Sat.Oct 14, 2017 - Fri.Oct 20, 2017

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10 Mistakes that Kill Sales Calls

SBI Growth

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.

Quota 299
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I Need Some Help

The Pipeline

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

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5 Reasons Your Account Based Sales Team Flunked Referral Selling

No More Cold Calling

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.

Referrals 265
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The Best Way to Sell Is With a Story

Sales and Marketing Management

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.

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How to Create Sales Email Sequences That Convert

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.

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Want to Beat 2018 Estimates? Start Changing the Game in Q4.

SBI Growth

Strategy 257

More Trending

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Year-End Mistakes You Need to Avoid

The Sales Hunter

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 […].

Closing 209
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Why Do Salespeople Use Facts and Logic to Combat Objections?

Understanding the Sales Force

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.

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10 questions your Key Accounts will be asking you!

SBI Growth

Account 229
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5 Top Tips For Successful Consultative Selling

MTD Sales Training

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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The Trends You Need to Succeed This Holiday Season

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.

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Sales Reps are CRITICAL to Company Success

Score More Sales

Your sales reps – be they inside sellers, field sales, or otherwise are critically important to the success of your planned revenue growth for a very simple reason: A significant portion of the buying journey is done without sales involved and that won’t change.

Company 198
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What is Your Distinct Point of Difference?

The Sales Hunter

This week I had the opportunity to work with the team from SEN Design Group and some of their members. The conversations were stimulating, as everyone was bringing amazing insights to the conversation. What I found interesting is the more time I spent with them, the more I came away realizing the need to have […].

Groups 151
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Slow Down the Customer to Win the Deal

SBI Growth

Customer 204
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10 Ways Sales Managers Motivate And Demotivate Their Teams

MTD Sales Training

A sales manager on one of our leadership programmes was asked what he considered to be his biggest priority at work. We thought he would have said ‘hitting targets’ like everyone else had said on the programme. This sales manager said something rather intriguing. He said that his biggest priority had to be keeping his team motivated and inspired. That was because, if he managed to achieve a highly-motivated team, it was much easier to achieve his targets.

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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

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.

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30 Ways to Boost Sales in Q4

Score More Sales

Need a dose of inspiration to boost sales before the calendar year is over? Working to hit that stretch goal? How about a way to move a stalled sales opportunity to closure?

Sales 162
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The 5 Most Important Sales Performance Metrics Every Rep and Manager Should Track

Hubspot Sales

As a sales manager or leader, your problem probably isn’t too little data. It’s too much data. After all, with the latest tools we can measure everything -- and we do. From the percentage of reps using your CRM and cohort retention rate to average time to hire and sales velocity, there’s a nearly endless list of metrics, reports, and data points. Let’s be honest: It’s overwhelming.

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Are you the Next SVP of Sales?

SBI Growth

Sales 159
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How To Get Past Gatekeepers

MTD Sales Training

The Gatekeeper : the secretary, receptionist or personal assistant, whose job it is to “screen” your call and stop you from talking to the decision maker. We all understand the importance of talking to “The Decision Maker”. Talk to someone who is not qualified and you’re wasting your time! If you are in B2B sales then you have come face to face with gatekeepers and a “screen” and learning to get past these guardians of the gold, is a mission-critical objective in your sales career.

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Buyer’s Guide: 5 Tough Questions To Ask a Salesforce Managed Services Provider

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.

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All Data is Not Created Equal: Independent Case Study Proves Why Quality Beats Quantity

DiscoverOrg Sales

For years, sales and marketing teams have been spending money to buy lead generation tools and contact data to grow their email marketing database. Unfortunately, the days of just filling your marketing system with the most names, emailing them indiscriminately, and seeing a flood of responses is long gone. Today, there are so many choices and tools that promise to accelerate growth and build your pipeline, it can be overwhelming.

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56 Email Etiquette Tips to Avoid Writing Sloppy Emails

Hubspot Sales

You may have heard, “Don’t sweat the small stuff.” That might be true in some aspects of life -- but over email, sweating the small stuff is exactly what you should be doing. Business email etiquette. Email etiquette rules dictate what’s appropriate and what’s not when you’re sending a message to a prospect, business partner, coworker, manager, or acquaintance.

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Before visiting your Key Accounts answer these 10 questions!

SBI Growth

Account 153
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When Paper-based Sign-offs Become Turn-offs

SBI

There is often little margin for error when working and closing a deal. Unfortunately, it’s at the finish line where many sales opportunities stumble and fall, preventing the successful close of the deal. Crossing the finish line is still a long, drawn-out affair for many sales reps, with delays that often stretch the process into days or even weeks—plenty of time for all their efforts to unravel.

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Foundational ABM Building Blocks

Account-based marketing (ABM) is a key strategy for driving sustainable growth. Today, many B2B companies use ABM teams or technologies to make sales. But getting a program off the ground successfully doesn’t have to be a daunting task. Watch this webinar with Rachael Foster, Director of Account-Based Experience at ZoomInfo, and Dan Dolph, Manager of Account-Based Experience at ZoomInfo.

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Sales Motivation Video: Sales Prospecting and the 4th Quarter of the Year

The Sales Hunter

Fourth quarter?! How did that happen? Don’t slow down on your prospecting now. Yes, you need to be closing deals, but you ALSO need to be adding fresh prospects to your pipeline at the same time. Check out the video to see what I mean: A coach can help you excel in your sales […].

Video 131
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Sales Compensation: The Ultimate Guide

Hubspot Sales

Sales compensation is one of the trickiest aspects of the sales organization to get right. Not only are salespeople notoriously good at figuring out and exploiting loopholes in the pay structure, but there are tens of different variables to balance. How to create a good sales comp plan. Sales comp plan types. Salary only. Commission only. Base plus commission.

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Is it better to in-source or outsource sales lead generation?

Pointclear

This is the second of a 2-part series that borrows Miller Lite’s super successful Tastes Great, Less Filling campaign theme to make a point about sales lead generation. Just as the beer pleases two constituencies (those who want their beer to be both full bodied and light), the outsourced approach to lead generation, qualification and nurturing pleases two kinds of marketing and sales leaders.

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Sales Tech Simplified: How to Deliver Accurate Forecasts and Improve Pipeline Management @AvisoInc

SBI

In this series, we ask tech executives to describe the why and how of their solution. We call it Sales Tech Simplified. This week I interview Michael Lock , CEO of Aviso. Nancy: Why does the industry need your solution? Michael: There are three critical sales processes that are central to driving revenue: forecast management, pipeline reviews, and deal reviews.

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Beyond the Basics: How to Develop and Retain a Top-Performing Sales Team

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.

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How To Identify A Weak Sales Manager

MTD Sales Training

There are few things more exasperating than employing someone who you have to micro-manage or continuously direct to get results. That person who started off so well, or had all the right things on their CV, starts to make you wonder why you picked them in the first place. So what are the identifying marks of a weak sales manager ? How can you, as Sales Director, determine the signs that have to be dealt with?

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18 Empathy Statements That Put Your Prospect at Ease

Hubspot Sales

Sales is evolving. The days of fast-talking, railroading salespeople is gone. Today’s buyers won’t stand for being bullied into a deal. That’s where the empathy statement comes in. If your idea of empathy is throwing an “ uh-huh ” or “ I see ” into your conversations every few minutes, think again. Below, I’ve rounded up a few empathetic statements every salesperson should use.

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How much does outsourced lead generation cost (vs. keeping it in house)?

Pointclear

Tastes great, less filling—that’s not only one of the greatest campaigns ever ( AdAge says it’s 8 th on the list), it has a corollary in the sales lead generation space. Just as Miller Lite excels in two conflicting arenas (palatability and how full it makes you feel), outsourced teleprospecting does as well. By outsourcing your lead generation, qualification and nurturing activities you get better results for less cost, and I can prove my claim.