The Pipeline

JULY 16, 2012

Last week I was working with a group, we were looking at more effective prospecting, when we got around to discussing referrals, I got back some familiar comments. We all know that referrals are a highly effective way to grow your leads and prospect base, (yes, there is more than cold calling, and more than referrals), but at times reps and sales organizations place unnecessary limitations on their ability to fully leverage referrals.

Referrals 324

Referrals Lead Rank Lead Scoring Territories 324

SBI Growth

JULY 29, 2012

Revenue 317

Revenue Sales Management Sales 317

The Sales Heretic

JULY 26, 2012

As someone who makes my living speaking and training on sales, I am, of course, a member of the National Speakers Association. Which means that last week I was in Indianapolis for the 2012 NSA Annual Convention. More than a thousand of the world’s best professional speakers gathered for four days to learn from each other. [.].

Course 316

Course Training Sales Twitter 316

Bernadette McClelland

JULY 23, 2012

'From Back Rooms to Board Rooms. It doesn’t matter if you are presenting to a group of IT gurus sitting in their back rooms surrounded by the sound of humming hard drives or whether you are with the executives in the lofty penthouse boardroom – your ability to speak in public is crucial to your marketing and sales success. Get clear on the context of your presentation, pitch or proposal.

Campaigns 301

Campaigns Proposal Conversion B2B 301

Speaker: Jam Khan, SVP, Product Marketing at ZoomInfo & guest speaker Amy Hawthorne, Principal Analyst from Forrester

Buying signals extend well beyond intent. They give go-to-market teams the chance to know everything about their customers. With buying signals, they can reach more customers and win more deals. Join Jam Khan, SVP, Product Marketing of ZoomInfo and guest speaker Amy Hawthorne, Principal Analyst from Forrester for this new webinar where you'll find out how marketing teams operate more efficiently and sales teams close more business when they act on buying signals, not just intent!

Intent

MTD Sales Training

JULY 10, 2012

Cancelled appointments and no-shows will cost you a ton of money. You invest a great deal of time prospecting and locating the decision maker (DM). Then you went through all sort of pain getting past a tough gatekeeper screen just to reach the DM. and set the appointment. Then you could you have travel time, gas and a host of other less tangible expenses.

Cancellation 297

Cancellation Gatekeeper Decision Maker Travel 297

The Pipeline

JULY 27, 2012

Two heated discussions this week put focus on an interesting question for sales organizations; based on where you land the issue, and where you are in the sales organization, the topics could have profound implications. . First was a rep trying to answer a simple question, “why do people buy from your company?” His response was “me, they buy because of me”.

Hiring 300

Hiring Commission Follow-up Survey 300

SBI Growth

JULY 14, 2012

How To 310

How To Sales 310

The Sales Heretic

JULY 13, 2012

Too many salespeople, professionals and business owners labor under the belief that customers are only looking for the cheapest possible price on everything. As a result, they undervalue what they sell, discount when they shouldn’t, and needlessly throw away profits. The fact is, however, price is not the only thing that matters to buyers. I’m not [.].

Discount 280

Discount Buyer Customer Prospecting 280

Bernadette McClelland

JULY 8, 2012

'If you can’t measure it, you can’t manage it. If you can’t measure it, you can’t manage it. How would it be if a pilot flying the next plane you boarded had no dials or instruments. People in general resist any form of measurement and so do salespeople. Especially when they feel it is a ‘checking up on me’ strategy.

Face-to-face 278

Face-to-face Banking Motivation B2B 278

Speaker: Mike Rizzo, Founder & CEO, MarketingOps.com and Darrell Alfonso, Director of Marketing Strategy and Operations, Indeed.com

Though rarely in the spotlight, marketing operations are the backbone of the efficiency, scalability, and alignment that define top-performing marketing teams. In this exclusive webinar led by industry visionaries Mike Rizzo and Darrell Alfonso, we’re giving marketing operations the recognition they deserve! We will dive into the 7 P Model —a powerful framework designed to assess and optimize your marketing operations function.

Marketing

MTD Sales Training

JULY 31, 2012

Well, we all know the old sales person’s mantra, “Never take NO for an answer!” Indeed, some sales people try to live by this greed. However, in attempting to live up to such a rigid and unrealistic standard, sales people often cross the line. The line I am referring to is the one where you go from being a professional, confident sales person, who passionately believes in his or her products, to an annoying, selfish, obnoxious peddler, trying to extort money.

Objections 288

Objections Motivation Course Up-Sell 288

Understanding the Sales Force

JULY 24, 2012

Understanding the Sales Force by Dave Kurlan The first problem with today's title is the "5" in "Top 5.". They are not the 5 that most sales managers spend their time on, so let's begin with the sales management practices that most sales managers actually spend their time on. By the way, that's how so many "best practices" (that aren't) actually get published.

Webinar Metrics 276

Webinar Metrics Sales Management Distribution Report 276

The Pipeline

JULY 11, 2012

Sales like all professions, has their cultural symbols and icons, universal, recognized by all in sales even though we may sell different products or solutions. One of the most recognizable is the Funnel; symbolizing a number of key elements of the sales process and experience, representing the flow of opportunities. The wide open end at the top, and as we apply the sales process, disqualify the also-rans, it then narrows, till a fewer number of customers are produced at the end of the process

Top of Funnel 293

Top of Funnel Funnel Forecasting Pipeline 293

SBI Growth

JULY 21, 2012

Quota 292

Quota Sales Marketing Strategy 292

Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive

Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!

Sales Coaching

No More Cold Calling

JULY 19, 2012

Technology may power sales research, but people power the close. Nothing has really changed in the sales world, although many pundits rant about the “new normal,” “new realities,” Buyer 2.0, Web 2.0, Web 3.0…. They talk about the “informed buyer.” Is the so-called Buyer 2.0 more informed? Of course you are. We are all consumers; whether we want to buy a book, child’s toy, shoes, shampoo, or a computer, we have easy and immediate access to what others say about the product—did it fit the descript

Buyer 267

Buyer Social Media Media Vendor 267

Sales and Marketing Management

JULY 8, 2012

Issue Date: 2012-07-09. Author: Philip Lund. Teaser: Confucius taught the future business administrators of China’s emperors and ruling elite. As I read his sayings, I realized I was in fact reading a business book. Topics were recognizably modern business topics and certain individuals in his text consistently spoke in particular ways and on particular themes.

Sales 246

Sales 246

MTD Sales Training

JULY 18, 2012

If you still view gatekeepers as annoying, low-level, annoying pawns whose mission in life is to do nothing but waste your time, cost you money and make your life miserable, then I have news for you. The fact is that today’s modern gatekeeper (GK) is an educated, highly trained, sophisticated and sales savvy professional, who often has power and authority.

Gatekeeper 288

Gatekeeper Cold Calling Face-to-face Decision Maker 288

Understanding the Sales Force

JULY 30, 2012

Understanding the Sales Force by Dave Kurlan Yesterday, we were in a small seaside village and in a nautical gift shop, I read this sailing quote: "The pessimist complains about the wind. The optimist expects it to change. The realist adjusts the sails.". Translated for selling: "The pessimist complains about the prospect. The optimist expects him to buy.

Decision Maker 260

Decision Maker Proposal Sales Cycle Exact 260

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Hiring

The Pipeline

JULY 23, 2012

Selling is an exercise in persuasion, I know no one wants to be sold, they want to buy, but even in creating that “buying environment”, we are persuading. And if you are part of that minority that is willing and capable of engaging and selling to the group sellers describe as status quo, usually the least willing to engage with sellers, after all “they are all set”; then there is no question that you are persuading.

Buyer 282

Buyer Face-to-face Exercises Objections 282

SBI Growth

JULY 8, 2012

Strategy 292

Strategy Marketing Territories 292

No More Cold Calling

JULY 12, 2012

Bury “ABC.” Better in sales to “always be asking” (ABA). No more acronyms, please. For example, “ABC:” always be closing. I dislike that phrase. It’s pushy, salesy, and off the mark. Yet, this phrase is used time and time again. (It’s a part of the American sales DNA, as immortalized by Alec Baldwin in Glengarry Glen Ross. It’s profane, brutal, and demeaning.

Closing 254

Closing Referrals Video Sales 254

The Sales Heretic

JULY 5, 2012

If your sales aren’t what you wish they were, odds are you’re wasting too much time and energy on the wrong prospects. Who exactly are the wrong prospects? And how can you make sure you’re not wasting your sales efforts on them? Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this [.].

Prospecting 237

Prospecting Strategy Energy Exact 237

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Competition

MTD Sales Training

JULY 13, 2012

Often the value and significance of the incoming call is overlooked. Sales and customer service people often take such calls for granted, believing that the caller MUST have an interest since they called in. However, you have to remember that an incoming cold call is STILL a cold call , requiring, tact, care and precision. #1: A Clear and Simple Greeting.

Majestic 284

Majestic Cold Calling Up-Sell Closing 284

Understanding the Sales Force

JULY 30, 2012

Understanding the Sales Force by Dave Kurlan Yesterday, we were in a small seaside village and in a nautical gift shop, I read this sailing quote: "The pessimist complains about the wind. The optimist expects it to change. The realist adjusts the sails.". Translated for selling: "The pessimist complains about the prospect. The optimist expects him to buy.

Decision Maker 252

Decision Maker Proposal Sales Cycle Exact 252

The Pipeline

JULY 20, 2012

A few weeks ago, a friend took me to a restaurant opening, he knew the chef, who apparently was well know with a world wide following. We were introduced me after our meal, I told him I loved the curried eggplant dish, and he offered me the recipe. Last week I decided it was time for me to whip up a batch at home. I sat down to enjoy my creation, and noticed it was not the same as the dish I was served at the restaurant opening, it was missing something.

Face-to-face 282

Face-to-face Follow-up Up-Sell Pipeline 282

SBI Growth

JULY 28, 2012

Strategy 282

Strategy Sales 282

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Buyer

Sales and Marketing Management

JULY 28, 2012

Issue Date: 2012-07-01. Author: Chris Lytle. Teaser: In this excerpt from his book "The Accidental Salesperson," Chris Lytle explains how he tagged along with his wife on a tour of the Waterford Crystal factory in Ireland and took home a seminar's worth of sale insights. In this excerpt from his book "The Accidental Salesperson," Chris Lytle explains how he tagged along with his wife on a tour of the Waterford Crystal factory in Ireland and took home a seminar's worth

Sales 220

Sales 220

Pointclear

JULY 17, 2012

I asked this question on Focus.com a few weeks ago and got answers that surprised me. Knowing the B2B lead generation market like I do, here is what I expected to see : “The inbound lead is better because outbound is dead.” “Inbound rules. Stop interruption marketing.” I expected these types of responses because all you read these days are article after article and blog after blog saying that “70% of the buyer’s journey is done before a sales rep needs to get

Inbound 217

Inbound Sales Qualified Lead Marketing Qualified Lead Outbound 217

MTD Sales Training

JULY 19, 2012

A sluggish economy gives prospects a ton of objections and reasons to stall. Unfortunately, many sales people still have a difficultly time overcoming these, “econojections.” The main reason sales people have such problems with econojections is that they are not objections at all. The state of the economy, be it local, national or global, is a condition , hence the term “economic conditions.

Objections 282

Objections Benefit Exact Closing 282