Sales Hacker
AUGUST 16, 2019
Like family dynamics, sales and marketing dynamics can be… Interesting. . Having been on both sides of the equation, I’ve seen how lack of alignment gets in the way of everyone’s best intentions. BUT just like there is a path to a drama-free Thanksgiving, Sales and Marketing alignment is possible. To me, it’s about the “3 T’s”: . Trust.
Score More Sales
AUGUST 16, 2019
Let’s get some sales activity going! How great will you feel when you connect with the right buyers and have a strong conversation today? Here are a few great resources we like. Cold Calling Tips from Gong’s research – 17 Proven Techniques. 21 Cold Calling Secrets From the Sales Masters. Cold Call Objection Handling – Outreach (is gated). 14 Actionable Cold Calling Tips and Techniques – Sales Hacker.
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The Sales Hunter
AUGUST 16, 2019
You can run, but you can’t hide. You can fake it, but you won’t make it. The era of thinking that you can behave one way in one situation and a different way in another is long gone. Your reputation arrives before you do. It continues to amaze me that salespeople think they can craft this perfect image with customers but behave like a jerk in other situations.
Zoominfo
AUGUST 16, 2019
This GDPR for marketing post is informational only and not for the purpose of providing legal advice. You should contact your attorney to obtain advice with respect to any particular issue or problem. The views expressed are based solely upon ZoomInfo’s interpretation of these regulations, do not purport to constitute official guidance, and may not be relied upon.
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.
Mr. Inside Sales
AUGUST 16, 2019
There is a disturbing trend I’ve heard with the companies I’m working with. And it starts when prospects begin asking for a lower price or a “deal,” or for a reference before committing, or for a free trial to demo services or products. The problem I’m hearing is that sales reps—both newer reps and even some seasoned reps—immediately drop the price or offer a trial, or readily hand out references thinking that this is what will close the sale.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Anthony Iannarino
AUGUST 16, 2019
Nothing that was once necessary for sales has disappeared, despite what the pundits and prognosticators suggest on the internet. Had they been right in their past predictions, there would no longer be nearly so many salespeople. Nor would those salespeople still use telephones. Instead, selling continues to evolve, transcending and including what came before, and increasingly creating more value along the way.
SBI
AUGUST 16, 2019
5 Ways to Make Good Sales Enablement Better. WHEN: TUESDAY, 8/27 AT 10AM PT. The Value Gap, the difference between what buyers expect and what sellers deliver, is the biggest threat to modern sales organizations. It’s the reason so many more companies today are deploying sales enablement roles, technologies, and methodologies than just a few years ago.
Women Sales Pros
AUGUST 16, 2019
Emotional involvement is something that, as humans, we can’t help but default to a level of personal comfort. And as a member of the human race, it is something I struggled with for a long time. What does getting emotionally involved look like? Ever had a buyer ask you a question or give an objection you weren’t prepared for? This would cause me to think, analyze, strategize, worry, become creative or get excited- which means I was not listening to my prospect.
Partners in Excellence
AUGUST 16, 2019
I had been working intensely doing some analysis for a client. My head was beginning to spin, and I needed a break. As fortune would have it, at just that moment, some poor SDR decided to call (or at least their power dialers decided to call). Normally, I don’t answer these calls, but I needed a break…… “May I speak to the person in charge of …… ” said the SDR. “I suppose that would be me, I’m CEO of the company,” I replied.
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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.
Smooth Sale
AUGUST 16, 2019
Attract the Right Job or Clientele: The recent news about diversity lead me to believe that left-handed people are different. Upon being handed a sports article about left-handed sports figures, it became my must-read. Written by Sam Fortier, for The Washington Post. Sam asks the question, ‘Why aren’t there any left-handed quarterbacks in the NFL?’ According to Matt Leinert, a former lefty quarterback, states his kind is an extinct species. .
The Center for Sales Strategy
AUGUST 16, 2019
- MOTIVATION -. "IN THE MIDDLE OF EVERY DIFFICULTY LIES OPPORTUNITY.". -ALBERT EINSTEIN. - AROUND THE WEB -. > Selling on Social Media in 2019 — LinkedIn. According to the latest data, around 3.5 billion people are now social media users. That’s nearly half the global population. If you’re a seller and you’re wondering whether you should be active on social, this number alone should answer the question.
BrainShark
AUGUST 16, 2019
Pipeline Coverage is a ratio used by sales managers to measure how much pipeline they have, compared to how much quota they need to close.
Grant Cardone
AUGUST 16, 2019
Quick history lesson—and then we’ll talk about what YOU can learn from it. Before the telegraph came along, civilizations such as those in China, Egypt and Greece had to use drumbeats or smoke signals to quickly exchange information between places far from each other. Those methods were limited because of weather and the need to have an uninterrupted line of sight.
Advertiser: ZoomInfo
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.
Sandler Training
AUGUST 16, 2019
This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders. Listen Time: 11 Minutes.
Engage Selling
AUGUST 16, 2019
?????????????????????????????I was recently talking to a sales rep who told me he had not taken a vacation in 5 years.
Aviso
AUGUST 16, 2019
Have you ever wondered what qualities top salespeople consider vital to success? Well, lucky for you, in the book Stop Kidding Yourself, Charles Forsgard outlines what he considers the most important aspects of a successful sales team. Forsgard, an authority figure in the field, brings together over 30 years of sales experience at Schneider Electric, […].
criteria for success
AUGUST 16, 2019
Today's quote from Brian Koslow is all about personality and negotiation! Read on to learn more about this week's Let's Talk Sales! inspiration! Brian Koslow Quote This month's theme is handling objections. And today's quote comes from Brian Koslow, an executive coach and American author. He said: “During a negotiation, it would be wise to [ ] The post Let’s Talk Sales!
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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
Selling Energy
AUGUST 16, 2019
Getting feedback from customers can be tricky. Still, it’s important to engage them with thoughtful questions whether their responses are positive or negative.
Badger Maps
AUGUST 16, 2019
Here are 6 examples of sales team building activities to improve both employee engagement and the quality of the sales reps’ work:
Sales Lead Management Association
AUGUST 16, 2019
Just because sales lead management is common sense doesn’t mean it’s common practice.
OutboundView
AUGUST 16, 2019
Successful startups pride themselves with the fact that everyone wears a lot of different hats. You’ll have sales leaders helping close deals. You’ll have outside salespeople prospecting or inside sales people helping close deals. However , when trying to scale, companies often need to specialize roles. This is to make sure that they gain operational efficiency.
Advertiser: ZoomInfo
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.
Xvoyant
AUGUST 16, 2019
By Robert Beattie. 4 min read. I recently took on one of the greatest coaching challenges of my life. It was a team almost entirely of novices. I think one had a year’s experience under his belt, but beyond that – nothing. They had the enthusiasm to be sure but lacked any knowledge of what they were supposed to do. I quickly realized this was going to take all my skills honed from what has now become 20 years of leading successful teams.
InsideSales.com
AUGUST 16, 2019
Discover what conversational intelligence is and why you need it for your business as we talk to Roy Raanani, CEO of Chorus.ai. Read on to find out more. RELATED: Salesperson Skills of Top Performers [INFOGRAPHIC] In this article: About Chorus.ai The Importance of Data What Is Conversational Intelligence? How to Drive Results Using Conversational Intelligence […].
The Accidental Negotiator
AUGUST 16, 2019
Anchoring is a powerful technique, but should you use a range? Image Credit: raynfree1. One of the most powerful negotiation styles and negotiating techniques that a negotiator has available to them is what is called “anchoring” Anchoring occurs when a negotiation is starting and you make an initial offer to the other side. This offer does not have to be one that you think that they would actually accept.
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