No More Cold Calling
APRIL 21, 2016
Who should you ask for referrals to drive lead generation? “You can ask for referrals from anyone you meet, and it’s often easier to get referrals from new contacts than from existing clients.” Never! That’s just some of the nonsense that’s bandied about by people who think they know how referrals work. And they’re dead wrong.
Bernadette McClelland
APRIL 23, 2016
Hang on, am I supposed to be this super successful, sales guru/expert/ authority who knows what she wants in the world, is a beacon of hope for salespeople and sales leaders and puts on a mask to show that she has it all covered? I might have toyed with the idea a long time ago, but soon realised it was going to be exhausting and serve no one, especially me.
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Sales and Marketing Management
APRIL 6, 2016
Issue Date: 2016-03-01. Author: Paul Nolan. Teaser: Women possess many innate skills that are a good fit for today's B2B sales environment, and studies show as a group they outperform their male counterparts in a number of important metrics. But many companies are lagging in putting women in sales leadership roles. We take a look at how women are making a statement in B2B sales and what more companies should be doing to diversify and strengthen their sales teams.
Steven Rosen
APRIL 21, 2016
The art of influencing people and getting them to understand and agree with your way of thinking can be a powerful tool in business. But to become a true influence on people, you need first to create a special connection with them – a deep level of rapport. Once you build this, it’s easy to ask them to work with you on any issue – no convincing required.
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Understanding the Sales Force
APRIL 13, 2016
I am often asked to explain what we look for when we evaluate Sales Managers. At this point, most experts agree that a good Sales Manager will spend half of their time coaching up the salespeople. Recently, I was asked to share some statistics about sales management coaching - the percentage of sales coaching skills that most Sales Managers have and the amount of time they spend.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
No More Cold Calling
APRIL 26, 2016
Top Sales World CEO Jonathan Farrington discusses lead generation and other sales challenges in this month’s guest post. “Generating qualified leads is the biggest challenge for my sales team.” That’s what I hear from every sales leader. Ineffective lead generation tactics are a huge blot on sales productivity and revenue. But simply filling the pipeline with contacts isn’t enough to correct the problem.
Bernadette McClelland
APRIL 23, 2016
I’m 36,000 feet in the air as I write this and have just come off the back of a two day program on how to ‘ Think Like a Customer’. It’s a Friday night, I’m tired and just want to kick back for a couple of hours and unwind with a glass of wine and read. Instead, I’m writing this article because of what I have just experienced for the first time on a Virgin plane, but sadly have seen the pattern on so many occasions elsewhere.
Sales and Marketing Management
APRIL 21, 2016
Issue Date: 2016-03-01. Author: Stu Heinecke. Teaser: Once you know the key influencers at your prospect companies, it's important to execute a strategy that will allow you to turn a dialogue into a into a relationship and a relationship into deals and referrals. Once you know the key influencers at your prospect companies, it's important to execute a strategy that will allow you to turn a dialogue into a into a relationship and a relationship into deals and referrals.
DiscoverOrg Sales
APRIL 29, 2016
Yes, I am aware a lot of you have spent dozens of dollars – maybe even hundreds – on sales books that intricately detail the savvy art of sales & persuasion. Honestly, they will only take you so far if you haven’t actually spent time talking with real-live prospects. Sure, a book can explain to you how to appropriately organize your day, or outline a strategy you can put to use , but it can’t help you develop the character – or grit – necessary to persevere through th
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Understanding the Sales Force
APRIL 11, 2016
I know. Everyone loves you. You are just so likable that it's inconceivable that you could be disliked. As usual, I see things a bit differently and I'll prove that there is someone that not only dislikes you, but might even hate you. For example, my company, Objective Management Group (OMG) , is universally hated by an entire vertical! I'll share that with you but first, I must ask you a question.
The Pipeline
APRIL 11, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . Thus far in this series we have looked at two prospects segments that are popular among sellers, mostly because they are likely the easier of the three. While most sales people spend 80% of their time and effort pursuing these groups, combined they only make up at most 30% of any given market. The Actively Looking , about 10%, and the Passively Looking , another 20%.
No More Cold Calling
APRIL 7, 2016
Don’t miss your chance to cash in on my No More Cold Calling book anniversary! One week from today—April 14, 2016—marks the 10-year anniversary of my first book, No More Cold Calling ™. Yes, April 14, 2006 was the official publication date. The book’s subtitle, “The Breakthrough System That Will Leave Your Competition in the Dust,” says it all. Actually, it should have read “The Breakthrough Referral System That Will Leave Your Competition in the Dust,” but I didn’t catch the o
The Sales Hunter
APRIL 26, 2016
What makes you different from your competitor? Why should a potential customer give you the time of day when they already have too much on their plate? There’s a reason why customers don’t see value in salespeople, because to be quite blunt, most salespeople don’t bring value. To many customers, there’s zero difference between […].
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Sales and Marketing Management
APRIL 4, 2016
Issue Date: 2016-04-04. Author: Frank Visgatis, President/COO of CustomerCentric Selling. Teaser: Most executives will share their business goals or problems with salespeople that they believe are trustworthy. It is a watershed event when goals are shared and once it occurs the buyer starts to realize there is potential value if a seller’s offering can address their needs.
Sales 2.0
APRIL 21, 2016
I read about an interesting new sales book today, Beyond The Sales Process. One of the authors, Dave Stein , is well known to me and has a long reputation of putting together quality sales content and research. These two points from an interview with Dave and his coauthor, Steve Andersen, hit me between the eyes. I totally agree with these points and I think it’s something we’re starting to lose sight of today–dare I say it driven by Sales 2.0 type thinking!
Understanding the Sales Force
APRIL 25, 2016
Two experiences this weekend support something I have been teaching for more than 30 years. Saturday, I walked up to the deli counter and asked the young woman for a quarter pound of imported provalone. She responded, "We don't have impourded, but we have some from Italy." I said that would be fine. Then she grumbled to a co-worker that this guy wanted "impourded" provolone and he explained that the Italian provolone was imported.
The Pipeline
APRIL 14, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . No one likes objections, the number one reason for sales people hating cold calling is the cold reality of the objections. I get it, but when you think about it there are probably five common objections you will face in telephone prospecting. About 80% of the time, 80% people we are calling will go to one of these five objections.
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.
Jeffrey Gitomer
APRIL 13, 2016
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The Sales Hunter
APRIL 12, 2016
Few things can take up as much time as spending time with a prospect that turns out to not be a prospect. Every time I speak, someone comes up to me afterward and shares with me their frustration with qualifying a prospect. Problem is we don’t realize it’s a problem until after we’ve encountered […].
Sales and Marketing Management
APRIL 10, 2016
Issue Date: 2016-04-11. Author: Baker Nanduru, CEO Delighterr. Teaser: When companies connect with customers through emotion, they reap huge returns. And those returns don’t just come from purchases; when companies manage to make an emotional connection, they usually see an increase in customer loyalty, overall customer spend, and referrals. We suggest some basic guidelines that sales and marketing professionals can use to begin doing just that.
DiscoverOrg Sales
APRIL 11, 2016
There’s a famous quote from that seminal 1992 movie about sales, Glengarry Glen Ross , in which Jack Lemmon’s character, Shelley, contemptuously dismisses the contact data he’s been given: “The leads are weak!” The movie also coined the unforgettable phrase: “Coffee is for closers!”. I wouldn’t necessarily recommend the movie to those just starting out in sales – it’s not exactly a flattering portrayal of the profession.
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!
Understanding the Sales Force
APRIL 21, 2016
My family lives west of Boston where it is not uncommon for us to see lots of squirrels, chipmunks and rabbits, the family of foxes that live on our property, deer, and on most nights, we hear coyotes. We usually hear them in the early morning hours, and always thought they were celebrating a kill. Recently, I did some research and learned that this is how coyotes greet each other when they are assembling before going out to hunt - before the kill!
The Pipeline
APRIL 4, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . As we start a new quarter, it makes sense to step back a second and think about how you are prospecting f. Few aspects of sales are one size fits all, which makes it a challenge for those who are looking for that one secret to success in sales. Buyers fall into different groups, and how you sell to each needs to reflect that, this does not mean you have to reinvent your sale for each buyer, groups or segments based on their attributes.
Steven Rosen
APRIL 21, 2016
The art of influencing people and getting them to understand and agree with your way of thinking can be a powerful tool in business. But to become a true influence on people, you need first to create a special connection with them – a deep level of rapport. Once you build this, it’s easy to ask them to work with you on any issue – no convincing required.
The Sales Hunter
APRIL 5, 2016
News flash. Social media is nothing more than the telephone. It’s simply a way to make contact — nothing more, nothing else. A few years ago, people were touting the benefits of social media and how the more aggressively you used it with regard to posting content, the more successful you’d be. The argument […].
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 and Marketing Management
APRIL 8, 2016
Issue Date: 2016-04-09. Author: Lou Schachter and Rick Cheatham. Teaser: Leaders, sales managers and professionals have found themselves stuck at a crossroads between the past and the future of selling. By implementing new change management strategies into their unique X→XY→Y selling methodology, Lou Schachter and Rick Cheatham p ropose a new logic for thinking about and executing major sales transformations.
Score More Sales
APRIL 7, 2016
Years ago sales owned the conversation. If you were a buyer you got in line to find someone to help you learn enough about a new product or service on the market so you could make a “sound” decision – especially if it was a business transaction where it is businesses selling to other businesses. Unfortunately, a lot of sellers took advantage of that scenario thus giving selling a bad name.
Understanding the Sales Force
APRIL 18, 2016
I usually get notified when new sales studies are published and I'm asked to link to those reports from my Blog. Last week I was invited to download the 2016 InsideSales.com Business Growth Index Report. I read through it today and while I wasn't terribly surprised by anything, there were a few findings that are quite interesting, showing that some companies aren't making very good decisions, and these decisions could be representative of your company too.
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