Sat.Aug 27, 2016 - Fri.Sep 02, 2016

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Are Your Salespeople in the Top 90%?

No More Cold Calling

Here’s how to actually win with referral sales strategies. More than 90 percent of salespeople convert at least half of their prospects to clients when they get referrals. And another 60 percent report a conversion rate of more than 70 percent. These stats are from a recent webinar I conducted— “ Turn Cold to Gold.” I asked the same question in a different webinar, and 80 percent reported turning at least half of all prospects into clients when they get referrals.

Referrals 274
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The Best Thing You Can Say to a Prospect

The Sales Heretic

Salespeople–along with professionals, business owners, and others who have to sell as part of their jobs–are always looking for magic words. Words and phrases that will quickly capture a prospect’s interest, easily overcome objections, and effortlessly close the deal. So in that spirit, I want to share with you what I have discovered—after much painstaking [.].

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10 Quick Tips On Gaining The Ultimate Competitive Advantage

MTD Sales Training

Sales is one of the most fluid of industries, mainly because of the massive amount of changes that it has been involved in over the years. The only consistent factor that has existed has been change. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Priorities vs. Objectives

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . If you read this blog regularly (and why wouldn’t you), you know that I put a lot of emphasis on understanding and selling to a prospect’s Objectives, a much better area of focus than pains or needs. One of the positive elements of Objectives is that they are generally long term, and they continuously evolve.

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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Are Millennials Who Enter Sales Better or Worse Than the Rest of the Sales Population?

Understanding the Sales Force

Image Copyright: kchung / 123RF Stock Photo. Millennials are more independent, more spoiled, have a shorter attention span, tend to be more into their technology than into people, don't like working traditional hours, and don't enjoy working in traditional ways. That said, would you expect them to be better or worse suited for selling than the generations who came before them?

Hiring 185

More Trending

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VR, Beacons and Show Floor Tracking

Sales and Marketing Management

Issue Date: 2016-09-02. Author: Corbin Ball. Teaser: The rate of technology change is accelerating with thousands of ideas, apps and innovations bubbling up to help meeting planners, exhibitors, venues and other meeting participants do their jobs better. Here are seven event technology trends to monitor. The rate of technology change is accelerating with thousands of ideas, apps and innovations bubbling up to help meeting planners, exhibitors, venues and other meeting participants do their jobs

Trends 149
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We Lead with Sales Leadership

Score More Sales

The year 2002 seems like such a long time ago, yet with memories etched in my brain forever it seems like yesterday. In 2001 we were all rocked by 9/11 – a horrific time in Boston that I’ll never forget. A month and a half later, I left my corporate job as Director of Education for a SaaS company and did contract work until launching Score More Sales in early 2002.

Lead Rank 135
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Working Smarter and Harder is a Faulty Sales Strategy

SBI Growth

Many sales executives have yet to receive their revenue growth goal for the new year. Despite this, many SVPs will maintain that they can achieve this unknown target. If your sales strategy can be summed up as “I’ll hit the number.

Strategy 127
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How to Get Your Voice Mails Returned

Mr. Inside Sales

When voice mail first came out, it was the hottest thing in business. Everyone anxiously checked and even responded to their voice mail no matter who was calling. It was a beautiful thing…. After a while though, prospects stopped returning voice mail and turned their attention to email. And then that pretty much dried up, too. Today, sales reps are asking if it’s even worth it to leave a voice mail, and I’m here to tell you that you CAN get effective results from voice mails IF you follow a few

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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The War Room and What It Can Tell You

Sales and Marketing Management

Issue Date: 2016-08-29. Author: Jason Jordan and Michelle Vazzana. Teaser: A real-time view of sales force performance makes us feel in touch with the organization. And increased transparency to field-level activities gives us the satisfying sense that we are somehow in control of the sales force’s behaviors. However, visibility to an action does not equate to control over it.

Sales 136
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The Best System to Reinvigorate Your Thinking

Score More Sales

A day off, or a long weekend can be the perfect time to get new creative thoughts. These thoughts can solve difficult problems you have at work. Best-selling author David Allen has written and spoken for years on ways to be more productive. He says that the greatest human fear is to be out of control. We tend to not want to jump into thing we might goof up.

System 131
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Show Me the Value, or I’ll Show You the Door.

Jeffrey Gitomer

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.

Sales 130
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Major Factors in Successful Lead Generation

The Sales Hunter

I am excited that my new book High-Profit Prospecting will be releasing soon, and I want to give you an excerpt to challenge you to pursue better prospecting methods. Your attitude is a vital factor in successful lead generation. Check out what I have to say in part of Chapter 3: We all know someone […].

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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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How Critical is Strategic Alignment?

SBI Growth

Are your functional strategies in strategic alignment? Your strategy must be practical, yet also aligned across the business in order to hit your revenue growth goals. Yet, a staggering 91% of companies are still lacking this necessary alignment. Watch as.

Strategy 121
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Can You Sell Your Product Without A USP? Here’s How…

MTD Sales Training

In days gone by, many companies used to rely on their USPs to carry them through. They touted their Unique Selling Points as their main competitive advantage and they proved to be very effective when prospects were searching for answers to their problems. As time has passed, however, the unique offerings companies had have been copied and surpassed by other companies, leaving those previous USPs in tatters.

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[Missed Connections] Referral Selling Insights from August

No More Cold Calling

Here’s what you might have missed from No More Cold Calling this month. Were you as amazed as I was at the will, focus, fortitude, and dedication of the 2016 Olympic athletes? What if we could apply those same traits to our sales careers? Take, for example, Michael Phelps, who’s won 23 gold medals for the U.S. This picture from the 200-meter butterfly semifinals says it all.

Referrals 120
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Do You Have a Prospecting Process that Works?

The Sales Hunter

I’m continually surprised at the number of salespeople who, when challenged, admit their prospecting process doesn’t work. What is even more concerning is the number of salespeople I encounter who readily admit they don’t even have a process! Excuse me, but did I miss something? How can anyone expect to be successful closing deals if […].

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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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Are You Creating Content Your Audience Cares About?

SBI Growth

Content marketing is a key piece to any marketing strategy. And as such, there is a large amount of advice out there on how to best create your content marketing strategy. Which should you listen to, and which should you.

Strategy 120
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B2B Lead Gen: Can you do it cheaper and better inside?

Pointclear

As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. Top choices include teleprospecting, direct marketing, search engine marketing, website, and trade shows. Even with the growing number of digital routes, outbound phone calling, or teleprospecting, remains a powerful method to engage personally with your prospects.

Lead Gen 113
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Dissonance The Tuning Fork For Sales Risk

Increase Sales

In selling, the sales leads provide many signs. Some are obvious and others not so such as dissonance and sales risk. In listening to a webinar by Anthony Iannarino, he mentioned dissonance within sales conversations. As soon as he said this, I began to wonder if dissonance is like a tuning fork for sales risk. The closer the risk moves to the sales lead, the louder the dissonance becomes.

Hiring 91
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Sales Motivation Video: Fail Fast! Learn Even Faster!

The Sales Hunter

If you’re not failing, you probably aren’t learning all you need to learn. That’s right! I say, “Fail fast and learn even faster.” In sales and in life, we are all going to fail from time to time. Key is to take those experiences, learn from them, and move forward toward success. Check out this […].

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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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Designing Your Sales Organizational Structure for 2017

SBI Growth

Having the right people in the right roles is critical to hitting your revenue growth objectives. SBI was recently joined by Todd Skiles, senior vice president of sales and solutions at Ryder to discuss how he recently implemented a hunter.

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3 Sales Conferences to Attend This October

BrainShark

The fall is a notoriously big trade show season for vendors and buyers in the tech industry, who’ve just begun budgeting for their new year’s investments.

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Sales Prospecting in the 21st Century - Part 2

Increase Sales

Jeb Blount’s book, Fanatical Prospecting , is the other book end to Mark Hunter’s book “High Profit Prospecting.” Blount is rather blunt (pardon the pun) about sales prospecting. Where Hunter may have been kinder, Blount is direct and brings a refreshing attitude to common misconceptions such as multi-tasking when he states “you suck at it!

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Executive Sales Leader Briefing: It’s Time We Stop Blaming the Sales Team

The Sales Hunter

This week I had another discussion with a sales executive where he went off on saying how his sales team was terrible and the reason the company was going to miss its 2016 numbers. Specifically, he was saying how the team spends too little time prospecting and too much time taking care of existing business. Does this […].

Sales 122
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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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SBI’s First Ten Years

SBI Growth

Every Sunday morning we will publish a photograph of an SBI’er “in action” which is meant to illustrate how much fun we have working with you. This project has one purpose: to celebrate you, our clients and followers. Companies, firms, and fads.

Company 120
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Problem Finders vs. Solution Creators – The Stain of Resistance

A Sales Guy

Problem finders are everywhere. Finding a problem is easy. Your car won’t start. Yup, you found a problem. Revenue is down, yup another problem. Your advertising isn’t working, yup you found another problem. It doesn’t take much work to find problems; they are easy to spot because they make us uncomfortable and scare us. Problems are easy to find because of the emotional impact they have on our safety and comfort.

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Sales Prospecting in the 21st Century - Part 1

Increase Sales

Sales prospecting is job one for most sales professionals unless they have sales leads being fed to them. Until salespeople find qualified potential ideal customers to buy their solutions, they will remain pocket poor. Today, there are more sales prospecting strategies to reach those essential sales leads. In the book, High Profit Prospecting , by Mark Hunter, he provides some great insight on how to prospect in the 21st century.