The Pipeline
AUGUST 25, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . The Beatles Is On The Phone – by NowhereGirl17. If you ask sales people why they hate/fear cold calling their response always revolves around them, their feelings, and rarely the buyer’s. Even when they mention the buyer, it is very much through their own filters, “I wouldn’t like that”, or about the buyer’s reaction to the call.
The Sales Heretic
AUGUST 27, 2014
'A trade show is a tremendous opportunity to increase your exposure, acquire new leads and even close sales. But when I see the behavior of too many of the people staffing trade show booths, I wonder why the companies bother exhibiting at all. At show after show after show, I see the same behaviors over [.].
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Sales 2.0
AUGUST 26, 2014
'Nimble announced today it has released a new app for the iPhone. This very good news. I was staring at their old app over the weekend thinking “this does not do much. Why can’t I do some of things I do on the web?” Well now I can…on the new app. Yeah! It’s always pleasing when things happen on my schedule (not too often)!
SBI Growth
AUGUST 24, 2014
'Predictability. A CEO needs it. The Board demands it. So what do you do if your team does not consistently provide revenue predictability? Have your Sales Leader provide a comprehensive Buyer engagement plan. The plan should include a well-drawn approach to prospecting and sales process. When executed correctly, this will lead to a full funnel and revenue predictability.
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.
The Pipeline
AUGUST 28, 2014
'The Pipeline Guest Post - Megan Totka. Let’s face it; social media is the future of sales. Actually, it’s the right now of sales, too! Social media is an inescapable force in the lives of billions of people. Are you harnessing its power for your sales initiatives? There are so many different social networks; truthfully, it’s hard to keep track of them all.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
No More Cold Calling
AUGUST 26, 2014
'Pick up the phone and be heard above the clatter. We all know digital communication isn’t as personal or powerful as a live conversation. But we tell ourselves that it’s faster, easier, and more convenient. And that’s just not always true. Digital conversations often take longer and become far more complicated than a simple phone call. Perhaps that’s why so many emails go unanswered.
SBI Growth
AUGUST 25, 2014
'I hear it all the time. “Consultants just tell me what I already know. They repackage the stuff we give them and present it as new.” Yes they do. Some of them. Every time they do, it hurts the consulting industry. This post will help you avoid hiring the wrong sales consulting firm.
Sales 2.0
AUGUST 25, 2014
'I totally agree with David Brock here. I saw this many times when I was a sales consultant (and sales manager.). It’s way too easy to blame sales for revenue problems when in fact the bigger problems are elsewhere (like the market does not want what you are selling!). We often get called by execs, “We’ve got a sales problem! We need your help,” or some variation on the theme.
The Sales Hunter
AUGUST 26, 2014
' What makes someone a great sales manager? What separates them from the rest? Based on 15 years of consulting with sales teams, I have concluded the below list of 15 factors are what the “best of the best” do to be a successful sales manager: 1. Realize their job is not to be a sales […].
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No More Cold Calling
AUGUST 28, 2014
'If no one’s returning your calls, you must be cold calling. I see you. I know who’s calling. If I don’t recognize the name or number on my screen, I won’t answer. I’ll wait for you to leave a message, but you won’t. No one leaves a message when they’re just cold calling a list. They’re expecting someone to pick up the phone and actually listen.
SBI Growth
AUGUST 23, 2014
'“I don’t see the skill sets of the team getting better.” These are the words spoken by thousands of sales leaders across the world. They are reacting to declining or flat revenue results. Growing expectations from a CEO whose patience is running out. As a sales leader, you are being asked to solve this on your own. You already know the answer to the question. “I need more time to coach my people in the field.” The challenge is convincing your boss to buy into that
Sales 2.0
AUGUST 24, 2014
'“We have a proprietary video processing technology that takes advantage of YouTube’s API and significantly beats industry benchmarks for throughput” I don’t know what the rest of the voicemail said because I hit delete. I was having a bad day. I was working on a big project that had become seriously complicated. I was up to my ears in spreadsheets and comparing data.
The Sales Hunter
AUGUST 26, 2014
' Too many salespeople complain that the only thing they ever hear from their customers is their prices are too high. To these salespeople, the only thing holding them back from making more sales is their company’s unwillingness to be more flexible with price. The argument the salesperson makes is that the competition has never […].
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Sales and Marketing Management
AUGUST 26, 2014
'Issue Date: 2014--08-27. Author: Carter Hinckley and Corey Torrence. Teaser: Current customers have already shown they need your product or service and want to buy from you. Significant growth can come from getting them to buy more of what you sell. Current customers have already shown they need your product or service and want to buy from you. Significant growth can come from getting them to buy more of what you sell.
SBI Growth
AUGUST 28, 2014
'If you are reading this blog then you are likely an advanced marketing leader. You want to stay ahead or you’re transforming an organization. I’m going to go deep with you on the most exciting new development in lead generation: Dynamic Lead Management Process.
Pointclear
AUGUST 26, 2014
'Is it necessary to pre-qualify inbound leads? That’s the overarching question I recently presented to a panel of industry experts. Over the course of this three part series, you’ll hear from 15 leading voices in the world of sales, marketing and lead generation, as they share their insight in response to the following questions: Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect” l
The Sales Hunter
AUGUST 23, 2014
'Do you think your personal social media accounts have no impact on your sales career? Guess again. Customers are using the internet more and more to decide who they want to do business with. And they aren’t just researching companies. They are researching salespeople. Your social media reputation matters. I wish you could do […].
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.
Score More Sales
AUGUST 26, 2014
'Did you know you’re missing out on sales opportunities by having a poor mobile company website? We have run into many B2B websites lately that do not work well on mobile devices. A recent post talked about 3 Must Haves (for your company website) and today we are talking about the importance of personalization for your site. There are still some things that differentiate a B2B (business-to-business) transaction from B2C (business to consumer).
SBI Growth
AUGUST 29, 2014
'The sales manager is the most important position in the salesforce. They drive the revenue you need from their sales reps. Unfortunately though, most Sales VPs miss an important component when hiring them. To be really successful, they have to fit in your culture. These successful VPs have figured out how to look for this in new hires. Fitting into your company’s culture is one of the biggest drivers of a success.
MTD Sales Training
AUGUST 26, 2014
'It’s really quite simple when you consider it: customers become customers if you solve a business problem or create an opportunity for them. That’s basically it, really. But so many salespeople think. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Sales Hunter
AUGUST 24, 2014
'Let’s start this Monday understanding the power of you connecting with your customer. Yes, the power of 1+1! I find that too many salespeople underestimate not only their own influence, but also what happens when their motivation and positive attitude connects with a prospect or customer. Embracing the power of 1+1 could be exactly […].
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.
Score More Sales
AUGUST 25, 2014
'No problem is a lazy phrase that comes up too much in business situations. If you are a perpetrator (or work with one), you can correct this and it will help you relate better to buyers, colleagues, and referrers. A change like this can ultimately help you create more opportunities and even sell more. Yes, I said it. The words you choose have great power.
SBI Growth
AUGUST 27, 2014
'I sat across from a recently promoted Sales Leader. His predecessor had missed the previous three quarters. The CEO wanted somebody new who could “ Move the Needle." This new SVP, a former manager, was a recognized “A” Player. Despite the overall miss, his team had hit its goal. “What are you going to do first?” I asked.
MTD Sales Training
AUGUST 28, 2014
'Some salespeople relish meeting new prospects. They love the anticipation of the initial stages, are keen and eager to assess the business opportunities and are happy to build relationships that. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Sales Hunter
AUGUST 29, 2014
' Do you know that the most important step of negotiating actually has nothing to do with negotiating. What is it? 1. Sell First. Negotiate Second. We’ll always secure a higher price if we sell first. Too many salespeople jump straight to negotiating, thinking it’s the only chance they have to close the sale. However, […].
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?
Score More Sales
AUGUST 28, 2014
'I have spent some time ranting a bit about how poor many B2B websites are when it comes to utilizing them on a mobile platform, such as a smart phone or tablet. We know that according to eMarketer, “more than 59% of B2B purchase decision makers and influencers use their smart phones to gather information when purchasing products or services”. Research also shows that 65% of executives are comfortable making a business purchase from a mobile phone (Forbes, “The Untethered Executive”).
SBI Growth
AUGUST 29, 2014
'Dan Perry recently interviewed Matt Boice, Vice President of Sales Ops at TEN. The Enthusiast Network, founded in 1948, is a media company with the largest concentration of males between 18-34 within the automotive and outdoor adventure market. TEN has been on a tear lately growing their social followers 512% since 2013 sitting now at 74 million.
MTD Sales Training
AUGUST 27, 2014
'Yes, it’s that old chestnut again: the age-old-how-can-I-get-rid-of-this-pesky-salesperson answer. Most prospects will use this simply to get rid of you and if you take it on face value, you might. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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