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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.
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.
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 But I have to tell you that most of those so-called golden nuggets are actually outdated, old-school pitch-mentality approaches to working with updated, modern and sophisticated consumers.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.
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.
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.
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
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
In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing). It seemed like, suddenly, a lot of things were dying: cold calling was dead; telephone prospecting was dead; outbound marketing was dead … many said that even marketing was dead. Maybe I was just sensitive. I mean, I grew up at a time when Paul McCartney was supposedly dead (he, thankfully, lives on).
Author: Paige Musto In marketing, much like in life, success is often a function of how well you plan – how much you’re willing to research, strategize, optimize your approach. Mankind’s earliest marketers knew this: Umbricius Scaurus , a resident of Pompeii in the first century, A.D, famously promoted the fish sauce he was known for (so beloved across the Mediterranean that even people in France knew his name) with descriptions he knew would appeal to well-heeled consumers; mackerel as the “flo
Let’s face it — there’s not one salesperson who has not struggled with this issue. You’re thinking, “If I just discount the price, I will be able to close the deal.” Does this hit home with you? I suspect it does, as it’s one of the most common issues thrown at me when I’m speaking […].
Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.
Sales Directors and Sales Managers rarely get to their positions simply through loyalty or length of time served. They’ve most likely been in the sales world themselves and been an excellent sales person. But this doesn’t mean they will necessarily make it as a manager or director of business. Indeed, there are many people who direct or manage sales , and they are simply in the wrong position.
Author: Rick Cheatham Most leaders believe that strong salespeople are born sellers. They’re natural extroverts, they can easily create relationships with complete strangers, and they can quickly adapt to potential customers’ needs and personalities. But even if the strongest sellers are born sellers, leaders who help salespeople remain confident, learn from their customer experiences, and rise to challenges only enhance their sales teams’ overall performance.
It’s 4th quarter, which means you need to be extra diligent in spending your time wisely. Who are you spending time with? Make sure you are focusing on the prospects and customers who have the greatest likelihood to pay out this year. Now is the time to keep your foot on the accelerator and not […].
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.
Key Account Managers (KAM) are the lifeblood of any organisation wanting to grow and develop their network and a loyal client base. Excellence in the role often comes from natural characteristics, but is also forged through building skills that are shown on a daily basis. These then become habits, and it’s this habitual alignment of skills, attitudes and motives that increases the successful results of any KAM.
If your instinctive response to this question is “A bad idea,” then you’re missing out on opportunities to boost your sales. Because we don’t live in a binary, good/bad, either/or world. We live in an incredibly rich, diverse, complex world filled with unlimited possibilities. And while the opposite of up may be down and the [.].
The first time I went to dinner with a business partner, I was terrified. What if I accidentally brought up a sensitive subject or committed a faux pas? What if it was hard to eat my meal gracefully? What if I made too much eye contact -- or equally bad, too little? Fortunately, the dinner went well. Now that I attended several professional dinners per year, I stay up-to-date with the types of business etiquette and professional norms.
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.
Sales intelligence. Lead lists. Not sure what the difference is? You’re in the right place. For many years, sales and marketing teams turned to list providers for prospecting and lead generation. Plagued by incorrect, incomplete, and outdated information, these purchased lists typically led to a lot of time wasted calling bad phone numbers and prospecting to invalid contacts.
I'm not typically an eavesdropper. Normally I mind my own business when I'm out to eat. But Friday morning, while having a veggie omelet for breakfast at George's Restaurant, my ears suddenly perked up when the guy at the table next to me said, "I'm seriously slammed.".
One of the most important conversations salespeople have with their prospects is the discovery call. Here lies the proverbial fork in the road for you and your prospect. Either they’re a good fit for your product or service and you can move forward with the relationship, or it’s time to part ways. But it’s not always immediately obvious which path to take.
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.
The Sales analytics category has exploded in recent years, both in number and diversity. A recent industry round-up listed 50+ providers, and the list continues to grow. Metrics are the bedrock of any sales function (in fact, one could argue that no enterprise function is tracked, measured and analyzed more than sales!). But not all data is created equal.
I’ve written before about the need to know why you sell. In my own life, my sales performance changed dramatically when I realized why I was in sales, and that was to help others see and achieve what they didn’t think was possible. Take a moment and let the last sentence sink in, and ask […].
Every salesperson has a go-to spiel for when someone asks who you are and what you do. You might call it a talk track, elevator pitch, or script -- but you’ve got one. Many salespeople launch into a 30-second diatribe on what their company does, why it’s important, and why they’d love to tell you more. Don’t be that rep. Inevitably, they’ll start rambling.
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.
Dreamforce 2017 is just around the corner. Nov.6-9 in gorgeous San Francisco. I’ve got my ticket [the event SOLD OUT weeks ago] and soon will be packing my bags with flat-heeled shoes and comfy clothes. There are over 3,000 sessions scheduled—936 if you filter by role for sales operations or sales professional, and 179 if you filter by Marketing /ABM as a role.
Ahhhhh…. The NFL football season is underway. We are a few weeks in, and there is still hope for all teams! Players and coaches are watching game and practice film to find ways to help players get better. I read a piece by Peter King from SI.com about his conversation with Ellis Hobbs – former cornerback with the New England Patriots. He was talking about how much respect he had for head coach Bill Belichick.
Joining us as our guest expert is Jason Close, a key member of the team working behind the scenes of the successful Global Payments growth story. Global Payments literally doubled their revenue growth in a short period of time. Jason is here to.
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