The Sales Hunter

OCTOBER 6, 2015

Recently after a conference where I spoke, a salesperson asked for ideas on how he could increase his value. The question got me thinking, so here’s my list of what you need to be doing to become a top-performing salesperson: 1. Ask your customer questions both you and your customer can’t answer. Salespeople are famous for […].

Customer 205

Customer Conference Selling Skills Sales Leadership 205

Pointclear

OCTOBER 6, 2015

I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. So it’s with great pleasure that I conclude this series on ABM with feedback from SiriusDecisions. First, here’s the question we’ve been asking our experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months.

Account Based Marketing 192

Account Based Marketing Lead Generation Lead Rank Account 192

The Sales Hunter

OCTOBER 6, 2015

It’s time to wade back into this very critical discussion. You say it’s not critical? I will argue it is, because if you’re a sales manager or anyone even remotely responsible for sales, don’t you want to make sure you’re capturing all you can? Sure you do. Jill Konrath — who I feel is […].

Sales Management 186

Sales Management Cold Calling Consultative Selling Selling Skills 186

Sales and Marketing Management

OCTOBER 6, 2015

Issue Date: 2015-10-07. Author: Paul Black, CEO of sales-i. Teaser: It has been said that more seasoned salespeople resist new technology, largely due to a lack of knowledge and technological fear. If you’re working as a sales and marketing manager, technophobia is nothing less than a millstone around your neck. It has been said that more seasoned salespeople resist new technology, largely due to a lack of knowledge and technological fear.

Marketing 160

Marketing Sales 160

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.

Sales Cycle

Partners in Excellence

OCTOBER 6, 2015

Being a top performing sales manager or executive isn’t an easy job. Sales managers live in a world of constantly shifting priorities, crises, and challenges. Simultaneously, sales leaders must balance their responsibility in executing the company strategy in the markets and with customers. They must respond to constant shifts in markets and ever changing buyer and competitive demands.

Sales Management 77

Sales Management Face-to-face Travel Maximizer 77

Engage Selling

OCTOBER 6, 2015

You’ve probably achieved a degree of success by doing the right things from the comfort of your office. If you’re taking the right steps directly from your office, well done! The good news is, if you’re maximizing your efficiency during your work hours in the office, you can expect to achieve great sales results! The […].

Maximizer 73

Maximizer Referrals Quota Pipeline 73

Customer Centric Selling

OCTOBER 6, 2015

Sales Tips: Bad Assumption #3 - "I Just Compete with Vendors". By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of Stock Images at FreeDigitialPhotos.net. One of my favorite Mark Twain quotes is: “It ain't what you don't know that gets you into trouble. It's what you know for sure that just ain't so.

Vendor 72

Vendor Cancellation Proposal Software 72

Hyper-Connected Selling

OCTOBER 6, 2015

“Always be Yourself. Unless You Can Be a Pirate. Then be a Pirate.” It’s hard to be yourself. But I don’t think that’s because of peer pressure or our innate desire to fit in (although they don’t help). It’s mostly because “being yourself” is an inherently creative process. There’s no pre-existing blueprint that we can work off of.

Channels 45

Channels Coaching Opportunity Sales Management 45

Sales Evangelist

OCTOBER 6, 2015

Are you doing social selling? Are you confused on how to do it properly? Well, this episode with Jack Kosakowski will teach you how you can become a social seller. Jack is a Regional Sales Manager for Act-On Software. He is the Social Selling “e-BRANDgelist.” Jack is also a social sales advisor for Chillpuck.com. He […] The post TSE 201: How The Collision Of Marketing & Sales Creates Revenue In The New World Of Social Selling appeared first on The Sales Evangelist.

Social Selling 40

Social Selling Revenue ACT Marketing 40

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Sales

Hyper-Connected Selling

OCTOBER 6, 2015

Updated December 2018. They say a picture is worth a thousand words. So what are the thousand words of your profile photo saying about you? More and more of our online interaction is becoming visually-based, and how you present yourself is a key component of your online presence. YouTube has over 100 hours of video uploaded every minute and one of the most popular social media sites with teenagers is Instagram.

LinkedIn 40

LinkedIn Ideal Customer Profile How To Face-to-face 40

SugarCRM

OCTOBER 6, 2015

You can run, but you definitely can’t hide! Budget and planning season is upon us. But with a little bit of preparation you can make it a little less painful this year. The idea of going to a budget meeting can be enough to send some people into cold sweats. With executives and finance scrutinizing every penny, you know that you need to be ready to defend your plan.

Exact 31

Exact Benefit Marketing Meeting 31

No More Cold Calling

OCTOBER 6, 2015

I need your help to spread the word about women in sales. Men say they don’t understand women. Women say men don’t listen. Men say the best salespeople they know are women, but they also say we should stop talking so much and get to the point. How do we ever get any work done with such a big communication divide between the sexes? I’m taking steps to close this gap between men and women in sales with my new presentation—“ Big Deals and High Heels™: Why Women Are Naturals at Sel

Referrals 211

Referrals Cold Calling Retention Twitter 211