3 Sterne Bewertung

Can We Stop Accepting Average? Please!0

By Tibor Shanto – tibor.shanto@sellbetter.ca 

Something has changed over the last few years, and it needs to be reversed. There is too much celebrating of average, everywhere, but especially sales.

Average may be a good measure to use when comparing house prices on a given street, but falls short when it comes to measuring accomplishments, setting goals, or anything that counts, especially in sales. Let me remind everyone that average = typical; common; ordinary. Not something one would use to describe themselves or loved ones, yet, we seem to celebrate it almost daily.

Average is certainly not something you see at the top of skills listed in job postings for sales positions. BTW, cold calling is, yet the average salespeople seem to find it difficult to execute this basic sales skill. Even when coached and directed, the average reps seem to search for reasons not to do execute core sales activities.

3 Sterne BewertungThe difference between average and excelling is not a great as many would have you believe, and while it may be easy to point at the reps involved, it may be worth looking at what in their support (or lack of support) system allows to get away with it, and at times encourage it, starting with their managers. For a number of reasons many managers are afraid to call out mediocrity or averageness. Sure, HR policies and a litigious environment contribute to this, managers need play an active role in helping people exceed average, or help the individual transition to something they can be more than average at.

It does not help that many managers are reluctant to address the issue head on. I have had managers tell me that they’d rather have someone in the territory than have it vacant. I get it, but I firmly believe and have seen that the long-term damage to revenue in such territories, when an average rep is sent to compete against accomplished sellers. I have heard the arguments about the costs, direct and hidden, that are associated with rep turnover, but the answer is not hanging on to average, but having the conviction and guts to hire the right reps. Coming from the “hire slow, fire fast” school, the holding on should happen at the front end of the process, during hiring, not in avoiding the firing.

In some ways, you can’t blame only those involved on ground level. Many of these average sellers are a product of ‘The “Participation Trophy” generation’. Looking at the charts presented, it is likely to get “averager” before it gets better. Unlike little league, in sales only one rep goes home with the deal, the others, as they say, have hungry babies (and maybe a ribbon).

The cost for all this is borne not only by the organizations and those reps who strive to achieve, rather than just participate, and spend more time and energy on excuses rather than execution. Which leads to the average sales force where a hand full of committed professionals will always outperform a stable of also-rans, the choice is yours, not matter what you tell yourself.

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Want your sales e-mails to be more than average, deliver better sales results?  Register now for this free webinar!

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Go the Extra Mile to Succeed and Clinch a Deal

5 Keys to shortening the selling process1

By Tibor Shanto – tibor.shanto@sellbetter.ca 

What if you could shorten the sales cycle, easily?

One common topic that comes up in conversation with sales leaders is how to shorten their sales cycles. At first glance it seems logical, shorter cycles seem to offer a number of benefits, but it’s not always as it seems. While I have often written about how you can shorten you sales cycle, I have also suggested that it may not in fact need to be shorter, just more efficient in execution.

As with other key aspects of sales it is not a one size fits all affair, there is a balance that needs to be struck to achieve the benefits desired without additional risk. Add to that the challenges in transition the plan from the whiteboard to the real world. Then there is the most important element, the customer, their expectation, and their view of the length of the “buy cycle”.

As part of the Microsoft Dynamics Business Applications webcast series, I had the opportunity to delve into the question of shortening the sales cycle with Barbara Giamanco and Deb Calvert. Among the areas explored were:

  • Develop clarity around what the “length of the sales cycle” really means
  • Understand why your buyer isn’t the only one responsible for dragging out the sales cycle
  • Discover the number one way to shrink your sales cycle now
  • Learn how to use content strategically to move sales conversations forward
  • Know the right questions to ask to move the cycle forward move quickly

The webcast is now available on demand, and I invite you to take the time to view the conversation, the data and viewpoints presented will help you not only understand if you do need to shorten your cycle, but how to best go about it.

Feel free to let us know if we missed anything or if you’d like to drill deeper into any specific elements presented.

Become one of the thousands of sales professionals receiving my latest updates on sales execution, tools, tips and more.

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Need to Convert More Leads To Opportunities?0

There is no one single approach to converting more leads to real opportunities, it takes a blend of technology, messaging, and the dynamics.

You are invited to learn how to best combine these elements to generate more opportunities and sales. On Thursday July 21, join Paul Alves, Co-Founder & CRO of Quota Factory, and I, as we present concrete steps to “Increase Outbound Conversions with Objective Based Selling”.

Paul and I will present how to increase the number of lead you actually connect with, how to convert more of those leads leveraging Objective Based Selling and managing the dynamics of the call.

If you are using the phone to sell or set appointments, you need to attend.

  • What a sales development representative needs to be successful and optimize their time
  • The need for, and positive effects of implementing a workflow management system for sales
  • The difference in dialing techniques and selecting the best kind for your sales team
  • How to transform your messaging from solution-based to persona-based
  • Persona-based objective selling techniques
  • How to understand and translate prospects’ dynamics

If you have a team of SDR’s this webinar will help you understand how our clients increased conversions by over 20%.

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THINKING PROCESS

Forget Presenting and Start Engaging #Webinar0

June 9, 2016 10:00 AM PT/1:00 PM ET

Communication is central to sales success, and communication is a multi-faceted experience.  Sure the message is key, a bad message can set you back; while a great crystal clear message, delivered on target can be a crucial to your success.  But what happens with a perfectly crafted message that misses the mark, does not land the way it was intended?  Sale lost.

Among the things you can control is the how a message is delivered, and how it is taken on by a buyer.  In a world where death by PowerPoint is the norm in selling, presenting yet another sales presentation may not be the way to go.  We all want to engage buyers, encourage a dialogue based on their objectives and business driver, your visuals should align with those, not force the buyer to align with your visuals.

Join Michelle Schifrin and I, the Lead Customer Success Manager at Prezi, to explore how high performing sellers and leading sales organizations are facilitating interactions that deliver the message to a buyer in a way that drives the dialogue, drives sales, and drives mutual benefit for both the buyer and seller.

You’ll learn:

  • How to tell your story in a visual way that engages buyers, creates value, and drives action
  • Case studies from real sales teams who have successfully implemented visual storytelling with a positive ROI
  • How to tackle the challenges that come with transitioning to a more engaging approach to delivering sales presentations

Register

Today Is the Day0

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Join us today at 2:00 PM ET – 11:00 AM PT

Learn firsthand how Arctic Wolf Networks Increased Revenue with Sales Acceleration Technology and a Proactive Approach to Converting More Conversations to Opportunities.  A step by step look at the tools, strategies and methodologies used to achieve a 200% increase in appointments.

In this webinar you will learn how to:

  • Align strategy and technology
  • Increase conversations by leveraging sales acceleration
  • Convert more conversations into qualified opportunities

Register now to attend the webinar

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No BS – Just Facts – Data and – How #Webinar0

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Wednesday, June 1st at 11:00 a.m. PT – 2:00 p.m. ET

No BS – Just the Facts, the Data and the How – Register Now!

We have all sat through webinars that talked about the abstracts of how others do this and do that, but were light on specifics. Not here, this webinar brings a real company, a real situation, warts, glory and all. We’ll go through step by steps with all involved and share how they were able to implement a plan, tools, and methodology and support that lead to:

  • Daily outbound dials per ADR increased 300% from 50 to 150 dials
  • Conversations through local presence increased 100% from 5 to 10 conversations
  • Meetings scheduled per week increased 200%.

Learn how Arctic Wolf Networks leveraged strategy, technology, data and professional development to increase productivity, opportunities and revenues. This webinar will examine which specific steps to follow in order to overcome common challenges facing SDRs and outbound teams.

In this webinar you will learn:

  • Align strategy and technology
  • Increase conversations by leveraging sales acceleration
  • Convert more conversations into qualified opportunities

Learn how combining InsideSales.com, the industry’s leading sales acceleration platform built on a predictive and prescriptive self-learning engine, and Renbor’s Proactive Prospecting Program, designed for SDR’s and outbound professionals, helped Arctic Wolf Networks get more at bats and improve their swing to get more hits.

Featuring:
Brian NeSmith, President and CEO of Arctic Wolf Networks
Gabe Larsen, Director of Sales Acceleration Services at InsideSales.com
Tibor Shanto, Principal at Renbor Sales Solutions Inc.

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Proactive Prospecting — Turning an Interruption Into a Sales Conversation #webinar0

Thursday, Aug. 20 – 4:00 p.m. Eastern

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If you are in sales, you are also in prospecting. Getting in front of the right buyer is critical for sales success, yet many sellers struggle to maintain and leverage a consistent prospecting regimen. This webinar will show you: why reps are reluctant to prospect; how to help them overcome this reluctance; a proven process for prospecting success; how to deal with email and voicemail; and a means of creating sustained change behaviors in your team members. You will learn why looking for need and pain will limit prospecting success, and what you have to introduce into the call if you are going to overcome apathy and complacency in buyers. You will also learn how to deal with the most common objections you will face while prospecting.

Join me this Thursday August 20, at 4:00 pm Eastern for a webinar full of actionable insights.

Register

Delivery Over Messaging In Prospecting Calls0

By Tibor Shanto – tibor.shanto@sellbetter.ca 

Bulls eye

When it comes to effective prospecting there is usually a complete imbalance between two critical components of an effective message. Effective here means leading to initial engagement. The two components are “the content” of the message, and the “delivery”. The being the ability to ensure that the content is packaged and delivered in a way that the recipient can full receive and digest it and get out of it what the seller intended. Most people tend to focus way too much on the message, and the content, then fail to pay sufficient focus and energy on the delivery, often resulting in great content and message being wasted.

The important part of the delivery is “dynamics”, what is happening on the prospects side of things that will enable them or prevent them from taking on the message. Your value prop is a flop if it lands on deaf ears, on the other hand if you can get the prospect to take in the message, even a semi polished message will go further than the perfect line that misses the target.

Most prospecting calls, OK, cold calls, usually fall short because the caller is thinking too much about their end of the call, not the prospects end. First and foremost they are trying, and frankly encouraged by many pundits, to come up with a message that will avoid or side step an objection. Well forget it, that is not happening, when you are interrupting someone trying to pack 16 hours into a ten hour day, you will get an objection, because you are an interruption, no matter how golden your message or revolutionary your product. The only way to avoid objections is to not make the call, and I know some resort to that method. Add to that the fact that no matter how cool or “disruptive” your product, they think they already have it or something like it, remember you called them.

So you have to make it about them. Now I know you’re all sitting there saying I already do that, but having listened to thousands of call delivered by hundreds of reps, you’re not. What I hear is people telling the prospect about their company, what they do, and their product, and only after that do they get to the good stuff, what’s in it for the buyer, but even then, it is often to general. What reps tell me is that they need to introduce themselves, no you don’t. You need to introduce what’s in it for them. By the time you get through your intro they are either asleep or looking for a window, not to jump, but to throw the phone through. Lead with the outcome, the happy ending, the punch line, whatever you wanna call it, give them the end, then work back from there. This will help you get their attention, ensure the message gets through, and will set you up to manage their objectives more effectively. Now, if you want to better manage their objectives download the Objective Handling Handbook, normally $12.97, free today.

This but one example of how the delivery can make a difference. There is also the words, the tone, the cadence, and more, the key is to not focus entirely on the message, and put more attention to the delivery and dynamics involved.

BTW – you can start by joining me today at 1:00 pm Eastern, for a webinar I am present with data.com, I will be showing you how to Mastering voice mail, e-mail, and other tools of Prospect Pursuit Success! 

Tibor Shanto    LI Bottom banner

Mastering voice mail, e-mail, and other tools of Prospect Pursuit Success! #webinar0

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Thursday July 16, 1:00 pm Eastern – 10:00 am Pacific

content (2)Having great leads, being social, and ready are all important, but it takes a lot more to connect and engage these days.  Sometimes the biggest challenge is not the message but the ability to deliver it.  This webinar will look at the tools of trade, how you use and leverage will be the difference between connecting and selling or being left behind.

We will explore:

  • The Pursuit and Pursuit Cadence
  • Voice mail messages that get returned
  • E-mail and role in the pursuit
  • Referrals 2.0
  • Everything New is old again
Register

Mastering Tools and Methods of Prospecting Success #webinar0

Business man point: Turn Prospects Into Sales Appointments

Wednesday June 10, 10:00 am PT/1:00 pm ET

Prospecting continues to be the most sought after skill when companies hire and promote sales professionals. The better you are at identifying and engaging with the right prospects, the more success you will have in your sales career. But to achieve success in prospecting, you will need to master two key elements

1. Sourcing the right leads and crucial information needed to reach that prospect
2. Connecting and engaging with those leads and converting them to pipeline opportunities

Join me and Clinton Rozario, as we present you the methodologies and tools that will help you master the two elements above, and keep you pipeline full and healthy.

By attending this 60 minute expert talk, you will learn how to become more efficient at both lead generation and prospecting and following up, thereby allowing you to spend less time in gaining more prospects and freeing up time to sell more to new and existing clients.

By attending this webinar, sales professionals can learn about

• Leveraging Social Platforms for Micro Targeting
• Reaching C-Level Decision Makers on Social Networks
• Proven method for successful B2B Prospecting
• How to sustain a continuous flow of opportunities
• Lead Gen and Prospecting Tools that will make you more efficient and successful

About Clinton

Clinton Rozario is an expert in B2B lead generation and prospecting on social networks. He has been the chief architect of several such patented products at eGrabber. He offers his expert advice about B2B sales lead generation at various forums and has written numerous articles on the same.

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