Guru
FEBRUARY 6, 2019
This article originally appeared on behalf of the Forbes Technology Council, a community for world-class CIOs, CTOs, and technology executives. Read the original post here.
John Barrows
FEBRUARY 6, 2019
There are three types of contact strategies in my experience: 1) Tailored: where you do research on a specific person or company and then craft multiple, relevant, and direct messages, 2) Targeted: where you segment contacts based on similar characteristics and develop messages that focus on their broad priorities or challenges, and 3) Templated: where you create various, self-serving templates about your great solution and then blast messages out to everyone on a list.
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Allego
FEBRUARY 6, 2019
Upon seeing a telephone for the first time in 1876, President Rutherford B. Hayes told Alexander Graham Bell, “That’s an amazing invention, but who would ever want to use it?”. Although many sales managers and reps immediately appreciate the benefits of a modern sales learning platform, some are like Hayes: it sounds great but they’re not sure they’ll actually use it.
Understanding the Sales Force
FEBRUARY 6, 2019
Hiring the right salespeople has always been problematic for most companies but with the shortage of quality sales candidates, it's more difficult than ever. The pressure to fill a role often causes sales management to hire the best of the pool of candidates instead of the right candidate. What's the difference you ask? The difference is huge, especially if you have a complex sale, a long sales cycle, or a lot of competition.
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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.
Connect2Sell
FEBRUARY 6, 2019
When it’s time to buy, a buyer will reach out to a seller who left a memorable impression. No one likes to start from scratch and take a chance. No one likes to go through the vetting process of talking to multiple sellers (and then dodging their follow-up calls for months). We’d all prefer to have a seller top-of-mind who has already become memorable.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
RAIN Group
FEBRUARY 6, 2019
"Give a man a fish, and he'll eat for a day. Teach him to fish, and he'll eat for a lifetime.". This is a popular axiom in the coaching world. You'll find it everywhere. Here it is in a CBS News story : " Myth 8: Professional coaches tell their clients what to do and give them advice. Fact: Bad or inexperienced coaches tell their clients what to do and are constantly giving advice.
Repsly
FEBRUARY 6, 2019
50% of consumers are likely to switch brands if a company doesn’t anticipate their needs via a proper merchandising strategy. Based on marketing research by San Diego State University Professor Iana Castro, even the slightest merchandising taboos convey a message to the shopper that your brand is undesirable. "People were less likely to buy the products when only a few products were left and they looked messy," Castro said.
Nimble - Sales
FEBRUARY 6, 2019
The Modern Workplace 365 is a five-part series designed to help small to midsize business teams and lean startups understand the megatrends reshaping customer and employee experiences in order to thrive. In the first post, Why Small Businesses Need to Digitally Transform into the Modern Workplace, we introduce the benefits, challenges, and opportunities of […].
Braveheart Sales
FEBRUARY 6, 2019
I recently gave a presentation at the ESA Leadership Summit on ways to optimize a sales organization. The four components and main points I discussed are applicable to sales organizations in every kind of industry, so I want to share them. As you read, keep this in mind. Focus on what is possible, not what doesn’t apply. Don’t say to yourself, “Yeah, but my company is different.
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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 Hacker
FEBRUARY 6, 2019
Many sales leaders think they’ve put a simple sales process in place, but they get frustrated when their reps don’t follow it. That’s because the sales processes leaders come up with are often not as clear, actionable, or repeatable as they’d hoped. I’ll be the first to admit that. There have been many times during my career as a sales executive at Chorus and InsightSquared where I blamed reps for things that were really a result of my broken sales process.
Partners in Excellence
FEBRUARY 6, 2019
Based on much of the press, much of it created by vendors of AI solutions, AI is the answer to all the problems we have with sales and marketing. We are presented a brave new world where we can engage the right customers, say exactly the right words at the right time, making sure we ask no more than 4 discovery questions, that our opening pitch(?) is no longer than 9.1 minutes, that… All of this, done under the auspices of AI or it’s companion, machine learning (ML) will be the answe
InsightSquared
FEBRUARY 6, 2019
The late great Dr. Seuss once said “The more that you read, the more things you will know. The more that you learn, the more places you’ll go.” Sure, this captures the attention of bookworms and library dwellers but knowledge is also king in B2B marketing. As a Field Marketer supporting the sales organization, it is critical to know the state of the business, the pipeline in each of our field territories and even drill down to an individual rep’s metrics to know how this data can drive our decis
SalesforLife
FEBRUARY 6, 2019
You have a teammate or team internally that has convinced you that they can build a Digital Sales Certification. Perhaps they have even alluded to being capable of scaling the program nationally or globally.
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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 Center for Sales Strategy
FEBRUARY 6, 2019
Even the best salespeople hear the word “no” from time to time. You know how it goes; you did everything right. You built up some serious rapport, had that million-dollar idea, and presented a top-notch proposal. In the end, though, it just didn’t happen. The prospect said “no.” NO!!! It’s never fun to lose, but how you handle these losses can make or break you.
Close.io
FEBRUARY 6, 2019
We’re introducing more affordable plans, access to truly global calling for customers based in any country around the world and making the shift to usage-based calling costs. We talk to our customers a lot. And we listen. That’s why last year we introduced automated email sequences , advanced predictive dialing , and allocated a ton of time, resources and effort into further improving our call quality.
Sales Hacker
FEBRUARY 6, 2019
According to a recent study by HubSpot, 75% of companies say closing more deals is their top sales priority— yet 30% of salespeople say closing deals is getting harder. It can be daunting to think that your company’s top priority might be your biggest challenge as a salesperson. So, we’re constantly thinking about how we can bridge the gap – and turn every opportunity into a closed deal.
Selling Power
FEBRUARY 6, 2019
Get great sales coaching outcomes with these expert tips.
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In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B
Miller Heiman Group
FEBRUARY 6, 2019
“How can I make the best use of my selling time with a prospect to build rapport?”. We’ve all been there, haven’t we? We want to build rapport with our prospects, but they’re busy people and it can be challenging. In the 2018 Buyer Preferences Study , CSO Insights found that 70.2 percent of buyers prefer to wait to engage a seller until after they have clearly understood their needs.
Marc Wayshak
FEBRUARY 6, 2019
For a successful go-to-market strategy, check out this video of the 5 must-know steps to a big, huge launch. You’ll walk away with a blueprint for how to launch any offering to maximize sales from the start. The post Your Go-To-Market Sales Strategy: 5 Must-Know Steps to a Big [HUGE] Launch! appeared first on Sales Speaker Marc Wayshak.
Pipeliner
FEBRUARY 6, 2019
Business needs and solutions are more complex than ever. As a result, both the customer and the sales professional are entering an extended buying journey. This iterative and dynamic process involves, on average, six different interaction channels, according to research from McKinsey. Pushing the sale through this process is difficult because quality is no longer the selling feature it once was.
Xactly
FEBRUARY 6, 2019
Discover tips for improving the success and extending the life of your sales compensation plans.
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Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.
Sue Barrett
FEBRUARY 6, 2019
Sales Trend 2 of the Barrett 12 Sales Trends Report for 2019 touches on a very timely topic in Australia – trust and the financial sector. By guest author David Robertson, Head of Economic and Market Research, Bendigo and Adelaide Bank. 2018 has not been a good year for the stock prices of Australian financial […]. The post Trust, financial institutions and the markets. appeared first on Barrett Sales Blog.
Close.io
FEBRUARY 6, 2019
We’re introducing more affordable plans, access to truly global calling for customers based in any country around the world and making the shift to usage-based calling costs. We talk to our customers a lot. And we listen. That’s why last year we introduced automated email sequences , advanced predictive dialing , and allocated a ton of time, resources and effort into further improving our call quality.
Adaptive Business Services
FEBRUARY 6, 2019
When I first began to write, it was on NetWorks! Boise. Later, as my business began to morph, that site was repurposed to supporting our leads group and my writing focus was redirected to this site. Well, I’m mixing it up again! Since NetWorks! is the home for our professional networking group, and as we strongly believe in all forms of networking … I wanted to start a new educational series toward maximizing those goals.
criteria for success
FEBRUARY 6, 2019
Collaborating with your team yields incredible results. The proof is in the pudding: collaboration creates bulletproof ideas and promotes productivity. Nowadays, many businesses allow their employees to work remotely on individual projects, so the benefits of teamwork can become easily forgotten. It's crucial that we understand why great teams are such an important asset. 5 Key Benefits of [ ] The post 5 Key Benefits of Teamwork in the Workplace appeared first on Criteria for Success.
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Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp
Selling Energy
FEBRUARY 6, 2019
Too many salespeople fail to appreciate the importance of timely follow-up. They don’t realize it’s what truly gets the job done. It’s often said that it takes seven touches to make the sale, and it’s tough to execute seven touches without an intense appreciation of follow-up.
Force Management: The Seller's Command Center
FEBRUARY 6, 2019
There are several milestone achievements the SDR/BDR attains during the front end of the sales cycle. One is to successfully prospect, engage and finally qualify a potential prospect who will consider buying a solution to solve one, or many, of the problems they might have. You are wrapping up the call, reviewing the next steps, and confirming a date and time for the next meeting.
SugarCRM
FEBRUARY 6, 2019
When it comes to business success, understanding customers is key. At SugarCRM we’ve always focused on helping our customers to develop better business relationships. To build those relationships and stay relevant in the eyes of their customers, businesses need to pay close attention to what their customers’ behaviour is telling them. The latest Sugar release gives our customers access to higher quality information and improved collaboration facilities, ensuring businesses can base decisions on
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