SBI Growth
MAY 30, 2017
IPC Systems launched a new brand identity, following its acquisition of Etrali Trading Solutions earlier this year. Our guest today shares the use case for the brand strategy that 1,400 IPC employees will use to convey a single, compelling story.
No More Cold Calling
MAY 25, 2017
In this month’s guest post, Tim Hughes discusses social media offenses and how account-based selling teams can avoid them. You’re hosting a dinner party at your home. You invite some close friends and ask them to bring guests you don’t know, so everyone can forge new relationships and expand their networks. On the night of the party, your first guest arrives with two friends.
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Sales and Marketing Management
MAY 18, 2017
Author: John Bennett, Sales & Business Development Leader with Peak 10 Sales success is about much more than converting prospects to customers. Many of the most important strategic skills that help sales professionals master their craft are ones that help them navigate more nuanced interpersonal situations, rather than convincing someone to buy a product or service.
Steven Rosen
MAY 4, 2017
Sales Leaders’ Guide to Developing an Awesome Sales Management Team. Do you want to develop an awesome sales management team? Sales leaders have several options to achieve and exceed their sales numbers. Your goal is to build a high-performance sales organization that consistently deliver outstanding results. Given limited budgets, you need to figure out how to maximize your ROI?
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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.
Understanding the Sales Force
MAY 19, 2017
Image Copyright ColorCarnival. We just completed a two-day Sales Leadership Intensive and that's always a great experience for the sales leaders who attend. The focus is on coaching salespeople for impact and everyone learns what it takes to become so effective at coaching salespeople that they ask for more. It's been a long time since I have written an article that mentioned our son, the baseball player.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
MAY 27, 2017
I’m excited to introduce a Chief Executive Officer who knows how to direct his sales force to the highest opportunity revenue sources. Executive leaders of every function should prepare to take notes from today’s guest who will share how to.
DiscoverOrg Sales
MAY 24, 2017
When DiscoverOrg hosted a Meet-Up event, “Overcoming Roadblocks When Selling Enterprise IT,” we expected insights into how successful sales people identify and access key decision makers at targeted accounts. What we didn’t expect were all the insights on how NOT to sell to CIOs. If you are already working from DiscoverOrg’s powerful organizational charts and company profiles, you have the names and contact information of the CIOs and their direct reports.
The Sales Hunter
MAY 23, 2017
1. Don’t start what you can’t finish. This is the first rule of prospecting. Too many people think if all they do is send out a bunch of emails or make a bunch of phone calls, prospects will suddenly appear. Key is to never put more into your pipeline than you support with the right […].
Steven Rosen
MAY 10, 2017
6 FREE Sales Management Training Webinars . The #1 driver of performance in sales organizations are front-line sales managers. Most CSO’s would agree with this, but they are not sure what to do about it. The STAR Sales Management Development Survey found that only 50% of sales managers were receiving on-going training and development in core skills.
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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.
Understanding the Sales Force
MAY 1, 2017
Image Copyright Cybrain. It didn't take very long for this to happen. When Objective Management Group (OMG) announced that it was making its findings data available to the public, we knew that it wouldn't take long for someone with a flair for analytics to dig in and come up with something cool. Last week, John Cousineau, creator of Abicus, got me on a video conference and shared what he came up with.
The Pipeline
MAY 15, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca . All too many people confuse activity or action with productivity or results. Think of how many times the best thing you can say about a movie or a game is that it was “action filled”. In sales, many often confuse activity with moving the sale forward or execution, bringing to mind the saying about the deck chairs on the Titanic.
SBI Growth
MAY 25, 2017
Joining us for today’s show is Biju Baby, a sales operations leader who knows how to support phenomenal revenue growth. His company has seen an outstanding 54 quarters of sequential revenue growth and Biju has been an instrumental part of the.
The Sales Heretic
MAY 31, 2017
Networking is a powerful sales and marketing tool. But like any tool, using it improperly or inappropriately can lead to disaster. Here are seventeen things—all of which I’ve actually observed people doing—that you definitely don’t want to do at your next networking event. 1. Dress inappropriately 2. Show up late 3. Talk about yourself constantly [.].
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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.
No More Cold Calling
MAY 18, 2017
Want to land and expand? Stop trying to get around the gatekeeper. If account-based sales reps want to reach C-suite prospects, the secret is calling at night or on weekends, when their gatekeepers are off duty. Seriously?! This is just the latest stupid advice I’ve read about how to bypass the gatekeeper and get decision-makers on the phone. “Expert” tips like this send me out the door screaming.
Score More Sales
MAY 12, 2017
Are you getting regular referral business as a seller? I shared this story below about how I referred a hair stylist to a friend of mine and how that single referral gave her loyal clients for many years in addition to personal relationships that would be considered priceless.
Understanding the Sales Force
MAY 23, 2017
Cold calling is dead. Not. Cold calling doesn't work. Untrue. Cold calling is a waste of time. True if you suck at it. False if you're good at it. Back in the 20th century, when I first started cold calling, I hated it so much that I vowed to become so good at it that I could reach my new appointment goal in an hour instead of the 6 hours it was taking each day.
The Pipeline
MAY 11, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca . You know it’s getting bad when the pundits are spending more time picking at each other, than dispensing advice to the masses who clearly yearn for knowledge and means to achieve quota. Pundits are no different than other vendors or providers, they want to sell their services, I know I do, to that they need to find an audience, that’s what I am doing right here.
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.
SBI Growth
MAY 28, 2017
Recruiting sales personnel is a never-ending HR and Sales task. SHRM.org studies show a shortage of skilled workers to be a continual hot trend. This is compounded with a retiring Baby Boomer generation and global talent competition. You can’t afford.
DiscoverOrg Sales
MAY 15, 2017
I’d confidently say that most CEOs and Boards would be happy if they could point to these results consistently at quarterly board meetings: – Better financial performance. – Higher return on sales. – Higher return on equity. – Higher operating results. – Lower corporate fraud. – Increased collective intelligence. – Increased innovation. – Reduced conflict.
The Sales Heretic
MAY 10, 2017
Stories are extremely powerful. Not only can they can be informative and persuasive, they can also be engaging, entertaining, and memorable. That is, if they’re told well. A poorly told story can lose the audience, and even lose the sale. So how can you improve your storytelling prowess? 1. Collect Your Stories In Advance The [.].
Score More Sales
MAY 1, 2017
I saw a question this week in a sales community on LinkedIn. A member was looking for a referral for sales management training. What struck me hard was that he said he’d reached out to four companies who offer sales management training services. Three days had gone by, and only one of the companies had reached out to him.
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!
No More Cold Calling
MAY 4, 2017
Avoid this digital danger zone! As comedic director Woody Allen once said, 80 percent of success is showing up. Some readers might not know who Woody Allen is, and that’s OK. Just trust me: He was absolutely right on this point. Showing up matters, especially for account-based sales pros—whether it’s showing up in the right place at the right time, showing up to learn, or just showing up to connect.
The Pipeline
MAY 8, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca . It’s interesting to see how different sales people and organisations deal with lost deals. In light of the fact that most sales people including me, have an initial engagement to close ratio of less than 50%, meaning we lose more than we win, you’d think there would be more of a focus on understanding the reason for the outcomes of our opportunities.
SBI Growth
MAY 11, 2017
Joining us for today’s show is Steve Blum, an executive sales leader who knows how to Make the Number with channel partners. I’ve known Steve for a long time and he’s always been on the leading edge of channel management.
The Sales Hunter
MAY 3, 2017
The number of people who are out there offering solutions via email to help you sell without ever having to pick up a phone or face rejection is driving me nuts. The only thing these people are doing is fleecing scared salespeople. They’re taking their money by selling them a dream that goes “poof”shortly […].
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.
The Sales Heretic
MAY 24, 2017
May is International Business Image Improvement Month. In honor of that, I thought I’d tweet out an article on the subject. But when I did a search for “how to improve your business image,” all the articles I found contained such hackneyed advice as, “Be active on social media,” “Update your website,” “Launch an ad [.].
Sales and Marketing Management
MAY 23, 2017
Author: Ellen Barton, Marketing Programs Manager at InsideView Social selling can be a powerful means of reaching out to prospects and building brand loyalty, but pulling off social selling success isn't as simple as jumping on a social network and posting about brand products and offers. To effectively jump-start social selling, key stakeholders and sales staff will need to do more than just be present online.
Score More Sales
MAY 22, 2017
One of the BEST ways to communicate with others is to be able to think on your feet. It’s called extemporaneous speaking. Yea, I know – big word. It is the ability to respond “in the moment” often without preparation to a buyer when they throw you a curve as they reply to you in a normal conversation.
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