Sat.Sep 30, 2017 - Fri.Oct 06, 2017

article thumbnail

Pipeline – Stand And Defend

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. Lately I have had a chance to sit in on a number of “opportunity reviews”, and it is interesting how the format and tools have changed, the plot and the theme have not changed much beyond the costumes, props, and players. Real or Fantasy. What was striking is that for the most part, these “events”, fall in to one of two groups, they are either objective, fact based exercise, leading to a realistic view of their opportunities, with the conviction o

Pipeline 281
article thumbnail

Effective Sales Coaching

Steven Rosen

Hey Steven coming at you right again with my next Executive Briefing. Last time I spoke to you about coaching and the quantity of coaching. How many days should a manager spend in the field? I found this old presentation that I did when I was the vice president of sales at Alcon and we did some learning and many of you may have seen this on video, it’s by Stephen Covey, I like Stephen Covey and it is called The Big Rocks Presentation.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Using the Gig Model to Build a Sales Engine

Sales and Marketing Management

Author: Staff "It will sell itself.". We hear that sort of hype often, especially from newer entrepreneurs and innovators looking to build a startup and acquire venture capital. Unfortunately, almost nothing sells itself , no matter how great that product or service may be. From the very beginning – before the product is even developed – startups as well as mature organizations rolling out new product lines need to ask the question, “How will we sell this?

article thumbnail

Great Thoughts on Sales, Business and Success IX

The Sales Heretic

There’s a lot of wisdom, insight, encouragement, and humor out there. Here’s another sampling of my favorite quips and quotes. “If you are not building value, you are losing sales.”—Laurie Brown “When starting out, don’t worry about not having enough money. Limited funds are a blessing, not a curse. Nothing encourages creative thinking in quite [.].

Sales 198
article thumbnail

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.

article thumbnail

Educate To Sell

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. I was in the audience for a panel looking at sales, and the future of sales (yes, another). What made this a wee bit more interesting is they actually had some buyers on the panel, bringing a level of reality often absent from such affairs. One CEO made a comment that at first seems basic, but when expanded on his experience, it was easy to see why we as sellers think we are doing something, the buyer completely misses, or misinterprets.

Education 210

More Trending

article thumbnail

Sellers – Do You Have a Third List to Grow Revenues With?

Score More Sales

Sales is an admirable role in your organization because nothing happens until someone sells something. You can have the most incredibly designed product or service – and if you don’t sell enough of them, ultimately your business is doomed.

Revenue 155
article thumbnail

Customers Love to Buy so Why Do Salespeople Struggle to Sell Them?

Understanding the Sales Force

Image Copyright iStock Photos. I just returned from the local car dealer. Have you ever noticed how happy people are when they are buying things? What about you? How did you feel the last time you took delivery of your new car? Was it the new car smell? The finish? The wheels? The look? The brand? What about the last time you bought a new smartphone, tablet or notebook computer?

Sports 149
article thumbnail

[STUDY] Bridging the Great B2B Vendor-Buyer Divide

DiscoverOrg Sales

In a perfect world , the B2B buyer-vendor relationship is mutually beneficial – and most of the time, it is. So why don’t buyers like salespeople? It may be true that some sales professionals are, shall we say, less than professional; but B2B buyers have to get their products and services somewhere, so it’s important to make this inevitable relationship a positive one.

Vendor 145
article thumbnail

2 Killer Sales Coaching Techniques

MTD Sales Training

I’m always asked for my ideas on what sales coaching techniques to use in different situations. Sometimes it’s how to deal with underperformers and others it’s how to develop the best of the best. If you’re a Sales Manager or a Sales Coach then I’ve got a couple of golden nugget coaching techniques for you to use with your sales teams. And if you’re not a manager you can use these techniques equally well on yourself – you’ll just need to coach yourself!

article thumbnail

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.

article thumbnail

4th Quarter Blitz — What You Need to Be Doing and Need to STOP Doing

The Sales Hunter

The clock is ticking. We’re already halfway through the first week of the 4th quarter. For too many salespeople, this is the quarter that will make or break their year. If you’re in this camp, keep reading for what you need to be doing. Unfortunately, I’m sharing this from first-hand experience, having spent too many […].

article thumbnail

Dear CEO: Find out how well your team is nurturing its B2B sales leads

Pointclear

Standard B2B lead-generation programs produce an average 5% lead rate while advanced lead-generation programs (which include lead nurturing) produce an average 15% lead rate—three times higher. When you and your team are focused exclusively on “lead” outcomes, immediate costs are misleading and long-term costs increase dramatically. Here is why: You have heard the expression that to a hammer everything looks like a nail.

article thumbnail

Are You Maximizing Recurring Revenue with Customer Success?

SBI Growth

Joining the SBI podcast show is Nick Mehta, CEO of software company Gainsight, the global leader in the customer success category. Many CEOs are moving their revenue models to recurring revenue as this type of revenue creates higher enterprise value than.

Revenue 122
article thumbnail

5 Effective Sales Prospecting Techniques You Should Be Using

Hubspot Sales

Though many salespeople despise prospecting, it’s an important part of sales. Unfortunately, the majority of reps use ineffective and outdated sales prospecting techniques, instead of the effective practices that could actually lead to a higher volume of better qualified leads (and make them more partial to prospecting). Just like every other aspect of the sales process, you need to put in the effort and focus required.

article thumbnail

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.

article thumbnail

Sales Motivation Video: OPiuM is the Key to Success

The Sales Hunter

Top-performing salespeople are those who reach out to others and learn. Who can you learn from today? OPiuM is simply a way to think of Other People’s Minds. Today I encourage you to find more sales motivation by looking around and LEARNING from those around you. Check out the video to see what I mean: […].

article thumbnail

Is Your Sales Enablement Enabling the Right Things?

SBI

Sales enablement is a hot topic at the moment, and a key priority for many sales organizations. Yet, as an industry, we’re failing badly at it. According to the CSO Insights 2016 Sales Enablement Optimization Study , 32.7% of surveyed organizations had a sales enablement function in 2016 (up from 25.5% in 2015), but only 5.2% of surveyed companies said that sales enablement was meeting all expectations.

article thumbnail

Sales Leaders Can Close Big Deals in Q4 by Reducing Customer Risk

SBI Growth

Closing 229
article thumbnail

How to Build Rapport With Just About Anyone

Hubspot Sales

One of my guiding principles is that every business is a people business. It doesn’t matter what your industry is or what you do -- if you are not relating to the people you deal with, talk to, manage, or lead, your career will be a long, hard slog. That’s why building rapport is essential, especially when you’re forging a relationship and selling over the phone.

article thumbnail

Retail Tech: Empower Associates, Optimize CX, and Boost Productivity

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.

article thumbnail

More Sales in Less Time

The Sales Hunter

Who isn’t looking for more sales in less time? Hmm, with it being the 4th quarter, it puts even more pressure to deliver more as the clock clicks down fast. I’m no different than any of you. It’s easy to become distracted, and as a result, it’s easy to suddenly find myself far behind in […].

Sales 132
article thumbnail

9 Reasons Why Salespeople Lack the Urgency Necessary to Succeed

Membrain

I was in the right-hand lane of very slow moving traffic because of a lane closure ahead, marked by orange cones. I was along side the cones in the lane where traffic was merging left. All of a sudden, a police siren and flashing lights were upon me but I had nowhere to go.

article thumbnail

Operations problem solving: how to start and finish backwards

InsightSquared

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. It’s nearing the end of your company’s fiscal year, the sales team is gearing up for another year end close, holiday parties are being planned, and your leadership team is determining 2018 initiatives. These initiatives will likely trickle down into your lap in the form of a whole heaping of new projects, sometimes with little more than a one sentence headline.

Segment 90
article thumbnail

The Ultimate Guide to Sales Prospecting: Tips, Techniques, & Tools to Succeed

Hubspot Sales

Tick tock, tick tock, tick tock. That’s the sound of the countdown that begins each day of every week of every month. It’s the one aspect of sales that just never changes. Tick tock, tick tock, tick tock. Sell, sell, sell. As we’ve all experienced, sales essentially boils down to two things: Numbers. Time. And those two things often go hand-in-hand.

article thumbnail

How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

article thumbnail

Executive Sales Leader Briefing: Are You All In?

The Sales Hunter

There’s a lot of talk about how leaders need to be “all in,” and I’m a firm believer in it. The same applies to salespeople at all levels. We have to be all in with those with whom we come in contact. Recently, I was working with a salesperson making sales calls and I was […].

Sales 121
article thumbnail

The Biggest Mistake I Made as Head of Sales

Openview

I’d like to think we can all learn from not only our own mistakes, but also from each other’s. I want to share with you the biggest mistake I made in my career, and it happened to be as a co-founder and Sales VP. I was a co-founder of a software company called Open Environment. We developed middleware to help large companies connect various back-end systems.

Hiring 72
article thumbnail

What a Winning Marketing Strategy Looks Like for Next Year

SBI Growth

Strategy 142
article thumbnail

The Best Cold Call Script Ever

Hubspot Sales

You have your list of names and phone numbers. Before the end of the day, you need to make 100 calls. Your sales manager has given your team a big pep-up talk encouraging you to dial, dial, dial. Now all you need is a cold call script. And not just any script … the best cold call script ever. But before I give you the keys to the castle, let’s look at a typical cold call.

article thumbnail

Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

article thumbnail

Want to Better Align Sales and Marketing? Consider Storytelling

Jeff Davis

This guest blog post was written by Jeremy Shere over at tribknowledge.com Ask anyone in marketing or sales if they think the functions need to be better aligned, and they’ll almost certainly respond with an unqualified “Yes!” Then ask how we ought to break down the barriers keeping marketing and sales at arm’s length, and you’ll likely get a litany of shopworn, if valid, ideas—marketing and sales need better channels of communication … we need to talk each other’s language … marketing and sales

article thumbnail

This cognitive bias is making you cocky… and undermining your sales

Membrain

Over the past several months, we’ve been exploring the impact of cognitive bias on the sales organization, and how to both harness its power and overcome its negative impacts. This week, we’re looking at a cognitive bias that makes you, and your sales teams, cocky… even if you think it doesn’t.

Sales 69
article thumbnail

When Sales Training is Not the Answer

SBI Growth

Training 127