Understanding the Sales Force
JANUARY 25, 2017
Image Copyright 123RF. Day after day and call after call, I hear the frustration from sales managers and sales leaders who have at least one thing in common. They know that their salespeople could and should be doing better. For almost ten years and regardless of how the US economy has performed, reports continue to show that only 50-60% of reps are hitting quota.
Sales and Marketing Management
JANUARY 25, 2017
Issue Date: 2017-01-01. Author: Tim Riesterer. Teaser: Based on the data that keeps telling us more about the realities of complex B2B sales, there is reason to question the belief that buyers are more than halfway through the buying journey by the time a rep enters the picture. Based on the data that keeps telling us more about the realities of complex B2B sales, there is reason to question the belief that buyers are more than halfway through the buying journey by the time a rep enters the pict
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The Sales Hunter
JANUARY 25, 2017
The telephone is my favorite way to sell. Get me on the phone and I’ll find a way to make it happen. Don’t go telling me the telephone doesn’t work anymore. The people who are saying that are simply afraid to have a conversation. Here are my little secrets to making the telephone work and […].
Sales and Marketing Management
JANUARY 25, 2017
Issue Date: 2017-01-01. Author: Tim Riesterer. Teaser: Based on theh data that keeps telling us more about the realities of complex B2B sales, there is reason to question the belief that buyers are more than halfway through the buying journey by the time a rep enters the picture. Based on theh data that keeps telling us more about the realities of complex B2B sales, there is reason to question the belief that buyers are more than halfway through the buying journey by the time a rep enters the pi
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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.
Increase Sales
JANUARY 25, 2017
Funny thing about human behavior is we humans have a tendency to focus on what we cannot control. This is quite evident in sales communication. For example, in today’s 24/7 “I want an instantaneous response to my email, my text or my phone call world,” many SMB owners and salespeople fail to communicate what they can control such as: Hours of operation.
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Fill the Funnel
JANUARY 25, 2017
Just promoted to a sales manager role or hope to be one? Improve Your Facilitation Skills and Improve Your Career. If you’re having trouble facilitating meetings or seminars, the problem might be what you learned in school about teaching or presentation. Teacher at Center In school, your teachers took a teacher-centered approach. They stood in […].
Tom Hopkins
JANUARY 25, 2017
When setting calling goals, stop setting goals for the number of calls you’ll make when prospecting! If you write down this as a goal: “I will make fifteen prospecting calls starting at nine tomorrow morning,” you can make all fifteen of those calls and have nothing. Instead, set success goals: “Tomorrow at nine I will […]. The post Stop Setting Goals for Number of Calls!
VuVan
JANUARY 25, 2017
I wish to do something Great and Wonderful, but I must start by doing the little things like they were Great and Wonderful – Albert Einstein We all want to accomplish great things in life and work. As a sales leader, one of the areas I try to instill in my team as well as […].
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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.
SalesLoft
JANUARY 25, 2017
The customer journey doesn’t stop once the deal is signed, and neither does good sales and service. There’s still a ton of work to be done to make sure that your new customers become successful and happy fans for life. Whether you’re the implementation manager assigned to a new account or the sales rep that closed the deal, you shouldn’t be ignoring post-sale communication.
People.ai
JANUARY 25, 2017
I’ve hired, fired and managed large performing sales teams, and in my experience a great salesperson has the following seven characteristics: Sharing a Vision A great salesperson is a great communicator. In many organizations the person who makes decisions about budget isn’t the same person who’s going to be using your product on day-to-day basis.
The ROI Guy
JANUARY 25, 2017
A common mantra for many sales strategies is to "Engage earlier and higher". So does this strategy have real merit, and if so, how do you best enable your sales reps to be successful? Does the early bird really get the worm? First, does it really make a difference if sales reps engage earlier? Although buyers leverage digital more than ever in their decision making process, and as a result appear to engage with reps later in the decision making process (up to 57% of the way through), sales reps
Sales Evangelist
JANUARY 25, 2017
This semester in TSE Hustler’s Leagu, we are focused on building value. Today I’m sharing with you a snippet of one of our sessions. This is part 2 of the episode so if you haven’t yet, check out last week’s episode on Creative Prospecting. Today, I’m sharing with you other creative prospecting strategies that you […] The post TSE 495: TSE Hustler’s League-“Creative Prospecting Part 2” appeared first on The Sales Evangelist.
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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.
Green Lead's B2B
JANUARY 25, 2017
The sales and marketing industry is flooded with events, conferences, web events, you name it. You could make it your full time job just trying to attend every one of them. Last year I was invited to attend the TOPO Summit in San Francisco – the inaugural event from TOPO. I’ve known the founders, Scott Albro and Craig Rosenberg, as clients, industry partners and friends for years.
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