No More Cold Calls..What Works Best For You?

 

 

What worked years ago now has most Sales professionals seeking out other ways to reach Prospects. Everyone has their own opinion as to what works best for them, it just comes down to being the most creative thinker you can be and doing what makes the most sense for you at the end of the day.

 



 

20 Shocking Sales Stats That Will Change How You Sell from Jake Atwood

Contact me at tduggan(@)Cogentco.com at Cogent for more Info or to Network. Cogent delivers customers with Highly Reliable, Secure and Scalable IP Networks with over 190 markets throughout 38 countries in North America, Europe and Asia, with over 57,900 route miles of long-haul fiber and over 27,400 miles of metropolitan fiber.

Top Sales Conferences You Should Attend in 2016

AA-ISP Inside Sales 2016
2/18/16, San Francisco; 6/15/16, Denver; 9/8/16, Boston AA-ISP’s Inside Sales conference focuses on helping frontline inside sales reps and managers in their day-to-day roles through a combination of talks and workshops. Sales leaders can explore a technology and service expo to peruse sales technology for their teams.

SiriusDecisions Sales Leadership Exchange
2/24/16 - 2/25/16, San Diego Focused on B2B sales leaders, this conference touches on every aspect of hiring, scaling, and developing a successful sales organization.

InsideSales Sales Acceleration Summit
3/9/16, Virtual This daylong virtual event brings together sales luminaries like Lori Richardson, Mark Hunter, Craig Elias, and Jim Keenan.

TOPO Sales Summit
4/7/16 - 4/8/16, San Francisco The sales summit’s four tracks (sales leadership, sales effectiveness, sales technology, and sales development) are a valuable resource for sales leaders looking to jumpstart their teams' success. Speakers hail from high-growth companies like LinkedIn, Google, and Box.

AA-ISP Leadership Summit
4/20/16 - 4/21/16, Chicago Attendees -- sales leaders ranging from managers to directors to vice presidents -- will learn about new sales and productivity tools, recruiting and hiring best practices, and call coaching. In addition, content will cover emerging technologies and trends like gamification.

Sales 2.0 Conference
5/2/16, Boston;  7/18/16 - 7/19/16, San Francisco Sales, sales operations, sales enablement, and marketing executives will learn how Sales 2.0 strategy can improve sales team results.

Dreamforce
10/4/16 - 10/7/16, San Francisco Each year, Dreamforce gathers salespeople from all over the world in a near-takeover of San Francisco. Past keynotes have included Satya Nadella, Jessica Alba, and Susan Wojcicki.

CEB Sales and Marketing Summit
10/18/16 - 10/20/16, Las Vegas “Smarketing” isn’t a fad -- it’s a necessary business practice. Learn how to bridge the Sales-Marketing gap at this year’s summit.

Forrester Customer Executive Summit
11/1/16 - 11/3/16, Dana Point It’s never been more important to understand your customers, and this summit will teach you how to adapt your selling strategy in a way that places clients front and center.

INBOUND
11/8/16 - 11/11/16, Boston An event that brings together marketing and sales professionals, INBOUND features inspiring keynotes from speakers like Brené Brown and Seth Godin as well as sales professionals like Jill Konrath, David Meerman Scott, Trish Bertuzzi, Jill Rowley, and Daniel Pink.

Sales Force Productivity Conference
Date TBA Learn new ways to streamline your sales team’s performance in areas like technology strategy, operations effectiveness, and sales manager development.

Sales Hacker Conference Date TBA Sales isn’t just an art -- there’s science to it, too. Take advantage of the science of selling to scale your team or your numbers. Last year’s conference included sessions like “Sales Productivity Lessons Learned from Managing 110 SDRs” and “Scaling a Worldwide Sales Org from 0 to IPO.”




Contact me at tduggan(@)Cogentco.com at Cogent for more Info or to Network. Cogent delivers customers with Highly Reliable, Secure and Scalable IP Networks with over 190 markets throughout 38 countries in North America, Europe and Asia, with over 57,900 route miles of long-haul fiber and over 27,400 miles of metropolitan fiber.

How Sales Reps Can Get to Yes Despite the Constant Barrage of No’s

In SaaS sales, SDRs and AEs are faced with a relentless stream of objections, constant refusals and straight up rejections. Not everyone can handle this kind of punishment. That’s why these sales reps are a special breed and a critical part of any company.

Overcoming the constant barrage of no’s is not an easy feat. There are many things that you can do to prepare yourself, but many of them are not taught in employee onboarding or can be found in the latest book of closing techniques. A sales mentor of mine used to say, “If you need to close, you opened poorly.” There are two ways successful sales reps deal with this challenge: internally and externally. The most successful sales reps know best what to tell their prospects and what to tell themselves when faced with a “no.” Learning how to externally deal with prospects after hearing “no” is more than rebutting objections and trying a different closing technique.

You have to understand the real reason behind the “no.” Learning what to say to yourself — and how to handle the emotions that go hand in hand with frequent rejection — is equally important. I’m sure you’ve worked with the rep that is always happy, smiling and in a good mood. People often chock it up to genetics: “It’s in her DNA. She’s just a positive person.” Though it may be true that she’s a positive person, attributing happiness and her success in sales to genetics is inaccurate. The real forces at work are mental toughness and emotional dexterity.

How To Stay Mentally Tough When Faced With “No”
1.Exert Control over the Situation: Determine that you are in control over the situation. Determine that you can and will get positive results even when faced with rejection. Perception is reality.

2.Let Go of Your Ego: Believe it or not, it’s not always about you. The prospect is not saying no to you, he/she is saying no to the product. As Dr. Maxwell Maltz wrote, “You are not your failures.”

3.“No” Does Not Always Mean “No”: Don’t confuse rejection with refusal. I’m not suggesting you pester your prospects into submission until they say “yes.” This “don’t take no for an answer” approach is what gave sales a dirty name in the first place. But realize that “no” could mean “not now.” Following up appropriately and offering true value often leads to a “yes” in the end.

4.Learn: Everything is a learning opportunity. Once you take that perspective, then you can move on and become stronger. Failure only comes when you fail to learn the lesson.

Article Link


Contact me at tduggan(@)Cogentco.com at Cogent for more Info or to Network. Cogent delivers customers with Highly Reliable, Secure and Scalable IP Networks with over 190 markets throughout 38 countries in North America, Europe and Asia, with over 57,900 route miles of long-haul fiber and over 27,400 miles of metropolitan fiber.