No More Cold Calling

MARCH 3, 2016

Here’s what I’ve learned about selling from some top women leaders. When she referred to herself as a “bulldog,” the idea conjured up images of a pushy, arrogant, aggressive, in-your-face salesperson—the kind none of us wants to be. But that’s not what she meant. She’s tenacious. She sells with confidence. She’s dedicated and loyal—a dog with a bone who works hard to find the best possible solutions for her clients.

Referrals 231

Referrals Scale Cold Calling Call-back 231

MTD Sales Training

MARCH 2, 2016

One area where many salespeople fall short is the gaining of referrals from their clients. Many simply forget to ask; others think it’s an imposition that might put the client under too much. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Referrals 205

Referrals 205

Sales and Marketing Management

MARCH 9, 2016

Issue Date: 2016-03-01. Author: Paul Nolan. Teaser: Could there be a Sales & Marketing Management Bump? Only a few months after appearing in a feature on unique meeting venues in the March/April 2015 issue of this magazine, Randy Stenger, CEO and founder of Extreme Sandbox in Hastings, Minnesota, was selected to be on the ABC hit TV show “Shark Tank.

Leads 189

Leads Marketing Qualified Lead Meeting Marketing 189

Steven Rosen

MARCH 1, 2016

Many sales executives are feeling overwhelmed, unproductive and frustrated. They are finding it difficult to deal with important daily tasks due to the barrage of emails, number of meetings, interruptions and putting out fires. How can you be productive, if you spend your entire day responding to emails, are fully booked with meetings, are being constantly interrupted by the phone or people in the office who want to speak with you, and putting out one fire after another?

Energy 179

Energy Meeting Positioning Opportunity 179

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Trends

Understanding the Sales Force

MARCH 14, 2016

There are specific events, points in time, and conditions when it is appropriate to ask for help. Before I explain those, let me go to my favorite source for analogies - baseball - to show how this is true. A quick Google search indicates that I have woven baseball into 435 of my articles - nearly one third of them, so why baseball again?

Company 178

Company Google Sales Sales Coaching 178

No More Cold Calling

MARCH 17, 2016

What makes the most influential sellers so successful on social media? Any sales professional who says it’s easy to keep up communication on social networks is either lying or doing it incorrectly. Done right, social selling is a time-consuming task that requires thought and focused effort. Your marketing department can help by providing relevant content to the sales team.

Social Selling 231

Social Selling Lead Rank Lead Scoring Social Media 231

MTD Sales Training

MARCH 3, 2016

I read an amusing story recently that made me think seriously about being a victim of circumstances and the attitude we should have about things. Apparently, reports had been coming in about a. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Report 193

Report Sales 193

Sales and Marketing Management

MARCH 18, 2016

Issue Date: 2016-03-18. Author: Campaigner Email Marketing. Teaser: March Madness-inspired insights for more productive email marketing efforts. March Madness-inspired insights for more productive email marketing efforts.

Email Marketing 188

Email Marketing Marketing Coaching Campaigns 188

Steven Rosen

MARCH 29, 2016

Sales Manager Development. The Key to Building a World-Class Sales Organization. I recently had a meeting with a dynamic VP of Sales. Lisa just took on a new role with a high growth technology company. She came from a mature industry and is now competing at a much quicker pace. Lisa shared her vision of building a world-class sales organization and asked me where she should start.

Hiring 174

Hiring Coaching Case Study Training 174

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Sales Management

Understanding the Sales Force

MARCH 10, 2016

You remember the last recession - the great recession - right? I remember that in November of 2008 the business stopped coming in as if someone had turned off the faucet. Bam! We lost a third of our revenue overnight - and we were prepared for it! I predicted the last recession as early as September of 2006 with this article and in the summer of 2008 with this article.

Trends 168

Trends Revenue Sales Sales Cycle 168

The Pipeline

MARCH 28, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . If you’re in sales, you know that a crowd favourite is differentiation. Companies, marketing folks, sales people all want to differentiate, which is not an easy thing in a climate where differences are few and subtle. Often the only real difference is the sale itself, since products tend to be often all but identical.

Call-back 166

Call-back ACT Construction Commission 166

No More Cold Calling

MARCH 24, 2016

Sales leaders’ chief concern is lackluster lead generation, according to new CSO Insights study. Greg had barely taken his seat when he told me his greatest challenge was getting his sales reps to generate enough qualified sales leads. His company was a fairly new player in his industry, and they were competing against “the big guys.” So, his salesmen and women were struggling to engage prospects who didn’t even know their company existed.

Sales Qualified Lead 210

Sales Qualified Lead Leads Marketing Qualified Lead Top of Funnel 210

MTD Sales Training

MARCH 11, 2016

Referrals have often been called the solid gold introductions for future sales, because they offer something of much greater value than cold calls or informal introductions. Referrals are like gold. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Referrals 189

Referrals Cold Calling Sales 189

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SalesForce

Sales and Marketing Management

MARCH 4, 2016

Issue Date: 2016-03-04. Author: Mike Kunkle, senior director of sales enablement, Brainshark, Inc. Teaser: All companies want to be in the sales generation business – but on National Salesperson Day, it’s an opportune time to ask yourself: are you actually and unwittingly in the sales prevention business? All companies want to be in the sales generation business – but on National Salesperson Day, it’s an opportune time to ask yourself: are you actually and unwittingly in

Sales Enablement 182

Sales Enablement Opportunity Sales Company 182

Steven Rosen

MARCH 29, 2016

Sales Management Training. The Key to Building a World-Class Sales Organization. I recently had a meeting with a dynamic VP of Sales. Lisa just took on a new role with a high growth technology company. She came from a mature industry and is now competing at a much quicker pace. Lisa shared her vision of building a world-class sales organization and asked me where she should start.

Hiring 166

Hiring Coaching Case Study Training 166

DiscoverOrg Sales

MARCH 17, 2016

If you work for an IT staffing firm, put yourself, for just a moment, in the shoes of your target clients. You have staffing needs, and you needed the talent yesterday — before your competitors snapped them up in the high demand market that dominates the tech scene. The job ads you’ve put out there draw in hundreds of unsolicited calls from staffing firms and recruiters, all with the same sales pitch, quotas, and fees.

Vendor 160

Vendor Decision Maker Hiring Discount 160

The Pipeline

MARCH 21, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . Over and over different sales people tell a success story that starts with them saying “I got lucky the other day, I called this guy, and he is ready to move forward.” Or “I’ve been calling this guy every few months for the last couple of years, and I finally got a meeting with him.” While luck may have played a small role in it, especially the first scenario, the fact remains that even luck has to be met half way.

Cold Calling 163

Cold Calling Decision Maker Campaigns Sales Qualified Lead 163

Speaker: Brendan Sweeney, VP of Sales at Allego

Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.

Hiring

No More Cold Calling

MARCH 10, 2016

Do your salesmen and women sound more like teenagers than professionals? Can your sales reps put a sentence together? The words salespeople use define them in the eyes of customers, just as their voices and demeanor do. But in the digital world, strong communication is becoming a lost art. People have become accustomed to typing and texting in shorthand, and we spend less time actually talking to people.

Sales Management 193

Sales Management Cold Calling Fashion Call-back 193

MTD Sales Training

MARCH 9, 2016

Dr W. Edwards Deming was an American engineer, statistician, professor, author, lecturer, and management consultant – an all-round clever guy. He is regarded as having had more impact on. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Engineering 189

Engineering Sales 189

Sales and Marketing Management

MARCH 7, 2016

Issue Date: 2016-03-07. Author: Giles House. Teaser: A 2015 study by CallidusCloud showed that only 11.5 percent of sales and marketing pros said their forecasting was very accurate. Almost half the respondents said that a forecast accuracy below 80 percent was acceptable. It’s easier than you think to improve your forecast accuracy, here are four ideas for a more accurate 2016: A 2015 study by CallidusCloud showed that only 11.5 percent of sales and marketing pros said their forecasting w

Forecasting 176

Forecasting Strategy Study Sales 176

Understanding the Sales Force

MARCH 28, 2016

I just finished reading Ted Kopel's new book, Lights Out: A Cyber Attack, A Nation Unprepared, Surviving the Aftermath. The book was incredibly well researched and written, but more than that, it scared the crap out of me! While Kopel asked and thoroughly answered all the questions, it left me with a few questions that I just couldn't answer, and that created a sense of urgency in me.

Research 160

Research Leads Marketing Qualified Lead Sales 160

Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions

Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!

Call Monitoring

The Sales Hunter

MARCH 22, 2016

All of us experience stress to one degree or another. We’ve all heard where some stress can be good for you, because it keeps you focused. But at the same time, we all know what can happen when we’re too stressed. Here are 5 Things you can do to help minimize stress and allow […].

Sales 158

Sales Selling Skills Motivation 158

The Pipeline

MARCH 17, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . In the past I have posted about the attitude sales people have towards prospecting, some see it as a necessary evil and unpleasant part of their job, something they have to “tolerate” early in their career, until they build up a sufficient base to live off. How many times have you heard a rep with tenure say they “have earned the right not prospect”, or the less honest version “put me in front of the right guy and I’ll close them.

Prospecting 163

Prospecting Up-Sell Objections Course 163

Score More Sales

MARCH 28, 2016

It might be nice to put a fancy label around why your Q1 sales did not top the charts as you had planned, and it is true that an affliction called Cognitive Distortions may be partially to blame. But before I give you some wording for what you’ll tell your boss at your next pipeline review, know that this is just ONE aspect of your ability to succeed in professional selling.

Pipeline 151

Pipeline Up-Sell Sales Sales Process 151

MTD Sales Training

MARCH 14, 2016

One of the keys to being successful at sales is the ability to understand who in the buyer’s organisation needs to be convinced you have the best product or service that will enhance their future. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 157

Sales 157

Speaker: David Nisbet, Everett Zufelt, and Michaela Weber

Once upon a time, in the vast realm of online commerce, there lived a humble checkout button overlooked by many. Yet, within its humble click lay the power to transform a mere visitor into a loyal customer. 🧐 💡 Getting checkout right can mark the difference between a successful sale and an abandoned cart, yet many businesses fail to make payments a part of their commerce strategy even when it has a direct impact on revenue.

Sales

Sales and Marketing Management

MARCH 10, 2016

Issue Date: 2016-01-01. Author: Oscar Macia. Teaser: The emergence of truly mobile CRM solutions makes reporting while on the road easier. The emergence of truly mobile CRM solutions makes reporting while on the road easier.

Field Sales 168

Field Sales Report CRM Sales 168

Understanding the Sales Force

MARCH 30, 2016

It's a catch-22 that I find myself in all of the time. In this business, I can't ever be better at training, coaching, evaluating, consulting, and general sales expertise than I am when actually selling. If I am less expert at selling I will lack credibility. I become one of those people who, if they can't do it, teach it. On the other hand, I can't be better at selling than at providing expertise because it is often very threatening to potential clients, they fear being sold something - especia

Prospecting 156

Prospecting Coaching Meeting Training 156

The Sales Hunter

MARCH 15, 2016

It’s not your boss’s job to motivate you. In fact, it’s not anyone else’s duty to motivate you. The only person who can really motivate you is you. You can listen to someone else, and yes, they may motivate you for a moment, but ultimately it is only because you choose to act upon what they […].

Motivation 154

Motivation ACT Sales 154