Sat.Sep 09, 2017 - Fri.Sep 15, 2017

Dale Vermillion: 3 Ss to Selling Success in a Competitive Rising Rate Market

Velocify

The biggest mistake loan officers are making today is they’ve become transactional in their sales efforts. Many of them focus on price and product, which are indistinguishable in a marketplace commoditized amid low interest rates that have endured for nearly a decade.

Why You Should Care That Sales Motivation Data Correlates Perfectly With Sales Effectiveness

Understanding the Sales Force

Image Copyright iStock Photos. What was your reaction when you saw that the water in Tampa Bay was sucked away by Hurricane Irma? How about when you saw the total eclipse? Or the Cajun Army rescuing thousands in Houston?

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Don’t Answer Objections, Isolate Them

Inside Sales Training

Most sales reps hate getting objections. Their hearts sink into their stomachs, their palms start to sweat, and they start wondering how they’re going to pay the rent. Sound familiar? When sales reps ask me how they should handle objections, they are often surprised by my answer.

2018 Priority: Grow Revenue With Customer Success

Sales Benchmark Index

Article Corporate Strategy Marketing Strategy Sales Strategy build a customer success team csm customer success customer success manager Customer Success Manager hiring profile hiring profile Marketing marketing strategy

12 Must-Ask Questions for Sales Managers

If you want to improve your sales team's results, you need to start by asking the right questions.

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Win Themes – Where Your Offerings Meet Customer Wants

Sales Benchmark Index

Article Sales Strategy SBI for SMB evaluation criteria sales methodology sales process sales strategy win theme

Sales Motivation Video: Tips to Closing the Big Deal

The Sales Hunter

Do you know WHY your big customers do business with you? WRITE those reasons down and use them to motivate you. Your sales motivation hinges greatly on understanding the why. Check out the video to see what I mean: A coach can help you excel in your sales career! Invest in yourself by checking out […]. Blog Professional Selling Skills Sales Motivation sales motivation

Increasing Lead Generation to Opportunity Ratio -  Several Steps Required!

Anthony Cole Training

We’ve been doing a fair amount of research into lead generation through our primary source, Hubspot. We’ve had a long business relationship with them because they provide a great platform for all things that are digital marketing and associated data.

Back to Basics: 3 Behaviors for Success | Sales Strategies

Sell More and Work Less

I’m going to share a quote with you that a client recently reminded me of that I used to say all the time.

30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

How to Design an Incentive Compensation Plan That Works

Sales Benchmark Index

Article Sales Strategy SBI for SMB comp planning compensation plan plan sales comp sales compensation

Why the Next 3 Weeks Will Determine if You Make Your Annual Number

The Sales Hunter

Every December I get a number of phone calls from salespeople looking for quick advice to help them pull the rabbit from the hat that will allow them to make their number. Problem is each one of those phone calls is minimally 3 months late. Where you finish the year is going to be based […]. Blog Prospecting prospect prospecting sales prospecting

20 Questions that Turn Cold Prospects Into Loyal Customers

Keith Rosen

Proposal submitted, follow up done but no response from the prospect. They expressed interest but where did your customer go?

We Analyzed 1,000 Emails & Voicemails to Understand How the Top SaaS Companies Chase Enterprise Deals.

Openview

A new study from Process Street in partnership with sales email tool PersistIQ reveals the inside sales outreach of the world’s 281 top SaaS companies, and how they respond when a high-ticket lead (in this case, we used Vodafone) signs up for a free trial or demo.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

What We Get Wrong About Account Based Selling

Partners in Excellence

Account based marketing and selling gets a lot of attention–it should. There’s huge amounts of data about the cost of acquisition–the cost of growing revenue from existing customers versus the costs of acquiring new customers.

Executive Sales Leader Briefing: Cheating is Never an Isolated Event

The Sales Hunter

Let me share a painful lesson I learned early in my sales career. One morning the owner of the company I worked for walked into my office and asked me how sales were going and, more importantly, how customers liked a certain product. I shared with him things were good and I wasn’t hearing any […]. Blog leadership ethics integrity leaderships

Be a better Sales Manager, check out this Boot Camp Sept 22nd

Your Sales Management Guru

Be a better sales manager with Sales Management Boot Camp. As a frequent reader and contributor to LinkedIn I thought I should share with you an answer to many challenges Sales Managers face.

What Has To Happen Next?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. A simple question at first glance, but when you ask people in a given vocation or profession, it is staggering how many different answers one gets, and more stunning is the number of people who can’t give you a clear answer.

Account-Based Marketing: A Practical Guide

Your step-by-step manual on all aspects of ABM.

Today’s Top 10 Sales Lessons

Sell More and Work Less

This week, I had the pleasure of addressing 400 top Financial Services professionals at a national sales conference in Las Vegas.

How to Enable Sales Reps to Win Over the C-Suite

Sales and Marketing

Author: Jim Ninivaggi, Senior Vice President of Business Development, Brainshark Nothing strikes more fear into sales reps than C-level pitches. I can remember countless times when sales reps approached me with that “deer-in-the headlights” look on their faces, seeking my advice. Who can blame them? C-level pitches are nerve rattling and require a different approach, preparation and mindset. But, they are also crucial for long-term sales success and for bigger, more lucrative deals.

Seven Habits for Improving Telephone Prospecting Success

SalesGravy

Planning and practicing are key elements for success.If you plan, practice and execute these habits proactively you will generate more meetings, more sales qualified opportunities and ultimately, more sales. E-mail replies are showing up in your

Who Is Your Best Prospect?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . On Monday, I posted about understanding and knowing the very next thing that needs to happen if a specific opportunity is to move forward to becoming a client.

Why Marketing, Sales, and Business Owners Love Marketing Automation

Learn what Marketers, Sales and Business Owners each have to say about what Marketing Automation has done for their business.

3 Ways NOT to Sell B2B [NEW REPORT]

DiscoverOrg Sales

Spoiler alert: The statistics you’re about to read are not very encouraging. When we commissioned a study that asked 270 B2B buyers about their feelings on salespeople, the response revealed … shall we say, room for improvement. That’s because, in part, technology has changed the role of the salesperson, and a lot of sales professionals haven’t yet changed along with it. Exhibit A: The internet. Assume buyers use it.

Sales Enablement: How to Increase Revenue Per Sales Head

Sales Benchmark Index

Joining us for today’s show is Sean Cataldo, a sales effectiveness leader who knows how to enable a sales force to hit the number. Today’s topic is sales enablement. Sean answers questions from the How to Make Your Number in 2018.

2018 Sales Kickoff Meeting Ideas, Themes, Agenda, Best Practices Planning Guide

HeavyHitter Sales

  When I was a vice president of sales, one of my key responsibilities was to ensure that our sales kickoff was a complete success.

3 Sales Leadership Takeaways from Vince Lombardi’s “To Be Number One” Speech

Sales Result

“Winning is not a sometimes thing; it’s an all the time thing” is one of legendary coach Vince Lombardi’s most famous lines.

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

Setting Your Strategic Direction

Sales and Marketing

Author: Rich Horwath Think back to your childhood. Can you recall a time when you got lost? Maybe it was at the mall, a supermarket or museum. Maybe it was just for a few moments. Do you recall the sinking feeling in your gut? Were you anxious, frightened or downright terrified? And do you remember the joy that came when you were reunited with your mom or dad?

Sales Tips: 4 Components Needed for Sales Process

Customer Centric Selling

Sales Tips: 4 Components Needed for Sales Process. By John Holland, Chief Content Officer, CustomerCentric Selling®.

5 CRITICAL SALES KICKOFF MEETING PLANNING SUCCESS FACTORS

HeavyHitter Sales

  The Key Considerations that Determine Your Annual Sales Meeting’s Structure, Theme, Agenda, and Location.

Automation–Creating Higher Impact Interactions

Partners in Excellence

There’s a lot of discussion, most of it pretty misguided, about the potential impact of automation and AI on sales and buying. Most of the discussions are about customers preferring to buy through electronic channels and moving away from the need for sales people. There will be huge movements to that mode of buying with certain types of buying. Personally, for example, if I can get something through Amazon or other web store, I prefer that.

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.