2013

10 Lead Generation Strategies To Explore In Your B2B Organisation

Pipeliner

Two of the biggest marketing challenges facing your B2B business right now are: How to generate more leads How to enhance the quality of the leads you do generate Not all leads are equal.

6 Top Reasons Sales Leaders are Scared of Social Selling

Sales Benchmark Index

Trust is the name of the game in sales. 84% of B2B decision makers begin their buying process with a referral. You are the SVP of Sales at your company. Consider this scenario: you need a new personal financial advisor. After much frustration you’ve decided your current guy is costing you money.

Trending Sources

Social Selling is Personalized Selling: Why it’s No Longer an Option

Smart Selling Tools

What’s all the hubbub about “social selling?” After all, selling has never been anything if not ‘social.’

Duct Tape is Not a Sales or Marketing Tool!

Fill the Funnel

I’ve been a Sales VP and a President of a company. I’ve also been a sales rep in various levels and industries most of my life. This experience has helped me recognize when duct tape is the tool of choice.

Tools 132

Accelerate Your Sales Performance

While most business is digital, and business-to-business and business-to-consumer transactions - and the work that supports them -- are almost entirely digitized, most organizations still rely on paper for the “last foot” of the process - the sign-off.

More Trending

Giving sales feedback – hard to learn, difficult to do and really important

Sales Training Connection

Sales coaching. Sales manager coaching is one of the cornerstones for developing a superior sales team. One aspect of effective coaching is the ability to provide feedback to sales reps as to what they are getting right and what they need to improve.

14 Things Great Salespeople Always Do That Average Salespeople Only Think About

The Sales Hunter

What separates great from average, and what do you need to do if you want to step up your sales game? Here is what I’ve found in having worked with thousands of salespeople over my 15 years of sales consulting — and before that, nearly 20 years of sales with 3 Fortune 500 companies: 1.

Are Sales and Sales Management Candidates Getting Worse?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan There are more sales experts, self-professed and otherwise, than ever before. There is more free content on sales and selling than anyone could have imagined. There are probably twice as many books on the subject than just 10 years ago.

What is the Role of a Sales Manager

Steven Rosen

By Steven A. Rosen. I just had a conversation with a sales executive who asked me “what is the role of the sales manager?” This executive was frustrated by poor sales and felt that the sales managers could be doing more to meet sales objectives.

The Playbook for Account-Based Marketing (ABM)

Account-Based Marketing is a Strategy, Not a Solution | Get this step-by-step playbook to implement an ABM strategy that fits your company’s objectives and resources.

How to Create a Lead Generation Strategy for your B2B Organisation

Pipeliner

Lead generation is the act of stimulating interest amongst your target audience for a particular product or service so you can draw them into your sales pipeline. Because lead generation helps to feed the early stages of your sales process, a robust strategy is essential to successful sales.

The Rise of Social Selling

Sales Benchmark Index

It’s getting harder for your sales reps to get at bats these days. It didn’t used to be that way. Not long ago, you could cold call and email your way to appointments. Now, it seems you have to fight to get into every deal. As a result, your sales team is missing out on revenue opportunities.

The Stanford Study that just Might Help you Sell More

Smart Selling Tools

Salespeople know they won’t close a deal if they can’t make the connection between their solutions and a high-value outcome. Yet executive buyers believe only 8% of salespeople are focused on driving a “valuable” end result for the buyer.[1]

Study 151

Alternative for Google Alerts

Fill the Funnel

The demise of Google Reader has gotten all the attention over the last two weeks but for those in sales and marketing, another favorite web tool also appears to be on it last legs – Google Alerts.

Google 131

Sales Training Playbook by Lessonl

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

10 Qualities That Make A Super-Salesperson

MTD Sales Training

All salespeople are judged on the results they achieve. It’s no good making all the calls, completing all the paperwork and carrying out the essentials if the orders aren’t coming in and the margins. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Sales Mindset sales best practice salespeople best practice top skills for salespeople

Margin 103

2013 Top Sales World Contributors Team Unveiled

Jonathan Farrington

The 2013 contributors line-up has been finalized over at Top Sales World , and these are the sales experts who will be working with TSW this year: They will be writing articles, providing tips, taking part in roundtables and interviews etc.

Building Your Business on Referrals Part 1: Understanding the 4 Pillars of a Successful Referral

Sales and Management Blog

At first glance, a referral is a pretty simple thing. For most sellers, managers, and trainers, a referral is just a name and phone number that a client has given once the seller has completed the sale, has done a good job for the client, and then asks a general question such as, “do you know of anyone else that I might be able to help?,” or, “do you know of anyone else that might benefit from my products and services?”.

Sales managers – and the smartest person in the room dilemma

Sales Training Connection

Sales managers. There’s little doubt that sales managers are the pivotal job for creating a superior sales team. And, a critical responsibility for the sales manager is coaching. Most people agree that sales coaching is important and can make a difference. They also know it isn’t so easy to do.

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

Everybody’s talking about Customer Experience. Customers still not getting what they need.

Brian Vellmure

Lots of executives, marketers, customer service folks say they work for a customer focused organization. They say they care about the customer experience.

Science and the Length of Your Sales Cycle

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan When Objective Management Group (OMG) evaluates a sales force, 1 of the 26 questions we answer for clients is, Can You Shorten Your Sales Cycle? ".

Four Principles for Hiring Sales STARS!

Steven Rosen

By Steven Rosen. Whether you are starting a new sales force or hiring a new rep to fill a vacancy, the four principles of the STAR Process will help you select top sales performers.

eBook 100

Enhance Your Sales Success With A Buyer Persona

Pipeliner

The single biggest thing you can do to enhance the effectiveness and performance of your sales pipeline is to create a buyer persona. It’s a bold statement; so let me tell you why… A buyer persona is a fictional avatar that best describes your ideal prospect.

Buyer 179

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

Why Top Sales Reps Will Be Unemployed In 2 Years

Sales Benchmark Index

Read on to learn if your Reps today are right for the future. This post is especially for HR Leaders and Business Partners in support of sales. Sales personnel will also benefit from the indicators of obsolescence.

The 9Billion #CRM Debacle

Smart Selling Tools

I read ClearSlide’s blog “4 Reasons why it’s time to re-boot technology ” with great interest and enthusiasm. In a most concise (a mere 291 words) and convincing way, they outlined the importance of finding new ways to put technology to work for sellers. The post listed several startling stats.

Do You Need a Paid LinkedIn Account?

Fill the Funnel

Sales people and businesses who are serious about using their online presence to sell and make money don’t have sites that look like an amateur is behind them.

Social Selling is Personalized Selling

No More Cold Calling

Social selling is no longer optional for salespeople. The good news is it’s all about doing research and building relationships—and you already know how to do that. My colleague, Nancy Nardin, knows about every sales tool there is.

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

Why is Selling Going Inside?

Jonathan Farrington

. “ Customers everywhere increasingly prefer virtual interactions with sellers. Trend data reveal that sales organizations are shifting resources from outside to inside sales. Inside sales growth is 30% faster than their outside sales counterparts.

The Myth of the Nobility of Failure

Sales and Management Blog

I’m a failure. I’ve had two failed businesses in the past. I agonized over them. I lost lots of money trying to build and eventually save them. I lost sleep over them. I lost self respect over them. My failure hurt other people—people who worked for me or whose business my business helped support. . I learned a great deal from those experiences—although my initial lessons learned were false lessons.

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4 best practices for mentoring new sales reps

Sales Training Connection

Mentoring new sales reps. Mentoring new sales reps is a technique many companies use to “jump start” new sales reps.

How To Build Your Sales Pipeline in 2013

MTD Sales Training

On my first day at work, I was given a list of people to call and a phone. I was told that the more people I called, the more success I would have. Well, although it was a partly successful , I soon. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].