No More Cold Calling

DECEMBER 17, 2015

Is your team tired of cold calling? Some people say it takes seven to 12 touches for sales reps to reach their prospects? Is that how you want your team spending their time? The #1 challenge sales reps face is getting to decision-makers quickly. Seven to 12 touches doesn’t cut it. But when sales organizations put referral programs in place, reps don’t need to jump through hoops to get meetings.

Referrals 238

Referrals Meeting Scale Cold Calling 238

Bernadette McClelland

DECEMBER 7, 2015

‘Every rose has its thorn Just like every night has its dawn Just like every cowboy sings his sad, sad song…’ The environment and profession of selling is a huge part of my life as anyone who knows me knows. […]. The post The Darker Side Of Selling appeared first on Bernadette McClelland.

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210

Sales and Marketing Management

DECEMBER 7, 2015

Issue Date: 2015-11-07. Author: Dustin Grosse, Chief Operating Officer, Clearside. Teaser: A killer sales presentation plays a huge role in attracting customer attention, conveying the solution’s value proposition, and convincing them to buy. A PowerPoint and a winning smile is not enough. A killer sales presentation plays a huge role in attracting customer attention, conveying the solution’s value proposition, and convincing them to buy.

Sales 194

Sales Customer 194

The Pipeline

DECEMBER 3, 2015

By Tibor Shanto – tibor.shanto@sellbetter.ca . Everyone knows that the prospect should be doing most of the talking during a sales call. Knowing it and doing it, well you know. That is one of the big challenges in sales, everyone knows what they have to do, but do they do it? So ya, active listening, always in style, ever the fashion, but it means so many things to many different sellers, but there is more to the whole thing.

Revelation 190

Revelation Fashion Buyer Education 190

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Trends

MTD Sales Training

DECEMBER 2, 2015

Recently, I had the privilege of attending a dynamic presentation evening with one of our prized clients. They continue to test us and our services, which is great as it means we learn with every. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 178

Buyer 178

No More Cold Calling

DECEMBER 22, 2015

Modern salespeople need a regular digital detox. We know we should turn off all electronics at least one hour before going to bed if we want a good night’s sleep. We know we should put that darned phone away when we get home so we can spend time with our families, and that we should unplug when we go on vacation. We’ve heard these cautions for years.

Referrals 204

Referrals Face-to-face Social Media Cold Calling 204

Bernadette McClelland

DECEMBER 30, 2015

Salespeople – It doesn’t worry me that your sales process is not perfect so long as you help me think differently, help me be better at what I do. Do that and you will be adding value to my role […]. The post Have you seen this? An open message from a buyer to a seller… appeared first on Bernadette McClelland.

Buyer 175

Buyer Sales Process Conversion Sales 175

Sales and Marketing Management

DECEMBER 14, 2015

Issue Date: 2015-12-14. Author: Sean Gordon, CEO of Intelliverse. Teaser: Technology may be able to assist with lead generation, but it can’t replace human interaction or build relationships. Buyers still need to trust that salespeople have their back – no matter what. Technology may be able to assist with lead generation, but it can’t replace human interaction or build relationships.

Lead Generation 193

Lead Generation Buyer Leads Marketing Qualified Lead 193

The Pipeline

DECEMBER 7, 2015

By Tibor Shanto – tibor.shanto@sellbetter.ca . As a reader of this blog you have heard me say that whoever coined the phrase “sticks and stones may break my bones, but words will never hurt me” was not in sales. We all know that the wrong word at the wrong time can dramatically change the course of a sale or sales meeting, either for the better or….

Decision Maker 181

Decision Maker Objections Inside Sales Buyer 181

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Sales Management

MTD Sales Training

DECEMBER 22, 2015

We are supposedly exposed to over 5,000 marketing, advertising and other types of messages each day. Personally, I think it’s a lot more, especially when you think of how many emails we get! What. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Advertising 203

Advertising Advertising Sales Marketing 203

Understanding the Sales Force

DECEMBER 1, 2015

It's a simple concept, really, but 74% of all salespeople aren't very good at getting most people to buy from them. Even though the concept is simple, it seems really complicated to the group that can't do it. Of course, most salespeople wouldn't agree that they can't do it, even when their win rates are below 50%. And in some tech businesses, salespeople seem to be happy with win rates under 20%.

How To 165

How To Prospecting Groups Course 165

No More Cold Calling

DECEMBER 3, 2015

Your company’s fortune is in the sales team’s follow-up. Ask a great comedian the secret to his success, and chances are, he’ll say “timing.” The same is true for a great salesperson. But like punch lines, referral marketing efforts fall short without the proper follow through. In sales, timing is a funny thing. We never know when people are ready to buy or how our words will resonate at just the right time.

Referrals 171

Referrals Marketing Social Media Cold Calling 171

The Sales Hunter

DECEMBER 1, 2015

Too many times Management winds up getting in the way of Sales and winds up either damaging a customer relationship, or worse yet, damaging the sales force, making them less effective. Below are 10 things Management should be doing on a regular basis to improve both the sales team and volume. I’ll be discussing these in-depth during […].

Sales 160

Sales Customer SalesForce Sales Leadership 160

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SalesForce

Sales and Marketing Management

DECEMBER 18, 2015

Issue Date: 2015-12-18. Author: Brian Cleary, Chief Strategy Officer, bigtincan. Teaser: To stay competitive, sales organizations must reinvent their approach to sales team training by adjusting to meet the needs of the millennial and Z generations. While daunting, there are a couple of things that can help point organizations down the right path. To stay competitive, sales organizations must reinvent their approach to sales team training by adjusting to meet the needs of the millennial and Z ge

Training 175

Training How To Competition Meeting 175

The Pipeline

DECEMBER 17, 2015

By Tibor Shanto – tibor.shanto@sellbetter.ca . Sales people are always looking for “the pain” or “pain point”. One reason I am told they are looking for the pain is that they can then offer up the cure along with an invoice, and have a happy client. Given that a relatively small part of the market will admit to pain, I am not sure this is the most prudent approach to starting a lasting relationship, but it is what it is.

Quota 178

Quota Sales System ACT 178

MTD Sales Training

DECEMBER 18, 2015

It’s coming up to that time of the year where we review what we’ve accomplished in 2015 and look ahead to 2016. To that end, I have created a special report that will help you and your. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Report 185

Report Sales 185

Steven Rosen

DECEMBER 9, 2015

Dec. 10, 2015 – Star Solutions That Achieve Results Inc. (STAR Results) has launched its global 2016 STAR Sales Manager Survey. The Sales Manager Survey seeks opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers. The goal of the study is to help organizations better meet the developmental gaps of their frontline sales managers.

Survey 153

Survey Sales Management Study Report 153

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.

Hiring

No More Cold Calling

DECEMBER 11, 2015

Do you have what it takes to lead your sales team to success? What separates great sales leaders from mediocre ones? Here’s a hint: It’s not what they read, do, or say that makes the biggest difference. It’s who they are. . This is what I took away from Dr. Travis Bradberry’s fantastic Entrepreneur article, “ 12 Habits of Exceptional Leaders.”.

Cold Calling 163

Cold Calling Referrals Face-to-face SalesForce 163

The Sales Hunter

DECEMBER 31, 2015

I asked several of the smartest people I know what they consider their number one goal setting technique, and here is what they shared: John Spence www.JohnSpence.com @AwesomelySimple My number one goal setting technique is to make it public. When I set an important goal that I truly want to reach, I tell several of […].

Cold Calling 156

Cold Calling Consultative Selling Selling Skills Sales Goal 156

Sales and Marketing Management

DECEMBER 10, 2015

Issue Date: 2015-12-11. Author: Tim Riesterer, Erik Peterson, Conrad Smith and Cheryl Geoffrion. Teaser: There are three value conversation “moments of truth” in every buying cycle that you must excel at. Each has a corresponding set of unique concepts and techniques. But they are also integrated in a way that a salesperson must master in order to move seamlessly between them as the customer buying cycle dictates.

Sales Cycle 166

Sales Cycle Buying Cycle Conversion Sales 166

The Pipeline

DECEMBER 21, 2015

By Tibor Shanto – tibor.shanto@sellbetter.ca . “I may make you feel but I can’t make you think” (Gerald Bostock IA). This post was originally prepared for a site catering to sales professionals that I occasionally contribute to. They were looking for pieces on predictions for big things in sales in 2016. I thought it would be a big thing if sales people started executing and selling, and having real forecasts rather than just predications.

Forecasting 176

Forecasting Territories Exercises Account 176

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!

Call Monitoring

MTD Sales Training

DECEMBER 9, 2015

Whenever salespeople start talking about their products to prospects, the inevitable question about ‘what makes you different?’ will always crop up. Prospects want to know that they are getting a. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Prospecting 163

Prospecting Selling Skills 163

Steven Rosen

DECEMBER 16, 2015

#Firestarters – How I Begin My Day With Host Miles Austin. I was interviewed by technology expert Miles Austin using a new communication platform called Blab. Miles is an expert on tools and technology for sales people. As a means of introducing and helping other leaders become familiar with Blab, Miles created a series of interviews called #Firestarters.

Tools 150

Tools Sales 150

Understanding the Sales Force

DECEMBER 7, 2015

If you are anything like me, there are certain times of year that cause or allow feelings or sensations from years ago to come pouring back. For me, it's the first day that smells like spring; the first snow of the winter; opening day of the baseball season; and burning leaves. Each of these brings me back to my childhood and specific days or occassions that I associate with these milestones.

Sales 142

Sales 142

The Sales Hunter

DECEMBER 19, 2015

Emailing the C-Suite is a GREAT idea, but you have to do it correctly if you want your email to have a chance of being read. Your email MUST be concise, and it must look right when read on a smart device. And obviously, it must be relevant to the person you are trying […].

Video 150

Video Sales Consultative Selling Prospecting 150

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

Sales and Marketing Management

DECEMBER 3, 2015

Issue Date: 2015-12-02. Author: Josh MacDonald. Teaser: Instagram has rapidly become one of the best social media marketing channels for businesses that wish to launch their digital marketing campaigns and build an engaged audience around their brand. Here are some tips on making Instagram work for your company. Instagram has rapidly become one of the best social media marketing channels for businesses that wish to launch their digital marketing campaigns and build an engaged audience around the

Social Media 160

Social Media Campaigns Channels How To 160

The Pipeline

DECEMBER 10, 2015

By Tibor Shanto – tibor.shanto@sellbetter.ca . Some of you are familiar with Miles Austin , if you are looking to learn about the latest tools and technology for sales and selling Miles is the source. As a result, Miles is always trying out and introducing those of us in sales to new tools and apps to make selling more fun and profitable. This month Miles is leveraging a new tool, Blab , and he is using it to help share ideas and best practices from people from all corners of sales.

Segment 173

Segment ACT Tools How To 173

MTD Sales Training

DECEMBER 17, 2015

It’s that time of year where we look back and see what we’ve achieved this year and, at the same time, look forward to next year. We’ve brought you bi-weekly tips all year long and. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 159

Sales 159