How to Stop Targeting the Wrong Accounts
SBI Growth
NOVEMBER 12, 2016
November, 2016
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The Easiest Person To Lie To Is Yourself
The Pipeline
NOVEMBER 7, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . I hear a lot of talk in sales about lying, not so much about how they may lie to win business, but in broader terms. We have all heard the use of “buyers are liars”, or its popular cousin “sellers are liars”. While there are probably liars in both camps, undoubtedly in the same proportion and distribution as in the general population, and likely less among successful sales people.
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Your Technical Experts Rock at Lead Generation … Really
No More Cold Calling
NOVEMBER 10, 2016
Don’t hide your B2B marketing talent. Credibility and trust—hard for salespeople to earn, but a slam-dunk for technical experts. Many companies only bring out their technicians to do demos. Big mistake. They can also be great for lead generation. According to the Edelman Trust Barometer, technical and academic experts and analysts in your company are more trusted than your CEO.
Discover Which Ego Is Costing You Business, Relationships and Results?
Bernadette McClelland
NOVEMBER 21, 2016
‘The reason most salespeople don’t last here’, he said, ‘is because they can’t, or won’t, ask for help’. I get it! And I agree with the sales leader that uttered those words because I have been guilty of not asking for help because of the meaning I put on it… ‘they will think I don’t know what I’m doing’ which would equate to ‘I am not good enough to be in this role’ I also am witness to that behaviour when I begin to work with sales teams or sales
The Trends You Need to Succeed This Holiday Season
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October Prime Day is usually an early sign of how consumer spending trends ahead of the holidays. This one was no exception. Our October Prime Day Report breaks down what’s working: the products flying off the shelves, the categories winning big, big brands, and the search terms defining demand. All brought to you via Similarweb’s Shopper Intelligence platform.
Six Things to Stop Doing to Boost Your Sales
The Sales Heretic
NOVEMBER 9, 2016
A lot of sales advice focuses on things you should be doing. But equally important to know are the things you shouldn’t be doing. Like what, you ask? Listen to my appearance on Breakthrough Radio with Michele Price. In this segment, I share six specific things you’re doing that are sabotaging your sales efforts. Cut [.].
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Prospects Object Less To What They Want
The Pipeline
NOVEMBER 10, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . In the past I, have highlighted how many sellers are limiting if not sabotaging their opportunities while telephone prospecting. The main reason for that is that they are approaching things from a deficit, they are casting a small and porous net, one that only captures a small set of buyers, those with a defined need.
How Prospecting is Like Online Dating: 5 Mistakes Online Daters Can Teach Salespeople
DiscoverOrg Sales
NOVEMBER 4, 2016
Love it or hate it, the fact is that research shows a massive 15% of American adults have tried their hand at online dating. But that doesn’t mean everyone in that group is doing it well. Some of the mistakes they make are cringe-worthy if not downright horror stories. On the plus side, they offer us some valuable lessons – and not just about dating.
10 Rules You Need to Follow if You Email a Prospect
The Sales Hunter
NOVEMBER 8, 2016
A few weeks ago, I shared 10 mistakes you can’t afford to make if you use email to prospect, so it’s only right I share with you 10 things you need to do. These are from my new book, High-Profit Prospecting, which people are raving about and I believe you will too when you read […].
AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
Top 3 Reasons Why Sales Training Doesn't Change Your Salespeople
Understanding the Sales Force
NOVEMBER 17, 2016
I get asked this question a lot: "We've tried sales training before and it didn't really change anything. Why didn't it work?". It's a common frustration and often explains why companies try it once and don't go back, or why they use a different company every year. There are three powerful reasons why sales training won't work, and what you can do that will make it work everytime.
6 Quick Steps On Expanding Your Industry Knowledge & Awareness
MTD Sales Training
NOVEMBER 3, 2016
How long have you worked in your industry? That’s your history, and for many people it’s all their history. In other words, they have just one or two perspectives on the world of work and business. I. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Scripting Prospecting Success
The Pipeline
NOVEMBER 17, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . There are a lot of things sellers say in the course of telephone prospecting. But given the nature of the call, the reality that we need to get to engagement from an interruption in a relatively short time, it is important to think about what you’re going to say and why. One way is to actually use a script, yes, script, maybe it would help if we called it a plan you can follow to ensure success in an endeavourer, in this case engaging with a pot
Buyer’s Guide: 5 Tough Questions To Ask a Salesforce Managed Services Provider
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This guide is for leaders who recognize the importance of Salesforce but would rather trust a team of external experts to do the heavy lifting. Choosing the right managed services provider is a significant decision that impacts your business's efficiency and success. In this 10-minute read, you'll find 5 essential questions to ask any potential provider.
3 Referral Selling Skills All B2B Sales Reps Should Practice
No More Cold Calling
NOVEMBER 3, 2016
Ensure your sales team makes time to practice these critical prospecting strategies. Building professional skills takes practice— deliberate practice. But adults resist practice. We get paid to do our jobs correctly the first time. Practice is on our own time. And who has extra time just floating around? Children practice all the time, without fear.
Executive Sales Leader Briefing: Sales Leadership Begins with Respect
The Sales Hunter
NOVEMBER 11, 2016
This week all of us had a front-row seat watching leadership unfold in the US Presidential election. Through it all, I’m reminded of an old saying: “Humility in success, dignity in defeat.” As leaders we’re challenged to show respect to others in good times and bad, whether we’re on the winning or losing side. The best […].
Putting the Human Back in Sales Conversations
DiscoverOrg Sales
NOVEMBER 9, 2016
This is second installment detailing DiscoverOrg’s TiLT Sales Development Challenge and it’s 10 core learning modules. Read the first one here. Are you leaving money on the table by not empowering your sales development teams with the ability to connect with prospects? Modern sales teams are now more data-driven than ever before. Access to high-quality contact data, market trends, and emerging predictive analytics tools allow for rapid segmentation of high-quality accounts and prospects.
How to Prospect Profitably
The Sales Heretic
NOVEMBER 22, 2016
If you want more sales, odds are you need more prospects. But there’s more to prospecting than just raw numbers. And that trips up a lot of salespeople. “Prospecting is not a complex process,” asserts Mark Hunter in the first chapter of his new book, High-Profit Prospecting. “It’s simply finding people who can and will [.].
Beyond the Basics: How to Develop and Retain a Top-Performing Sales Team
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.
There Are No Rules In Sales
The Pipeline
NOVEMBER 21, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . It’s hard not to laugh sometimes when I hear sales people say something like “Well, it’s supposed to go like this…”, or “I was told to do it that way, cause when we do that the prospects do…” But instead I am empathetic to their plight and innocence. Empathetic, because some manager or pundit told them that if they took a specific step or action, the prospect would react in some specific way.
Why Cold Calling and Stupid Prospecting Don’t Work
No More Cold Calling
NOVEMBER 17, 2016
Are your sales reps missing this crucial step in the sales process? Bluebirds are great, aren’t they? A prospect is ready to buy and reaches out to your sales reps, who close the deal with little effort. It’s a lucky break, a win/win. But it’s not a reliable lead generation strategy, because your sales reps didn’t initiate prospecting. Too many sales organizations now rely on incoming requests and outgoing emails to grab prospects’ attention.
How to Change a Crappy Sales Compensation Plan to a Better One
Understanding the Sales Force
NOVEMBER 3, 2016
Image Copyright 123RF Stock Photo. Nearly every company gets to the point where they must realign territories, accounts or roles. While doing that is always challenging, perhaps the biggest issue is how salespeople will respond to the impact this change has on their total compensation. That problem is the biggest reason why it is so important to create an effective compensation plan.
How to Optimize Call Monitoring: Automate QA and Elevate Customer Experience
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!
Maslow’s Hierarchy for SDR Teams
DiscoverOrg Sales
NOVEMBER 29, 2016
In the last year, DiscoverOrg scaled our SDR team from 5 reps to over 20. As a result, I’ve spent most of the last year thinking about how to accomplish that (and do it well), how to keep those reps fed with leads, how to keep them motivated, and how to optimize their process and results. Here’s what I learned along the way. While building our SDR team, I thought about Maslow’s Hierarchy of Needs.
True Story: What Every Salesperson Ought To Know Before Writing Content
Bernadette McClelland
NOVEMBER 23, 2016
Much has been written about salespeople, especially those who are employees, speaking up, writing and curating on social channels such as LinkedIn. Speaking up in the sense of using their voice, sharing their thoughts, telling us their experiences, voicing their opinions or debating their point. Yet so many don’t. We ask why? as well as why not?
The Anatomy of a B2B Content Marketing Team
SBI Growth
NOVEMBER 3, 2016
Today’s topic is content strategy and planning. Joining us is Steve Keifer, the Vice President of Marketing at LeaseAccelerator, a fast-growth SaaS company in the corporate FinTech space. LeaseAccelerator helps companies track and manage equipment leases through an enterprise SaaS environment. . Content.
Do Buyers Care?
The Pipeline
NOVEMBER 24, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . Last week I posted a piece on LinkedIn, based on discussions at CEB’s Sales & Marketing Thought Leader Roundtable this past August, titled “Why Do We Need Sales?” , Exploring the relationship between marketing and sales, and how it needs to evolve and change with relation to the markets they serve.
Secrets of a Successful Sale: Optimizing Your Checkout Process
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.
Use This Opening Sentence In A Cold Email Before You Call A Prospect
MTD Sales Training
NOVEMBER 8, 2016
Cold-calling has gotten a bad rap in many circles lately, mainly because of the fact the interruption caused to the prospect is seen as simply that…an un-called-for intrusion into their working. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales Motivation Video: Reach Back to Go Forward
The Sales Hunter
NOVEMBER 20, 2016
Make it a goal each day this week to reach out to a customer or prospect you haven’t talked with in quite awhile. Yes! Reach back to go forward. Build relationships that will strengthen your sales momentum as we near the end of the year and head into 2017. Check out the video to see […].
Have the Promises of Inbound Sales Come to Fruition?
Understanding the Sales Force
NOVEMBER 14, 2016
Last week, I spoke at Inbound , where 19,000 people attended this sold-out event in Boston. Ironically, I spoke to a crowd that wanted to learn how to be more effective at engaging prospects by phone and converting those conversations to meetings. Why is it ironic? Well, the promise of the Inbound movement is that cold calling is dead. Salespeople will reap the benefits of inbound leads from prospects who had already expressed interest.
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