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.
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! ]].
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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.
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.
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.
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'.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
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.
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! ]].
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.
The Sales Hunter
JULY 5, 2016
Let’s face it. You can’t prospect if you don’t start, and starting is the problem too many salespeople have. The number of excuses salespeople can come up with range from logical to just plain avoidance. Here are 10 things you can do right now to help you stop procrastinating on doing the prospecting you know […].
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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.
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.
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.
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.
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! ]].
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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 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.
Understanding the Sales Force
JULY 26, 2016
Earlier this week I wrote an article on why so many sales managers are so bad. In today's article, I'll share what makes them so ineffective. The easiest way to explain this is to start with a baseball analogy. Our son, who is now 14, is a very talented baseball player. In addition to me, he has been coached in some capacity by approximately 15 other baseball coaches with varying degrees of effectiveness.
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 ”.
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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.
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.
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!
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! ]].
Sales and Marketing Management
JULY 24, 2016
Issue Date: 2016-07-25. Author: Lynn Smith, COO, Focused Impressions. Teaser: Gamification has taken the business world by storm. It's the concept of injecting competitive elements of games into non-game environments to increase user engagement and drive results. It does so by relying on two dynamics - measurement and competition - to improve performance.
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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.
The Pipeline
JULY 4, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . Much of the discussion around social selling vs. traditional selling, or even old school selling like cold calling, has distracted many from the central issue, successful selling. When was the last time someone congratulated you on landing a big account and asked you “BTW, Ann, did you use social or other selling to win this deal?
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).
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.
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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.
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: […].
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?
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