Guru

FEBRUARY 20, 2019

75

75

Hubspot Sales

FEBRUARY 20, 2019

In order to sell someone, you first have to get them to book a meeting with you. And as salespeople know, this is far easier said than done. Reps make countless calls each day, hoping and praying that one of their prospects will pick up the phone. Finally, someone does -- and what do they say? "I'm too busy for this.". "Can you just send some information?".

How To 143

How To Call-back Meeting Benefit 143

The Center for Sales Strategy

FEBRUARY 20, 2019

As a department project, our group read the book Radical Candor by Kim Scott. Everyone had a different primary takeaway, but the one that stuck with me was the difference between Superstars and Rock Stars. What's the Difference between a Superstar and a Rock Star? Most managers know the definition of a Superstar. They are usually your one or two top performers , who are hardworking, ambitious, great at what they do, expect to be paid that way, and love the accolades.

Groups 63

Groups Company Sales Sales Management 63

Anne Miller

FEBRUARY 20, 2019

You have heard the saying , “If you’re so smart, why aren’t you rich?” I propose a new saying, “If you’re so rich, why are you so dumb?” which would be applied to Jeff Bezos and his lost bid to move Amazon’s second Headquarters to New York City. Bezos is guilty of a key sales sin that truly great salespeople would never commit. He did not fully understand and include all the factions that had a stake in the decision to allow the move.

Lead Rank 54

Lead Rank Proposal Decision Maker Policies 54

Advertiser: ZoomInfo

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

Intent Data

The Sales Hunter

FEBRUARY 20, 2019

Sales is not a destination; sales is a journey of continual learning. Throughout my many years of selling, I have been constantly gaining new insights and ideas. The discussion continues about whether sales is an art or a science. People are quick to point out the number of new sales tools created by advances in technology; however, all of this is just noise.

Prospecting 236

Prospecting Social Media Call-back Media 236

The Sales Hunter

FEBRUARY 20, 2019

Ask yourself the following 10 questions to help assess how you’re doing with prospecting and selling: What do I feel is the #1 reason holding me back from being more successful? What is my plan to do something about it? What would I say is the strongest part of my sales process, and what can I do to leverage it more? What is the weakest part of my process and why?

Prospecting 158

Prospecting Face-to-face Survey Motivation 158

Alice Heiman

FEBRUARY 20, 2019

Are members of your sales team having trouble closing deals because of the objections your prospects raise? . Objections are a natural part of the sales process. When you and the prospect are taking the steps to move forward in the sales process it’s natural that objections will arise. They are questions about whether it’s a fit, it will work, it’s affordable, valuable and if it’s the right choice. .

Objections 125

Objections How To Exercises Prospecting 125

RAIN Group

FEBRUARY 20, 2019

This RAIN Group article was originally published on the LinkedIn Sales Blog. Some sales leaders believe that a quota and an attractive compensation plan are enough to ignite the hustle, passion, and intensity in a seller. It makes sense they think this way given recent Harvard Business Review articles with titles like "Motivating Sales People: What Really Works" that focus 100% on compensation.

Motivation 107

Motivation Compensation Quota LinkedIn 107

Igniting Sales Transformation

FEBRUARY 20, 2019

In this interview, I talked with Amanda Georgoff , Enterprise Sales Rep at SalesLoft. She has 15+ years of frontline experience selling software and services to CFOs, CMOs, Heads of Sales and other functional executives at F500 companies across her time at SalesLoft, Xactly and CEB (now Gartner). Our topic focus was about bringing our personal authenticity to our interactions with future and current customers.

Microsoft 87

Microsoft Conference Decision Maker Enterprise 87

Advertisement

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

Sales

Chorus.ai

FEBRUARY 20, 2019

Chances are, you already have a member of Gen-Z on your sales team and at least a few of your SDRs are likely “post Millennial.” The oldest members of Gen-Z are already 22 and were born between 1995 and 2010. In 2019 they will be 24. And by 2021, they will make up ? of the workplace. But what unique strengths, opportunities, and challenges will this new generation of sellers bring to the table?

Opportunity 79

Opportunity Sales Conversion 79

Selling Power

FEBRUARY 20, 2019

Shifting from acquiring new business to expanding and extending the customer life cycle is not only worthwhile, but also a potential game changer for your revenue potential.

Top of Funnel 75

Top of Funnel Funnel Customer Revenue 75

Sell Courses Online

FEBRUARY 20, 2019

The post How David Young Built Drone Launch Academy to $50K/month in 24 Months appeared first on Sell Courses Online. Today, we have an interview with David Young. He is the founder of Drone Launch Academy where he teaches online courses to help people who are looking to use drones commercially.In less than 24 months, he was able to grow Drone Launch Academy to $50K/month in sales.

Course 76

Course Case Study Study Sales 76

People.ai

FEBRUARY 20, 2019

Increasing your sales team’s productivity leverages each rep’s value to the organization and ensures that effort is not wasted. Productive sales reps earn more and tend to feel more satisfied in their jobs — which can lead to higher retention. Not only do organizations need to improve efficiency with cutting redundant or wasted effort, but they need to boost productivity.

Retention 75

Retention Lead Rank Lead Scoring Sales 75

Advertiser: ZoomInfo

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

Lead Qualification

Pipeliner

FEBRUARY 20, 2019

Crystal Washington: Looks at the Future of Technology as a technology strategist and certified futurist, she explains aspects of how technology will impact our future and how to be using it more effectively. As we see more and more the integration of artificial intelligence (AI’s), smart speakers and other technology applications; Crystal explains methods and strategies for utilizing technology to increase human effectiveness.

Social Media 75

Social Media Social Selling Media Industry 75

Janek Performance Group

FEBRUARY 20, 2019

If you’re a sales manager these days, there’s a good chance you’ve faced the problem of having young, inexperienced sales reps who don’t have the background or training to succeed in their new career without help. They might need more direction than you’re used to giving your direct reports and it can be difficult to know just where to begin. To solve that dilemma, here’s a five-point plan to follow and bring the millennials up to speed.

Training 67

Training Face-to-face How To Report 67

Sue Barrett

FEBRUARY 20, 2019

I recently read a research paper from the US market that stated more and more sales teams are relying on renewals in revenue from their existing accounts which is giving them around 70 per cent of their annual sales revenues. On one hand this sounds like good news. Sales teams understand the importance of retaining […]. The post 12 traps to avoid becoming a ‘Professional Visitor’ appeared first on Barrett Sales Blog.

Account 69

Account Revenue Research Marketing 69

Membrain

FEBRUARY 20, 2019

How many sales have you lost even though you knew you were the best choice for the customer?

Prospecting 90

Prospecting Customer Sales Methodology Sales 90

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Intent Data

Allbound

FEBRUARY 20, 2019

Howdy, Zdravo, Bonjour, Ciao, Hola. There’s nothing more exciting than saying hello to new channel partners. Growing your channel is something to be thrilled about, but there are a few things you should consider before expanding your partner program into foreign soil. Adding foreign partners can be a completely different process than the one that you’re used to. 1.

Buyer Persona 60

Buyer Persona Channels Demographics Campaigns 60

Xactly

FEBRUARY 20, 2019

See how you can boost sales performance and motivate reps with these 13 tips.

Motivation 94

Motivation Sales Sales Coaching Coaching 94

Adaptive Business Services

FEBRUARY 20, 2019

Selling is not a “chicken or egg” riddle. There is no question that, if you can’t find new sales opportunities, there will be no new revenues. In today’s world of social selling, this task falls into two disciplines … being found and finding. Both can be applied to recurring orders from existing accounts as well as referrals from these customers.

Buyer Persona 54

Buyer Persona Ideal Customer Profile Referrals Social Selling 54

criteria for success

FEBRUARY 20, 2019

Creating a collaborative learning culture isn't something that just happens overnight. It also isn't something that you can simply speak into existence. In order to encourage collaboration, sales leaders need to take advantage of some of the best sales collaboration tools on the market. Your sales team can easily become distracted by chasing prospects.

Tools 58

Tools Sales Marketing Prospecting 58

Advertiser: ZoomInfo

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

Vendor

Chorus.ai

FEBRUARY 20, 2019

Chances are, you already have a member of Gen-Z on your sales team and at least a few of your SDRs are likely “post Millennial.”. The oldest members of Gen-Z are already 22 and were born between 1995 and 2010. In 2019 they will be 24. And by 2021, they will make up ? of the workplace. But what unique strengths, opportunities, and challenges will this new generation of sellers bring to the table?

Social Media 48

Social Media Wireless Microsoft Demographics 48

The ROI Guy

FEBRUARY 20, 2019

The bad news for B2B sales cycles everywhere is that 84% of B2B buyers report that purchase decisions take longer than expected – twice as long for most. One reason for the delay is that modern B2B buyers want help accelerating the decision process and assuring decision success. Every time a B2B buyer considers a purchase, they face internal struggles.

Decision Maker 45

Decision Maker Buying Cycle B2B Buyer 45

Nimble - Sales

FEBRUARY 20, 2019

Everyone has been in a situation when they needed to access contact data on the go, but couldn’t because it was all in their desktop CRM. However, with the number of options for CRM for mobile available nowadays, it’s just archaic for every CRM not to provide this functionality. A mobile CRM app has to […]. The post Five Reasons Why Your Team Needs a Mobile CRM appeared first on Nimble Blog.

CRM 45

CRM Data Social Selling 45

Selling Energy

FEBRUARY 20, 2019

Energy Sales Professionals are: Focused. You have a clear idea of where you’re going and the goals you want to achieve. You don’t get distracted by the unimportant stuff. Most small businesses fail because they have too many opportunities, not too few. “Talent is nothing without focus and endurance.” ~ Haruki Murakami. Knowledgeable. You know the ins and outs of the product or service you’re selling. 95% of Fortune 500 CEOs and SVPs ranked “industry knowledge” 1st or 2nd on the list of top trait

Energy 40

Energy Small Business Small Business Industry 40

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

Retail

MJ Hoffman

FEBRUARY 20, 2019

When I think about tough conversations a rep might have with their boss, three big ones come to mind. From compensation splitting and territory assignments, to the right way to ask for vacation and how to increase your potential earnings. Below you’ll find out how to tackle the most common challenging conversations you’ll face as a sales rep, all while keeping your reputation and earnings intact.

Salary 40

Salary Negotiation Territories Compensation 40

Hyper-Connected Selling

FEBRUARY 20, 2019

There’s an often-quoted, always mis-attributed aphorism that goes, “ If you always do what you’ve always done, you will always get what you’ve always got.” It points to the fact that if you want to get different results, you have to change your activities. If you want to different outputs, you need different inputs. Sounds simple, right?

Intent 40

Intent Cancellation Face-to-face Follow-up 40

The ROI Guy

FEBRUARY 20, 2019

Let’s explore two very different sales scenarios. In scenario one , a well-dressed salesperson walks into a boardroom. He immediately launches into a somewhat dry, static PowerPoint presentation detailing his company’s history, touting impressive customer logos, and addressing the features and functions of his product. He’s well-spoken and obviously well-trained, as he’s been talking for the last twenty minutes about his company and the capabilities of the product he wants you to buy.

Sales Enablement 40

Sales Enablement ROI Analysis Guidelines 40