DiscoverOrg Sales
DECEMBER 28, 2016
Welcome to the first of our DiscoverOrg Whiteboard Wednesday series! Today, let’s talk money. Right – that’s what motivates sales guys? You know what motivates me almost As much as making money? Finding out I’m wasting money! So, question of the day is: Have you ever wondered just how much money having bad data in your sales and marketing system cost you ?
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The Pipeline
DECEMBER 8, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . Sales people are strange when it comes to prospecting, specifically telephone prospecting. Many find all kinds of reasons (excuses) to rationalize (excuse) why they fail to make call in order to engage with prospects to fill the gap in their pipelines. Some tell me they do not want to phone people because no one ever answers the phone these days.
Sales and Marketing Management
DECEMBER 19, 2016
Issue Date: 2016-12-19. Author: Mike Kunkle, senior director of sales enablement, Brainshark, Inc. Teaser: Many companies trying to improve sales productivity are going about it the wrong way. Rep training is only part of the picture. To get the best results, it’s critical to train, sustain, transfer and coach at every level, and that's not being done.
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.
No More Cold Calling
DECEMBER 1, 2016
What does it say about you and your team if you can’t unplug? During the upcoming winter holidays, most of the business world will shut down. It’s vacation time, family time, rejuvenation time. If you’re planning to work through the “most wonderful time of the year,” or if you haven’t taken at least most of your vacation time this year, ask yourself why.
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The Sales Heretic
DECEMBER 6, 2016
The world is full of myths, and the field of sales has its share. But while myths can be entertaining—and even instructional—they can be dangerous if taken seriously. Listen to my appearance on Breakthrough Radio with Michele Price. In this segment, I do what a heretic does best, debunking five common myths that are likely [.].
SBI Growth
DECEMBER 16, 2016
They’re called the rainmakers. At the same time, you often hear that salespeople are overpaid. Or too coin-operated. How does their pay compare to functional peers throughout the organization? Read on to discover who’s making the money inside your company.
The Pipeline
DECEMBER 5, 2016
A few weeks ago, I posted a piece titled “No Pain – No Game?” , playing off the old weight exercise motto. In case you didn’t bother rushing to read the piece, it suggests that if you can only sell to buyers who have a self-declared pain or need, you will be in trouble, as 70% of the market, the Status Quo, is immune to the pain argument. But there is a further reason why reliance on pain for sales success could in fact be painful (in the form of missing quota, not making enough commission
Understanding the Sales Force
DECEMBER 1, 2016
I've been writing about the importance of having a milestone-centric sales process for a decade and Objective Management Group's (OMG) data is showing that companies - and their salespeople - have finally begun to make some serious progress in this area. Ten years ago, only 9% of the sales population was following a formal, structured sales process.
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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.
No More Cold Calling
DECEMBER 15, 2016
As your reps rely more on sales technology, they may be forgetting how to actually sell. . I used to add long columns of numbers and never had to check my math. I knew I got it right the first time. Not anymore. I usually still get it right, but I feel the need to double check. I’ve become reliant on calculators, because between my phone and my computer, I pretty much always have one on me.
The Sales Hunter
DECEMBER 27, 2016
Do you use your personality to help you communicate more effectively? How many times have we found ourselves running from the person who has zero personality? Sales is about connecting with the other person. It’s about creating confidence, and that means allowing both parties to feel comfortable with each other. Where does your personality fit […].
The Sales Heretic
DECEMBER 27, 2016
Failure leads to success, if you learn from it. But what’s better than learning from your failures? Learning from someone else’s failures! Listen in as Jeff Shuey (Chief Evangelist at K2), Andrea Waltz (author of Go For No), Stewart Rogers (Director of Marketing Technology for VentureBeat), Finka Josie Jerkovic (Leadership Empowerment Coach), Yared Akalou (Design [.].
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.
The Pipeline
DECEMBER 1, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . Insurance is one of those things that everyone has but nobody really wants. In some ways, we feel that we are throwing money away, until that rainy day or unforeseen event arrives, and we are all too happy to have the insurance. As much as we hate the experience, we do it because we know that it’s the best way to ensure that we don’t have a sever disruption, financial or other, that will negatively impact our lives.
Understanding the Sales Force
DECEMBER 5, 2016
What is your favorite part of the holiday season? Do you have traditions that you follow every December? For the past 15 years an important part of our holiday season is going to see the Boston Ballet perform the Nutcracker. You wouldn't think that a show like the Nutcracker would correlate to selling, but it does. As a matter of fact, if you read a little further, you'll see that the Nutcracker is very much like selling to a major account!
The Sales Hunter
DECEMBER 27, 2016
You’re ready to make this your year to break out from the pack and become a top performer. Thinking about success is simply not going to be enough. It takes a plan and one of the best things you can do is emulate what other top performers do. 1. Don’t build your plan to […].
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The Sales Heretic
DECEMBER 13, 2016
Words have power. And some words have more power than others. Some of the most powerful words you can use in your sales and marketing efforts include “free,” “proven,” and “you.” There is one word, however, that is not just extremely powerful, it’s also highly versatile—giving you multiple opportunities to leverage its power to increase [.].
The Pipeline
DECEMBER 19, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . While not daily, on a regular basis over the last 12 years I have been called by VP’s of Sales who were extremely disappointed in the training delivered to their team by another provider. (It is entirely possible that some of my former clients have had similar discussions about me; possible, but nah).
Understanding the Sales Force
DECEMBER 14, 2016
I've talked a lot about excuse making and the powerful difference between using your index finger, which points outward, versus your thumb, which points inward. Today, Brandon Steiner wrote a great little article about taking responsibility.
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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.
Sales and Marketing Management
DECEMBER 8, 2016
Issue Date: 2016-11-01. Author: Thomas Barta And Patrick Barwise. Teaser: Twenty-first century marketing is suffering from a skills crisis. There’s also confusion about priorities. In particular, the well-justified focus on digital and data skills means that other important areas are tending to be neglected. Reviewing and adjusting the skills structure of your team can lead to breakthroughs in performance.
Score More Sales
DECEMBER 5, 2016
Michael Phelps, Olympic Gold Swimming Champion, was known to say “I think goals should never be easy – they should force you to work, even if they are uncomfortable at the time.”. Doing big things – in your sales career or in sales leadership - requires you to find something within you that you may not know you have. You must really push yourself to success.
Pointclear
DECEMBER 27, 2016
Lead nurturing triples marketing's ROI, but only if done properly. I propose that nurturing is the most underutilized marketing activity at a marketer’s disposal. A new era of accountability starts in 2017 and nurturing (additional contact using multiple touches and multiple media—including phone, voicemail and email—across multiple cycles) is well worth the time and modest increase in expense.
SBI Growth
DECEMBER 6, 2016
Today’s topic is how to capture attention with great marketing campaigns. Campaign budgets are limited and these campaigns need to generate revenue. We will demonstrate how to generate a return on the campaign dollar. To follow-along, download our 10th annual workbook, How to.
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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 Pipeline
DECEMBER 29, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . If you are in B2B sales, you have, knowingly or not, been column fodder. I often ask sales people if they know what that means, and for the most part most do not. While some of you may know what I mean, others may not so let’s define. It is a situation where a buyer has decided that they will give the business to a specific, usually favoured, vendor.
Sales and Marketing Management
DECEMBER 28, 2016
Issue Date: 2016-12-28. Author: Anna Johansson. Teaser: More than half of the nation will make goals to improve their health and wellbeing in the new year. It’s the perfect time for you to make some resolutions for your business. More than half of the nation will make goals to improve their health and wellbeing in the new year. It’s the perfect time for you to make some resolutions for your business.
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