Sat.Oct 15, 2016 - Fri.Oct 21, 2016

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High Profit Prospecting – Book Review

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . It seems prospecting is back in style, we’re talking proactive, resource and process based methodical approach to professionally engaging with potential buyers, by leveraging all the tools and techniques available to them. While in the early part of the decade you’d be hard pressed to find pundits singing and parsing the virtues of a blended approach that includes the telephone.

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Is it Your Salespeople or Did You Make a Bad Decision?

Understanding the Sales Force

Consider buying a car that had an insanely cheap price, with every option you could imagine, as well as options that you never thought you could use. Nice! But, you can't drive it until you hire an after market specialist to install instrumentation on the dashboard, a steering wheel, brakes, and gas pedal in the driver's area. When you finally accept delivery and take it for a spin with your family, everyone hates it, nobody wants to drive with you, and you feel like it wasn't such a great price

Hiring 224
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The #1 Reason Your Referral Program Won’t Work

No More Cold Calling

Your marketing strategy is doomed without practice. Why is it that companies spend tons of money on client events, company celebrations, sales incentives, and work-life balance perks like childcare, but then they skimp on investing in building permanent, repeatable sales skills for their teams? Sure, they provide “training,” but training without reinforcement, coaching, accountability, and practice is a waste of time and money.

Referrals 211
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Breaking Down Silos and Building Bridges

Sales and Marketing Management

Issue Date: 2016-10-21. Author: Chris Benedetto, Director of Marketing, Sales Automation, Pegasystems. Teaser: Sales, marketing, customer service and onboarding/operations functions are often running as disparate business systems that are not conducive to creating the holistic experiences that today’s customers expect. Savvy companies can build bridges between siloes to create positive experiences that will catapult them towards success.

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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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Time To Get Over Your Funnel Vision

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Many sales people I work have Funnel Vision, they focus more on the state of their pipeline or funnel than the specific opportunities in their pipeline. It is yet another example of quantity being more important to sales people than quality of the opportunities in their pipeline, and as result they underperform in a number of ways.

More Trending

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Here’s Why Brand Positioning Matters

SBI Growth

We recently spoke with Kay Kienast, the head of marketing for Seagate Technology’s EVault division. Kay has served as an executive marketing leader for Xerox’ enterprise division, Lexmark, Cisco, and notable startup Avocent. The topic of our interview is the importance.

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Secure Overlay Resources to Accelerate Complex Enterprise Deals

Sales and Marketing Management

Issue Date: 2016-10-17. Author: Lesek Demont and Cynthia Spraggs. Teaser: Landing a large, technical sale is like going deep-sea fishing and hooking a really big marlin. You’re straining at the rod, trying to reel the fish in, and you need help – someone to grab a net, another person to keep the sharks from grabbing a share, and someone skilled at the wheel.

Resources 194
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Is it Your Salespeople or Did You Make a Bad Decision?

Understanding the Sales Force

Consider buying a car that had an insanely cheap price, with every option you could imagine, as well as options that you never thought you could use. Nice! But, you can't drive it until you hire an after market specialist to install instrumentation on the dashboard, a steering wheel, brakes, and gas pedal in the driver's area. When you finally accept delivery and take it for a spin with your family, everyone hates it, nobody wants to drive with you, and you feel like it wasn't such a great price

Hiring 193
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10 Ways to Screw Up Your Prospecting Emails

The Sales Hunter

The number of bad emails salespeople are sending never ceases to amaze me. I’ve started to call out some of these people and I am building a file I will begin posting shortly of the worst of the worst. My goal is to not gloat in the number of bad emails, but rather to help do […].

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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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Essential Steps to Develop an ‘Unfair’ Competitive Advantage

SBI Growth

On this week’s SBI Insider Video Podcast we discuss the topic of competitive advantage. How to select your competitive advantage to win, how to validate it in the market and how to align the organization to deliver on the advantage.

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Alone We Are One Drop Together We Are An Ocean

Score More Sales

There is no doubt I have been blessed with great friends and colleagues in the world of B2B professional sales and sales leadership. Recently 41 of what some would say are my “competitors” and I got together in Boston for three amazing sales events.

B2B 189
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The Best of the Best, Sir!

Anthony Cole Training

In a scene from Men in Black, Will Smith’s character, Agent J, asks, “Why are we here?” (He is in a meeting room with the head of Men in Black , Agent Zed, along with several other recruits all from various branches of the military.) Agent Zed asks one of the recruits to answer the question. The young recruit stands and declares, “We are the best of the best, SIR!

Video 154
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Executive Sales Leader Briefing: It’s Time to Empty the Prospecting Pipeline

The Sales Hunter

When was the last time you had your team wipe out everything in their sales pipeline? You’re thinking I’m crazy, but give my strategy a read before passing judgement. Salespeople are no different than anyone else and that makes us all creatures of habit. When it comes to sales pipelines, it means we as salespeople […].

Pipeline 186
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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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3 No-Nonsense Steps to Connect the Corporate and Sales Strategies

SBI Growth

Today’s topic is connecting the corporate strategy and the sales strategy. Joining us is John Suh, the CEO of LegalZoom. John has been with LegalZoom for 11 years, and was previously the CEO at StudioDirect and Casting Group. Most CEOs have.

Strategy 163
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3 Things I Learned at CEB Sales and Marketing Summit

Score More Sales

I headed to Las Vegas for CEB’s Annual Sales and Marketing Summit with a bit of apprehension. I had never attended before, and was thinking that it might be a very academic marketing focused crowd even though “sales” is in the name of the event. I also had never met the CEB folks in person – just through virtual conversations, social posts, and of course, in reading the hugely popular “The Challenger Sale – Taking Control of the Customer Conversation” and the more recent “The Challenger Customer

Marketing 166
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HireBetterSalespeople.com

Anthony Cole Training

This is a blatant blog post boasting about our hiring deliverable - Hirebettersalespeople.com. I normally don’t do this in this forum in such an obvious fashion, but I cannot help it today. Allow me to explain…why this…why now.

Hiring 152
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Stop the Insanity of the Stupid Prospecting Email!

The Sales Hunter

I’ve seen enough stupid emails, and what drives me nuts is people keep sending them! Just recently I got another one that said, “I’ve sent you 5 emails. Why haven’t you responded?” Hello! Maybe the reason I haven’t responded is because I’m busy and what you’re offering, I don’t want! The number of bad emails far outweighs […].

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Solving the Biggest Tech Challenges in RevOps

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

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Do You Truly Love Sales?

Increase Sales

Everyone is in sales. Mothers sell eating healthy to their children. Teachers sell learning to their students. Business owners sell their vision to their customers both internal and external. Sales people sell their products and services to potential customers. A recent survey indicated that the number one open position within the United States business arena is sales.

Salary 139
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Why The Perfect Sales Demo Never Includes the Word “If.”

A Sales Guy

Do you want a telltale sign that your demos aren’t very good? Listen to how many times you say “if.” Every time you say “if” deduct 10 points. If you collect 20 or more points, you’re doing a terrible job. That’s how bad it is if you’re using if more than once in your demos. I’m sure many of you are wondering, what does saying “if” have to do with delivering a good demo.

eBook 133
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Bubble in the Funnel

Pointclear

Per Healthline Media, an air embolism, also called a gas embolism­, occurs when one or more air bubbles enter a vein or artery and block it. These air bubbles can travel to your brain, heart, or lungs and cause a heart attack, stroke, or respiratory failure. We generate, qualify and nurture leads using Account-Based Marketing processes. At the start of 2016, we were brought in to support a group of sales reps who did not make their numbers in 2015.

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Sales Motivation Video: Stop Worrying About THIS…

The Sales Hunter

Do you know what you need to stop worrying about? What you CAN’T control! Motivated salespeople don’t waste energy worrying about what they can’t control. They stay focused on what they can control. You CAN control your attitude. You CAN control your use of time. Find the positive today! Check out the video to see […].

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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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Time to Fall Clean Your Marketing Toolbox

Increase Sales

Fall is here. Now is the perfect time to clean out your marketing toolbox and refresh it for the forthcoming last quarter of this year and the first quarter of next year. So what is currently in your toolbox? Upon opening your toolbox, you will have a removable upper tray that contains your lightweight marketing tools. Down below is a larger compartment to hold those heavier tools.

Marketing 131
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Need To Move From Preferred Supplier To Trusted Advisor? Here’s How…

MTD Sales Training

We were working with a client recently who asked us if we could discuss strategies on how to become a preferred supplier to their customers. . I must admit to feeling a bit puzzled. My consultant asked them, “Why do you want to only become a preferred supplier?”. The answer was along the lines of ‘isn’t that what very supplier should want to attain… preferred status?

Vendor 120
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What is Channel Sales Enablement? [Video]

BrainShark

By now, most companies know sales enablement is a big deal: 32% of organizations say over the next 12 months, sales enablement will be their top priority.

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#1 Reason You Need To Automate Your Marketing

Fill the Funnel

Marketing automation is essential for every business. It’s not just a nice thing that adds to your productivity; it’s absolutely necessary and there’s one simple reason for that – It takes over routine menial tasks for you so that you can focus your time and energy on more important things. Saving Time for “Thinking Work” As a business owner, what should you be spending your time doing on a day-to-day basis?

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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Sustainable Sales Success - Tip #11 Follow-Up

Increase Sales

Simply speaking without follow-up, sales success will not happen. To expect to earn the sale on the first meeting is rare especially in the B2B marketplace. What is even worse, is the lack of follow-up by salespeople. Hubspot shared these two damning sales prospecting or sales statistics: 44% of salespeople give up after one follow-up. 80% of sales require five follow-ups.

Follow-up 128
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8 Quick Tips On Creating Value For Your Customer

MTD Sales Training

Our value proposition is the reason why customers choose one company over another. Something has to eliminate a customer’s pain or deal with one or more areas of gain before they decide to go for that solution. Your value proposition, therefore, should clearly show how your solution creates better results than any of the competitors. These are the questions you should be asking to ascertain how you offer more to customers than anyone else: In what way does my solution add value to this specific

Customer 120
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7 Questions to Ask When Your Product Isn’t Selling

SBI Growth

Strategy 200