No More Cold Calling

JULY 21, 2016

Referral selling not working for your team? Here’s what you’re missing! Think you can just tell sales reps to go ask for referrals? If that’s all you do, answer this question: How’s that working for you? Your Referral Sales Strategies Are Missing Something. Referrals don’t just happen, at least not at scale. Yes, occasionally a well-served client will mention your company to another buyer, and your team will get a sale without any real effort.

Referrals 232

Referrals Strategy Scale Decision Maker 232

Sales and Marketing Management

JULY 28, 2016

Issue Date: 2016-07-28. Author: AlexAnndra Ontra. Teaser: What's wrong with PowerPoint? In and of itself, nothing. It's how we are using it that's counterproductive. What's wrong with PowerPoint? In and of itself, nothing. It's how we are using it that's counterproductive.

185

185

Bernadette McClelland

JULY 10, 2016

A little bit of AC/DC never went astray especially in the world of rock and roll selling. Truth is, this epic Australian song ‘It’s A Long Way To The Top (If You Wanna Rock ‘n’ Roll)’ has had many different linguistic versions. Mine, shown above, and this most infamous, and remembered one, showcasing our true Australian culture, 'It's a long way to the shop if you wanna sausage roll'.

Lead Rank 183

Lead Rank ACT B2B Call-back 183

MTD Sales Training

JULY 14, 2016

I’ve always admired Jim Rohn. His insights into the deep philosophies of life always touch a nerve and his laid-back delivery is one that I admire. His untimely death has left a big gap in the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 209

Sales 209

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Trends

The Pipeline

JULY 28, 2016

The Pipeline Guest Post – Chase Hughes. As small companies grow, they often see a specialization emerge in their salesforce which only grows to increase its segmentation from one another. The sales department grows to become independent from the customer service, marketing, and other areas of the business. As a startup company, many sales forces intermingle with other departments as they are often in the same floor, right next to one another, and may even be the same person.

Training 177

Training Lead Generation Face-to-face Demographics 177

No More Cold Calling

JULY 7, 2016

A LinkedIn connection is not a sales lead. It happened again. I accepted a LinkedIn invitation from someone I didn’t know, sent a personal response to greet my new connection, and immediately received a cold calling message from someone looking only for lead generation: I’d love to talk and hear about you, what’s happening in your business and how you think I can contribute to your success.

Social Media 239

Social Media Lead Generation Sales Qualified Lead Media 239

Sales and Marketing Management

JULY 11, 2016

Issue Date: 2016-07-11. Author: Frank Visgatis, President/COO of CustomerCentric Selling®. Teaser: More and more executives seem to be throwing in the towel when it comes to salespeople actually being able to move the revenue needle. As I dig deeper, I see two fundamental causes for this. More and more executives seem to be throwing in the towel when it comes to salespeople actually being able to move the revenue needle.

Revenue 173

Revenue 173

Bernadette McClelland

JULY 14, 2016

Consider yourself lucky if you have created an environment where collaboration really truly does what it means – in practice, as well as in theory. I hear the word bandied about so much that it is becoming another one of those buzz words like ‘paradigm shift’, ‘peel back the onion’ and ‘paralysis by analysis’ An example where LEGITIMATE collaboration can occur is in a mastermind group.

Lead Rank 177

Lead Rank Groups Ideal Customer Profile ROI 177

DiscoverOrg Sales

JULY 29, 2016

Looking to give a your sales a boost? There is a renewed interest in Account-Based Marketing (ABM) and it currently has two definitions: 1) a strategy for marketing to existing clients for the purpose of cross-selling or expanding presence within an account, and. 2) an alternative to “buyer persona marketing,” whereby named accounts are micro-segmented with messaging that is hyper-specific to their needs.

Account Based Marketing 170

Account Based Marketing Account Marketing eBook 170

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Sales Management

The Pipeline

JULY 18, 2016

Tibor Shanto – tibor.shanto@sellbetter.ca. Despite the evidence to the contrary, many sales people and businesses see multiple options presented to prospects as being “good” or the “right” thing, for the prospect, and by extension themselves. Many business owners tell me that they stock or offer a wide range of products or services to ensure that they can meet the demands of all comments.

SME 175

SME Small Business Small Business Exercises 175

MTD Sales Training

JULY 19, 2016

Have you ever been on the phone or in front of someone who is trying to sell you something, and then when the issue of price comes up, they say something like, “Are you sitting down?” or “I hope. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Prospecting 168

Prospecting Up-Sell 168

No More Cold Calling

JULY 14, 2016

The sooner sales leaders accept the fact they don’t know everything, the smarter they’ll be. As the old saying goes, if you’re not learning, you’re dead. I prefer the former. I thrive on learning and could spend days reading posts online and immersed in books. Of course, I don’t have time for that. And besides, that’s not really learning.

Referrals 176

Referrals Cold Calling Face-to-face Call-back 176

SBI Growth

JULY 3, 2016

Developing an ‘A’ player profile is a direct result of aligning your talent strategy with your corporate, product, marketing and sales strategies. Simply put, you cannot construct an ‘A’ player profile without strategic alignment. Building an ‘A’ player profile is the.

Construction 192

Construction Strategy Marketing Sales 192

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SalesForce

Bernadette McClelland

JULY 7, 2016

The Boss walks through the door, he steps onto the platform, he opens his mouth and words of wisdom, inspiration and life lessons spew forth, weaving us into the world of musical euphoria. Cyndi Lauper sings about it, The LGBT crowd wave their flags around it. And Bruce Springsteen will not sing because of it… What is the theme? Their TRUE COLOURS!

Cancellation 170

Cancellation Energy Intent B2B 170

DiscoverOrg Sales

JULY 15, 2016

“Knowledge is rarely enough to spark change; it takes emotion to bring knowledge to a boil.” Switch by Chip and Dan Heath. In the book, Switch:How to Change Things When Change is Hard , Chip and Dan Heath detail how to successfully lead through change by embracing and motivating both our emotional and rational brains (and no, don’t argue guys – you have emotional brains too).

Marketing 163

Marketing Case Study Motivation Buyer 163

The Pipeline

JULY 15, 2016

There is no one single approach to converting more leads to real opportunities, it takes a blend of technology, messaging, and the dynamics. You are invited to learn how to best combine these elements to generate more opportunities and sales. On Thursday July 21, join Paul Alves, Co-Founder & CRO of Quota Factory, and I, as we present concrete steps to “ Increase Outbound Conversions with Objective Based Selling ”.

Opportunity 175

Opportunity Leads Marketing Qualified Lead Webinar Metrics 175

MTD Sales Training

JULY 12, 2016

This is an interesting and, for some salespeople, a ‘killer’ response from a prospect when you are presenting your solutions. Your product may be the best in the market…you may have all the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Prospecting 193

Prospecting Marketing Objections 193

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

Sales and Marketing Management

JULY 13, 2016

Issue Date: 2016-07-01. Author: Scott Benedetti. Teaser: Are account-based marketing (ABM) and predictive analytics nails in the B2B salesperson's coffin? Hardly, but salespeople do need to internalize a new level of technical smarts and bond with their marketing counterparts. Are account-based marketing (ABM) and predictive analytics nails in the B2B salesperson's coffin?

Account Based Marketing 163

Account Based Marketing Analytics B2B Account 163

SBI Growth

JULY 5, 2016

Organizations spend large amounts of money on sales training every year. But are they getting their money’s worth? Sales training is a $70 billion dollar industry. Every sales team should be making their number with that kind of investment in.

Training 189

Training Strategy Sales Industry 189

Understanding the Sales Force

JULY 11, 2016

I managed to develop a case of poison ivy that is so bad it is making my blood boil. Earlier this year I wrote an article explaining why more salespeople suck than ever before. (You'll need to read that article for the rest of this article to make any sense.) Last week, a reader provided a comment that made my blood boil and I wrote a response to it.

Buyer 163

Buyer Consultative Selling Sales Process Sales 163

The Sales Hunter

JULY 19, 2016

If you’re content being average, then don’t read any further. If you’re content being average, then don’t be surprised when you wake up one day and find yourself struggling to make anything happen. Being average is simply something no one can aspire to or be satisfied at being. There’s only two positions you can occupy: […].

Positioning 159

Positioning Selling Skills Motivation Sales Leadership 159

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

The Pipeline

JULY 25, 2016

Tibor Shanto – tibor.shanto@sellbetter.ca. Earlier this year I attended an interesting presentation examining barriers to sales people “hitting” quota, personally I like to exceed quota, but I can understand why for many “hitting” it is a great objective. I enjoyed the presentation, very credible, and in expected fashion, it started out with a big bold revelation to engage the audience.

B2B 170

B2B Revelation Quota Remedy 170

MTD Sales Training

JULY 7, 2016

Have you ever had that time when a prospect has been really horrible to you? I mean aggressively horrible, even resorting to swearing or downright nasty comments? It does happen, and unfortunately. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Prospecting 189

Prospecting How To 189

Sales and Marketing Management

JULY 28, 2016

Issue Date: 2016-07-29. Author: Dan Siedman. Teaser: Most training focuses on learning objectives as the outcome. In the selling world, your outcome should be behavior change. Learning objectives? Who cares if you have the smartest sales pros on the planet and they don't put what they know into practice? Most training focuses on learning objectives as the outcome.

Training 157

Training Objections Sales 157

SBI Growth

JULY 28, 2016

As a sales leader, driving the execution of your sales team is critical. It requires discipline, and the ability to manage your team in the long term. SBI recently interviewed Scott Tapp, the executive vice president of global sales, marketing.

Strategy 152

Strategy How To Sales Marketing 152

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

Understanding the Sales Force

JULY 13, 2016

Image Copyright 123RF Stock Photo. Verne Harnish is the President of Gazelles - the coaching organization that helps fast growth companies. In addition to his best-selling books, Mastering the Rockefeller Habits and his latest, Scaling Up , he writes the Weekly Insights, which I always read from top to bottom. In his June 30 insights, Verne included a quote from Greg Brenneman, author of Right Away and All at Once - 5 Steps to Transform Your Business and Enrich Your Life.

Scale 160

Scale Revenue Coaching Up-Sell 160

The Sales Hunter

JULY 12, 2016

It’s the middle of July, and it seems as if everyone is either on vacation, about to go on vacation or just got back from vacation. All of the talk about vacations makes it seem as if nobody is working, and as a result, it’s easy to fall into a summer sales slump. Here […].

Sales 159

Sales Consultative Selling Closing Prospecting 159

The Pipeline

JULY 14, 2016

Tibor Shanto – tibor.shanto@sellbetter.ca. People have an amazing ability to convince themselves of almost anything. This is great when they are facing a challenge and they reach inside and not only conceive a means of addressing the challenge, but taking extraordinary action and successfully hitting it head on and overcoming it. Of course the opposite is also true and more common, when people see a challenge, a big challenge in their eyes; so big and seemingly overwhelming, that when they loo

Face-to-face 168

Face-to-face Follow-up Energy Buyer 168