Sales Prospecting
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13 Traits of an Outstanding Salesperson

13 Traits of an Outstanding Salesperson | Sales Prospecting | Scoop.it

Via The Learning Factor
Monika D'Agostino's insight:

Especially love the Discipline to Follow-Up.

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Marty Wolff's curator insight, October 19, 2013 6:12 PM

Talk about conflicting thoughts! Message really is bring on the salesperson that fits your culture, business development structure and growth and/or retention goals.

Hannah Langlois's curator insight, November 4, 2014 11:35 AM

Even though some people don't like to see it, Marketing and Sales work together in the world of business. This article shows what companies believe are the best traits of a salesperson and what they look for in a person. 

Megan Kraft's curator insight, November 5, 2014 3:40 PM

Fun compilation list that has the traits you would expect, along with some surprises and unique insight.

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Let me explain to you how our organization works..... - Consultative Sales Academy

Let me explain to you how our organization works..... - Consultative Sales Academy | Sales Prospecting | Scoop.it
….that is the line that was shared with me verbatim today by an account executive of the leading CRM organization, Salesforce. Here is the situation. I love Salesforce – not only are they the market leader, it’s by far my favorite CRM and I not only use it for my own business, but also on …
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Consultative Sales Academy - Not Interested or Not Qualified

Consultative Sales Academy - Not Interested or Not Qualified | Sales Prospecting | Scoop.it
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Prospecting Is The New “Prospecting” - Business 2 Community

Prospecting Is The New “Prospecting” - Business 2 Community | Sales Prospecting | Scoop.it
I’ve been involved in a number of discussions on prospecting recently. One sales exec complaining to me when I suggested he and his people needed to be prospecting. His response was, “Marketing h…
Monika D'Agostino's insight:

What if your prospects aren't social?

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What Top Sales Teams Have in Common, in 5 Charts - blogs.hbr.org (blog)

What Top Sales Teams Have in Common, in 5 Charts - blogs.hbr.org (blog) | Sales Prospecting | Scoop.it
New research shows what differentiates the best sales organizations.
Monika D'Agostino's insight:

High-performing sales organizations employ a more structured sales process - like I always say - sales is a process!

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Is Your Cost of Sales Too High?

Is Your Cost of Sales Too High? | Sales Prospecting | Scoop.it

 

CEOs are often in the middle of a tug-o-war between sales and finance. The CSO believes the answer to solving the sales problem is increasing headcount. In contrast, the CFO looks at the cost per head, quota attainment and believes cutting heads is the answer.  

 

 

This scenario plays out often as companies review budgets and do annual planning. Does the situation ring true for you? If so, you’re not alone.  Oftentimes companies are looking at the wrong metrics and need to broaden the view.


Via The Learning Factor
Monika D'Agostino's insight:

Excellent article on sales metrics. Here is an article of mine that was published a while back on this topic. http://www.themeasurementstandard.com/2012/08/sales-metrics-what-are-we-really-measuring/#getsalescertified.com

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The Learning Factor's curator insight, August 14, 2014 5:45 PM

Often times companies are looking at the wrong metrics to determine the right sales force size. Find out if you should increase headcount or cut it.

Monika D'Agostino's curator insight, August 15, 2014 10:20 AM

http://www.themeasurementstandard.com/2012/08/sales-metrics-what-are-we-really-measuring/

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How To Boost Your Sales Reps' ROI - Forbes

How To Boost Your Sales Reps' ROI - Forbes | Sales Prospecting | Scoop.it
How To Boost Your Sales Reps' ROI
Forbes
Do you have a one-dimensional pay plan for your sales force? Many companies don't put a lot of emphasis on sales incentive pay plans.
Monika D'Agostino's insight:

Your salespeople have to make enough money to be happy. If they don’t make enough to meet their needs, they’ll leave. This is true for any profession, but keep in mind that sales people encounter more rejection than anybody else. #getsalescertified.com

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Monika D'Agostino's curator insight, August 8, 2014 8:18 AM

Your salespeople have to make enough money to be happy. If they don’t make enough to meet their needs, they’ll leave. This is true for any profession, but keep in mind that sales people encounter more rejection than anybody else. #getsalescertified.com

Monika D'Agostino's curator insight, August 8, 2014 8:18 AM

Your salespeople have to make enough money to be happy. If they don’t make enough to meet their needs, they’ll leave. This is true for any profession, but keep in mind that sales people encounter more rejection than anybody else. #getsalescertified.com

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Effective Communication skills and Consultative selling skills • /r/sales

Effective Communication skills and Consultative selling skills • /r/sales | Sales Prospecting | Scoop.it
To start off I am by no means an expert at selling. It is something that I try to get better at day by day. The purpose of this post is the basics. ...
Monika D'Agostino's insight:

Sales is a marathon. Pace yourself throughout the sales process.

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Monika D'Agostino's curator insight, August 1, 2014 10:37 AM

Sales is a marathon. Pace yourself throughout the sales process.#getsalescertified.com

Monika D'Agostino's curator insight, August 1, 2014 10:38 AM

Sales is a marathon. Pace yourself throughout the sales process.

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Harvard Business Review Survey Reveals how B2B Sales Reps Can Win - The Customer Edge

Harvard Business Review Survey Reveals how B2B Sales Reps Can Win - The Customer Edge | Sales Prospecting | Scoop.it
Consumers have long been empowered to locate and expect the best deals on everything from automobiles to vacations. A newly released report from Harvard Bu

Via Pantelis Chiotellis
Monika D'Agostino's insight:

Seventy-two percent of decision-makers say the sale rep’s ability to help solve business objectives is a major influence on their buying decision. It's time to help your sales people become influencers. www.getsalescertified.com

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Five Tips for Building a Startup Sales Team

Five Tips for Building a Startup Sales Team | Sales Prospecting | Scoop.it

Via Daniel Watson
Monika D'Agostino's insight:

CEOs and founders are great at selling their concept to investors, but when it comes to going to market they really need to look at hiring/outsourcing sales. www.getsalescertified.com

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Monika D'Agostino's curator insight, July 18, 2014 11:45 AM

CEOs and founders are great at selling their concept to investors, but when it comes to going to market they really need to look at hiring/outsourcing sales. www.getsalescertified.com

Jeremy Barton's curator insight, July 19, 2014 3:55 AM

Some good tips here. Not sure if they are all realistic in a small start up.

MichaelJDay's curator insight, July 24, 2014 1:37 PM

You can have the greatest product in the world but if customers don't know about it (marketing) and  you don't have a winning sales and marketing team to bring in the revenue nothing else matters.

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"Story-Based Selling:" Craft, Connect, Profit from Conversations - Small Business Trends

"Story-Based Selling:" Craft, Connect, Profit from Conversations - Small Business Trends | Sales Prospecting | Scoop.it
"Story-Based Selling:" Craft, Connect, Profit from Conversations
Small Business Trends
Bloomfield tackles the perennial challenge of creating stories that sell.
Monika D'Agostino's insight:

Selling Isn’t About Buying, it’s About Feeling

Something that I have been saying for years. People buy from people. They don't buy products or services only, they also buy how you make them feel. www.getsalescertified.com

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Monika D'Agostino's curator insight, July 14, 2014 8:46 AM
Selling Isn’t About Buying, it’s About Feeling

Something that I have been saying for years. People buy from people. They don't buy products or services only, they also buy how you make them feel. www.getsalescertified.com

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The Sales Objection Of Death And How To Overcome It - Forbes

The Sales Objection Of Death And How To Overcome It - Forbes | Sales Prospecting | Scoop.it
The Sales Objection Of Death And How To Overcome It
Forbes
It stops sales people in their tracks. It's such a strong sales person deterrent, many buyers use it as a tool in order to shoo away unwanted sales people.
Monika D'Agostino's insight:

We already have that product, we already have that service, we’ve already invested in that, we are all set.” This objection and make no mistake, it is an objection, is the most common and frustrating objection out there. I call it the objection of death. It stops sales people in their tracks.

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Monika D'Agostino's curator insight, July 9, 2014 9:19 AM

We already have that product, we already have that service, we’ve already invested in that, we are all set.” This objection and make no mistake, it is an objection, is the most common and frustrating objection out there. I call it the objection of death. It stops sales people in their tracks.

Monika D'Agostino's curator insight, July 9, 2014 9:20 AM

We already have that product, we already have that service, we’ve already invested in that, we are all set.” This objection and make no mistake, it is an objection, is the most common and frustrating objection out there. I call it the objection of death. It stops sales people in their tracks.

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How to sell to customers who don't know what they are buying - Business Journal

How to sell to customers who don't know what they are buying - Business Journal | Sales Prospecting | Scoop.it
How to sell to customers who don't know what they are buying
Business Journal
Regardless of how well your reps are trained in consultative selling, and no matter how well you are motivating them, this has got to be hard.
Monika D'Agostino's insight:

Retrain your reps so they are selling advice, not just the product or service.#getsalescertified.com

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Monika D'Agostino's curator insight, June 25, 2014 9:59 AM

Retrain your reps so they are selling advice, not just the product or service.#getsalescertified.com

Monika D'Agostino's curator insight, June 25, 2014 9:59 AM

Retrain your reps so they are selling advice, not just the product or service.#getsalescertified.com

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Selling Tips and Techniques to Increase Your Sales Performance ...

Selling Tips and Techniques to Increase Your Sales Performance ... | Sales Prospecting | Scoop.it
Once you know the top 3-5 factors in each of the above categories, you can hold a great sales conversation with any decision maker and can start to develop a consultative sale… and you'll be better than 90% of your competitors!
Monika D'Agostino's insight:

Today’s business-savvy buyers AND employers expect their top sales people to be a hybrid hunter/farmer. What makes a great sales person? Well the answer is: insight; skills; attitude & behavior; and application! It's really all about application! www.getsalescertified.com

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Monika D'Agostino's curator insight, June 20, 2014 9:15 AM

Today’s business-savvy buyers AND employers expect their top sales people to be a hybrid hunter/farmer. What makes a great sales person? Well the answer is: insight; skills; attitude & behavior; and application! It's really all about application! www.getsalescertified.com

Monika D'Agostino's curator insight, June 20, 2014 9:15 AM

Today’s business-savvy buyers AND employers expect their top sales people to be a hybrid hunter/farmer. What makes a great sales person? Well the answer is: insight; skills; attitude & behavior; and application! It's really all about application! www.getsalescertified.com

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Consultative Sales Academy - Sales for Twitter

Consultative Sales Academy - Sales for Twitter | Sales Prospecting | Scoop.it
Monika D'Agostino's insight:

Selling Twitter Advertising is like selling any other service, or at least it should be.

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Consultative Sales Academy - 5 Steps to overcome the fear of Cold Calling

Consultative Sales Academy - 5 Steps to overcome the fear of Cold Calling | Sales Prospecting | Scoop.it
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Sales Cycle: What Content Goes Where? [INFOGRAPHIC]

Sales Cycle: What Content Goes Where? [INFOGRAPHIC] | Sales Prospecting | Scoop.it
In its latest B2B technology survey report, Eccolo Media, a content marketing agency, asks technology buyers what content, such as white papers, case studies, videos and infographics, they find most helpful in the four phases of the sales cycle.

Via Getplus, Pantelis Chiotellis
Monika D'Agostino's insight:

Relevancy is key to effective content management.

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Getplus's curator insight, December 18, 2014 10:02 AM

When it comes to Content in Marketing Automation, it is always a pleasure to come back to the basics :


  • Blog post and Newsletter are helpful in the early stage
  • White papers are usefull for understanding the problem
  • Then Video are good tools to finally help close the deals 

In our own Study (in French) , we also found that using a Retargeting solution is  Key to boost the Top of the funnel with warm leads.
And from your point of view, how does your customers consume contents ?
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America's favorite six-figure jobs - USA TODAY

America's favorite six-figure jobs - USA TODAY | Sales Prospecting | Scoop.it
USA TODAY
America's favorite six-figure jobs
USA TODAY
These include financial, sales, computer and information systems, and architectural and engineering managers.
Monika D'Agostino's insight:

Sales Managers are included!

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Sales and Marketing Management Made Simple: A CEO’s Guide

Sales and Marketing Management Made Simple: A CEO’s Guide | Sales Prospecting | Scoop.it
Sales and marketing management tips for the CEO. (Sales and Marketing Management Made Simple: A CEO’s Guide http://t.co/v9k0jISC7T)
Monika D'Agostino's insight:
I like the idea of a commitment between sales and marketing, so they actually work with each other!
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Monika D'Agostino's curator insight, August 12, 2014 10:09 AM
I like the idea of a commitment between sales and marketing, so they actually work with each other!
Monika D'Agostino's curator insight, August 12, 2014 10:10 AM
I like the idea of a commitment between sales and marketing, so they actually work with each other!
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A Smart Sales Process: 5 Reasons Why Your Reps Need to be Consultants

A Smart Sales Process: 5 Reasons Why Your Reps Need to be Consultants | Sales Prospecting | Scoop.it
Reinventing the sales process. Here's 5 reasons why you need to train your reps to be consultants, not salespeople.
Monika D'Agostino's insight:

Having a well-trained sales force is crucial to your company's success, as well as its future prospects.

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Monika D'Agostino's curator insight, August 5, 2014 9:47 AM

Having a well-trained sales force is crucial to your company's success, as well as its future prospects.#getsalescertified.com

Monika D'Agostino's curator insight, August 5, 2014 9:47 AM

Having a well-trained sales force is crucial to your company's success, as well as its future prospects.

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How to Stop Hating Your Oracle Sales Rep - Forbes

How to Stop Hating Your Oracle Sales Rep - Forbes | Sales Prospecting | Scoop.it
Forbes
How to Stop Hating Your Oracle Sales Rep
Forbes
Having worked much of my career in IT, both as a buyer and builder of products, I can tell you for certain that Oracle sales reps often get a extra large load of hate from their customers.
Monika D'Agostino's insight:

If you don't add value, your service will be viewed as a commodity.#getsalescertified.com

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Monika D'Agostino's curator insight, July 29, 2014 8:58 AM

It is really important to understand your client and to add value on a consistent basis, otherwise your offering will be viewed as a commodity. www.getsalescertified.com

Monika D'Agostino's curator insight, July 29, 2014 8:59 AM

If you don't add value, your service will be viewed as a commodity.#getsalescertified.com

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Six Key Drivers of Sales Training Success

Six Key Drivers of Sales Training Success | Sales Prospecting | Scoop.it
Many sales leaders report low return-on-investment from sales training initiatives. So, what does it take to achieve sales training success?
Monika D'Agostino's insight:

Sales training needs to lead to more revenue. www.getsalescertified.com

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Monika D'Agostino's curator insight, July 24, 2014 9:02 AM

Sales training needs to lead to more revenue. www.getsalescertified.com

Monika D'Agostino's curator insight, July 24, 2014 9:03 AM

Sales training needs to lead to more revenue. www.getsalescertified.com

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Three Secrets of Selling Services - Forbes

Three Secrets of Selling Services - Forbes | Sales Prospecting | Scoop.it
Three Secrets of Selling Services
Forbes
“You and your company can solve only three problems,” says marketing expert David Newman.
Monika D'Agostino's insight:

The three-problem approach assumes you want to make the greatest contribution to your clients and truly serve them in a way that translates to their bottom line. Selling service and value is key to helping your clients grow their business.#getsalescertified.com

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Monika D'Agostino's curator insight, July 17, 2014 9:57 AM

The three-problem approach assumes you want to make the greatest contribution to your clients and truly serve them in a way that translates to their bottom line. Selling service and value is key to helping your clients grow their business.#getsalescertified.com

Monika D'Agostino's curator insight, July 17, 2014 9:58 AM

The three-problem approach assumes you want to make the greatest contribution to your clients and truly serve them in a way that translates to their bottom line. Selling service and value is key to helping your clients grow their business.#getsalescertified.com

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Are your sales people merely communicating value – or creating it ...

Are your sales people merely communicating value – or creating it ... | Sales Prospecting | Scoop.it
This shift from communicating value to creating it is one of the most profound differences between transactional and consultative selling. Some currently successful transactional sales people are simply not equipped to make ...
Monika D'Agostino's insight:

Your prospects are tired of generic value propositions that do not relate to their specific current situation and priorities. They filter them out.That's why your sales people need to find ways to add value. www.getsalescertified.com

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Monika D'Agostino's curator insight, July 11, 2014 8:54 AM

Your prospects are tired of generic value propositions that do not relate to their specific current situation and priorities. They filter them out.That's why your sales people need to find ways to add value. www.getsalescertified.com

Monika D'Agostino's curator insight, July 11, 2014 8:55 AM

Your prospects are tired of generic value propositions that do not relate to their specific current situation and priorities. They filter them out.That's why your sales people need to find ways to add value. www.getsalescertified.com

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Outsourcing and Its Consequences III: “Lead Generation” and ...

Outsourcing and Its Consequences III: “Lead Generation” and ... | Sales Prospecting | Scoop.it
There are numerous purist reasons to disdain what has come to be known as “lead generation”— the practice of finding “leads” who may wish to apply to an institution. The weakest reason not to use external agents is ...
Monika D'Agostino's insight:

The strongest reason to dislike the use of lead generation is if the companies who generate the leads use unethical tactics.#getsalescertified.com

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Consultative Selling, Commitment and Training - Like Oil & Water

Consultative Selling, Commitment and Training - Like Oil & Water | Sales Prospecting | Scoop.it
Is your sales force really taking a consultative approach or do you just hope they are?
Monika D'Agostino's insight:

Sales is a process and so is learning. It takes time to change behavior but once it happens, it's really rewarding. www.getsalescertified.com

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Monika D'Agostino's curator insight, June 24, 2014 9:31 AM

Sales is a process and so is learning. It takes time to change behavior but once it happens, it's really rewarding. www.getsalescertified.com

Monika D'Agostino's curator insight, June 24, 2014 9:32 AM

Sales is a process and so is learning. It takes time to change behavior but once it happens, it's really rewarding. www.getsalescertified.com