The Pipeline

JULY 23, 2015

By Tibor Shanto – tibor.shanto@sellbetter.ca . A question I regularly ask when working with a group of reps on prospecting, is “who do you call on?” or “who do you want to call on?” The answer I get is “the decision maker”. Now I have used a lot of different directories and databases, and they all give a title, not role in decision. But let’s say they did, the real question is what happens when you speak to that decision maker.

Decision Maker 253

Decision Maker Objections Case Study Face-to-face 253

Sales and Marketing Management

JULY 22, 2015

Issue Date: 2015-07-01. Author: Paul Nolan. Teaser: By 2020, it is estimated that millennials will make up more than half of the work force. Many of them are being promoted to decision-making positions. Dustin Grosse, Chief Operating Officer of ClearSlide, a sales engagement platform that empowers sales teams to engage customers, recently shared his thoughts about the changing dynamics of buying, selling and managing the generation that is out to save the world.

Buyer 239

Buyer B2B Promotion Up-Sell 239

Steven Rosen

JULY 20, 2015

What Great Sales Managers Do. By Steven A. Rosen. Many sales managers will be sitting down with their sales people over the next month or so to review progress on objectives, business plans and development plans. Sales managers spend a considerable amount of time preparing for a mid year performance review. Sales managers may spend a day per rep preparing and delivering a mid year review.

Objections 231

Objections Coaching Sales Management Course 231

MTD Sales Training

JULY 23, 2015

So, you’ve got to the part of the conversation where the customer asks the £64,000 question, hence indicating they are interested but haven’t yet been persuaded to think seriously about your. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Customer 228

Customer Conversion Sales 228

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

The Pipeline

JULY 20, 2015

By Tibor Shanto – tibor.shanto@sellbetter.ca . Words are a big part of selling, seems obvious, but you’d be surprised how little attention some in sales pay to the words they choose. Words impact not only what your prospects hear and their reactions to them, but almost as important is the effect they have on you as the seller. Words impact and reflect you view of things and situations, and while many will argue that it’s just semantics, they fail to realize or acknowledge the degree to which

Gatekeeper 245

Gatekeeper Decision Maker Up-Sell Objections 245

Understanding the Sales Force

JULY 21, 2015

Yesterday I noticed a large, furry, dead bug on the hood of my car. It seemed to be attached to the outer lip of the hood - like the edge of a cliff - right where the hood drops down to the grill. I got out of the car to remove the chunk of dead fur and I was shocked to see how wrong I was. It was dead all right, and it was furry. I'm not a tall person so I wasn't sitting high enough in the car to notice the distance between the bug and the lip of the hood but my estimate was off by more than 2

Exact 221

Exact Up-Sell Groups Objections 221

Sales and Marketing Management

JULY 23, 2015

Issue Date: 2015-07-24. Author: Matt Daly. Teaser: Video is a key component of the marketing mix. When marketing and sales work together to develop content and share resources that meet the needs of their customers, success is realized. Video is a key component of the marketing mix. When marketing and sales work together to develop content and share resources that meet the needs of their customers, success is realized.

Video 220

Video Strategy How To Resources 220

The Sales Hunter

JULY 21, 2015

It’s time to look past the “80/20 rule” (the idea is 80% of your business comes from 20% of your customers). We need to look at the inverse. 80/20 means also that 80% of your hassles are going to come from 20% of your customers. Let’s translate it even further. 80% of hassles really is […].

Customer 196

Customer Consultative Selling Selling Skills Motivation 196

Pointclear

JULY 20, 2015

I was the marketing manager of a medical device company and we were near the end of the day’s sales meeting. Forty salespeople were in the room; I was last on the program. Everybody wanted to get out, hit the lobby bar and trade stories about high prices, the lack of new products, how their new quotas were too high and their territories too small. As I closed my part of the program by projecting an ROI (number of raw inquiries, qualified leads, and projected sales) from our new lead generation p

Sales Qualified Lead 190

Sales Qualified Lead Leads Marketing Qualified Lead Territories 190

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Sales

Understanding the Sales Force

JULY 23, 2015

If you have watched the TV series House of Cards , and if you're at all like me, you may have found yourself rooting for the lead characters, whose lack of character and integrity could make you question why you are rooting for them in the first place. Recently, we have been watching Homeland , which I find to be a more disturbing series than House of Cards.

Leads 196

Leads Marketing Qualified Lead Prospecting Customer 196

Sales and Marketing Management

JULY 19, 2015

Issue Date: 2015-07-20. Author: Mikita Mikado, CEO, PandaDoc. Teaser: Businesses that want to grow make it a point to understand users’ ever-changing need. The empowered consumer is a tough target to sway, so to win over-educated customers, brands need quality content. Businesses that want to grow make it a point to understand users’ ever-changing need.

Customer 202

Customer Education Consumer 202

The Sales Hunter

JULY 23, 2015

We’ve reached #10 in my list of reasons most prospecting plans fail. Sadly, too many salespeople fail to realize that the telephone is still a great prospecting tool. It doesn’t matter how much anyone says otherwise, I’m still a firm believer the telephone is an amazing prospecting tool. I run into too many salespeople […].

Tools 194

Tools Prospecting Selling Skills Sales 194

Mr. Inside Sales

JULY 22, 2015

Of all the objections sales reps get, the “price is too high” is still number one on the list. And it makes sense, doesn’t it? I mean think about your own purchases – whether you’re in the market for a new car, a new house, or even a dinner out with the family – what’s the one common component of your own buying decisions? Budget, right? So it makes sense that all of your prospects have a budget consideration as well.

Objections 182

Objections Comparison Webinar Metrics Decision Maker 182

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Data

MTD Sales Training

JULY 21, 2015

When salespeople present their solutions to prospects, they seldom see the whole picture. What I mean by this is that many salespeople see their product or service and present it from their own. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Prospecting 148

Prospecting How To Buyer Sales 148

Sales and Marketing Management

JULY 20, 2015

Issue Date: 2015-07-01. Author: Staff. Teaser: Meeting planners are seeing their role influenced more and more by technology, not just for the meeting itself, but in researching and booking venues, how planners interact onsite, and how they communicate following the meeting. Following extensive research among its membership, the International Association of Conference Centres (IACC), a global association that serves the meetings industry, released its top meeting tech trends for 2015.

Wireless 170

Wireless Conference Trends Influencer 170

The Sales Hunter

JULY 18, 2015

Great salespeople are continually looking for ways to tweak their sales process. How willing are you to make changes when they need to be made? Or are you content with status quo and do you do things as you have always done them? If you want to stand apart from your competitors, you have to […].

Sales Process 185

Sales Process Video Sales Consultative Selling 185

Anthony Cole Training

JULY 22, 2015

A guest post by Jack Kasel, Sales Development Expert, Anthony Cole Training Group. In his book, 7 Habits of Highly Effective People , Steven Covey has a quote… “Seek first to understand. Then to be understood.” I think that statement is especially true for sales professionals.

Groups 147

Groups Training Sales Closing 147

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.

Retail

Increase Sales

JULY 24, 2015

This week I submitted my regular contribution to Worldwide Coaching Magazine. The topic was “inspiration” respective to executive to small business coaching. I was surprised when I received this note from the publisher Ton de Graaf who said my contribution provided him with “an Ah Ha” moment. When I asked specifically what that “Ah Ha” moment was (provided he was willing to share), he wrote: “Coaches who inspire realize their knowledge and wisdom are es

Small Business 135

Small Business Small Business Coaching Ideal Customer Profile 135

Sales and Marketing Management

JULY 21, 2015

Issue Date: 2015-07-22. Author: Tuan Nguyen. Teaser: We may take digital advertising channels for granted at this point, having seen them around so much, but that’s a dangerous attitude to take. The second the original motivation for an ad campaign is forgotten, so are the goals that it seeks to achieve. When you exploring our digital roots, it becomes apparent why digitial marketers and social media managers are so important.

Advertising 163

Advertising Advertising Social Media B2B 163

The Sales Hunter

JULY 21, 2015

When I think about the 10 reasons most prospecting plans are not successful, a big one that jumps out is #9 on my list: Not making your messages about the prospect’s needs. Nobody cares about what you are offering. What they do care about is how they are going to take care of their […].

Prospecting 180

Prospecting Sales 180

Anthony Cole Training

JULY 22, 2015

A guest post by Walt Gerano, Sales Development Expert, Anthony Cole Training Group. There is a saying that goes something like “If you do what you have always done, then you will get what you have always gotten.”. I talk to a lot of salespeople who continue to plow ahead working harder to make more sales with the same approach they have used for years.

Decision Maker 147

Decision Maker Cold Calling Referrals Twitter 147

Advertiser: ZoomInfo

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.

Cold Calling

Increase Sales

JULY 22, 2015

Salespeople in B2B industries from the smallest firms to even some of the largest ones prospect for new sales leads, centers of influence every day through LinkedIn. However, many anxious salespeople fail to read the profiles. This failure leads them to being viewed as unauthentic. Today I received another LinkedIn invitation with a scripted email about “ The business universe is vast and wide, who knows we might be mutually of help to each other in the future.” I knew this was not

LinkedIn 134

LinkedIn Prospecting Real Estate Referrals 134

SBI

JULY 19, 2015

Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Qstream , a mobile sales performance platform to build a smarter, higher performing sales team. Sales ToolSkool Video Transcript: This week’s topic is how to overcome the challenges that prevent your from growing revenue. I’ll be talking about Qstream, a mobile sales performance platform.

SalesForce 98

SalesForce Retention Sales Tools Coaching 98

The Sales Hunter

JULY 24, 2015

Salespeople will always argue that offering a small discount doesn’t hurt and is the right thing to do for the customer. Some salespeople will say they need a little discount to make the customer feel special or to help spur their decision to buy or any number of other reasons. It doesn’t matter what […].

Discount 175

Discount Customer Sales 175

Anthony Cole Training

JULY 22, 2015

A guest post by Mark Trinkle, Sales Development Expert, Anthony Cole Training Group.

Groups 157

Groups Training Sales Closing 157

Speaker: Lynnette Khalfani-Cox, The Money Coach®

Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?

Marketing

Increase Sales

JULY 23, 2015

Sales managers face increased responsibility and accountability. Research continues to show sales teams do not meet sales goals while margins shrink due to the dynamics of market forces as well as government compliance. Credit www.gratisography.com. One of the consistent barriers faced by those in sale management is the lack of benchmarks or key performance indicators (KPIs) outside of the ever present total sales figures.

Sales Management 129

Sales Management Ideal Customer Profile Small Business Small Business 129

Fill the Funnel

JULY 23, 2015

In any given week you will need to find professional contact information for someone or a group of people within a company. You can Google them, guess them with standard deviations of an email address IF you know the name, check LinkedIn and their website. Often you will come up with nothing useful. Sales people can save quite a bit of time with this webtool.

How To 96

How To Top of Funnel Funnel Google 96

The Sales Hunter

JULY 24, 2015

Salespeople will always argue that offering a small discount doesn’t hurt and is the right thing to do for the customer. Some salespeople will say they need a little discount to make the customer feel special or to help spur their decision to buy or any number of other reasons. It doesn’t matter what […].

Discount 175

Discount Customer Selling Skills Strategy 175