Sat.Aug 22, 2015 - Fri.Aug 28, 2015

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Don’t Confuse Recommendations with Referral Leads

No More Cold Calling

Just because clients are willing to refer you doesn’t mean they will. “Turn 70 percent of your prospects into customers.” That statement got my attention—not just because it sounded too easy, but because I wasn’t sure where the data came from or how accurate it was. Sure, referral leads are top-notch, but they don’t just appear.

Referrals 253
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Top 10 Sales Coaching Quotes

Steven Rosen

Sales is a team sport and like in any sport, a sales team without a great coach is a team that will never win, regardless of the talent and skill of its individual members. Effective sales coaching is about helping your sales people get better at what they do. Below you will find 10 Sales Coaching Quotes that I find insightful and inspirational. Many come from sports coaches who understand the power of great coaching.

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Qualifying Budget Too Early – Sales eXecution 308

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . I was watching a pundit wax poetic about how to qualify prospects on an initial prospecting call. I give him credit for acknowledging that the phone and cold calling is still a viable means of reaching real buyers, but I had issues with some other points he was trying to make, namely, qualifying for budget.

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‘Old School’ Sales Techniques Can Still Reap Benefits

Sales and Marketing Management

Issue Date: 2015-08-24. Author: John McGee, CEO of OptifiNow. Teaser: No matter if your business has traveling sales teams or not, there are aspects of that type of sales relationship that should still exist in every business transaction today. No matter if your business has traveling sales teams or not, there are aspects of that type of sales relationship that should still exist in every business transaction today.

Benefit 196
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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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Why Salespeople Fail

The Sales Hunter

Recently I was on the phone with the president of a large company in their particular industry. The reason for the call was to discuss why salespeople fail and ultimately what can be done to minimize it. We don’t go out and hire a new salesperson expecting them to fail, but in the end, […].

Hiring 211

More Trending

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Simple Strategies to Help Your Business Succeed

The Pipeline

The Pipeline Guest Post – Megan Totka. Whether you are an entrepreneur in the midst of launching your business, or a successful business owner who wants to continue to prosper, there are always strategies you can implement to maximize your success rate. Keep in mind, sometimes it is critical for both startups and mature businesses to say no – and doing so doesn’t mean your business won’t be successful.

Strategy 240
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Sales Velocity: Track It, Then Floor It!

Sales and Marketing Management

Issue Date: 2015-08-28. Author: Michael Hoffman. Teaser: The greatest value of tracking sales velocity is the focus on “length of sales cycle.” While most sales organizations understand the need for leads, higher deal values and better conversion rates, too many ignore the disproportionately high value of shortening the time between the sales pitch and buy order.

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10 Ways to Get Past Gatekeepers When Prospecting on the Phone

The Sales Hunter

1. Call and ask for the Sales Department. Talking with salespeople can be an excellent approach. It’s amazing how one salesperson will be willing to help out another salesperson. When asking for assistance, be sure to offer to help them in finding potential leads and contacts. 2. Rather than asking the gatekeeper for the […].

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Why Companies Struggle with Hiring Quality Salespeople

Anthony Cole Training

Putting the best people in the right seats is the biggest problem identified by most business owners, especially as it applies to critical sales roles. Here are the 5 most common reasons most companies struggle with hiring quality salespeople.

Hiring 157
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3 Sizzling Ways to Warm up Cold Calls

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.

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The Importance of Confirming Your Answers

Mr. Inside Sales

Let me give you a quick, easy to use, technique that will make your closes shorter and more effective. The technique is to confirm your answers to any buying question – or any objection – that you get. The importance of this came up for me while I was listening to a series of phone calls during which a sales rep was conducting a demo of a product. When the prospect asked the price, the rep gave it to him, but then he just kept talking to justify it!

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What Wasted Time Actually Reveals

Increase Sales

Smart devices keep us connected and reveal a lot of wasted time according to Adobe. Would you believe checking email (both work and personal) is consuming 6.3 hours per day? As an entrepreneur and small business owner for the last 18 years, I can say my time is probably around 60 to 90 minutes per day. Credit www.picjumbo.com. This email marketing and time management research also suggested that 30% of those surveyed check their email in the morning while still in bed.

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Should Salespeople Be Empowered to Make Decisions?

The Sales Hunter

Think about this question for a bit. Does it make sense to allow salespeople to make their own decisions and, more importantly, what type of decisions should they be allowed to make? Before you rush to answer this, we have to understand the ramifications with regard to the customer, current sales, future sales, internal […].

Customer 196
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Does Your Sales Team Have "Swagger"?

Anthony Cole Training

THE (WO)MAN IN THE ARENA. Excerpt from the speech "Citizenship In A Republic" – Theodore Roosevelt, delivered at the Sorbonne, in Paris, France on 23 April, 1910.

Sales 161
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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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How to Overcome the “You Expect Me to Make a Decision Now?” and “I Need to Do More Research”

Mr. Inside Sales

One of my readers sent me two objections he’s struggling with and they are: “We need to do some research first,” and “I don’t make a decision on the day,” or the variation: “Do you expect me to make a decision, like, now?” Two interesting objections and two that are easy to handle – if you are prepared for them in advance with good scripts. Let’s start with the second objection of “Do you expect me to make a decision, like, now?

Research 142
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Is Sales Professionalism in Danger?

Increase Sales

The National Association of Realtors recently commissioned a report about the negative game changing dangers within the real estate industry. This 164 page report ( D.A.N.G.E.R. Repor t) provides good insight into sales professionalism not only for real estate sales professionals, but as well as by non-real estate ales professionals. Credit www.gratisography.com.

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Leadership and Business are One in the Same

The Sales Hunter

Leadership and business are one in the same. It’s impossible for a business to succeed for any length of time without being seen as a leader. Regardless of what we do, our goal needs to be in helping others see and accomplish things they didn’t think were possible. Yes, this is easy to see […].

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Why Those Who Don’t Fail, Are Actually Failing Badly!

A Sales Guy

Failure, we’ve all heard and seen the memes about failure and how it’s important to success. We’ve heard the guru’s talk about failure and not being afraid of it and how failure is the path to learning. Failure, being the antithesis to success takes up a lot of our conscious and unconscious time. We’re afraid of it. We avoid it.

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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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Getting Things Done Though Our People

Partners in Excellence

Perhaps the most difficult thing to recognize in moving from an individual contributor role into a management role is that made you great as a sales person will be your biggest barrier to being an effective manager and leader. As an individual contributor, what probably made you a high performer was your ability to get things done–in the company, with your customers.

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Sales Conversations, Socrates and Authenticity

Increase Sales

Top sales performers truly understand the value of establishing authenticity within their sales conversations. They know that people, their intended ideal customers (qualified sales leads) buy from people they know and trust. Without that acceptance of their authenticity, the sale is dead in the water. Years ago a Greek philosopher, Socrates, established three filters to ensure authenticity within any type of conversation.

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Sales Motivation Video: Are You Living With Passion?

The Sales Hunter

No one can motivate you the way YOU can motivate you. Are you living your life with passion? Do not wait to fully commit yourself to a life well lived! NOW is the time. Start today to build more enthusiasm and momentum into not only your work life, but your personal life too. You […].

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#heykeenan Take 10 – What Sales People Do That Makes Me Cringe

A Sales Guy

There is one thing that salespeople do that makes me cringe. And, if you’re a new sales person, this is the best way to get your first sales. What question do you have? Ask you question at #heykeenan. You shout out, I’ll shout back!

Sales 98
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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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Differentiation, Dissimilarity, Disruption

Partners in Excellence

Recently, I was being interviewed on value creation and differentiation. I was asked the question, “What’s the difference between differentiation and dissimilarity?” The question caused me to pause for a moment. Frankly, I hadn’t thought about it before, but the more I thought, it’s an important distinction for sales people and can become an important strategic issue for executives and business strategists.

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Reviewing Sales Activity From an Unique Perspective

Increase Sales

Sales activity for many salespeople and their managers comes back to sales results specific to “How many dollars did you bill this past month?” This is a quick monthly analysis of the sales success for the salesperson or the overall sales team and potentially reflects the effectiveness of the sales manager. I call this “Sales at Sea Level.”. Credit www.gratisography.com.

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Using Data in Sales for Better Prospecting!

The Sales Hunter

ReachForce recently interviewed me on the importance of using data when prospecting to determine if you are dealing with a true prospect, or merely a suspect. I hope you will take the time to check out the full blog at this link. And for more tips on prospecting, consider Breakthrough Sales University. Copyright 2015, […].

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Best Books for Salespeople - Inc.com

HeavyHitter Sales

  Nick Hedges writes a great Sales Acceleration column for Inc.com and I am very excited that my new book Heavy Hitter I.T. Sales Strategy was on top of his list of 5 Best Books for Salespeople. Nick is the president and CEO of Velocify ( www.velocify.com ) and a 15 year veteran of the Internet and software as a service (SaaS) industry. Nick has spent the last seven years at Velocify helping organizations accelerate sales performance and is a widely-recognized thought leader with res

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Outrun Your Competition: Best Practices for Accelerating Sales Processes

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.

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Manager, Are You “Sales Person Centric?”

Partners in Excellence

We know we are supposed to be customer centric. Buyers and buying have changed, they’re in control (funny, I always thought they were.). Millions are spent in creating great customer experiences. As sales people we know we are more successful when we focus on the customer–helping solve their problems, understanding their needs. We seek to provide great insights and to teach our customers.

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Better Sleep Means a Better Sales Leader

Engage Selling

Your health and wellness are important factors to consider if you want to increase your sales. As you know, it’s tough to focus and get things done when you’re stressed or working on a lack of sleep! You might think nobody else notices your sleep deprivation and stress, but I promise your team can tell […].

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Hiring High Performance Sales Teams #1 of 2

Your Sales Management Guru

Hiring High Performance Sales Teams Strive for high competency and high commitment (first installment of a two-part series on sales recruiting). You’ve got sales quotas, plans and deadlines. You can’t reach your sales goals without a complete staff, so when someone leaves it’s terribly tempting to hire the first person available to fill the job.Yet, a helter-skelter, frantic approach leads to hiring the wrong person.

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