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Here’s how to actually win with referral sales strategies. More than 90 percent of salespeople convert at least half of their prospects to clients when they get referrals. And another 60 percent report a conversion rate of more than 70 percent. These stats are from a recent webinar I conducted— “ Turn Cold to Gold.” I asked the same question in a different webinar, and 80 percent reported turning at least half of all prospects into clients when they get referrals.
Many sales people between sales meetings or between calls are blinkered to the sales opportunities around them. They take too much time to reflect on previous meetings, and some sales people will. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
At DiscoverOrg, we’re a bunch of self-proclaimed gluttons for learning. That’s why a while back, we presented our top five books and blogs for inside sales folks. While we love a good page-turner, we know that salespeople are busy. The work is demanding and there’s nothing more satisfying than going home at the end of the day to relax with the fam. Squeezing business books into that time is tough.
The Pipeline Guest Post – Megan Totka. Marketing, advertising, and finding innovative ways to promote your business are all part of a strategy to acquire new customers. If you don’t market, you probably won’t gain much more business – and new customers and more sales are something every business needs. In a traditional sense, there are lots of ways to advertise your business, and you probably feel like you are doing all of these regularly.
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
I recently received this message in my LinkedIn mailbox (the names have been changed to protect the guilty): Eric Miller Junior Sales at Tuttle and Hobart Integrated Supply Howdy! I was checking out your linkedin profile and was impressed. I would love to network with you. Do you think your company could use a promotional [.].
I recently received this message in my LinkedIn mailbox (the names have been changed to protect the guilty): Eric Miller Junior Sales at Tuttle and Hobart Integrated Supply Howdy! I was checking out your linkedin profile and was impressed. I would love to network with you. Do you think your company could use a promotional [.].
Neglect referral plans at your own risk. “ Mind the gap ” is a famous phrase in London. It alerts travelers to the potentially dangerous space between the platform and train on the London underground system. This gap occurs on curved platforms. There’s a gap at the end car on inside curves, and a gap in the middle car on outside curves. When crafting your B2B sales strategies, think of the sales process as a curve.
Many salespeople have left their personal and career development up to their company, and that’s not a good thing. Your company and boss are up to their ears in working on the urgent stuff, the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Issue Date: 2016-09-13. Author: Mike Scher. Teaser: It takes an average of nine calls to reach a cold prospect for the first time. Many salespeople don't have that type of persistence. Here are four tips to secure an initial conversation and stop leaving new business on the table. It takes an average of nine calls to reach a cold prospect for the first time.
By Tibor Shanto – tibor.shanto@sellbetter.ca . While it may not always seem that way, sales is not that complicated, notwithstanding what pundits and also rans will tell you. That’s not to say it is easy to execute, and we all know that success in sales is all about execution, everything else is just talk, but in terms of complexity, not that much.
Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.
The pressure on B2B CMOs is heating up. Research shows CEOs are beginning to turn their attention on marketing strategy. Is this good news for you? For world-class CMOs with stellar marketing strategies, this is fantastic news. These executives salivate at the prospect.
The Buyer Journey is front and center again. Dan McDade posted the second in his 3-part series on Lies and Myths and part 2 is about the Buyer Journey. 8 Sales Experts weighed in with their thoughts about the Buyer Journey and you can read those here. Don't miss Mike Weinberg's comment - I love it! It's pretty clear where the sales experts stand, so where is all of the Buyer Journey data coming from if not the sales experts?
You can’t make a living off future promises. It’s tough to shut up. We’re salespeople. We get paid to talk up our solutions. But we must also sell them. We’ve all made this prospecting mistake: The customer told us her challenges. She described in wrenching detail what consistently goes wrong and how these problems are affecting her business.
While buying something new can be exciting, it can also be scary. And as salespeople, we can get so caught up in the excitement part, we forget just how scared our prospects can be. And that’s dangerous for us. Because if a prospect is too scared, they won’t buy. What exactly are buyers afraid of? [.].
Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.
Who are you listening to? This is a vital question if you want to understand how to build tremendous sales motivation in your day. I challenge you this week to start ignoring the negative voices. Too many salespeople allow the negativity of people around them to take a toll on their level of achievement and […].
By Tibor Shanto – tibor.shanto@sellbetter.ca . There is no doubt that we have more tools to choose from in sales than ever. Making things more interesting are the number of tools and apps available to buyers, and the direct impact that has had on sellers and their craft. One can argue that the gains available to buyers have more than negated any advantages sellers gained with their adoption of technologies, leaving sellers no further ahead.
The timing on these two events could not have been more perfect! Both occurred last week and I wanted to share them with you today. First came Dan McDade's article - the first of three parts - on whether cold calling is dead. He asked a number of sales experts to weight in and articulate whether it is truth or a lie. It was very well done and you'll want to read it.
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.
Sales development is now the need-to-know skill set for growth and enterprise companies. Teams focused in this area are tasked with the front-line communication required to open the eyes of prospects to the pain-point solving their product offers. Moreover, 72% of SDR teams are moving to an account-based approach of targeting prospects. Success depends on their ability to communicate effectively with a variety of decision makers.
Issue Date: 2016-09-26. Author: Dave R. Taylor. Teaser: In the movie “The Martian,” Matt Damon’s character, Mark Watney, has extremely limited resources and one slip could be the difference between survival and failure. The same is true of many channel partners who teeter on the very edge of business survival. Here are six lessons from "The Martian" that can help vendors recast their thinking on the dire straits many partners face, and how vendors can help make them m
You’ll have heard of the ‘elevator speech’, that first few seconds’ introduction that can make or break a conversation you have with a prospective client. It’s called the elevator speech because it. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
By Tibor Shanto – tibor.shanto@sellbetter.ca . We have all heard the expression that people make decisions based on emotion, then spend time rationalizing the decision. This interplay between our primal instinct and our later developed intellect, impacts sales success in other key ways. Our beliefs on a primal level have greater influence than we often realize, and despite our intellect and education, our beliefs will either limit us, or empower us beyond what many give them credit for.
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.
Sales is service and service is sales. So if you want more sales, you need to be providing more than just good service. You need to provide exceptional service. What does that mean, exactly? Listen to my appearance on Breakthrough Radio with Michele Price. In this 8-minute segment, I share five elements of extraordinary service. [.].
When you prospect with integrity, you will get customers who have integrity. Think about what the previous sentence means. Integrity is an asset that is undervalued and underappreciated in today’s business world, yet it means more than ever. Today there are too many people using stupid tactics to prospect that lack integrity. I certainly realize integrity […].
Issue Date: 2016-09-01. Author: Joanne Black. Teaser: Just because someone agrees to connect on social media does not make that person a qualified sales lead. Just because someone agrees to connect on social media does not make that person a qualified sales lead.
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.
I was talking to a sales manager recently, who was concerned about one of his salespeople. This person was suffering from a negative mind-set, where if he didn’t sell or at least get the appointments. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
By Tibor Shanto – tibor.shanto@sellbetter.ca . There are many things that influence a sales cycle, some within our control, others not. Often we spend too much time, energy and emotion worrying about the things we can’t control, while deliberately ignoring and not attending to things we can control, and would make a difference if we did. Some elements or factors are not that back and white, while we may not control them, we can ride and leverage them to help us succeed.
Any sales leader’s success is dependent on two things. The first is strategy and the second is execution. Ensure that you have the right sales strategy by aligning your sales resources correctly. . Do you have the Right Rep in the Right Territory? It.
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