July, 2017

Sales: never give up if you want a mammoth deal

Pipeliner

The sales pitch is made. The value proposition is articulated in impressive fashion. The client’s objections are addressed. The story is compelling – savings are available with amazing value being offered. The client has given many positive signals that they are interested in the deal.

What the Top 1% of Sales Reps Do Differently

Fill the Funnel

For top-performing reps, it isn’t the resources they’re given that determines their success — it’s their resourcefulness. But who would choose a Hyundai over a Ferrari? We don’t love to admit it, but powerful sales tools can increase our chances success.

Trending Sources

30 Interesting Non-Selling Subjects to Make You Better at Selling

Understanding the Sales Force

I was sitting next to a guy who knows that our son is one of the best ball players in his age group in New England. He is from the former Soviet Union and when he told me that he tought his son to play catch I was confused.

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5 Ways Sales Leaders Can Do More With Less

Sales Benchmark Index

Article Sales Strategy more with less sales leader

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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.

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Are You Leveraging the Power of Video in Sales?

Fill the Funnel

Video is taking over marketing and sales communication. Growth in the use of video has exploded at a rate never seen before. Video drives sales results in clear and direct ways.

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Crucial Selling Take Aways from the 2017 Home Run Derby Lead to Sales Greatness

Understanding the Sales Force

Did you watch the Home Run Derby on Monday night? I've never seen anything like it. You could see thunder and lightening through the glass wall in left field as thunderstorms raged while all the home runs were being launched. Wow, what a show!

How to Increase Sales with this Question

Increase Sales

Most sales people want to increase sales. This is why open ended questions are so popular. Yet there is a question framework that when executed flawlessly can accomplish this professional and organizational goal. Homework Required. However before asking this specific question, the salesperson must do his or her homework. Knowledge about the sales lead and the organization is essential. Possibly this is why more than three contacts are necessary to convert the sales lead into a customer.

Why Your Account Based Selling Teams Are Lagging Behind

No More Cold Calling

Can sales managers influence the buying process? It’s common knowledge that revenue is a lagging indicator. You can’t manage revenue. If sales close, you win. If they don’t, you lose. There’s no in-between. Then why are so many account based selling teams given revenue targets and let loose?

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.

3 Kinds of Complexities That Every Entrepreneur Should Be Ready For And How to Deal with them

Mukesh Gupta

The Art of Negotiation: How to Deal with Complex Clients

Pipeliner

Negotiation has existed since the beginning of times, as it’s a fundamental part of our existence. We first negotiate with our minds, and then with the exterior world. In the present times, negotiation has become a whole different concept.

Power Of The Pixel

Fill the Funnel

For the past two years, many have been chuckling behind my back since I started talking about my growing enthusiasm for Facebook as a sales and marketing platform, especially for B2B sales. When I mentioned Pixels, and advertising on Facebook to generate leads and sales they scoffed.

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Grammar - Why Commas Provide Sales Success Where Periods Fail

Understanding the Sales Force

Image Copyright Eerik. You've heard it all before - but not quite this way. The one thing you need in order to have a successful sales force is CRM. The one thing you need in order to have a successful sales force is a powerful Inbound initiative.

Sales Training Playbook by Lessonl

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

Your Abundance Is Far Greater Than You Realize

Increase Sales

Isn’t it funny that we fail to recognize the abundance within our lives? We have so much and yet many feel they have so little. I was watching a video about a young person who was born with limited height, with no arms, with no fingers, abandoned at birth and in spite of this scarcity she learned to play the piano with her toes and use her voice to sing. Click Here for Video.

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How Do You Measure Sales Enablement?

Sales Benchmark Index

Article Sales Strategy effectiveness efficiency how to measure measure measure sales enablement sales enablement

Boost Your Confidence, Boost Your Performance: Six Simple Ways to Raise Your Self-Assurance

The Productivity Pro

“One important key to success is self-confidence. An important key to self-confidence is preparation.” ” – Arthur Ashe, professional American tennis player.

10 Proven Methods for Sales to Have Quota Success

Pipeliner

Achieving quota is stressful for every salesperson but there are some actions you can take to not only mitigate the anxiety, but also to be successful year after year. Understand the strategy of the organization intimately.

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The Art of Social Selling -- Summarized by getAbstract

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

While Your Competitors Are Sleeping Or Closed For a Holiday

Fill the Funnel

While your competitors are sleeping you could be selling your products and services and generating leads. If you haven’t realized it yet, business is now being conducted twenty-four hours a day, seven days a week. Holidays, yep. Weekends, of course.

Each Prospecting Call is an Opportunity to Learn

The Sales Hunter

I wrote the best-selling book High-Profit Selling with one goal in mind — to help you prospect more effectively. Just because a prospect rejects you on a call doesn’t mean there isn’t something for you learn. Check out this 50-second piece where I talk about learning from every call, regardless of how it goes: […]. Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospecting selling

To Increase Sales Is Both a Want and a Need

Increase Sales

Desires are strong emotions. The want to increase sales is a desire. Additionally, needs can be emotional as well as logical. I need to increase sales because my job supports myself, my family, pays my rent or mortgage, etc.

Avoiding Overwhelm – Managing the Workload of Being a Leader

Mukesh Gupta

One of the challenges that all entrepreneurs face is managing the workload. Being an entrepreneur is not easy. It takes a lot of time, energy, effort and attention.

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.

Be a Rock Among Pillows

Anthony Cole Training

My pup, Rocky, loves to lay on top of pillows. ALL pillows. He doesn’t care if they are round, square, flat, cushy, or even sewn on and attached to the back of the couch- he will find a way to lay on them.

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3 Root Causes of a Scary, Silent Sales Department

Pipeliner

It never takes me long to diagnose problems. I make it a point because it all comes down to “time is money.” I like to attribute my ability as a keen consultant to a combination of listening, perception, experience and intuition. Like a bloodhound for revenue issues. but one that loves a good latte.

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Technology Moves Forward With You Or Without You

Fill the Funnel

Technology moves forward with you or without you. How do you handle that? Do you choose to embrace the changes and the pace that technology is driving our economy and our society?

Sales Motivation Video: Two Most Important Words in Sales Success

The Sales Hunter

If you want greater sales success, then you need to rid your vocabulary of the words “if” and “then,” and replace them with “do now.” ” Yes! “Do now” are the words that represent the mindset you need to embrace if you are going to boost your momentum and sales motivation. Whether we are talking about […]. Blog Professional Selling Skills Sales Motivation motivation sales motivation sales process sales success success

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Successful Selling

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

In Sales and Marketing Feelings Count More than Logic

Increase Sales

Sales and marketing research can be interesting and provide some insight as what not to do. The CMO Council and Dow Jones surveyed over 2,000 consumers from North America and the United Kingdom which revealed the importance of feelings in sales and marketing messages.

Changing the World needs us to change the way it works…

Mukesh Gupta

One of the things that almost every entrepreneur does, whether they start out thinking about doing it or not, is that they change the world that they are a part of.

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Growing Sales Doesn’t Always Mean Growing Headcount

Sales Benchmark Index

Article Corporate Strategy Sales Strategy add more headcount Do I add sales headcount? headcount open heads org model sales heads sales organization

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How to use influencer marketing to improve your sales

Pipeliner

Are you using social media influencers to help improve your sales? As one of the biggest buzzwords in marketing of the past couple of years, influencer marketing is booming right now. Marketers are using it to reach larger audiences, to improve brand awareness, get more traffic and to boost sales.