Sat.Oct 17, 2015 - Fri.Oct 23, 2015

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No One Wants Your Cold Calls

No More Cold Calling

When you get referrals, you get meetings with one call. I’ve heard it takes at least seven to 10 touches for sales teams who cold call and cold email prospects to connect with decision-makers. They research their targets (sometimes), identify trigger events, and create a compelling message (or so they think). But even after all that effort, many never get a foot in the door.

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Price Quotes and the Inability of Salespeople to Sell Value

Understanding the Sales Force

Last week I was training a sales force to sell value - an absolutely revolutionary concept - when the unthinkable happened, not once, but twice in the same training. As incredible as it was to me, it clearly illustrates why it is so darn hard for companies to get their salespeople to sell value.

Training 227
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10 Ways to Close Deals Faster Without Cutting Your Price

The Sales Hunter

We all want to close deals faster. Too many times the way salespeople close a deal faster is by cutting the price, thinking a lower price will create a faster decision. Here are 10 things you can do right now to close deals faster, and not one of them involves changing your price: 1. […].

Closing 214
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Make a Great Impression at Every Stage of the Customer Journey

Sales and Marketing Management

Issue Date: 2015-10-23. Author: John Rode. Teaser: Companies typically give a lot of thought to how they’ll make a positive first impression with customers, but last impressions matter too. To set themselves apart in an increasingly volatile market, companies should make a great impression at every stage of the customer journey, from first to last.

Customer 213
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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.

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Stop Pitching the Gatekeeper – and What to Do Instead

Mr. Inside Sales

One of the biggest mistakes many inside sales reps make is pitching the gatekeeper. For some reason they feel compelled to pour their pitch on the first pair of ears they get, and, unfortunately, this usually gets them into trouble. To start with, the gatekeeper is just that – someone whose job it is to screen salespeople from getting through to the decision maker.

More Trending

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Getting Past Gatekeepers: Call and Ask for the Sales Department

The Sales Hunter

I am starting a new blog series to dig into the 10 ways to get past gatekeepers when calling on the phone. Here’s the first one: Call and ask for the Sales Department. Talking with salespeople can be an excellent approach. It’s amazing how one salesperson will be willing to help another salesperson. When […].

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5 Pricing Mistakes To Avoid

Sales and Marketing Management

Issue Date: 2015-10-19. Author: Mikita Mikado, co-founder and CEO of PandaDoc. Teaser: Even with today's sales enablement software, there is one thing that sales still needs to ensure buyers act: a good pricing strategy. Here are a few major pricing strategy mistakes that could ruin your sales and what you should do instead. Even with today's sales enablement software, there is one thing that sales still needs to ensure buyers act: a good pricing strategy.

ACT 139
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Another Blinding Flash of the Obvious in Sales

Increase Sales

The top sales performers I know, know “telling ain’t selling.” They also know something that others in sales fail to embrace – Values. Yesterday in listening to a friend share his experience about selling some real estate, I once again realized the importance of positive core values (business ethics) when it comes to sales. He was sharing how he sold some property and a realtor verbally accosted him about not giving his firm an opportunity to sell the real estate.

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Part 4 - The Real Story Behind the Sales Selection Fiasco

Understanding the Sales Force

The 2016 MLB playoffs are in full swing so forgive me if I refer to baseball for exactly the 100th time in the past 11 years and 1,350 Blog articles. Clutch hitting - at bats in pressure situations that usually occur late in the game - has been studied a lot in recent years. While the sabermatricians say there isn't much of a difference in the overall statistics, there are individual players who have significant differentials between between their clutch and non clutch performances.

Exact 185
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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Sales Motivation Video: Always Ask One More Question

The Sales Hunter

Don’t end a sales call without asking one more question! Often when you ask “one more question,” you discover information that then leads to more questions. Ultimately, the customer will share more than you could have imagined, which equips you to better meet and exceed their expectations. Don’t come up short when wrapping up a […].

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Sales Management - Recruiting is just 1/5 of the Job

Anthony Cole Training

There are several things that an effective sales manager must do day in and day out to be successful.

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Sometimes Leadership Is Ugly as It Should Be

Increase Sales

Here in the US there is a lot of angst about the leadership in the U.S. House of Representatives. We can hear a lot complaints about the current selection process being messy and this squabble, this indecision does not look pretty. Funny I have yet to read any definition that included pretty in its definition. Leadership is not pretty and it can be very ugly mess.

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Use This 23 Word Email To Shake Up Stale Deals – Infographic

MTD Sales Training

We’ve all been there before – those deals that have gone all stale and quiet. It can’t be a coincidence that every time you call the once keen prospect – they’re away from their desk, on another line or in meetings! You’ve called and emailed to the point where any more would deem you a pest! So, how do you re-engage with these prospects?

Exact 120
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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.

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Are You Asking the Gatekeeper the Right Questions?

The Sales Hunter

Today is part 2 of my 10 Ways to Get Past Gatekeepers When Prospecting on the Phone. See Part 1 at this link. Here is #2: 2. Rather than asking the gatekeeper for the person you want to speak to, begin the call by asking them the same questions you would ask your prospect. Many […].

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Improve Sales Communication with Images and Video

Fill the Funnel

Want to improve sales communication? Recent research supports the idea that visual communication is more powerful and persuasive than verbal communication, suggesting in many instances that people learn and retain information that is presented to them visually much better than that which is only provided verbally. These are welcome findings to anyone in sales.

Video 104
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The Human Touch Still Prevails in Workplace Culture

Increase Sales

To improve workplace culture from employee happiness to hiring, many mid-size to small businesses are relying on software to find potential problems. I even use several workplace culture assessments when working with my corporate clients. What some consultants and those in executive leadership roles forget is software will always be secondary to the human touch.

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Are You Using Social Media Yet?

A Sales Guy

So, where are you on this social media thing? Do you have a Twitter account? Are you on LinkedIn? Do you use Google +? Or are you one of those people sitting on the sidelines still trying to figure out why social media even matters, because you have too much to do to be bothered with what someone is eating for lunch. Let me help you out. Consider this a Sales Guy Public Service Announcement: Social media makes quota!

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Supercharge Your Sales: 5 Steps to Effortless Selling

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

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VIDEO SALES TIP: Your Prospect Doesn’t Care About You Until…

The Sales Hunter

… you show you care about them. That’s right! Your prospect doesn’t care about you or your sales presentation or what you have to offer. They FIRST need to see that you have genuine interest in their needs and desired outcomes. Check out the below video to see what I mean: Copyright […].

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The Problem With Pitch Decks

Partners in Excellence

I’ve seen thousands of pitch decks. The vast majority are horrible. There’s the corporate vanity deck. It always has a lot of slides. Usually it mentions the customer name in about 3 places, on the cover slide, the second to last slide, and the last slide. The rest of the deck is all about the vendor. You are regaled with size, locations, financial performance, logos of customers, and all sorts of stuff telling the customer how wonderful they are and why the customer would be a

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Clarity Is the Essence of Executive Coaching

Increase Sales

Why engage in executive coaching? The answer is quite simple – clarity. After being an executive coach for over 15 years, clarity is the most illusive aspect of our lives, myself included. Those individuals who have absolute clarity also have a clearly internalized purpose for taking the actions they take. Over the years I have shared this personal story about my Swedish grandmother.

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#heykeenan Take 14 Coaching vs Training, What’s The Difference?

A Sales Guy

Hey peeps, #heykeenan 14 is up and cranking. In this Take, I answer a great question by the great Gabe Villamizar , social media king of Utah. There is a big difference between coaching and training. Yet few people understand it. Great question Gabe. Send me your questions for #heykeenan, if you shout out, and I’ll shout back.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Free Webinar! Still Time to Learn How to Close Deals Faster!

The Sales Hunter

The clock is ticking, so you won’t want to delay in signing up for a free webinar happening tomorrow, Oct. 21, on closing deals faster! That’s right! Along with 5 other sales thought leaders, I will be giving you the Real Secrets to Closing Deals Faster. You still have time to sign up for the webinar! […].

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Paying Attention

Partners in Excellence

Perhaps it’s because it’s early Fall (for us in the Northern Hemisphere), but a couple of things have happened this weekend that have caused me to stop and reflect–actually to pay attention. I have just rediscovered “Vinyl.” What I mean, is that I’ve rediscovered physical record albums and the pleasure of listening to music.

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The Dead Box in Sales

Increase Sales

The Dead Box in sales appears to be growing. Cold calling is dead. Close ended questions are dead. Traditional selling is dead. Almost every day the word dead appears connected to some aspect of selling. If there was a sales graveyard, it would be littered with a lot of tombstones. I remember learning about how death can be premature as noted by Mark Twain who wrote: “…the report of my death was an exaggeration.”.

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The Attributes of Top Sales Leaders: A Webinar for Sales and Marketing Leaders

HeavyHitter Sales

      The structure and effectiveness of the sales department will mirror the sales management style of its leaders. This is because sales leaders naturally imprint themselves on their organization. Over the past decade, Steve W. Martin has worked closely with hundreds of vice presidents of sales. In addition, he’s conducted in-depth interviews with nearly a thousand more.  Please join Steve as he shares interesting insights about the attributes of top sales leaders and c

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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

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Sales excellence – put the horse before the cart

Sales Training Connection

Sales excellence. Major account selling is truly a highly skilled and information-intense profession. Just like any highly skilled profession one must not only master skills; you must also understand the principles upon which success is built. In major account selling, the most important underlying principle is the following – sell the problem before you sell the solution – the horse must be in front of the cart.

Scale 93
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Solving The Customer’s Problem

Partners in Excellence

Yesterday, I had one of those “Aha” moments. I realized that much of what I’ve been talking about for years has been wrong. Well not completely wrong but off target enough to be significant. I’ve written and advocated about helping customers buy, facilitating their buying process, or even leading them through buying when they don’t know how to buy.

CRM 95
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John Jantsch Talks About The Death of Lead Magnets

Fill the Funnel

We all have mentors, those whose opinions and actions we respect and consider. One of those that I have learned about marketing from over many years is John Jantsch, founder of Duct Tape Marketing. Not only have I learned from his ideas and how he approaches his business from his blog, but I also have read every one of his books, and subscribe to his podcast.