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'By Tibor Shanto - tibor.shanto@sellbetter.ca. Most sales people think about objections as being a bad thing, a lot of sales people and worse leaders, get really uptight when it comes to objections. Often before we have even began to define parameters with stakeholders, they’ll say “Oh, and we need an Objection Handling session”, they want to take a tennis approach to managing objections, prospect “throws” out an objection, and they want to hit it back to them.
'Networking is one of the best prospecting tactics around. Like any tactic, however, it can be used effectively or poorly. Poor networking isn’t just a waste of time, it can actually hurt your sales, because over time, you’ll develop a negative reputation. Here are ten big mistakes to avoid when you’re networking: 1. Not spending [.].
'I’m ‘Coming Out’ today… Well, in a non sexual way. Coming out also means declaring something that others don’t know about you and if we thought long and hard about it, I am sure all of us in both our personal and professional lives would be able to ‘come out’ about something. What stops us though is that it usually means we make ourselves wrong.
'What’s really interesting about we humans is the fact that, even though we don’t like to admit it, we are judgmental beings. Often we don’t view ourselves as being judgmental; we. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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.
'900, 300, 0. The first number is the number of emails I get as a marketing manager each quarter from sales people. The second number is the number of phone calls I get from sales people each quarter. The last number is the number of letters and notes I receive from sales people each quarter. (And I’m the marketing manager at a small place. These numbers can be multiplied by 10 or 20 at a large obvious target.).
'The majority of marketing leaders report dissatisfaction with results from Marketing Automation. Frost & Sullivan reveals 75% not accomplishing what they expected. Failed implementations of Marketing Automation litter the battlefield. CMOs know their marketing automation isn’t delivering results but aren’t sure what to do. Do you fix or replace?
'The majority of marketing leaders report dissatisfaction with results from Marketing Automation. Frost & Sullivan reveals 75% not accomplishing what they expected. Failed implementations of Marketing Automation litter the battlefield. CMOs know their marketing automation isn’t delivering results but aren’t sure what to do. Do you fix or replace?
'By Tibor Shanto - tibor.shanto@sellbetter.ca. I am often asked a question I really hate, and while I have learned not to let it get on my nerves, and usually manage to deal with it calmly, it still pains me that my fellow professional sellers would ask it. The question relates to how vigorously one should pursue a potential prospect? I find the question bizarre on a number of levels, not the least of which is that today’s potential; prospect is tomorrow’s prospect, next week’s customer, and
'Edgy Interview with Dan Waldschmidt. By: Steven A. Rosen. I had the pleasure of interviewing my friend, Dan Waldschmidt , about his new book titled EDGY Conversations : How Ordinary People Can Achieve Outrageous Success. Dan is an edgy guy and his personal story helps you understand what true success is. Dan lives on the edge and has almost fallen over.
'I’m ‘Coming Out’ today… Well, in a non sexual way. Coming out also means declaring something that others don’t know about you and if we thought long and hard about it, I am sure all of us in both our personal and professional lives would be able to ‘come out’ about something. What stops us though is that it usually means we make ourselves wrong.
'A salesperson once said on one of our training programmes that no manager he had ever worked for had been a true ‘motivator’ He went on to describe how no-one he had worked for had even. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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.
'Understanding the Sales Force by Dave Kurlan I don''t write about Inside Sales as often as I should. After all, everyone else is writing about it, some bloggers are devoted to it, and if you read what the inside sales bloggers are writing you would think that inside sales is king. Of course, it is the king of the top of the funnel where everything begins, but with few exceptions, selling rarely ends in that department.
'We often hear from CEOs that they don’t see the ROI for social media. Many CEOs still question the legitimacy of social media in their space. In case you’re wondering, these people are wrong. I will address three common questions/comments we hear from the C-suite and sales leaders.
'By Tibor Shanto - tibor.shanto@sellbetter.ca. I was never big on Shakespeare, took me long enough to master English as my third language, good old Willie just confused things that much further, I must admit that I do have an appreciation for the phrase from Hamlet “The lady doth protest too much, methinks” Not only as a parent, but perhaps in a similar vein working with sales people, as exemplified by a recent exchange with a rep I am working with.
'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.
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.
'Because no one ever taught them how to sell. How many of us studied sales in college? Engineers, scientists, accountants, lawyers—these folks all study their crafts. But most sales reps enter the field without any formal training. Some of us get lucky and thrive under a brilliant sales manager. But most of us are left to figure things out on our own.
'Sales. A great profession, isn’t it? The world would stop if people didn’t sell things. I love buying things. I have toys and gadgets that surround me in my business and personal life. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
'Understanding the Sales Force by Dave Kurlan Earlier this week the world was once again focused on the city of Boston and the 118 th running of the Boston Marathon. I don’t run but I know several people that do and the preparation for running this, or any other marathon, is daunting. This isn’t an event that one can take lightly. Consider the length of time that a runner must train to prepare for running a 26.2-mile race.
'The annual employee engagement survey (EES) scores are out. It’s no surprise that Sales ranks at the bottom – as always. Sales leaders and their HR business partners have come to expect it. But it doesn’t have to be that way. This post is for you if you are grappling with the question, “How can we improve employee engagement results in Sales?
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.
'By Tibor Shanto - tibor.shanto@sellbetter.ca. Several pundits have presented the argument that we are all sellers and we are always selling, no surprise, selling is part of life and the human experience, right from the guy selling fragments of the big bang, or the serpent selling Eve the apple. As a result, just like people, sales comes in different ways, shapes, approaches, techniques, etc.
'Pricing unquestionably affects sales. But what exactly is the “right” price? Are you charging enough? Too much? Is it time to raise your prices? Are you constantly being pressured for discounts? If you struggle with any of these issues, check out my appearance on the Reality Check Podcast with Craig Price. In this 30-minute interview, [.].
'The future of sales belongs to sales geeks. You can already see this in marketing. Marketing is already way more numeric and analytical than it used to be. And if you buy into the story that future sales people will look a lot more like “mini marketers” then sales people are going to need to be into numbers. And not just your quota and commission check.
'Building rapport is the holy grail for many sales people. They think that if the relationship is cemented before they try to pitch their product, then they stand a better chance of successful. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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.
'Understanding the Sales Force by Dave Kurlan Yesterday I was in the office, preparing for the today''s formal introduction of Objective Management Group''s (OMG) award-winning, new and improved, fourth generation, Sales Candidate Assessment ( View the 25-minute Webinar here ) when the phone rang and I answered. Not only was it a cold call, but it was one I could write about - the best kind!
'Ask a small company Sales VP about his biggest fear. You’ll hear a common response: losing my best guys. Many small companies live by the Pareto principal. 80% of their revenue comes from the top 20% of their team. Losing one top performer can ruin the entire year. This is why Sales VPs list Talent as one of their biggest needs.
'Join me on May 8th, 1:00 PM – 2:00 PM PDT , as along with the folks from Exponential Sales, we explore sales from the singular view of execution. The best sales organizations are those who excel at executing their sales process; from demand generation, to prospecting to closing and growing accounts. The best sales processes are those that evolve and reflect the changing nature of their clients and markets.
'We’ve all been there. (And you haven’t yet, you will at some point.) Whether because of our mistake, or through no fault of our own, a customer is angry. Beyond angry—furious! And whether you’re a salesperson, a customer service representative, or the business owner, you get the pleasure of dealing with it. How do you [.].
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.
'“As we discussed, I’ll get back to you with ideas and the data you requested on A, B & C”. That’s how an initial meeting ended recently with a technology sales person. In general, I liked the way this sales person ran the meeting with us. She started the meeting by asking questions to discover our needs and problems. We gave a bunch of a feedback and the seller collected our responses.
'If you’re like most people, you will often have those infuriating moments when you forget something important, like a phone call you promised to make or a specific request from a customer that. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
'Understanding the Sales Force by Dave Kurlan You want to hire better salespeople, don''t you? And you''ve been told that if you use a sales assessment, you will be able to select better salespeople, right? And if you have a strong HR background, you may believe that benchmarking is a good first step. There are many uses for benchmarking in sales, and while the approach taken by most assessment companies helps them, it doesn''t really help you.
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