No More Cold Calling
MAY 26, 2016
No one wins the game without putting in the practice. “From this day on I’d like to be known as ‘The Big Aristotle’ because Aristotle once said, ‘Excellence is not a singular act; it’s a habit. You are what you repeatedly do.’” —Shaquille O’Neal. Practice? Who me? Sure, sales reps know they must practice new skills, practice presentations, practice writing, practice speaking—practice, practice, practice.
DiscoverOrg Sales
MAY 27, 2016
At the start of the new year, I wrote about my team trying to turn the corner from “Account Management” to “Customer Success”. Months beyond the vision phase, we are now in execution mode and fully committed to building a coaching culture — both for Customer Success and Sales — that instills the good habits needed to realize that vision.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
MTD Sales Training
MAY 26, 2016
Albert Einstein once said that ‘Imagination is greater than Knowledge’. I’ve always admired this thought, because often I’ve come across people who think that, just because they’ve been selling for. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
MAY 26, 2016
Issue Date: 2016-05-26. Author: Scott Benedetti, VP of Sales, The Pedowitz Group. Teaser: Lead scoring is a methodology to rank prospects against a scale that represents the perceived value each lead represents to an organization. The resulting score determines how marketing will respond to each lead to propel the prospective buyer through the Revenue Marketing journey.
Speaker: Jesse Hunter and Brynn Chadwick
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.
Understanding the Sales Force
MAY 18, 2016
I hate this article already - the last thing we need is another article to help us to understand Millennials. Except for one thing. Most of you reading this are Millennials and you probably need to better understand boomers. We've all heard many of the distinctions of Millennials - how they like to work, where they like to work, when they like to work, how little they like to work, how entitled they are, how money isn't that important, how they want to change the world and be a part of something
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
No More Cold Calling
MAY 19, 2016
Maximize your net worth via your referral network. Steve, a salesman with an enterprise company, invited me to connect on LinkedIn. I accepted his standard invitation, thinking he might be a good connection, and sent a personal message inviting him to contact me with any questions about referral selling. His response: “What is referral selling?”. Obviously, he had no clue who I was when he invited me.
The Pipeline
MAY 26, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . One of the great things in what I do is the opportunity to meet a range of thinkers and doers involved in sales and helping others sell better. So when one of these people, in this case, David A. Brock writes a book on a critical subject like sales management, it is an opportunity to learn and share with others in my circle.
MTD Sales Training
MAY 24, 2016
Referrals are probably the easiest type of business to get because they are opportunities that are given to you by buyers or decision-makers who know you and trust you enough to put their reputation. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales and Marketing Management
MAY 20, 2016
Issue Date: 2015-05-20. Author: John Lynch. Teaser: More than 80 percent of respondents to a recent survey agreed that a close relationship between finance and sales is crucial to improving profitability. So what's stopping this from happening? More than 80 percent of respondents to a recent survey agreed that a close relationship between finance and sales is crucial to improving profitability.
Advertisement
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.
Pointclear
MAY 10, 2016
Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series. One of my favorite authors and speakers, Mike Weinberg, says the following about the CEO’s role in companies: “As goes the leader, so goes the organization. The level of the team rarely, if ever, exceeds the level of its leader.”.
Understanding the Sales Force
MAY 23, 2016
Most salespeople suck on the phone. If you read that article, you learned about 10 common mistakes that salespeople make on the phone. But those are strategic and tactical mistakes - they are skill based. What happens when you have salespeople who won't even make calls? Could they be suffering from call reluctance? Objective Management Group (OMG) measures 21 Sales Core Competencies and one of them is the Hunter Competency.
No More Cold Calling
MAY 12, 2016
Whether you’re crafting a strong headline or asking for referrals, it pays to be specific. Lead generation is personal … very personal. Imagine you’re looking for a long-term romantic relationship. You don’t just want anyone “single and good-looking.” You want someone who is smart, hardworking, honest, and loves theater and concerts. Or perhaps someone who loves sports and outdoor adventure.
The Pipeline
MAY 19, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . If sales and selling is the last of the black arts, then sales management lurks in its darkest corners. As with other aspects of sales, there is no shortage of advice, ensuring no shortage of fluff. So it is interesting to find a book that looks at the subject in a pragmatic way, and deliver specific things managers can put into practice that not only makes them better managers, but helps their team achieve the one thing they are paid to do, gro
Advertiser: ZoomInfo
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.
Sales 2.0
MAY 2, 2016
As I’ve said before , I think time management is one of the top 3 most important skills in sales. I love the work “Uncle Paul” does so I signed up for his upcoming webinar on using your sales time effectively. (I’m not alone on loving Uncle P’s work as I hear these webinars are regularly attracting several hundred attendees.).
Sales and Marketing Management
MAY 23, 2016
Issue Date: 2016-05-23. Author: David Yesford, Wilson Learning Worldwide. Teaser: For several decades, sales leaders and managers have favored the practice of calling higher in customer organizations. Over the same time span, this idea has persisted but the business environment has undergone many changes. Technology has changed the way we sell and the way our customers shop and buy.
DiscoverOrg Sales
MAY 12, 2016
So, we recently published a blog entitled, “ What You Won’t Learn from Books About Sales ,” and now here we are sharing our favorite books and blogs that can make your better at inside sales. We’re not trying to be gigantic hypocrites, but we are smart enough to recognize that there’s a balance. Yes, best performing salespeople learn from experience and develop “grit” without the help of sales books.
Understanding the Sales Force
MAY 24, 2016
I’m reading Basketball legend Bill Walton’s autobiography, Back from the Dead. There are great stories and lessons, but the one I want to discuss here is about legendary UCLA basketball coach, John Wooden.
Advertisement
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.
No More Cold Calling
MAY 5, 2016
Never forget that selling is social. The magic number is 21. No, I’m not playing blackjack. That’s the number of people I’m meeting for the first time at the Sales Innovation Expo in London this month. I’ve never spoken with any of them. I met them all on LinkedIn and Twitter. So, why do they want to meet me? Because we began a conversation on social media.
The Pipeline
MAY 16, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . I have always said that success in sales is all about Execution – Everything else is just talk! And there is no shortage of talk in sales, believe me people in sales, and people around sales, the pundits, can talk some s**t, not only is it funny and amusing (or sad) at times. People seem to go out of their way to mangle the language and meaning of words, and by extension the quality of their execution and sales success.
Pointclear
MAY 26, 2016
Keep leads from being ignored is the fifth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. In the last blog we discussed the importance of cost per: Lead, Sales Accepted Lead, Sales Qualified Lead and Closed Deal. Today we will discuss how to keep leads from being ignored and going into a black hole by using something I call the Judicial Branch.
Sales and Marketing Management
MAY 13, 2016
Issue Date: 2015-05-13. Author: Tim Brown and Dan Streeter. Teaser: Over the course of a career, even the best salespeople are going to be told no seven or eight times out of 10. It's important to learn how to handle rejection. Over the course of a career, even the best salespeople are going to be told no seven or eight times out of 10. It's important to learn how to handle rejection.
Advertisement
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.
The Sales Hunter
MAY 3, 2016
Too many prospecting pipelines are plugged. They’re plugged with suspects taking up valuable time. Keeping the pipeline full of only great prospects allows it to move faster and does not require the pipeline to be as big. It’s better to have a narrow fast-moving pipeline than a large slow-moving pipeline. In both the short-term and […].
Understanding the Sales Force
MAY 17, 2016
We were fortunate to be in the audience for the 2016 Notre Dame Commencement where Vice President Joe Biden , former Speaker of the House, John Boehner , and former Joint Chiefs of Staff and retired 4-Star General, Martin Dempsey were among the speakers. While all were good, Biden had one great takeaway, and the General shared 3 tips and an action step.
Score More Sales
MAY 14, 2016
The Pipeline
MAY 28, 2016
Wednesday, June 1st at 11:00 a.m. PT – 2:00 p.m. ET. No BS – Just the Facts, the Data and the How – Register Now! We have all sat through webinars that talked about the abstracts of how others do this and do that, but were light on specifics. Not here, this webinar brings a real company, a real situation, warts, glory and all. We’ll go through step by steps with all involved and share how they were able to implement a plan, tools, and methodology and support that lead to: Daily
Advertisement
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.
Pointclear
MAY 24, 2016
Understand the price you are paying for your leads and then optimize. Document the cost per lead is the fourth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. In the last blog in this series we discussed the need for marketing to be more accountable for driving revenue.
Sales and Marketing Management
MAY 5, 2016
Issue Date: 2016-05-05. Author: Michelle Cirocco, VP of Client Success, Televerde. Teaser: Some companies view their vendors as easily replaceable. If you’re in the business of managing customer relationships, you'll enjoy a strategic advantage (and a more mutually rewarding relationship) if you elevate your status to that of a valued partner.
The Sales Hunter
MAY 24, 2016
It happens every year. Summer comes, and for some reason, sales slump. If you allow summer to take over, your sales will slump. If, on the other hand, you’re proactive, you can enjoy a summer sales bump! Certainly, you have to accept that customers and prospects will take vacations. Accept also there will be those […].
Expert insights. Personalized for you.
287 
Let's personalize your content