Sat.Jul 22, 2017 - Fri.Jul 28, 2017

Front Row Seat To The Next Industry Collapse And Your Big Sales Opportunity

Fill the Funnel

You have a front row seat to the next industry collapse and rebirth and it is already underway. The industry – Television Broadcasting. This has been building for some time – traditional viewing habits have been dropping for over 25 quarters in a row. The data tells the story.

What We Can Learn from the Latest Data on Sales Motivation

Understanding the Sales Force

Image Copyright iStock. Dave Kurlan sales motivation sales performance sales excellence altruistic motivation

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How Far Upstream Can I Go with Inside Sales?

Sales Benchmark Index

Article Corporate Strategy Sales Strategy account pyramid how far upstream? inside sales inside sales team isr stratification up stream upstream where should inside sales work

Lazy Salespeople and LinkedIn

Increase Sales

A colleague, David Brock , made an update posting on LinkedIn sharing his frustration about people using company profiles wanting to connect with him. Then if he did accept, the next action would be a sales pitch. Beyond being a violation of LinkedIn policy, this action demonstrated how many lazy salespeople still exist. Note: Only a person not a company can send a LinkedIn invitation.). Lazy Salespeople and LinkedIn Invitations. Then there are those template LinkedIn invitations from people.

Battle of the Sales Strategies: ABM vs Traditional Sales

Understanding the following 5 core differences between traditional sales and ABM goes a long way in motivating, inspiring, and informing the often necessary shift to ABM.

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Do Generational Differences Matter in Account Based Sales?

No More Cold Calling

Stop fretting about Millennials and embrace your inner Perennial. Remember when your parents told you to turn down that loud, obnoxious music? Actually, they yelled, because otherwise you wouldn’t have heard them. They griped about “kids today” and wondered what this next generation was coming to.

We Drink Our Own Champagne: Cheers to Happy Selling!

Velocify

I have been in technology sales for more than 16 years—six of which have been at Velocify. In my sales career, I have used Goldmine, ACT, Microsoft Access, Siebel CRM, Right Now Technologies, Netsuite and also Salesforce at three previous companies.

The Lost Art of Closing

Your Sales Management Guru

The Lost Art of Closing. -a a book review-.

6 Habits of Highly Successful Sales VPs

Sales Benchmark Index

Article Sales Strategy SBI for SMB 6 habits habits VP of Sales

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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.

Sales Motivation Video: Call Your Favorite Customer

The Sales Hunter

Who is your favorite customer? I challenge you to start this week by calling that customer. It will boost your sales motivation and set you on a course for success. Starting your week right is all about setting the tone, and there’s no better way to start on a positive tone than a conversation with […]. Blog Professional Selling Skills Sales Motivation customer motivation sales motivation sales success

How to Build a Better Sales Team with Better Salespeople – 3 Critical Steps

Anthony Cole Training

When talking to presidents, executive sales officers and sales managers, I consistently have heard these 5 comments: hire better salespeople build a better sales team predicting sales team turnover

The Spray and Pray Tsunami of Social Selling

Increase Sales

Social selling appears to have taken the spray and pray sales approach to tsunami proportions. Clueless or lazy salespeople now drown people with emails to postings with sales pitches. These salespeople and probably some are marketing people spray these sales pitches all over the place through social selling and then pray something will eventually stick. The idea of actually knowing your ideal customer , your target market to the sales leads never enters the minds of these individuals.

How to Escape the VP of Sales Hamster Wheel

Sales Benchmark Index

Article Sales Strategy SBI for SMB hamster wheel head of sales revenue growth sales leader cadenence strategies tactics VP of Sales will I make the number

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.

Overcoming the Fear of Prospecting

The Sales Hunter

To think you’re the only one who has a fear of prospecting would be a lie. They say the two most dreaded things are public speaking and taxes. I say there’s a third — having to prospect. It’s OK if you feel that way. I too felt that way at one time. You’re probably thinking, […]. Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospecting

Why Be Mediocre

Score More Sales

My mantra in my early 20s as a single parent and a sales rep was “It takes work to be mediocre.” I was told that many times by one of our sales managers at the first technology company I sold for. Sales Skills B2B sales strategy

Leverage Your Mindset to Increase Sales

Increase Sales

If you want to increase sales, right now momentarily forget about your sales training, all the books you read on sales, your CRM, your To Do List, your sales funnel, your outstanding proposals, your appointments today, your sales leads, the calls you must make to whatever else is cluttering your brain. Now think about your mindset, how are you going to approach all those tasks? Far too often we allow all the clutter to keep us from seeing what is actually keeping us from our desires, our goals.

Do You Have a Great Sales Culture?

Sales Benchmark Index

Article Sales Strategy b2b sales culture great sales culture Sales culture sales leader

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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.

Engage the Prospect via Your Follow-Up

The Sales Hunter

How many times have you had a sales call that you walk away from feeling great then turn into the customer going silent on you? We’ve all had that issue, and the typical way salespeople handle this is by thinking if they just send a great follow-up note immediately after the meeting, everything will be […]. Blog Closing a Sale Customer Service Prospecting customer follow-up prospect prospecting

Your Comfort Zone and Your Success

Inside Sales Training

“Everything you want in the world is just right outside. your comfort zone. Everything you could possibly want!”. Jennifer Aniston, actress.

Why Are So Many Salespeople Hungry for the One Size Fits All Solution?

Increase Sales

Right now I cannot count the number of articles, books to sales training workshops that promise to deliver what I call the one size fits all sales solutions. From the top five closing questions to a proven sales process, each of these sales solutions fail to recognize these three critical buying axioms and one selling axiom. #1 1 – People Buy From People They Know and Trust.

How to Enable a New Sales Channel

Sales Benchmark Index

Article Sales Strategy SBI for SMB b2b sales enable channel enable new channel new sales channel sales channel

Account-Based Marketing: A Practical Guide

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

Is Prospecting an Activity or a Lifestyle?

The Sales Hunter

Ask yourself that question and, more importantly, ask yourself why you answered the way you did. Each week I receive phone calls and emails from salespeople and sales managers who say they aren’t hitting their sales goals. You will never hit your sales goals if you don’t have enough in your pipeline to close, and […]. Blog leadership Professional Selling Skills Prospecting executive sales leader briefing prospect prospecting sales leadership sales prospecting

Inaction Risk

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Risk is a big factor in sales, and there are many ways to manage, mitigate and manoeuvre risk. One can argue the biggest risk for both buyers and sellers is unforeseen risk, by any involved in the journey.

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Getting Customers To Talk To Us

Partners in Excellence

Universally, it seems the biggest challenge sales people face is getting customers to talk to us. Every sales person I meet, most of the articles I read focus on how we get customers to talk to us. There is endless research on why customers and prospect don’t like talking to sales people.

Turn Your RFP Losses into Wins

Sales Benchmark Index

Article Sales Strategy Request for Proposal rfp rfp bids rfp process rfp sales process sales frp

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.

What Behavior Does Your People Model Promote?

A Sales Guy

Every business has a people management model of responsibilities and oversight. The duties are split out into departments, managers, teams, individuals, until all of the tasks are assigned between production and oversight, and compensation plans are issued based on the division of duties.

What Do You Sell?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Proactive Prospecting Summer – Part 4. In this part of the Proactive Prospecting Summer series, we look at improving how we communicate early in the call.

Sales Tips: Seller Opinions vs. Buyer Opinions

Customer Centric Selling

Sales Tips: "Solutions" - Your Buyer's Opinion or Yours? By John Holland, Chief Content Officer, CustomerCentric Selling®.

Your Sales Operations Road Map

Sales Benchmark Index

Article Sales Strategy efficiency sales enablement sales enablement road map sales enablement roadmap sales leader sales operations sales team SVP Sales

Sales Training Playbook by Lessonl

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