Sat.Oct 31, 2015 - Fri.Nov 06, 2015

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4 Ways Social Media Can Help You Sell

The Pipeline

The Pipeline Guest Post – Megan Totka. An essential part of the sales process is getting to know your prospects and building relationships – and social media is the perfect avenue to help you accomplish this effectively. Social media is a really powerful tool to help you accomplish your business goals and can open you up to new markets you may otherwise not have the ability to reach.

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3 Reasons Why Millennials are the Best Sales Reps Ever

Sales and Marketing Management

Issue Date: 2015-11-06. Author: Adam Honig. Teaser: Once dominated by the pin-striped suit-wearing, Montblanc-wielding sales rep from an older generation, sales is now dominated by the scrappy, more casual Millennial. While many have their doubts as to how Millennial sales reps will perform, it’s time to put those doubts to rest because Millennials have all of the right ingredients to be the best, most successful sales generation of all time.

Sales 247
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Why Your Sales Reps Can’t Automate Referral Leads

No More Cold Calling

There’s no such thing as a referral machine. Everyone loves a good shortcut. We live in microwave time—tapping our fingers because 15 or 30 seconds is just too slow. While there’s much to be said for efficiency, there are no shortcuts when it comes to relationships with customers. And without strong relationships, you can forget about getting referral leads.

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10 Ways to Increase Your Motivation

The Sales Hunter

Motivated people achieve more. Pretty simple when you think about it, and yet getting motivated and, more importantly, staying motivated can be a challenge. Here are 10 things you can start doing now to increase your motivation: 1. Each morning have a goal you know you can accomplish early in the day. Live each day […].

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Sales & Marketing Alignment: How to Synergize for 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.

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LOI – A More Effective ROI – Sales eXecution 315

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . The challenge with Return On Investment or ROI calculations and calculators is that they are only truly effective with a small segment of buyers. Part of the challenge is that many of these calculations are based on the most idyllic circumstances, leading many to doubt the projected returns. Even for those who accept the projected benefits, they don’t always see how those will apply to them.

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More Trending

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What True Story Does Your Sales Pipeline Tell You about Your Business?

Understanding the Sales Force

Yesterday I was looking at the dashboard in my new car and noticed that one of the gauges could be swapped out. There aren't any fixed gauges on this dash because the gauges, ranges and needles are displayed digitally. I can even change their color! The thing that caught my interest though, was the flashlight effect where the ticks to either side of the needle are brighter and bolder to draw attention to where the needle is pointing.

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[Missed Connections]: Referral Selling Insights from October

No More Cold Calling

Here’s what you might have missed in October—and what to look forward to in November. The temperatures are getting cooler, but things have really been heating up at No More Cold Calling this fall. After debuting “ Big Deals and High Heels: Why Women Are Naturals at Selling ” at Dreamforce, I’m gearing up to take this interactive presentation on the road, bringing a powerful message to both women and men about our brain differences, why they matter, and how to adjust our communication.

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Prospecting: Why You Should Call the Wrong Number Sometimes

The Sales Hunter

I’ve been looking at 10 Ways to Get Past Gatekeepers When Prospecting on the Phone, and today we come to number 5, which may surprise a few people: Call one or two digits off from the phone number you’ve been calling. When the person answers, be upfront and say who you’re trying to reach. It’s […].

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Robots can’t close

Sales and Marketing Management

Issue Date: 2015-11-01. Author: Paul Nolan. Teaser: To date, technological advancements have always created better jobs and improved the well-being of humanity. But we face the real possibility that technology will, for the first time, displace more jobs than it creates. To date, technological advancements have always created better jobs and improved the well-being of humanity.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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Five Great Lessons That Apply to Every Company That Hires Salespeople

Understanding the Sales Force

I turned sixty years old today and everyone is asking me how it feels to be sixty. To be honest, it feels exactly the same as it felt to be fifty-nine - which is essentially the same as it felt to be 40. Nothing has changed. And speaking of nothing changing, nothing has changed over at BigBrains where two updates have come my way. The first came from someone who knows the real identity of BigBrains and suggested that I refer to them as ShitForBrains instead.

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Positive Statements that Help You Sell

Mr. Inside Sales

When I began my sales career all those years ago, I was told that at the bottom of all successful sales was a transfer of emotion – my manager told me that I was either transferring my positive feelings about my product onto my buyer, or he/she was transferring their negative feelings about it to me. Whoever was able to transfer more of their emotion and feeling won.

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Why Calling Prospects at Lunch Just Might Work!

The Sales Hunter

If you’ve been following along the past few weeks, I’ve been digging into the 10 Ways to Get Past Gatekeepers When Prospecting on the Phone. Here is number 7: Call at different times of the day or over lunch. Everyone takes breaks, and many times the person who relieves the gatekeeper for lunch and/or […].

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Please Stop Using LinkedIn for Sales Pitches

Increase Sales

LinkedIn has become a very fertile business to business prospecting field. Through the free to the premium services, members can actively search potential ideal customers; do research on specific companies or industries as well as engaged with other like minded individuals. Unfortunately, some members especially those with premium services believe they can engage in sales pitches through broadcast LinkedIn emails with everyone in their contact list.

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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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Here’s An Important Lesson For All Sales People From Starbucks

MTD Sales Training

Last week, one of my trainers and I were on our way to visit a prospect when we stopped off at a Starbucks for a drink. We ordered our favourites and sat down. I was just looking around while we waited for our drinks to be delivered to our table, when I noticed the pricing on the menu on the wall. Frankly, I had never paid much attention to the prices; I just ordered what I wanted in the size I wanted.

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Always Have This Close Handy…

Mr. Inside Sales

How many times do you get the objection, “Well, let me talk to my (partner, boss, manager, spouse, etc.)”? In any kind of sale, this is one of the most common objections or stalls prospects use. And they use it because sales reps don’t seem to have any effective come back to it. Variations on this objection include: “Let me run this by…”. OR. “I’ll have to get with….”.

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Want to Reach a Prospect? Call Accounts Receivables.

The Sales Hunter

I know this next tip may seem odd in my 10 Ways to Get Past Gatekeepers When Prospecting on the Phone. I have found it to be effective at times, though. Here is number 6: Call and ask for Accounts Receivables. Every company is eager to collect all of the money they can, […].

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The Scariness of Forward Thinking Leadership

Increase Sales

Believe it or not what scares many people are those individuals who demonstrate forward thinking leadership. For it appears, those who claim to what the status quo to change truly don’t want that change because change threatens their own authority, influence and power. Credit www.gratisography.com. For the last 30 plus years I have been observing the leadership dynamics here in Northwest Indiana.

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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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Is A Career In Sales The Right Career For You?

MTD Sales Training

So, you’ve been in your current role for a few years and achieved a relative degree of success. Now, though, you’ve seen your enthusiasm and drive start to wane. You’re concerned because you don’t want to look back in five or ten years and feel you’ve wasted your career. You seriously are concerned that you’re in the wrong job. There are many more people than you would imagine who share these thoughts.

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Was This Helpful?

A Sales Guy

“Was this helpful?” “Was this helpful?” I always end every client call, customer meeting AND sales call with that question. People aren’t used to being asked that. There is always a pause of bewilderment before their response. I ask this question because it occurred to me that just because the meeting happened and we have next steps and I thought it was a good meeting doesn’t mean everyone else did.

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VIDEO SALES TIP: Emailing Senior Level People? Remember This…

The Sales Hunter

If you are emailing senior level people, make sure the email can be read on a smart phone. This is vitally important. Your message needs to be concise. And be sure to not include attachments or elaborate signature lines. You want the person to read your email, right?! Check out the below video to […].

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A Tale of Two Clueless Companies – Part 1

Increase Sales

Charles Dicken’s fans may remember the beginning lines of his book, A Tale of Two Cities. Dickens wrote “It was the best of times, it was the worst of times, it was the age of wisdom, it was the age of foolishness, it was the epoch of belief, it was the epoch of incredulity, it was the season of Light, it was the season of Darkness, it was the spring of hope, it was the winter of despair, we had everything before us, we had nothing before us…”.

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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

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.

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Coaching To Your Strengths Or Your Salesperson’s Weakness?

Partners in Excellence

I was reminded in a great conversation with Bruce Lewolt of a problem all managers tend to face in coaching. We tend to coach to our strengths–not to the weaknesses of the sales person. It’s something that’s almost subconscious, but limiting to the individuals we are coaching, as well as overall organizational performance. We see it all the time.

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Can You Please Define, “A Lot”

A Sales Guy

If you’re selling in any proper fashion, you’re working overtime trying to get to the root problem your prospect or customer is struggling with. You’re asking substantial business and process questions. You’re inquiring about their goals and objectives and the desired outcomes. If you’re killing it, you’re trying to understand their current state and their desired future state.

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Sales Motivation Video: Celebrate Your Successes Today

The Sales Hunter

Start your week by celebrating your successes. Yes! Even though it’s Monday, it’s not too early to start celebrating your successes. Look back at the previous week and use the good things that happened to propel you with good momentum in this week! Check out the video to see what I mean: […].

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Be Proactive When Seeking Sales Referrals – Part 1

Increase Sales

Sales referrals are golden for mid-size to small business owners and sales professionals. Being referred into a company by someone who is already known and trusted is like winning the Lottery. No cold calling, no stonewalling by the gatekeeper. Life and sales are good! Yet many sales professionals are not able to secure sales referrals. Much of this inability is because professional colleagues to even clients do not understand the businesses or are unaware of all the solutions being offered.

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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 Acceleration, Andy Paul Interviews Dave Brock

Partners in Excellence

I had the pleasure of talking to Andy Paul about Sales Acceleration. We discussed priorities for sales leaders, where sales acceleration fits in, and what sales acceleration actually means. This discussion was sponsored by Pipeliner CRM and originally appeared on their site: “Sales Acceleratation” Means “Buyer Acceleration.” .

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Can You Assess?

A Sales Guy

How do you know if your team is great or just average? How do you know if the product is getting stale? How do you know if you have the right people in the right roles? How do you know if you have the right candidate? How do you know if the market is moving away from you and your company? How do you identify problems, challenges or issues in your sales environment?

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Supercharge Sales: The Right Data Can Make All the Difference

The Sales Hunter

On November 12, there is a webinar on how to use the right data and insights to supercharge sales and performance. You won’t want to miss out on this! Sponsored by The TAS Group, this webinar is free and features tips from Donal Daly, Jeb Bount, Anthony Iannarino and Miles Austin. Check out what you’ll […].

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