SBI Growth
OCTOBER 19, 2017
Sales Leaders miss or make the number one sales call at a time. Yet they typically don’t pay enough attention to each call. They look at each rep’s performance to quota. They review the pipeline. These are difficult to control. Sales leaders can.
Steven Rosen
OCTOBER 31, 2017
How would you like to crush your sales numbers in 2018? In this Executive Briefing, executing with excellence , I am going to share three steps to doing so. Sales managers, sales executives, sales and marketing executives, this message is for you. Do you spend hours, days and months building your marketing plans , getting approval and doing what you need to do to get your plans and budgets secured for the next year?
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The Pipeline
OCTOBER 5, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca. Lately I have had a chance to sit in on a number of “opportunity reviews”, and it is interesting how the format and tools have changed, the plot and the theme have not changed much beyond the costumes, props, and players. Real or Fantasy. What was striking is that for the most part, these “events”, fall in to one of two groups, they are either objective, fact based exercise, leading to a realistic view of their opportunities, with the conviction o
No More Cold Calling
OCTOBER 5, 2017
Does your sales team struggle to get referrals? Here’s why. When I read a checklist of account based sales development strategies that omitted referral selling, I asked the creator why. After a long pause, her response was, “I don’t know.” That sent me over the top. It also made me curious: Why is it that posts about lead generation for account based sales never mention referrals , but tout emails, phone calls, videos, custom content, direct mail, social media, ads, webinars, events, testimonial
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.
Sales and Marketing Management
OCTOBER 1, 2017
Author: Jason Liu Sales enablement software has been around for a while now. You may already have a solution in place for your company, you may be looking for one, or maybe you’re just familiar with the term. What you might not know, however, is that the sales enablement market is poised for a major paradigm shift that will forever alter sales enablement platform strategies and set the industry on a new path.
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Steven Rosen
OCTOBER 6, 2017
Hey Steven coming at you right again with my next Executive Briefing. Last time I spoke to you about coaching and the quantity of coaching. How many days should a manager spend in the field? I found this old presentation that I did when I was the vice president of sales at Alcon and we did some learning and many of you may have seen this on video, it’s by Stephen Covey, I like Stephen Covey and it is called The Big Rocks Presentation.
The Pipeline
OCTOBER 26, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca. There is a lot of discussion around the role of technology in sales, advances in AI (you decide what the A stands for), and its impact on the role of and future of sales people. There is no doubt that technology will continue to change the process of revenue generation, maintenance and growth, but that’s nothing new.
No More Cold Calling
OCTOBER 12, 2017
Account based selling is an art, not a science. Attracting key accounts is the #1 challenge for account based selling teams. (No big shocker there, right?) Their charter is to land and expand within their named accounts while fending off substantial competitors and navigating an increasingly complex buyer landscape—while simultaneously coordinating an internal team to devise a strategy and assign a myriad of tasks.
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Sales and Marketing Management
OCTOBER 16, 2017
Author: Tony Agresta Most salespeople could teach a course in rejection. They’ve been through it so many times they can rattle off the typical objections from customers and prospects: “I don’t have time to hear this pitch”. “It’s not a high priority for us”. “I already have a solution”. “How’s this really going to help me?”. The best prepared salespeople have a comeback ready to go.
MTD Sales Training
OCTOBER 23, 2017
I have seen and heard tons of techniques and tricks on how to ask for referrals from your customers. But I have to tell you that most of those so-called golden nuggets are actually outdated, old-school pitch-mentality approaches to working with updated, modern and sophisticated consumers. I am going to make this short and sweet, because asking for referrals from your clients should be a natural and comfortable act and not some slick technique.
Understanding the Sales Force
OCTOBER 24, 2017
Image Copyright iStock Photos.
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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.
The Pipeline
OCTOBER 16, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca. Despite the state of discourse in general these days, in a one on one settings, like a sales meeting for instance, most people are helpful by nature. As a sales professional, we need to walk the line of leveraging that to help us make a sale, while not taking advantage of it. I know some days it is hard to convince you that people are helpful, especially when someone just hung up on you, or you’ve run out of ideas how to get a response from someon
No More Cold Calling
OCTOBER 19, 2017
Pointing fingers doesn’t change anything. Why? Why? Why don’t account based selling teams ask for referrals? Why is asking for referrals ad hoc and not a discipline? It makes no sense at all, because every sales leader and account based sales rep knows that referrals are their hottest leads and best business. Are you wondering? I was. So, I asked around on LinkedIn and got lots of answers, many of which I shared in a recent blog post.
Sales and Marketing Management
OCTOBER 12, 2017
Author: Jay Mitchell There are endless blogs you can read on how to be a better salesperson. Do a quick Google search on the topic and you will find list upon list of tricks, hacks and sales “secrets” to closing deals and making millions. Sure, there is merit to some of these short cuts and quick tips; heck, we have a blog of our own sharing techniques that work for us.
MTD Sales Training
OCTOBER 30, 2017
Want some tips on cold calling? Here’s the cold calling cheat sheet! I must receive about 20+ emails each month that ask me for specific help and guidance on cold calling so here are some top tips: Sound Like A Human Being. Try not to sound like a robotic cold caller. That’s what 95% of the cold callers sound like. You need to sound as though you are just calling up a colleague for a chat rather than a “have I got a deal for you” salesperson!
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SBI Growth
OCTOBER 25, 2017
Joining us for today’s show is Matt Slonaker, the Executive Vice President Business Development and Marketing for Chronos Solutions. Matt is an executive leader with extensive experience in turnarounds and knows how to generate revenue growth with the unique blend.
The Sales Hunter
OCTOBER 17, 2017
How are you looking to finish your year? There’s time left, but we need to be careful for fear of making a fatal mistake that dooms the year. A few years ago I was working with a CEO and his 8-person sales team to help them close the year on target. The CEO was blunt […].
The Pipeline
OCTOBER 23, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca. Michael Jordan was quoted that the only thing that changes is our focus on the fundamentals , a great lesson for those who tend to be distracted by shinny objects promising “easier” way of achieving or exceeding quota, or, to avoid doing things we don’t like. One of the core fundamentals for successful selling is how we view and utilize time, right down to the minute.
No More Cold Calling
OCTOBER 26, 2017
Here’s how to stop losing deals. Sales leaders complain that their account based sales teams don’t get enough qualified leads, their pipelines are fluff, gatekeepers block their access to the C-suite, and the sales process is way too long. Leadership can’t count on accurate forecasts when pipelines are unqualified. Big problem. Most account based sales reps would give their right arm for a chance to bypass all the middlemen and talk directly to their buyers—not just once in a while, but routinel
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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
OCTOBER 4, 2017
Author: Staff "It will sell itself.". We hear that sort of hype often, especially from newer entrepreneurs and innovators looking to build a startup and acquire venture capital. Unfortunately, almost nothing sells itself , no matter how great that product or service may be. From the very beginning – before the product is even developed – startups as well as mature organizations rolling out new product lines need to ask the question, “How will we sell this?
Understanding the Sales Force
OCTOBER 17, 2017
Image Copyright iStock Photos. The easy answer to the title question is that they have been trained to do that since they first arrived at sales kindergarten. Whether talking points, bullet points, inarguable facts, competitive differences, ROI, value proposition, brand promise or cost of ownership, these words and phrases have been reinforced since day 1.
MTD Sales Training
OCTOBER 16, 2017
No matter what you sell, a consultative selling approach is essential if you want to land the business. Click on this link if you’re looking for a consultative selling course. If you’re looking for tips then please read on! For me, it’s all about unearthing the needs, the wants and desires of your prospects and then positioning your product or solution in a way that makes it the only choice.
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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
OCTOBER 9, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca. It is easy to see why people in sales, at all levels, are infatuated by speed, or as the hipsters say, velocity. You have a specific target, with a defined time line, or more accurately, an end point, which drives many to approach sales like they were the winners of a local grocery store contest. You know where they crown a winner, who runs through the store, filling their cart with as much as they can in 60 seconds, and when they time is up, they
The Sales Hunter
OCTOBER 13, 2017
How confident are you in the outcomes you can help your customers achieve? After finishing speaking to an audience recently, I was approached by a salesperson who was seen by his company as a high achiever. This person had won numerous awards and was viewed as a rock star by his peers. Within a minute […].
Sales and Marketing Management
OCTOBER 9, 2017
Author: Rick Wong Whether you’re the CEO or a sales representative, you’re a seller. You know that in order for your company to be competitive, you’ve got to continually make new sales. Still, it isn’t enough to just make sales. In this business environment, you’ve got to do such a stellar job for your customers that they return to you again and again – and become lifelong customers.
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