DiscoverOrg Sales
FEBRUARY 22, 2017
Does this problem sound familiar? We spend an enormous amount of time searching for and then hiring what we think to be “A” players. We then invest time (hopefully) training those reps before releasing them into the wild, only to ask them to do several different roles. We’ve essentially taken our A players and forced them to do 2-3 different roles making them B or C players at both.
MTD Sales Training
FEBRUARY 22, 2017
People who manage sales have to achieve growth. There are different ways that this can be achieved: Sell more to existing customers. Prevent existing customers from going to a competitor. Find new customers. Sell new products. For many people in sales the challenge is to grow their customer base by finding new customers. However, what many salespeople fail to recognise is the potential within their existing customer base.
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Increase Sales
FEBRUARY 22, 2017
LinkedIn for B2B professionals does matter. For the last few years I have been conducting my own private research and learned, at least for me, the top 5 reasons why people ask to be connected. #1 Engagement. The super majority of people (nearly 60%) send me invitations because I have engaged with them or with one of their connections. Since LinkedIn changed its groups policies, these engagements are overwhelmingly from update posts.
Advertiser: ZoomInfo
Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
A Sales Guy
FEBRUARY 22, 2017
Creativity is critical in today’s world. It’s too easy to get sucked into fast follower mode. Winning today is about solving problems with creativity and innovative thinking and that doesn’t start with your first, second or third idea. The best ideas come with your 7th, 8th, 9th and even 10th. Can you think of 10 ideas to solve even the simplest of problems?
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales Training Connection
FEBRUARY 22, 2017
Listening in sales calls. While most salespeople have come to agree that asking questions is a key skill, many still underestimate the contribution of good listening to achieving top performance. It is the forgotten twin in the proposition – ask, listen and then talk. For them, the first step is awareness. The second step is actually becoming more skilled.
Partners in Excellence
FEBRUARY 22, 2017
As sales people, we want to make it easy for our customers to buy. We have endless amounts of data sheets, cases studies, presentations, and information about our products. We seek to be super responsive to our customers informational needs, immediately burying them with information, conducting endless demos to respond to their questions. Marketing helps us, both with the content and making vast arrays of information available through multiple digital and non-digital channels.
Customer Centric Selling
FEBRUARY 22, 2017
Sales Tips: Grading Opportunities - Garbage In, Garbage Out. By John Holland, Chief Content Officer, CustomerCentric Selling®. As computers proliferated, a new acronym was coined to summarize what was probably the biggest challenge to IT: GIGO (Garbage In - Garbage Out). Ultimately programs process data by executing rigid rules. In doing so, inaccurate data will provide flawed information that management will use to make decisions.
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SalesLoft
FEBRUARY 22, 2017
Sales is one of the most inconsistent professions around. From the workload to the paychecks, nearly everything about a sales role is dominated by ebbs and flows. Some days your phone will be ringing off the hook, while others you’ll be struggling to fill the hours. Some quarters will be rough, while others you’ll be at the top of your team’s leaderboard.
Bigtincan
FEBRUARY 22, 2017
A big shout out to the team at Bowery Capital (and Nic Poulos) for featuring Bigtincan in the 2017 Startup Sales Stack Report! It’s amazing to be included among such great company. Bowery Capital is a venture capital fund based in San Francisco and New York, and the company has been publishing its Sales Stack […].
LevelEleven
FEBRUARY 22, 2017
[…] Managing sales teams is very different than being a salesperson. And yet, high-performing sellers are often promoted to management roles with little or no leadership training. […].
Hyper-Connected Selling
FEBRUARY 22, 2017
There’s a cart. And there’s a horse. One of the most important things you can do in any professional endeavor is to put those two in the proper order. That’s certainly true when you build a network of professional relationships. Too often, professionals start “networking” without asking a few important questions. Before you dive into building and maintaining your network, you want to put a plan in place.
Advertiser: ZoomInfo
Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
The ROI Guy
FEBRUARY 22, 2017
As the Cloud and SaaS make technology more accessible to the business, purchased like a utility instead of a capital intensive project, IT is being left out of the decision, or involved just to assure security, compliance and governance. According to the latest research from IDC, 58% of technology purchases are now driven by the business, versus only 42% controlled by IT.
Sales Training Advice
FEBRUARY 22, 2017
Solidify Your Client Base. I have worked with dozens of companies over the past several years and have been surprised at how many concentrate more on client acquisition than they do on client retention. Sales managers often make the mistake of focusing their team on acquiring new accounts ( cold calling ) rather than nurturing their existing accounts.
Sales Evangelist
FEBRUARY 22, 2017
Today’s guest is David Thomson who’s going to give us great insights into how you, as sales leaders, can make sure that you hire better people. David Thomson is the Chief Revenue Officer at List Partners Inc., a sales intelligence resource company. David is going to share one of the major challenges he has seen […] The post TSE 514: Sales From The Street: “Hire Better Sellers” appeared first on The Sales Evangelist.
BrainShark
FEBRUARY 22, 2017
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Sales Evangelist
FEBRUARY 22, 2017
The CLOSE is one of the most interesting parts of the whole selling process. While most sellers highly anticipate this, it’s also one major area where people make several mistakes in. Our guest today, James Muir, shares with us how you can be more effective through making the perfect close every single time. James Muir […] The post TSE 513: How To Craft The Perfect Close Every Time appeared first on The Sales Evangelist.
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