Want to Beat Your 2018 Sales Target? Start with this Strategy
SBI Growth
AUGUST 16, 2017
August, 2017
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Is Video the Next Big Thing for Account Based Sales?
No More Cold Calling
AUGUST 17, 2017
Find out how your buyers prefer to learn. We all know that video killed the radio star, but now it’s coming after the written word, too—at least that’s the consensus among many experts. In fact, LinkedIn just released native video capabilities to 500 people. I’m not one of them, and I’m cool with that. I didn’t want video anyway. According to research compiled by LinkedIn: 74 percent of all internet traffic in 2017 will be video. 59 percent of senior executives would rather watch a video than re
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10 Years of Competition: The Story and Future of RainKing and DiscoverOrg
DiscoverOrg Sales
AUGUST 29, 2017
Yesterday, we announced to our employees and customers that DiscoverOrg has acquired RainKing. This blog is more personal than business – it’s the story of how two companies pushed each other to be better, how that competition changed me as a leader, and why I couldn’t be more excited about our future. I remember the first time I heard of RainKing.
Handling the Gatekeeper and Engaging Executives
Sales and Marketing Management
AUGUST 14, 2017
Author: Frank Visgatis, President and Chief Operating Officer, CustomerCentric Selling. Whether making cold or warm calls in trying to find new opportunities, it can be a humbling experience for salespeople. My definition of prospecting is trying to take prospects from latent to active need. Another way to phrase that is to say that: Prospecting is looking for people that aren’t looking.
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.
Are You In Your Own Way?
The Pipeline
AUGUST 28, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca. If you follow my blog you know that I am firmly in the camp that see and approaches sales more as a science executed artfully , rather than free form art like many do. As with most things, success is rarely found in absolutes, it is usually about a norm derived from trial and error, and experiencing success and failure first hand.
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Why Peer-to-Peer Selling Works for Everyone
No More Cold Calling
AUGUST 10, 2017
Don’t let account based selling teams cold call. You know it’s true: All things being equal, we work with friends. All things not being equal, we work with friends. And when we need a specialist, we ask a friend. Account based selling teams find it increasingly challenging to reach their target prospects. No one answers the phone anymore, and buying committees have increased on average from 5.4 to 6.8 members.
Cold Voicemails Work … Just Not How You Expected
DiscoverOrg Sales
AUGUST 31, 2017
How many emails hit your inbox every day? A lot, right? I’m the type of person who likes to keep a fairly clean inbox, but I still find that it can quickly become cluttered, and inevitably something falls through the cracks. But how many emails do you get that are paired up with a voicemail? Probably very few. According to a study conducted by TOPO, a research and advisory firm that identifies patterns that drive revenue growth , a typical organization receives callbacks on exactly 0% of c
Get Clear On Your Vision, Get Clear On Your Sales
Sales and Marketing Management
AUGUST 31, 2017
Author: Hazel Butters Why does your business exist? It may seem an easy enough question, but you’d be surprised by how many marketers and salespeople can’t provide a simple answer. Sadly, when your own salespeople can’t articulate your business vision, it has a direct impact on business success…. Vision is vital. It’s both the motivation behind and the future ahead of your business.
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.
Voice Mail – To Leave or Not To Leave?
The Pipeline
AUGUST 31, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca. Proactive Prospecting Summer – Part 9. I like to hear sales people talk about voice mail, especially the ones who do not leave messages. If you are going to succeed at prospecting, phone will be part of your tool kit. If you’re going to make phone calls, you are going to hit voice mail. You can run from it, like many so-called sales people do, or you can watch the video below, understand why you should leave them, then follow the link in the video
The One Thing You Can Control
The Sales Heretic
AUGUST 1, 2017
I was recently attending an aikido seminar led by world-renowned instructor, Hiroshi Ikeda Sensei. At one point, as most of the class was struggling with a particular technique, Ikeda Sensei uttered some extremely important words. A quick note of explanation: Aikido is a Japanese martial art that focuses on redirecting an attacker’s energy and using [.].
Why Closing is Never a Problem in Account Based Selling
No More Cold Calling
AUGUST 3, 2017
Sales symptoms are prospecting traps. You’d be surprised how often I hear, “My account based selling team can’t close.”. Closing is never the problem. “Never” is a bold statement, but savvy sales leaders will nod their heads in agreement. Closing is the easy part of account based sales development. It’s prospecting that’s hard. Then why do so many account based sales reps overlook critical sales activities that occur earlier in the sale process?
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.
How to Engage Cold Prospects
The Sales Hunter
AUGUST 29, 2017
How many times have you had what you thought was a great prospect go cold on you? We all have, and it’s frustrating to say the least when you’ve spent countless hours working hard to develop the prospect, knowing how much you can help them. You try to follow up time after time, all to […].
Why It’s Time to Rethink the ROI of Your Sales Training
Sales and Marketing Management
AUGUST 24, 2017
Author: David M. Williams Time, Money and Effort. Today’s sales leaders agree on today’s top sales training challenges: it’s too expensive, there’s not enough time, and there’s a lack of engagement. Add to this the fact that when surveyed, the majority of sales leaders question the effectiveness of their current sales training programs. Yet, organizations continue to invest considerable amounts of time, money, and effort toward training their sales teams. .
Be The Play
The Pipeline
AUGUST 7, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca. Being a holiday Monday here in Ontario, thought we’d look at something that can get you to think enough not to distract from the sun and water, yet enough to count. So for that our topic for today is that there two views (often more, but at least two) into every issue. As a seller, be that an individual rep, a specific VP or an entire company, must be full cognizant, understand the other view if they are to succeed.
The Most Important Sales Question You’re Not Asking
The Sales Heretic
AUGUST 23, 2017
If you’re a regular reader of this blog (You are, right? RIGHT?), you know that I’m a big fan of questions. Because if you ask your prospect enough of the right questions, they’ll tell you everything you need to know to make the sale. Yet too many salespeople don’t ask anywhere near enough questions. And [.].
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!
Why CEOs Are Failing Account Based Sales Reps
No More Cold Calling
AUGUST 24, 2017
Are sales managers really at fault? Salespeople used to say “I carried a bag” to prove that we knew selling. We were the feet on the street—literally. You don’t hear that phrase very often anymore, but account based sales reps still carry a bag. They’re expected to land and expand within their named accounts. But it’s their managers who are left holding the bag when reps don’t meet or exceed quota.
How Executives Fail to Understand the Reasons for Poor Sales and Revenue Performance
Understanding the Sales Force
AUGUST 11, 2017
"That wasn't what I expected!". You might say that after reading an awesome book, waiting for months and years in anticipation of the movie version, only to be extremely disappointed when the much hyped film failed to live up to what you remembered feeling when turning the pages. You might also feel let down after leaving a great, but expensive restaurant, but the meal, service or ambiance was quite different from what you had imagined when you heard about the business.
4 Customer Service Trends to Boost your Business
Sales and Marketing Management
AUGUST 20, 2017
Author: Jeff Mowatt When organizations invite me to speak at their conferences or train their team members, we start with trends that are impacting their customer relationships. Here are four customer service trends along with some tips for capitalizing on them to boost your business. 1. Good service is wallpaper. Today's customers are so busy with their multiple demands at home and work, and are so distracted by their mobile devices that they no longer even notice "good" service.
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.
Impact Questions
The Pipeline
AUGUST 17, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca. Proactive Prospecting Summer – Part 7. Questions can be a powerful tool in prospecting, just as in other stages of the sale. In this portion of the Proactive Prospecting Summer , we look at using questions in a different way in prospecting than we would later with an engaged buyer. Take a look, and leave you response in the comment area below.
Why Buyers Buy
Pointclear
AUGUST 29, 2017
Abraham Harold Maslow (April 1, 1908 – June 8, 1970) was an American psychologist who was best known for creating Maslow's hierarchy of needs, a theory of psychological health predicated on fulfilling innate human needs in priority, culminating in self-actualization. In 1943 Maslow stated that people are motivated to achieve certain needs and that some needs take precedence over others.
Successful Strategy Execution
Steven Rosen
AUGUST 11, 2017
Successful Strategy Execution. I was recently interviewed on Influential Entrepreneurs by Mike Saunders, about successful strategy execution. Click on the link to listen to the interview on Business Innovators Radio Network about the Revolutionary Focused Strategy Execution Program. Request a complimentary copy of The Strategy Execution eBook for Successful Strategy Execution .
The Resurgence of Direct Mail as a Growth Marketing Strategy
Speaker: Jeff Tarran, COO, Gunderson Direct & Margaret Pepe, Executive Director of Product Management, U.S. Postal Service
Learn the secrets to direct mail success for growth marketers! Industry veterans Jeff Tarran and Margaret Pepe are here to delve into how direct mail has completely evolved in recent years, and has rightfully earned a seat at the table alongside the email and digital marketing plans of SMBs, enterprise companies, and agencies as they look into strategy for 2024 and beyond.
Follow This Cold Calling Sequence To Get An Appointment
MTD Sales Training
AUGUST 30, 2017
When you call someone for the first time, it can be a bit unnerving to get their voicemail. But it needn’t be, if you prepare effectively. It always surprises me how many salespeople are not prepared for voicemail. These days, buyers are busier than ever, and even if they are available, may put their phones through to voicemail, simply because they don’t have time to take calls.
4 Ways to Succeed in Sales Forecasting
Sales and Marketing Management
AUGUST 27, 2017
Author: Rowan Tonkin, head of sales and marketing solutions at Anaplan Most businesses are challenged with accurately predicting the future in terms of competitive threats, customer trends, and their own sales forecast. Sales leaders admit that accurate and efficient sales forecasting is fundamental to making good business decisions, whether it’s prioritizing customer focus, adjusting sales coverage, or making account and deal-based pricing decisions.
Selling In The Past
The Pipeline
AUGUST 3, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca . Proactive Prospecting Summer – Part 5. Last week in the Proactive Prospecting Summer series, we looked at how to respond to the question of “What Do You Sell”. Arguing that the response needs to align with buyer/prospect expectations, meaning the statement should be about the business outcomes achieved, not the means of achieving them.
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