No More Cold Calling
AUGUST 25, 2015
Just because clients are willing to refer you doesn’t mean they will. “Turn 70 percent of your prospects into customers.” That statement got my attention—not just because it sounded too easy, but because I wasn’t sure where the data came from or how accurate it was. Sure, referral leads are top-notch, but they don’t just appear.
Sales and Marketing Management
AUGUST 2, 2015
Issue Date: 2015-08-03. Author: Gregg Schwartz. Teaser: Finding great managerial talent is always a tricky and uncertain proposition, but your team will often be better served if you look beyond the top sales performers. Finding great managerial talent is always a tricky and uncertain proposition, but your team will often be better served if you look beyond the top sales performers.
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Steven Rosen
AUGUST 31, 2015
I love sales managers. They are great people who are dedicated to helping salespeople succeed and drive sales performance/sales in organizations. One thing that drives me crazy is when I work with a sales managers who are reluctant to fire reps who are not performing and will never be good at sales because they a good at admin and responsive to their manager.
The Pipeline
AUGUST 24, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . I was watching a pundit wax poetic about how to qualify prospects on an initial prospecting call. I give him credit for acknowledging that the phone and cold calling is still a viable means of reaching real buyers, but I had issues with some other points he was trying to make, namely, qualifying for budget.
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.
MTD Sales Training
AUGUST 10, 2015
Most salespeople we see on our courses like to consider themselves as consultants rather than salespeople. They tend to think that salespeople get tarred with the same brush and like to think they. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
No More Cold Calling
AUGUST 11, 2015
Without strong relationships, your sales career is DOA. Salespeople are asking the wrong questions: What are the best sales techniques? What tech tools will help me generate hot leads and land new clients? It’s not what will help you win clients; it’s who. The answer is you. Yes, you are the very best tool in your sales toolkit. You know how to have conversations and build relationships—the most important ingredients for sales success.
Sales and Marketing Management
AUGUST 30, 2015
Issue Date: 2015-08-31. Author: Jesse Kurth, Director of Client Success, TinderBox. Teaser: The sales proposal is one of the most underappreciated assets in the sales process, yet it has more influence over closing a deal than all other sales materials combined. A neglected proposal is like a dull blade – entirely ineffective, but when “sharpened,” a proposal can cut through the competitive noise and distinguish your offer from others.
Steven Rosen
AUGUST 10, 2015
Welcome to Steven’s Top 10. I will be publishing a new top 10 list every week. Feel free to add additional points to the list and if you have any lists you are interested in please let me know. Of course my focus is on sales, sales leadership, executives and business. Your firm is growing and needs a competent, energetic sales manager to increase revenue and direct sales operations on the frontline.
The Pipeline
AUGUST 17, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . The primary, and one can argue the only purpose of a prospecting call is to gain engagement. It is not, as some pundits will tell you, to build rapport or start the relationship, or set yourself up for the future. These latter outcomes are things we sometimes have to settle for, but there is no doubt these are a distant second place to the primary goal; the singular objective and measure of success is to schedule a meeting, (live, phone, web, wh
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The Sales Hunter
AUGUST 25, 2015
Recently I was on the phone with the president of a large company in their particular industry. The reason for the call was to discuss why salespeople fail and ultimately what can be done to minimize it. We don’t go out and hire a new salesperson expecting them to fail, but in the end, […].
Understanding the Sales Force
AUGUST 18, 2015
Sales Process isn't even the only thing that inbound marketers say is dead. They'll have you believing that salespeople are no longer needed, selling is dead, and a consultative approach is dead too. They are basically ready to proclaim that anything selling related, that they don't really understand or find it necessary to do, is not needed and dead.
No More Cold Calling
AUGUST 20, 2015
Think your team has a “closing” problem? Think again. How often have you heard leaders say, “My salespeople can’t close”? If you’re a sales manager, you’ve probably even said it. But failing to close is never the real problem. Never. That’s just the symptom. The problem is that sales reps neglect important activities during early stages of the sales process.
Sales and Marketing Management
AUGUST 13, 2015
Issue Date: 2015-08-14. Author: Ruth Sherman. Teaser: Telling stories and using quotes and quips to spice up your presentation are wonderful ways to plug into your audience and have them plug right back into you. There is magic in the art of storytelling. Practice that art, and you’ll have the ability to have the audience[link] eating out of your hand whenever you want.
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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.
Steven Rosen
AUGUST 26, 2015
Sales is a team sport and like in any sport, a sales team without a great coach is a team that will never win, regardless of the talent and skill of its individual members. Effective sales coaching is about helping your sales people get better at what they do. Below you will find 10 Sales Coaching Quotes that I find insightful and inspirational. Many come from sports coaches who understand the power of great coaching.
The Pipeline
AUGUST 10, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . We all have deals we know we should have won, they had our name practically written on them, all we had to do was complete, yet in the end, the commission went to a rep from another company. First you need to do is dig in and understand why you won, much like you would when you win, or when the prospect takes no decision.
The Sales Hunter
AUGUST 13, 2015
It’s time to cut to the chase and do what needs to be done if we’re going to get sales to where we know they can be. Few organizations come close to getting all of the sales possible. Breakdowns occur for any number of reasons. Cut through everything, and it almost always comes down to […].
Understanding the Sales Force
AUGUST 11, 2015
Last week, for the second year in a row, our son played in a 12U baseball tournament in Cooperstown, NY. Last year he played with boys a year older than him and the tournament inspired this very popular article on the Top 5 Mistakes Salespeople Make. This year's tournament was special, it was exciting to be there, and a privilege for him to be on such a talented team.
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No More Cold Calling
AUGUST 6, 2015
What are salespeople so afraid of? “I think I’ve told you before that I have a mild-to-moderate case of call reluctance. Even warm opportunities I’m following up on create anxiety.” I was a little surprised to receive this email from Sam, a sales and marketing pro with years of experience. In theory, someone who talks to people for a living should be accustomed to it.
Sales and Marketing Management
AUGUST 19, 2015
Issue Date: 2015-08-20. Author: Joe Curtis. Teaser: In the fall of 2014, Unishippers Global Logistics, LLC, the nation’s first and one of the largest small package and freight resellers, launched a new subsidiary named Launch Logistics and I was named the President and Chief Sales Officer. I knew that building a high-performing and energetic B2B sales team was critical to the company’s overall success.
The Sales Heretic
AUGUST 5, 2015
View image | gettyimages.com Do your sales presentations cause prospects to buy immediately? Or do they result in yawns, glassy stares and fidgeting? If it’s the former, great! But if it’s the latter, there’s a simple way to make them far more powerful. What is this tactic? And how can you incorporate it into your [.].
The Pipeline
AUGUST 27, 2015
The Pipeline Guest Post – Megan Totka. Whether you are an entrepreneur in the midst of launching your business, or a successful business owner who wants to continue to prosper, there are always strategies you can implement to maximize your success rate. Keep in mind, sometimes it is critical for both startups and mature businesses to say no – and doing so doesn’t mean your business won’t be successful.
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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.
MTD Sales Training
AUGUST 5, 2015
There was a story going around the internet that was probably apocryphal, but I like to think it was true, as it gives a valuable lesson in sales, if not in life generally. A university student at a. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Understanding the Sales Force
AUGUST 31, 2015
I just returned to the office to find around 900 emails waiting for me While purging my Inbox, I found some interesting and useful items that I am sure you would want to know about. I have previously written about how important it is to quickly and consistently follow up on inbound leads. This article from September of 2013 included two great infographics that demonstrate lead conversion statistics.
No More Cold Calling
AUGUST 4, 2015
To attract and retain talented salespeople, build an environment where winners can thrive. I hung up the phone and barged into my manager’s office. Without any explanation, I announced, “Get out the suntan lotion.” He looked puzzled for a minute, and then a huge smile spread across his face. He got up from his desk, shook my hand, and congratulated me for making Club.
Sales and Marketing Management
AUGUST 12, 2015
Issue Date: 2015-07-01. Author: Barry C. Collin. Teaser: As new tech grabs much of the news regarding game-changing tactics in sales today, we’re letting ourselves become so focused on the digital side that we’ve forgotten it’s only part of the equation. As new tech grabs much of the news regarding game-changing tactics in sales today, we’re letting ourselves become so focused on the digital side that we’ve forgotten it’s only part of the equation.
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The Sales Hunter
AUGUST 14, 2015
Listening to a successful small business person being interviewed a few weeks ago, I was struck by a comment he made about his success. He was asked if he saw himself as a salesperson. His response was, “No, that’s the last thing I would want to be, I don’t sell at all. What I […].
The Pipeline
AUGUST 13, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . Ask a group of sales people what they want to know about their prospect, and the majority respond “I want to know about their pain or needs” In theory a good concept, in practice highly over rated and ineffective. As discussed before, at any given time, only a small percentage of your total potential market is in play.
MTD Sales Training
AUGUST 13, 2015
Occasionally, I set a challenge to my sales team and they enjoy it as much as I do, as it stretches them but it also challenges them to do something they should be doing on a regular basis anyway. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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