sales success

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Latest blogosphere posts tagged “sales success”

 

• The Sales Version of Chicken or Egg – Sales eXchange 205

  
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  By Tibor Shanto – tibor.shanto@sellbetter.ca For many the age old question continues to be which came first the chicken or the egg, and while some have claimed to have the answer, there is a similar one playing out in B2B sales. Most agree that you need to develop and maintain relationships ...
  21 hours ago

• What Makes You Different?

  
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  by Tibor Shanto – tibor.shanto@sellbetter.ca People always want to present themselves as being unique or different, even as they are lined up overnight for the latest iGadget , all adorned in the latest gadget-ware from Fashion Star .  So I am rarely surprised when sales people tell they or their products ...
  3 days ago

• So How Do You Develop A First Class Sales Team?

  
  Jonathan Farrington's Blog — Authority: 418
      Pick up a typical report and what words do you find? Verbs like analyze, forecast, plan, assess and schedule, are used in pursuit of organisations that are efficient, productive and predictable. What set of people are required? Obviously, people who are efficient, effective, proficient, competent, ...
  5 days ago

• Aligning Time Horizons (#video)

  
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  By Tibor Shanto – tibor.shanto@sellbetter.ca Time is pivotal to sales success, on the plus side, it can help you better engage with potential buyers, and on the down side it can create distance and barriers between you and the buyer.  One specific is the degree in which you are aligned with ...
  5 days ago

• Don’t Miss Getting on The Inside Track.

  
  Sell More, Work Less and Make More Money by Colleen Francis — Authority: 110
  If you haven’t yet downloaded my new whitepaper The Inside Track: 6 proven disciplines to lead your sales organization to winning results, go now to my Facebook page and get it! I know you are busy. That’s why this concise guide summarizes some of my best lessons for sales leader so you can quickly read [...]
  1 week ago

• Straight Commission Can Deliver Twisted Results

  
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  The Pipeline Guest Post – Michael Villeneuve Let’s start by imagining your only sales goal is to get reps to bring in revenue. That no customer ever buys more than once. And that only the sales rep interacts with the customer. Then, commission-only could work. It’s simple to calculate and execute. It’s easy ...
  1 week ago

• How Many Sales People Can Dance On The Head Of A Pin?

  
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  by Tibor Shanto – tibor.shanto@sellbetter.ca Ever wonder why some companies can generate as much revenues with less sales people than others with more?  I think it has to do with the hoarder mentality that permeates sales thinking.  “The more territory, the more accounts I get, the better I will do”.  ...
  1 week ago

• The First Half of the Sales Pipeline

  
  Sell More, Work Less and Make More Money by Colleen Francis — Authority: 110
  Measuring  your sales pipeline as percentage complete, as opposed to probability of close,  will give you a more accurate number for your sales forecast and a more  complete picture of your future sales. By drilling down into a typical sales  pipeline and its stages, we will get a better idea of how the ...
  1 week ago

• Succeed with an Ethical Sales Circle

  
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  “You do sales for a living? How do you sleep with yourself at night?” Every so often, the members of the BPI Sales Team get asked the above question.  The truth is, a career in sales is a delicate one.  While the primary goal is to generate revenue by selling, there’s also an obligation to the customer to ...
  1 week ago

• The 30 Hour Work Week

  
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  by Tibor Shanto – tibor.shanto@sellbetter.ca No this is not an alternate to Timothy Ferriss’ The 4-Hour Workweek , a good read I would recommend, many applicable ideas for B2B sales pros; but this piece is about helping sales people deal with and conquer one of our biggest challenges. One of the ...
  2 weeks ago

• 5.5 Sales Tips To Achieve Sales Success In Any Economy

  
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  Here are 5.5 steps to help you achieve sales success in any economy. One of the questions I get asked frequently is, “What do you think is going to happen to the economy?” It probably comes as no surprise to you that I get asked this sort of thing all of the time. Some businesses are struggling. Many salespeople ...
  2 weeks ago

• New Interview: How To Increase Sales With Referrals, Cross-Selling and Up-Selling

  
  Sell More, Work Less and Make More Money by Colleen Francis — Authority: 110
  Here is a new interview with me and Lattice Engines on the power of referrals and cross selling.  Lattice is revolutionizing sales and marketing by harnessing BIG DATA to develop the most informed sales professionals who can engage the most receptive customers in the most compelling ways. Check them out after you ...
  2 weeks ago

• 3 More Tips For Effective Telephone Prospecting

  
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  by Tibor Shanto – tibor.shanto@sellbetter.ca On Monday I wrote about the need to counterbalance for some of the realities of telephone prospecting , and some things sellers can do to compensate.  Today I offer up some other basic things you can do, to improve your success in some simple ways. Some of ...
  2 weeks ago

• A Passion For Life

  
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  For many, summer is a time to take it back a notch, relax, and enjoy a slower pace.  For others it is a time to bear down and focus on things they want accomplish, they spend time preparing their next adventure and conquests. If you’re not ready to left the summer drift by, and see it as an opportunity to reignite ...
  2 weeks ago

• Effective Telephone Prospecting Tips – Sales eXchange 202

  
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  by Tibor Shanto – tibor.shanto@sellbetter.ca If you are a sales person who does not use the phone to proactively prospect for potential clients, you may not find this post of interest, on the other hand you may find something to spark you to take up the habit. As with many things in sales, to successfully ...
  3 weeks ago

• #Contest – See @Biz @ThisIsSethsBlog! In Toronto

  
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   Enter To Win Today & Take advantage of A Special Offer! The Art Of Marketing – Canada’s Marketing & Innovation Conference is coming to Toronto on Wednesday June 5th , and you don’t want to miss this line up.  The line up features: Biz Stone – co-founder of Twitter Seth Godin – New ...
  3 weeks ago

• Sales Pipeline in Percentages Redefined

  
  Sell More, Work Less and Make More Money by Colleen Francis — Authority: 110
  It’s common for leaders to measure their sales pipelines by the probability of the deal closing. And, a common mistake.  Probability of close is a subjective measurement that requires the sales rep to make a judgment about their chances of making a sale. It requires interpretation, bias and is ripe for abuse. ...
  3 weeks ago

• 4 Company Culture “Must Haves” to Create a Great Sales Process

  
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  The Pipeline Guest Post – Jon Birdsong A great sales process does not start with fancy workflows and flawless forecasts. Forging a thriving sales process starts with something more integral to the organization: the company’s DNA. Make no mistake, company culture cultivates machine-like sales processes. When ...
  3 weeks ago

• Sales Leaders – Manage Your 50% Minority

  
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  by Tibor Shanto – tibor.shanto@sellbetter.ca In the past I have written about the propensity of sales leaders to accept and live with the Pareto Principle, the 80/20 rule.  For example, 20% of your reps deliver 80% of your revenues, I know one team with 9 reps, where 2 sellers are responsible for 71% of the ...
  3 weeks ago

• Suntrust Short Sale Success

  
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  Every client we get to help we approach with an open mind and heart, but clients who have Flagstar, Ocwen and Suntrust we have a special place in our heart. If we’re completely honest those are just the files we don’t want to work.  Add on top of that, Freddie Mac and you’re one Google search away from find out ...
  4 weeks ago

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