SBI

MARCH 26, 2013

The subjects of both books are decidedly applicable to the field of Sales and Marketing. No one understands this better than a Sales Professional. As the vendor of an expense reporting system, an obvious ooch would be to offer prospects a free product that lets their people take photos of receipts with their smart phones.

Marketing 123

Marketing Report Vendor Webinar Metrics 123

SBI

JANUARY 22, 2013

Sales Energy Audits: How to Increase Revenue by Shifting Your Sales-Energy Use. Twenty years ago, the connection between energy efficiency and environmental benefits was poorly understood by the general population. In this case, I’m referring to its use of Sales Energy. Preparing post sales-call follow-up.

Energy 138

Energy Revenue How To Proposal 138

SBI

NOVEMBER 13, 2012

If it does, you’ll want to know how to generate the most leads , how to capture the most leads , how to best score and qualify leads , how to track which leads convert to prospects, and the list goes on. The Sales Lead Management Association (SLMA) is an online resource for answering these questions and more.

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

SBI

MARCH 19, 2013

So it’s not surprising that each time I talk with my friends on the sales training front, they tell me that the path to increasing sales is to improve selling skills. Of course, my retort is that you won’t increase sales if you don’t have the right tools to compete more efficiently and effectively.

Sales Tools 126

Sales Tools Tools Decision Maker Cold Calling 126

Hubspot Sales

FEBRUARY 13, 2018

What if you have to generate your own leads? Many sales professionals don’t have the marketing support to rely on a steady flow of inbound leads, but still have to hit their quotas. Luckily, the inbound sales methodology provides many ways to fill that need. Ask your current clients for references. Write a blog.

Sales Qualified Lead 111

Sales Qualified Lead Lead Rank Lead Scoring Leads 111

SBI

OCTOBER 23, 2012

I recently read 52 Sales Management Tips – The Sales Manager’s Success Guide by Steven Rosen. Written for sales managers and small business owners, this is a guide every sales leader will benefit from. It’s packed with excellent tips and ideas to help you take your sales force to the next level. The Take-Away.

Sales Management 101

Sales Management Hiring Scale Pharmaceuticals 101

SBI

FEBRUARY 5, 2013

You can network across a growing array of social and business platforms and talk to your fellow sales leaders. It is all too clear that there are specific, fundamental elements of sales leadership that seem forever unresolved, no matter which ‘linkage’ attracts the greatest number of ‘followers’. . Marketing is Selling.

Webinar Metrics 137

Webinar Metrics Influencer Forecasting Decision Maker 137

SBI

AUGUST 21, 2012

One enticing benefit (or incentive) of the sales profession is the freedom and independence it offers. Great performance invariably leads to corresponding degrees of support and enthusiasm.I can’t tell you how many times in my sales career I heard, “just keep hitting your numbers and no one will bug you.”

Vendor 108

Vendor Quota Account Incentives 108

SBI

OCTOBER 16, 2012

Social Selling and Big Data at the Upcoming Sales & Marketing 2.0 Next week, Sales Dot Two Inc., will host the Sales & Marketing 2.0 The focus is purported to be on the benefits of big data for B2B sales organizations with an emphasis on social technologies. The Sales 2.0 Conference.

Conference 131

Conference Social Selling Data Marketing 131

SBI

JUNE 26, 2012

Tweet In this month’s issue of Top Sales Associates Magazine , I had the great pleasure of being interviewed by Linda Richardson. You may recognize her name as the Founder and Chairwoman of Richardson , the global sales performance company. The first sales tool I used (other than a rolodex) was the GRiD Systems laptop.

Sales Tools 133

Sales Tools Revenue Tools Up-Sell 133

SBI

FEBRUARY 26, 2013

mobile tools can ignite productivity, shorten sales cycles, and provide. It costs a small fortune to print sales materials and it’s a hassle to lug them around town. Esignatures can make it fast and easy for prospects to sign and for you to accelerate sales cycles as a result. much needed management insight.

Collateral 115

Collateral Revelation Trends CRM 115

SBI

AUGUST 14, 2012

I recently wrote about the 3 fundamentals of sales that, if ignored, will keep your business from growing at a sustainable level, especially in terms of revenue. Those fundamentals are lead progression , prospect progression , and opportunity progression. Today I will expand on lead progression. Lead Progression.

Sales Cycle 111

Sales Cycle Marketing Qualified Lead Leads Exercises 111

SBI

DECEMBER 4, 2012

In the dynamic and high-demand world of selling, the evolution of tools has had a significant impact on our ability to perform our jobs, present our ever-expanding array of solutions, service our customers, and generate revenue—the life-blood of our companies. It was indeed possible. The Efficiency Paradox.

Sales Tools 128

Sales Tools Tools VanillaSoft Call-back 128

SBI

OCTOBER 9, 2012

Experiential selling is the application of experiential learning to the sales profession. This certainly explains why even when you have laid out decisive arguments for why a prospect would benefit from your solution, they don’t buy in the end. So how do you create the emotional engagement so vital in a B2B sales environment?

Prospecting 120

Prospecting Infusion Software Software 120

SBI

DECEMBER 11, 2012

There are lots of sales tools to help you. There are lots of sales tools! Join me on December 13 th , for a live webinar hosted by Social Selling University. We’ll each be recommending 6 sales tools for B2B sellers. Shorten the sales cycle. Prepare for the most effective sales calls. Here’s the good news.

Webinar Metrics 125

Webinar Metrics Guarantee Referrals Sales Tools 125

SBI

JULY 17, 2012

It is not uncommon today for decision makers to avoid talking with a salesperson early in the sales cycle thinking, somewhat erroneously, that they are able to diagnose their own needs and to then seek and find the best solutions through their own investigation. Rule #2 Don’t inadvertently sabotage the sale. Of course not.

Buying Cycle 123

Buying Cycle Prospecting Lead Rank Vendor 123

SBI

APRIL 2, 2013

Converting leads to prospects. Preparing post sales-call follow-up. Scheduling sales calls. You can increase your sales by 28.5% The tasks outlined above, are essential to selling. The first step is to understand how time is used across the various sales tasks. Deciding who to call. Making Contact Attempts.

Revenue 129

Revenue VanillaSoft SAP Decision Maker 129

SBI

FEBRUARY 19, 2013

One of the most frustrating problems for any sales rep is when a prospect’s interest switches from hot to cold. Enthusiasm begins its descent almost the moment you end your sales conversation. Yours involve longer sales cycles and multiple interactions over a period of time. It’s a powerful force.

Opportunity 128

Opportunity Exercises Call-back Webinar Metrics 128

SBI

FEBRUARY 12, 2013

This Thursday , I’ll be co-presenting on DocuSign ’s Webinar: 10 Ways to Utilize Social Selling in 2013 where you’ll learn 10 ways you can leverage social selling across your team. You’ll walk away with 10 different ideas that can help your sales team be more effective, save time and close more deals.

Social Selling 135

Social Selling Scale Webinar Metrics Networking 135

SBI

OCTOBER 2, 2012

If you don’t have either option available to you, then make sure your reps know that they are to pre-qualify leads and that you don’t expect nor do you want them to call leads that are not suitable for your products or services. Author, Nancy Nardin is the foremost expert in sales productivity tools.

Sales Qualified Lead 123

Sales Qualified Lead Trade Show Enterprise Enterprise 123

SBI

NOVEMBER 27, 2012

The first revenue-numbing fact is that 65% of a sales rep’s time is spent NOT doing what they are ultimately paid for—selling [1]. According to studies, the ratio of time spent on non-selling tasks to time spent on selling tasks is 65/35. The good news is that you can be the hero that drives sales through the roof.

CRM 133

CRM Wireless SalesForce Commission 133

SBI

AUGUST 28, 2012

In sales, we battle two voices. And while timing has always been important in sales (think monthly and quarterly objectives) the most important thing is to beat the revenue objective before the final buzzer goes off. .” People:Staffing decisions, sales skill development, training, territory assignments, coaching, 2.

Revenue 111

Revenue eBook Objections Territories 111

SBI

JANUARY 8, 2013

As my friend Jim Banks of Shadetree Technology likes to say, “Conversations are the ball-bearings that move deals through the sales process.” If customer-centric selling is about authentic, value-add sales conversations, how on earth could it be considered ‘dead’. Well said Jim! The answer is—not yet.

Customer 128

Customer Hiring Wireless Up-Sell 128

SBI

JULY 24, 2012

The Internet and social media have changed the world of business and sales forever. Author, Nancy Nardin is the foremost expert in sales productivity tools. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools.

VanillaSoft 114

VanillaSoft InsideSales Social Media Skype 114

SBI

SEPTEMBER 4, 2012

Up-selling or cross-selling, i.e. selling more to your current clients. In his hot-off-the press book , “New Sales. Mike contends that because many of today’s sales reps began their career during times of economic prosperity. And that’s where “New Sales. In “New Sales. Simplified.” Simplified.”

Revenue 101

Revenue Handbook Face-to-face Penetration 101

SBI

JULY 10, 2012

And the sales profession, given its awakening and immense potential, exploded, and we, as a global force to be reckoned with, have never looked back. Author, Nancy Nardin is the foremost expert in sales productivity tools. One critical action was all it took, and the rest, was pure fireworks.

Revenue 111

Revenue Analysis Fashion Face-to-face 111

SBI

SEPTEMBER 18, 2012

It’s not that you can actually execute hundreds of tasks in a day’s agenda, but if sales is your passion and profession, you are undeniably an expert at managing the precise allocation of time and resources across that number of tasks. In sales, it happens all the time, and always with less-than-favorable consequences.

Ideal Customer Profile 125

Ideal Customer Profile Objections Prospecting Sales Qualified Lead 125

The ROI Guy

SEPTEMBER 17, 2010

email pitches per week, up 32 percent from 2006 according to sales and marketing research firm SiriusDecisions. With ready access to an unprecedented wealth of on-line information, and skepticism toward vendors as a result of direct marketing overload, buyers have revolted and taken the buying cycle into their own hands.

Buyer 53

Buyer Buying Cycle Marketing Case Study 53

The Digital Sales Institute

JUNE 21, 2023

Sales training program expert tips for anyone involved in sales management or sales enablement some insight into planning any form of sales training. It sounds simplistic to say that sales training is the act of training salespeople or the sales team on the product and sales process.

Training 52

Training Top of Funnel Sales Methodology Lead Rank 52

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started.

Lead Rank 99

Lead Rank Top of Funnel Ideal Customer Profile Sales Qualified Lead 99

LeadFuze

MAY 30, 2021

The Cons of Not Following Sales Process Steps. Consistently acquiring clients yourself can be challenging when you are focused on client work, not to mention you don’t have your sales process steps defined. What is a Sales Process. A sales process is a set of steps that a sales rep takes to convert a prospect.

Sales Process 59

Sales Process Revenue Top of Funnel Sales Qualified Lead 59

SBI

JUNE 4, 2013

Colleen is the SVP of Sales and Service for OneSource. Her blog was entitled, “ Are you selling or searching.”. It has to be done because they can’t be effective in their sales conversations unless they’ve done the research. First off, if you have a sales team, your revenue is derived from the prospects they interact with.

Engineering 137

Engineering Lead Generation Revenue Influencer 137

SBI

JUNE 12, 2012

Tweet Sales calls are conversational journeys. Your primary task is to lead the conversation from its point of origin, to a concise, coherent and contemplative location. If you are to achieve your sales objective, you’ll need to guide each and every conversational journey with precision. Preliminary Conversation Maps.

Call-back 111

Call-back Webinar Metrics Objections Construction 111

The ROI Guy

APRIL 21, 2010

Leading B2B solution providers recognize that old sales and marketing techniques need to evolve to meet these new buyer demands. Did the Alinean Business Value Tools drive incremental sales, reduce sales cycles, increase deal size, generate more demand, and improve sales / consulting productivity as anticipated?

ROI 40

ROI Campaigns Lead Rank Lead Scoring 40