No More Cold Calling
OCTOBER 15, 2015
Don’t alienate your social networks by asking for referrals the wrong way. Are your reps just clicking buttons to invite people to connect on LinkedIn? Or worse yet, to ask for referrals? The “standard” invite has become pretty standard. But it’s not enough for salespeople, whose job is to build relationships. Where’s the “hello?” Where’s the conversation?
The Pipeline
OCTOBER 29, 2015
The Pipeline Guest Post – Jason Rueger. For small businesses, every contract and sale counts. That’s why you want to make sure you never miss a sales call. If you do, you may lose the customer, develop a reputation for being unavailable, or both. Here are some tips for your business that will ensure you never again miss an important sales call.
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Sales and Marketing Management
OCTOBER 26, 2015
Issue Date: 2015-10-26. Author: Neil Baron. Teaser: Cody built a relationship with Dutchie, a non-decision maker, which allowed me to close an important deal. Cody built a relationship with Dutchie, a non-decision maker, which allowed me to close an important deal.
Steven Rosen
OCTOBER 27, 2015
If your answered “YES” to both these questions, then I have good news for you. Successful sales people and sales organization understand the key to success is generating new business. New business requires a steady stream of qualified prospects to keep your pipeline full. Yet, many people have opted for using only passive approaches to prospecting namely social media.
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Understanding the Sales Force
OCTOBER 19, 2015
Last week I was training a sales force to sell value - an absolutely revolutionary concept - when the unthinkable happened, not once, but twice in the same training. As incredible as it was to me, it clearly illustrates why it is so darn hard for companies to get their salespeople to sell value.
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No More Cold Calling
OCTOBER 22, 2015
When you get referrals, you get meetings with one call. I’ve heard it takes at least seven to 10 touches for sales teams who cold call and cold email prospects to connect with decision-makers. They research their targets (sometimes), identify trigger events, and create a compelling message (or so they think). But even after all that effort, many never get a foot in the door.
The Pipeline
OCTOBER 26, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . Every day around the globe thousands if not hundreds of thousands of leads are created. Some are created by nice marketing folks, others by sales, some at trade shows, probably a few on your site, some are inbound, many are outbound, and frankly some are nowhere bound, but there is nothing but hope and blue skies at the point they are created.
Sales and Marketing Management
OCTOBER 29, 2015
Issue Date: 2015-10-30. Author: David Hoffeld, CEO of Hoffeld Group. Teaser: Recent studies help us understand why presenting a product or service one way reduces the likelihood of the sale, while presenting the same product or service in another way increases the probability of the purchase. Recent studies help us understand why presenting a product or service one way reduces the likelihood of the sale, while presenting the same product or service in another way increases the probability of the
MTD Sales Training
OCTOBER 7, 2015
When you hold a door open for someone to follow you, what do they naturally say to you? When you offer someone a compliment or admiring comment, what do they normally say back? You’ll probably answer. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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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.
Understanding the Sales Force
OCTOBER 5, 2015
Most of the great books I read are disappointing, at best, when they become movies. The Davinci Code, Gone Girl, Absolute Power, Lone Survivor, Hunger Games, The Girl with the Dragon Tatoo, The Lincoln Lawyer, 127 Hours, and Heaven is for Real are just some of my recent disappointments. Unbroken, The Blind Side and Moneyball didn't get botched up too badly.
The Sales Hunter
OCTOBER 20, 2015
We all want to close deals faster. Too many times the way salespeople close a deal faster is by cutting the price, thinking a lower price will create a faster decision. Here are 10 things you can do right now to close deals faster, and not one of them involves changing your price: 1. […].
No More Cold Calling
OCTOBER 1, 2015
Pack your pipeline with nothing but hot referral leads. I recently scored a meeting with the CEO of a Fortune 500 company. It took me one call to get on his calendar. Why? I received a referral introduction from his trusted friend and advisor. During our 30-minute call, I learned what this CEO expected from salespeople and what initiatives he was driving.
The Pipeline
OCTOBER 15, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . People love to complain about micromanagement, even when at times they are just being actively managed , which is a perfectly good and welcome practice for front line management. While I agree that true micromanagement is neither effective nor desired, at times it is easy to understand why some managers turn 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.
Sales and Marketing Management
OCTOBER 23, 2015
Issue Date: 2015-10-23. Author: John Rode. Teaser: Companies typically give a lot of thought to how they’ll make a positive first impression with customers, but last impressions matter too. To set themselves apart in an increasingly volatile market, companies should make a great impression at every stage of the customer journey, from first to last.
Pointclear
OCTOBER 13, 2015
“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function. Of course it is, but only partially. With marketing automation it is a growing part of the job.
Understanding the Sales Force
OCTOBER 1, 2015
If you had a crystal ball to predict whether or not your next sales candidate would succeed in a difficult selling role at your company, wouldn't you want to use it? Heck, you would want to look into that thing even if it wasn't a difficult selling role. But what if you were recruiting kids right out of college? What would you do then? Would you just recruit a whole bunch of kids and keep the ones who didn't quit?
The Sales Hunter
OCTOBER 6, 2015
Recently after a conference where I spoke, a salesperson asked for ideas on how he could increase his value. The question got me thinking, so here’s my list of what you need to be doing to become a top-performing salesperson: 1. Ask your customer questions both you and your customer can’t answer. Salespeople are famous for […].
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.
No More Cold Calling
OCTOBER 29, 2015
Guest blogger Linda Richardson busts the body language myth and explains why your words help seal the deal. You’ve heard the saying: “People buy with emotion and justify with fact.” That’s why the words you use matter and why business to business sales “pitches” fall flat. Unless you can tap into what’s really going on with your customers and prospects—unless they feel that working with you will help solve their problems—you’ll never get the deal.
The Pipeline
OCTOBER 5, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . There are times when we have to stop and make sure that our actions or words have not caused the pendulum to swing too far. Too much of anything can take away from or completely defeat what we are trying to achieve. And so it is with execution, one of my favourite words, and the core success factor in sales.
Sales and Marketing Management
OCTOBER 5, 2015
Issue Date: 2015-10-05. Author: Chris Merrington. Teaser: I’ve worked with many really smart people working within agencies and in sales teams of many leading companies. I see the same mistakes being made in many of these companies repeatedly. It’s not dumb to make mistakes. What’s dumb is to repeat the same mistake. I’ve worked with many really smart people working within agencies and in sales teams of many leading companies.
Pointclear
OCTOBER 6, 2015
I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. So it’s with great pleasure that I conclude this series on ABM with feedback from SiriusDecisions. First, here’s the question we’ve been asking our experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months.
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!
Understanding the Sales Force
OCTOBER 7, 2015
Last week I published a case history on a company that we nicknamed, BigBrains. Many readers emailed asking if we could perform this analysis for them (yes, in most cases) and whether this would be considered benchmarking (no). In this article, I will actually show you the difference between benchmarking and the Perfect Fit Analysis that we use as proof to clients and to customize Objective Management Group's (OMG) Sales Candidate Assessments.
The Sales Hunter
OCTOBER 27, 2015
1. Don’t ignore the gatekeeper. Treat them the same way you would the senior level person you are trying to reach. Ask the gatekeeper the same questions you would the senior person you’re trying to reach. Many times the gatekeeper is the one who in the end will determine whether you merit time on […].
No More Cold Calling
OCTOBER 8, 2015
What do women in sales and engineers have in common? An engineer who sells? I didn’t understand what one skill set had to do with the other … until I spoke to Ellen, an executive saleswoman at a semi-conductor company. As you might imagine, Ellen is typically the only woman in the room —which gives her a unique perspective. She is off-the-charts bright, with degrees in both statistics and physics, so engineering was a natural career choice.
The Pipeline
OCTOBER 1, 2015
By Tibor Shanto – tibor.shanto@sellbetter.ca . People are creatures of habit, and while we do change over time, most often these are gradual and incremental evolutions, only occasionally radical and sudden change. There are several way this can help sellers perform better, not only in terms of quota, but helping clients achieve their objectives, leading to more business as a result.
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 and Marketing Management
OCTOBER 7, 2015
Issue Date: 2015-09-01. Author: Tim Riesterer. Teaser: The results of a recent study are pretty alarming regarding the effort salespeople put into practicing their craft. The results of a recent study are pretty alarming regarding the effort salespeople put into practicing their craft.
Pointclear
OCTOBER 1, 2015
There’s no doubt that Account-Based Marketing is on the up-and-up. What are sales and marketing leaders saying about it? That’s what I set out to find when I presented this question to fellow industry experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months.
Understanding the Sales Force
OCTOBER 22, 2015
The way that most people watch television these days is to fall in love with a continuing series, and then watch the episodes, on demand, when they want to. I believe that when it comes to reading, Blogs work very much the same way. You come across a Blogger whose work you like and who writes about things that interest you and you check back often or subscribe via email or RSS.
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