Top Tips for the Modern Day Cold Call

Nine. That’s the number of attempts it usually takes to reach a cold prospect. Yet too many salespeople give up after two or three tries  And while repeat business and referrals play a big part in most industries, attracting new regions and verticals is critical for growth.

Earning the Right to Close

One of the common complaints I’ve heard from sales executives is that their people aren’t strong closers. To me this is a reinforcement of the fact that far too much emphasis is placed on closing. It’s as though a strong ending can salvage a poor three-act play.

Five Quota-Setting Methods (And How to Determine What’s Best for Your Business)

Every year we ask sales leaders, “What’s your biggest challenge with sales compensation?” and every year we get the same answer: quota setting. Quotas are a hassle for all involved: from the people in finance and sales leadership who set the goals to the frontline sales reps who have to achieve those goals.

VR, Beacons and Show Floor Tracking

The rate of technology change is accelerating with thousands of ideas, apps and innovations bubbling up to help meeting planners, exhibitors, venues and other meeting participants do their jobs better. Here are seven event technology trends to monitor.

The War Room and What It Can Tell You

So there we were… the War Room.

Stop the Launch! 4 Reasons to Avoid a Company Opening Event

Every entrepreneur needs a healthy amount of self-esteem. After all, if they didn’t believe in themselves, they wouldn’t bother launching businesses.

Discovering Buyer Insights Through Perception

The following story derives from conversations with “Pat,” a sales team member, after our several interactions with a customer in the medical equipment industry. Given Pat’s impressive selling expertise, I decided to probe his thinking after each sales call we made together in order to gain insights on why he reacted in certain ways.

Challenge the Status Quo with Insight-Based Direct Questions

When customers understand their problems, it’s easy for salespeople to lead them through discovery, because customers don’t need salespeople to shine the light of insight on visible problems. A salesperson can simply confirm the value of their product by asking generic questions.

Your Company’s Biggest Information Security Risk? Your Employees.

Some of the biggest, most damaging security breaches in history occurred in 2015.

Three Simple (and Free!) Tactics to Boost Sales Performance

Most sales organizations are not unlike a college class being graded on the Bell Curve. Typically, 20 percent are top performers – these A+ performers get it done with minimal support. The D’s and F’s in the bottom 20 percent are either new or need to find another line of work. Middle performers represent over half the sales force.

Close More Sales with Lead Validation

Lead validation is the labor-intensive process of listening to recordings of phone inquiries and reading form submissions generated by SEO, PPC, email marketing and other Internet marketing campaigns, to separate true sales leads from non-leads such as spam, sales solicitations, customer service inquiries, etc.

Understanding Sales Equity

So Just What Is Sales Equity?
To borrow a phrase from the financial industry, “equity” (the value you receive) is simply your “asset” (what you get) minus your liability (“what it cost you”):

The Dangers of Not Attributing Customer Calls to Digital Marketing

Digital marketing has gone mobile. And thanks to smartphones and click-to-call, consumers are responding to search, social, display and other digital ads and campaigns by calling businesses by the billions.

Self-Service Data Prep: the Secret to Fast, Accurate Sales and Marketing Analytics

Data quality and data access plague analytics – especially in sales and marketing. Let’s face it, whether your role is sales operations or marketing analyst, your data is constantly questioned at best, or simply wrong at worst. Does this sound familiar?

Three Things that Keep Sales Managers from Making Intelligent Decisions

When it comes to the productivity, effectiveness and overall success of sales teams, data is key. Having accurate and useful data can make or break a sales team, but on the other side of that coin, focusing too much time and resources gathering, analyzing and reporting data can be a hindrance to a successful sales cycle as well.

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