospecting plans fail. Unless you’re somebody famous or unless you have a product everyone has to have, I hate to break the news to you, but your prospect couldn’t care less. What does this […].

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An Ode to the Evolution of the Pipeline

Understanding the Sales Force

Over the weekend I was thinking about sales pipelines and inaccurate forecasts, how companies are always experiencing issues at the top of the funnel, and it inspired the following poetry. It won't win an award for imagination, creativity, rhyming or flow. I'll stick to my day job for this I surely know. The pipeline on the left with all the eggs in one basket Scares me to death - a business, one hope, surely heading for a casket The one on the right has a healthier look With more opportunities

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PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]

Pointclear

This is the final installment of a three-part series in response to the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? We asked this to top industry experts, then compiled their responses and wrote three blogs summarizing what they have to say.

Lead Rank 186
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The Only Qualifying Question You May Need

Mr. Inside Sales

I was working with a client the other day listening to one of their rep’s qualifying call, and when the rep presented the cost of the product and asked if that fit within the prospect’s budget, the prospect gave an interesting answer. She said: “Well maybe, but it depends. I’ll have to first see if what you have will work well enough for us to make the switch.”.

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Supercharge Your Sales: 5 Steps to Effortless Selling

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.

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VIDEO SALES TIP: How Optimistic Are You?

The Sales Hunter

There is value in being an optimist! How optimistic are you? In my experience with salespeople, the optimistic ones tend to excel not only in their professional lives, but in their personal lives as well. Optimism does make a difference! Check out the below video to see what I mean. (And if you haven’t […].

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5 Qualities Of New Salespeople That Will Make Them Valuable In Double-Quick Time

MTD Sales Training

We often see people who are new in sales on our programmes, some of whom having even started selling yet. They ask my trainers how they can quickly get up to speed and get results. We offer some. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Up-Sell 131
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Time to Stop Missing the Mark with Sales Training

Increase Sales

This morning I just received an email request from an almost complete stranger who asked my feedback on a 41 page book on all one needs to know about sales training. As I glanced through the various chapters, I realized once again another missed target. Credit www.gratisography.com. What is missing in the majority of sales training is this one word – leadership.

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How to deal with, “I’ll have to speak with…”

Mr. Inside Sales

There are a few objections that seem – at first glance – almost impossible to overcome: “I want to think about it,” is one of them – but a close second has to be the “I’ll have to speak with….” someone else – a supervisor, regional manager, spouse, etc. In this case, like the one before it, the prospect isn’t objecting, per se, but they aren’t saying yes either.

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Cloud-Based Solutions: The Sky Is the Limit for Retail Success

Speaker: Ryan Bryers, SVP of Global Engineering

In a rapidly evolving industry, the shift from traditional on-premise systems to cloud-based solutions has become crucial for retail success. While many businesses still rely on store-level infrastructure, it's time to embrace the unlimited potential of the cloud! With technology giants like Google, AWS, and Azure leading the charge, the true value of the cloud extends far beyond cost savings.

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Prospecting: Are You Committing Enough Time?

The Sales Hunter

I’ve found that there are 10 reasons that most prospecting plans do not work. As I dig into these further, I come to #7: Not allocating the proper commitment of your time. Prospecting is not something you do when you don’t have anything else to do. It’s not something you do when you suddenly […].

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3 Keys to Survival in the Sales Jungle

SBI

Man vs. Wild – on the Discovery Channel – brings seasoned adventurer Bear Grylls to the most difficult terrain where he shows how to survive in grueling and dangerous environments. It’s a great show if you’re interested in the whole survival thing. Personally, I’ve always been fascinated with survival stories and how people think and react when an every-day outing takes a turn for the worse.

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Marketing Minions Start Distrust

Increase Sales

Just call me old fashioned because I believe in permission based email marketing. Today I received an email from some local marketing minion promoting some noted sales expert who recently died. Of course the email suggested this sales expert was still alive. In unsubscribing I noticed that I had allegedly signed up for this email list within the last several days.

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#heykeenan Take 6: My Favorite Sales Acceleration Tool

A Sales Guy

Sales acceleration tools are blowing up today. They are coming at us 100 miles and hour. They provide tons of value across all aspects of the selling ecosystem. In this Take of #heykeenan I talk about the sales tool I’m most diggin’ right now. I’ve been having a blast doing #heykeenan and we’ve invested in making production better, from better lighting, new camera, a full-time editor, and more.

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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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“We’re $11 Cheaper Per Month!”

The Sales Hunter

“We’re $11.00 cheaper per month!” That was the entire value proposition given to me by the gentleman standing at my front door. It was a Saturday afternoon and the doorbell rang. A gentleman asked if we have a pest control service and if so what we pay for it. I responded that yes we do have […].

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How B2B Buyers Make Purchase Decisions

Partners in Excellence

I’m a great fan of Jeff Shore. Recently, he wrote a post, The Buying Formula: Here’s How Your Customers Make Purchase Decisions. It’s brilliant in it’s simplicity and is a great starting point to look at the challenges of B2B Decision-making. Jeff, makes several critical points. He poses the question, Why does anyone buy anything?

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How to Boost Residential Real Estate Sales – Part 02

Increase Sales

Many in residential real estate sales make a common and a mistake shared by salespeople in general. They fail to go beyond three contacts. Credit www.gratisography.com. Research from 2007 suggested it took three (3) cold call attempts to connect with a prospect. Today those contacts have increased to eight (8) according to TeleNet and Ovation Sales Group.

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Nancy’s Sales App of the Week: @WAGmob

SBI

Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles WAGmob , a complete solution to onboard new salespeople up to 50% faster. Sales ToolSkool Video Transcript: Today I’ll be talking about a solution that helps your new reps be productive up to 50% faster. I’ll be talking about WAGmob. WAGmob is a sales learning platform that takes care of the 3 elements that are critical to on-boarding success.

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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: Do You ALWAYS Stick to Your Ethics?

The Sales Hunter

Great salespeople stick to their ethics, regardless of the circumstances. It’s easy to do the right thing when the situation is ideal. What about when you feel most challenged? Do you cave on your standards? Average salespeople tend to compromise, while great salespeople stand firm on a foundation of solid ethics. Check out the video […].

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Stop Nurturing Me!

Partners in Excellence

“Nurturing” has become the big buzzword of content marketing. Everyone is trying to nurture their prospects and customer. Marketing wants to develop a “relationship” with customers. They want to educate customers, they want to influence them as they go through their buying process, continuing to send relevant information, helping educate the customer as they progress.

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Sales Scripts Do Require Breathing

Increase Sales

Have you ever answered the phone and felt breathless? Not by running to the phone, but rather listening to the salespeople run through their sales scripts without taking a breath. First you cannot get a word in and second you know the drill and have been turned off before the fifth sentence. Credit www.gratisography.com. Sales scripts are a guide; not words written in stone with a lightening bolt striking you if you misspeak.