No More Cold Calling
AUGUST 20, 2015
Think your team has a “closing” problem? Think again. How often have you heard leaders say, “My salespeople can’t close”? If you’re a sales manager, you’ve probably even said it. But failing to close is never the real problem. Never. That’s just the symptom. The problem is that sales reps neglect important activities during early stages of the sales process.
The Pipeline
AUGUST 17, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . The primary, and one can argue the only purpose of a prospecting call is to gain engagement. It is not, as some pundits will tell you, to build rapport or start the relationship, or set yourself up for the future. These latter outcomes are things we sometimes have to settle for, but there is no doubt these are a distant second place to the primary goal; the singular objective and measure of success is to schedule a meeting, (live, phone, web, wh
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Understanding the Sales Force
AUGUST 18, 2015
Sales Process isn't even the only thing that inbound marketers say is dead. They'll have you believing that salespeople are no longer needed, selling is dead, and a consultative approach is dead too. They are basically ready to proclaim that anything selling related, that they don't really understand or find it necessary to do, is not needed and dead.
Sales and Marketing Management
AUGUST 19, 2015
Issue Date: 2015-08-20. Author: Joe Curtis. Teaser: In the fall of 2014, Unishippers Global Logistics, LLC, the nation’s first and one of the largest small package and freight resellers, launched a new subsidiary named Launch Logistics and I was named the President and Chief Sales Officer. I knew that building a high-performing and energetic B2B sales team was critical to the company’s overall success.
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
No More Cold Calling
AUGUST 18, 2015
Stop ignoring your rainmakers. Max had just given notice, and Melissa was beyond furious. Max was her top sales rep—the one with the best customer relationships, the most closed business, and the largest pipeline. Melissa couldn’t afford to lose him, but she’d missed plenty of opportunities to keep him. Max was a bit of a loner, but he always produced.
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The Sales Hunter
AUGUST 18, 2015
Based on the comments I received from last week’s tip of 6 Ways to Get Prospects to Open Your Email, I wanted to give you a few more tips. Here are 5 more things you need to do: 1. Alter the time of day you send out emails. When sending out more than one email […].
Pointclear
AUGUST 20, 2015
In part one , I provided insight into the why and what of a lead-to-revenue assessment. I challenged marketing and sales leadership involved in 2016 planning to pause and consider conducting the assessment before making any decisions for next year. If you paused but just aren’t sure where to start, the following will provide some tips on how to move forward.
Anthony Cole Training
AUGUST 17, 2015
I have 30 years tenure with my wife, Linda. “Tenure” may not be the right way to put it, so I’ll say it the way I do when we celebrate our wedding anniversary – 30 years of “marital (I pronounce it myrtle) bliss”. And the future is looking really good for me - based on how Linda makes decisions about when to keep things and when to discard them.
The Pipeline
AUGUST 18, 2015
Thursday, Aug. 20 – 4:00 p.m. Eastern. If you are in sales, you are also in prospecting. Getting in front of the right buyer is critical for sales success, yet many sellers struggle to maintain and leverage a consistent prospecting regimen. This webinar will show you: why reps are reluctant to prospect; how to help them overcome this reluctance; a proven process for prospecting success; how to deal with email and voicemail; and a means of creating sustained change behaviors in your team me
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
The Sales Hunter
AUGUST 20, 2015
Recently I received from a salesperson an email saying he wasn’t having any luck prospecting. He wanted me to reach out and tell his boss that prospecting doesn’t work. The salesperson took a sales job knowing it would require prospecting. He explained further that he knew the process they were using wasn’t going to work, and the […].
Pointclear
AUGUST 18, 2015
In today’s B2B companies, marketing and sales alignment is critical to success. Proper alignment is the result of a documented, effective, efficient and measurable process for capturing, engaging, nurturing, managing and converting leads into customers. Unfortunately, few B2B organizations focus on creating, implementing and executing a defined marketing and sales process.
Sales and Marketing Management
AUGUST 17, 2015
Issue Date: 2015-08-18. Author: Jenny Richards. Teaser: Salesforce users can upgrade themselves with the latest marketing initiatives in the digital age. The future of the marketing can be easily connected with the Salesforce. Salesforce users can upgrade themselves with the latest marketing initiatives in the digital age. The future of the marketing can be easily connected with the Salesforce.
Increase Sales
AUGUST 15, 2015
Many salespeople continue to speak and think this one word. When coaching top sales performers, there one word that is rarely heard compared to average or under performing salespeople. That word, that also personally gives me the feeling of nails on a blackboard, is: TRY! The great philosopher Yoda said “Do or do not, there is no try.” Do you try to pick up a pencil?
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The Sales Hunter
AUGUST 15, 2015
Great salespeople are proud of what they do. This isn’t about being arrogant and boastful. It’s about feeling confident and feeling good about the way you are able to help people. If you are not proud of what you do, authentic greatness and success will always elude you. Check out the below video to […].
A Sales Guy
AUGUST 17, 2015
I’m a huge fan of coaching. I believe coaching is an essential component of leadership. In sales, developing a coaching cadence and methodology is a critical element of success. You will rarely see a successful team without good coaching behind it. My boy Mike Weinberg talks about the importance of coaching and how leaders need to do more of it in this post.
Sales and Marketing Management
AUGUST 16, 2015
Issue Date: 2015-08-17. Author: John Knoble, Director, Commercial Learning, Ethicon. Teaser: While the demands on sales reps have grown dramatically in recent years, training approaches have remained stagnant. Most companies continue to focus on one-time training events that take place in a traditional classroom, but research confirms this limited approach isn’t meeting modern sales reps’ learning needs.
Increase Sales
AUGUST 17, 2015
Just by listening to the sales conversations of others and gauging your own emotional reaction, most salespeople can learn a lot. When engaging in any sales training, one of the words I caution salespeople not to use is “Why.” The use of why before a solid relationship is established may be viewed as too personal and may create emotional distrust.
Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)
Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.
The Sales Hunter
AUGUST 16, 2015
The level of believability people have in you is in direct proportion to your credibility. Your integrity and your willingness to have authentic dialogue are vital to whether or not the client will believe what you are saying. Are you a credible salesperson? Do your customers have reason to believe what you are saying? […].
A Sales Guy
AUGUST 19, 2015
This is a guest post from Eric Saber one of the sales people at my client Patron Technology. I’ve been working with this client for quite some time and Eric is leaving for a new gig. He sent me a “Thank You” note thanking me for the impact I had on his growth while at Patron. It was his note that prompted this blog post. Eric had been with the company for over 7 years and when I was brought in, needless to say, it wasn’t the easiest of transitions.
Sales Training Connection
AUGUST 17, 2015
Product sales pitches. If you are an avid reader of sales blogs, it’s likely you will come across three or four blogs a week about the secret sauce for creating a winning product pitch. If sales blogs had been around 25 years ago, you would have encountered even more of them because the product pitch has been around for a very long time. Way back when, companies spent an inordinate amount of time crafting product pitches for their major product offerings.
Increase Sales
AUGUST 20, 2015
How many times in the sales fact finding do salespeople look to solve symptoms instead of the real problems? Probably more often than many will admit. For example, small business owners come to me and other sales coaches because they have a sales problem. Unfortunately, the inability to increase sales is a shadow or a symptom of another problem usually people (executive leadership) or poor process such as customer service.
Speaker: Jake Miller, Senior Product Marketing Manager, Allego
Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.
The Sales Hunter
AUGUST 21, 2015
It’s the start of another college year, and with that, another group of students emerge on cue. They stand out because of their emotions that are clearly on display as they realize that the world is about to change. They’re freshman. The name freshman to some people sounds lame — old-school, or even offensive, […].
A Sales Guy
AUGUST 20, 2015
Seth Levine, Managing Director at Foundry Group is our next guest on The Word. Seth is a friend and a super smart guy. I’m excited to have him on the show. If you didn’t know. Foundry Group is one of the best VC Firms in the business, true badasses. Run by Brad Feld , Seth Levine, Ryan McIntyre and Jason Mendelson. The Foundry Group Portfolio includes companies such as Return Path, SendGrid and the new hot email tracking company Yesware.
Fill the Funnel
AUGUST 17, 2015
We are all looking for a results multiplier for sales. Let’s not kid ourselves. B2B selling is a very challenging, competitive and sometimes overwhelming occupation. We are expected to understand and please our customers, our prospects, our manager and even our banker. The information available to use has never been more plentiful. Buzzwords like “social selling”, “big data and more adds to the confusion as we try to navigate through the firehose of information and expec
Increase Sales
AUGUST 18, 2015
LinkedIn is a prospecting goldmine for business to business professionals. Yet some of those B2B professionals are 100% clueless about how to use it especially when it comes to email marketing. Credit: www.gratisography.com. Whenever I accept a LinkedIn invitation I always send a LinkedIn email that: Acknowledges when we meet and asks to schedule a one on one phone call or meeting.
Advertiser: ZoomInfo
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.
The Sales Hunter
AUGUST 18, 2015
Dreamforce 2015 is coming up in a few weeks and I’m pleased to speaking at it and the Sales Summit event on Tuesday, September 15. If you’re at DF ’15, plan on attending the Sales Summit. If you’re not attending DF ’15 change your schedule and attend minimally for the one day Sales Summit. Two sessions […].
A Sales Guy
AUGUST 15, 2015
I’m about to head out on to Lake Minnetonka and wanted share this before I hit the water. It’s funny, especially with all the “buzz words.
Fill the Funnel
AUGUST 21, 2015
If you are a marketer, author or salesperson that counts on making a good impression with your clients, you will be interested in eCover Authority. This is a handy tool that I have owned and used for several years now. It’s purpose is simple – it creates 3D covers and packages for your content. Grab a copy while it is on sale and you will find you use it more often than you might think.
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