Understanding the Sales Force

MAY 18, 2016

I hate this article already - the last thing we need is another article to help us to understand Millennials. Except for one thing. Most of you reading this are Millennials and you probably need to better understand boomers. We've all heard many of the distinctions of Millennials - how they like to work, where they like to work, when they like to work, how little they like to work, how entitled they are, how money isn't that important, how they want to change the world and be a part of something

Top of Funnel 185

Top of Funnel Sales Funnel Inside Sales 185

DiscoverOrg Sales

MAY 18, 2016

Sales people have been giving tech demos for a long time. Are we getting any better at it? – IBM technology demonstration 1961. Top of the funnel metrics require that SDRs book discovery calls and schedule demos, yet the value of those interactions can be difficult to quantify. SDRs motivated only by activity metrics cast a precariously wide net, without gathering adequate sales intelligence.

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Top of Funnel Buyer Persona 133

Pointclear

MAY 18, 2016

How to drive revenue from all sources is the second of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. In the previous blog in the series we discussed the importance of creating a universal lead definition and why that process cannot be delegated to marketing and/or sales.

Revenue 140

Revenue Inbound Outbound Marketing 140

Jeffrey Gitomer

MAY 18, 2016

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Social Media 127

Social Media Opportunity Media 127

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

MTD Sales Training

MAY 18, 2016

This sales blog is an excerpt of 450 Sales Questions – click here to download your complimentary copy. Although rapport should be built all throughout the sales interaction via the tonality that you use, your body language gestures and through active listening skills, when you first meet with a prospect you need to break the ice. This can be when you first meet them at reception, as you walk together to their office or meeting room, on the phone and when you’re on the way out of the meetin

LinkedIn 120

LinkedIn Travel Meeting Exact 120

Sales Training Connection

MAY 18, 2016

Sales Training and Start-ups. Why do some start-ups make it and some don’t? As one might suspect, given the staggering number of start-ups formed every year, there is no shortage of information on critical success factors. Some common ones are: Timing, working capital, and the leadership team. In addition, the ability to develop and sustain a viable growth plan is seen as one of the more difficult and tricky success factors.

Training 68

Training Hiring Pharmaceuticals Up-Sell 68

Paul Cherry's Top Sales Techniques

MAY 18, 2016

Help employees meet deadlines. Stop missed deadlines from the start. Create a game plan. Get past lame excuses. Ask proactive questions to get employees to take ownership for their projects, and learn to follow through. Employees and sales reps not meeting deadlines is a major factor in low sales team performance. As a leadership coach, exasperated supervisors and sales managers often plead with me to supply effective methods to improve employee time and goal management skills.

Meeting 70

Meeting Face-to-face Coaching Objections 70

Partners in Excellence

MAY 18, 2016

At its essence, sales is about finding customers who have problems we can solve, helping them understand why they should solve the problem, helping them commit to that change, and helping them solve the problem. We wrap a lot of stuff about prospecting, qualifying, deal strategies, pipelines, call planning, presenting, proposing, value propositions, objection handling, closing, negotiating around this process.

Customer 51

Customer Sales Qualified Lead Lead Rank Lead Scoring 51

Customer Centric Selling

MAY 18, 2016

Sales Tips: How to Clean Your Sales Pipeline. By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling®. It’s officially Spring. In addition to getting your yard and outdoor areas ready for the (eventual) warm weather, I’d suggest that you think about doing some “spring cleaning” with your pipeline as well. Too often as the months pass by, the same “opportunities” roll over from month to month to month.

Pipeline 49

Pipeline How To Follow-up Up-Sell 49

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Sales

Sales Gravy

MAY 18, 2016

Be a true leader and use these 13 rules to ensure your business not only survives, but thrives, in any economy!

Motivation 40

Motivation 40

Customer Centric Selling

MAY 18, 2016

Sales Tips: Is It Time to Update Your Sales Process and Align Your CRM? By John Holland, Chief Content Officer, CustomerCentric Selling®. Over the weekend I gave thought to changes in buying behavior. It prompted me to wonder if companies have modified their sales process milestones developed in the 90’s and imbedded them into their CRM software? I’d guess few companies have gone through that exercise.

Sales Process 40

Sales Process CRM Vendor Enterprise 40

SalesLoft

MAY 18, 2016

Sales follow up is crucial to your closing success , especially as an Account Executive. In fact, it’s equally as important for AEs to stay on top of opportunities post-meeting as it is for Sales Development Reps to follow up with their prospects and leads. We’re constantly championing the SDR , and sharing ways to keep prospects from falling through the cracks — and we want to do the same for the closers out there.

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Follow-up Account Strategy Video 52