SBI Growth

OCTOBER 16, 2018

Competitive Intelligence at the Field Level – the Untapped ‘X’ Factor for Sales Enablement Teams.

Competition 168

Competition Sales Enablement Sales Analysis 168

Partners in Excellence

OCTOBER 16, 2018

As sales people, our goal is to become the “go-to” resource for our customers in helping them solve their business problems. We want to position ourselves as trusted advisors to our customers. But customers aren’t responding, increasingly, they rely on other resources for help in solving their business problems. CSO Insight’s 2018 Buyer Preferences Survey show only 23% of buyers consider Vendor Sales People as one of the top three resources to help solve their business

Customer 82

Customer Face-to-face Vendor Buying Cycle 82

The Center for Sales Strategy

OCTOBER 16, 2018

Salespeople work hard to build an account list. Most clients on your list have been researched, painstakingly approached, and developed over time. Maybe a few just fell into your lap. But you value them all. Sure, some may be easier to work with than others, but you have no reason to change anything. Why would you? Because the path that leads to a larger account list is not just more clients, but better clients.

Conference 71

Conference Account Lead Rank Lead Scoring 71

Understanding the Sales Force

OCTOBER 16, 2018

A lot of the salespeople I coach have a weakness in their Sales DNA - their need to be liked. Approximately 58% of all salespeople have this weakness and on average, salespeople score 76% in that competency. Elite salespeople have an average score of 87% and weak salespeople have an average score of 69%. What would it look like if we were to pivot this data and look only at the group who have it as a weakness?

Decision Maker 263

Decision Maker Pivotal Groups Data 263

Advertiser: ZoomInfo

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

Intent Data

The Pipeline

OCTOBER 16, 2018

By Tibor Shanto. Questions, specifically in sales, are like burgers, some are surprisingly satisfying, exceeding expectations, others leave underwhelmed, asking yourself why you bothered, again? In both, it’s down to how much strategy, planning, preparation, we do in advance; then the quality of execution, followed by review, and then over again.

SME 225

SME Objections Buyer ROI 225

Zoominfo

OCTOBER 16, 2018

Reddit —the self-proclaimed front page of the internet—is a social networking site with more than 330 million monthly active users. These users—referred to as Redditors—use the platform to share, interact with, and consume the latest news and trending topics. Reddit is more than just a social networking site. The platform offers a unique and untapped goldmine of market research.

Research 159

Research Marketing GoldMine Social Media 159

BrainShark

OCTOBER 16, 2018

Nangeroni discusses her path to sales enablement, key pain points affecting the function today and more during the next installment of our Q&A series.

Sales Enablement 99

Sales Enablement Sales 99

Zoominfo

OCTOBER 16, 2018

Reddit —the self-proclaimed front page of the internet—is a social networking site with more than 330 million monthly active users. These users—referred to as Redditors—use the platform to share, interact with, and consume the latest news and trending topics. Reddit is more than just a social networking site. The platform offers a unique and untapped goldmine of market research.

Research 100

Research Marketing GoldMine Social Media 100

For Entrepreneurs

OCTOBER 16, 2018

At this year’s SaaStock, I presented on one of my favorite topics: how to improve your marketing and sales funnel conversion rates using a deep understanding of what is going on in your buyer’s mind as the navigate through their purchasing process, and experience your marketing and selling.

Conversion 92

Conversion Top of Funnel Funnel Buyer 92

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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

Shari Levitin

OCTOBER 16, 2018

Salespeople all over the world have experienced it before: they’ve got a great product to sell, but the customer objects to the price. It’s an age-old problem, but a trained salesperson who knows the right techniques can use the situation to their advantage. An inexperienced salesperson, on the other hand, might try to overcome these price objections by offering discounts, consequentially devaluing the product.

Objections 86

Objections Discount Training Customer 86

Tony Hughes

OCTOBER 16, 2018

2015 will see the dawn of the rise of "LinkedIn Centers" to steadily replace traditional B2B marketing activities for demand generation and phone based telemarketing for lead generation (in-house or outsourced). Large enterprises are notoriously slow to move so sales people will need to drive this in partnership with sales management and marketing. I recommend building a ‘skunk-works’ team and begin to experiment if you want to lead and avoid being left behind in a Social 3.0 world.

Social Selling 83

Social Selling LinkedIn Ideal Customer Profile Top of Funnel 83

Jeff Shore

OCTOBER 16, 2018

By Ryan Taft. ?A few years ago I wrote a blog on 5 Ways Great Salespeople Should Begin Their Day as a sales professional. In contrast, I thought I would share the five things you should quit doing at the end of your day to achieve the same goal. We live in a world where every second counts and it seems, if we aren’t squeezing the life out of every one of those seconds, we might be missing something.

Social Media 71

Social Media Comparison Media Study 71

Smooth Sale

OCTOBER 16, 2018

Attract the Right Job or Clientele: As a buyer, nothing is more disappointing than to witness disappearing promises. Upon hearing a friend’s unhappy story, many sales lessons come to mind. The seller’s desire for his commission turned everything he previously stated upside down. Trust Is the Soul of Sales. My Story and that of My Friend. Society is experiencing an exciting changeover in technology when it comes to specialty cars.

Commission 60

Commission Loyalty Hubspot Travel 60

Advertiser: ZoomInfo

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

Lead Qualification

LeadIQ

OCTOBER 16, 2018

By: Ryan O’Hara. If you are into punching juke boxes, growing some sad excuse of a beard, or just starting out in sales, you likely are one of the many sales professionals out there trying to catch up on the social selling stuff. To be honest, up until last year, so was I. As a marketer who was getting back into prospecting, I had done a decent job softly pitching LeadIQ and developing relationships with people over social media to turn them into deals.

LinkedIn 61

LinkedIn How To Video Social Selling 61

SalesLoft

OCTOBER 16, 2018

In the digital age, most sales conversations occur remotely. Sales professionals must make an impression without the benefit of an in-person meeting, often making it more difficult to rise above the noise. How can you ensure the first impression – whether via phone, social media, or email – is a positive one? In both inbound and outbound prospecting, it is the first conversation that often sets an opportunity on the road to success (or failure).

Lead Rank 52

Lead Rank Lead Scoring Leads Marketing Qualified Lead 52

For Entrepreneurs

OCTOBER 16, 2018

At this year’s SaaStock, I presented on one of my favorite topics: how to improve your marketing and sales funnel conversion rates using a deep understanding of what is going on in your buyer’s mind as the navigate through their … The post Get inside your Buyer’s Head – Improve Conversion Rates appeared first on For Entrepreneurs.

Conversion 52

Conversion Top of Funnel Funnel Buyer 52

The Digital Sales Institute

OCTOBER 16, 2018

What does the future hold for the inside sales jobs role for a salesperson and will its job description come to mean anything more than facilitating a customer’s purchase. The future of sales is not an Outside V Inside salesperson argument but a Salesperson V Technology one, because even today technology is now facilitating greater numbers of sales conversations (up to sale completion).

Inside Sales 49

Inside Sales Lead Rank Sales Qualified Lead Lead Scoring 49

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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

Intent Data

criteria for success

OCTOBER 16, 2018

Are you a sales manager or VP of sales? Do you want to lead your team to victory?! Well, we’re hosting an event for sales managers here in New York City, and we’d love for you to join us! So, keep reading to learn more about this event (and sign up!), or watch the video [ ] The post Event for Sales Managers: Join Us to Learn How to Empower Your Team appeared first on Criteria for Success.

Sales Management 45

Sales Management How To Video Sales 45

Selling Energy

OCTOBER 16, 2018

Finding new prospects is a time-consuming activity and often requires a great deal of research, cold calling, email campaigns, and so forth. If you’ve ever done repeat business with a past customer, you know how time-efficient (and financially rewarding) it can be. When is the last time you combed through your customer list to consider how you might continue to provide value for them?

Customer 40

Customer Cold Calling Campaigns Consumer 40

Selling Fearlessly

OCTOBER 16, 2018

After roughly ten years, I had nearly 3,000 connections on LinkedIn. One day I realized I barely knew any of them. Yeah, I used to have “Connection Envy,” this notion that my self-worth was comparable to the size of my network. And it was completely useless. Many of the connections were from past eras of […].

LinkedIn 46

LinkedIn Networking 46

Sales Evangelist

OCTOBER 16, 2018

Business owners often have to lead their sales teams despite the fact that they don’t always understand exactly how to do it. Often times, they’re simply ignorant about what to do. It’s absolutely true, though, that business owners who don’t like sales can improve sales performance. On today’s episode of The Sales Evangelist, we’re talking […] The post TSE 943: How Business Owners Who Don’t Like Sales Can Improve Sales Performance appeared first on The Sales Evangelist.

Exact 40

Exact Sales Leads Marketing Qualified Lead 40

Advertiser: ZoomInfo

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

Vendor

SalesHood

OCTOBER 16, 2018

Here are nine ways to make your sales kickoff events amazing. Our proven strategies and tactics will make your sales kickoff event more impactful and engaging. Follow these best practices and you'll be recognized as a rockstar by your team and leaders. KICKOFF PRE-WORK #1 PITCH: Roll-out your corporate pitch before your kickoff [ ] The post Nine Ways To Make Your Kickoff Amazing appeared first on SalesHood.

Strategy 40

Strategy Sales 40

Pipeliner

OCTOBER 16, 2018

How to Hire Thriving Millennials in Sales. As millennials enter the job force, many of them are going into sales. There are new schooling opportunities, like the DuPaul University Center for Sales Leadership, that make a sales career even more viable for this generation of individuals. Robert Lambert, interviewed by John Golden, discusses hiring millennials in sales.

Hiring 40

Hiring Compensation Commission Salary 40

Revegy

OCTOBER 16, 2018

As you consider the right investments to enable your KAM teams to drive revenue (uncovering and winning immediate business) and long term strategic partnerships (creating value to help clients grow), it is crucial to put the right platform in place to reinforce and operationalize the program. While CRMs can serve as the global warehouse for customer data, they were not purpose built for KAM and they alone do not provide the actionable intelligence required to drive key accounts growth.

CRM 40

CRM Account Harvest Analysis 40

Pipeliner

OCTOBER 16, 2018

The core purpose of Pipeliner could be summarized like this: To Raise an Army. But we’re not talking about the army in the military sense. The kind of army we are talking about can only be understood in the context provided by Austrian economist and philosopher Ludwig von Mises, who once proclaimed “ Such an army has no weapons, no flags, no hymns, no uniforms, and no marching orders—only better ideas. ”.

Education 49

Education CRM Pipeline eBook 49

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

Buyer

Partners in Excellence

OCTOBER 16, 2018

Ask any sales manager or executive their number one challenge in the future, it’s likely they will say, “Making our numbers… ” That’s the perennial answer that inspires a response like, “Wow, how inspired, why didn’t I think of that?” Only a handful of executives really understand the question. Making the numbers is a result of the things you put in place and execute within the organization.

Sales Talent 86

Sales Talent Hiring Churn Incentives 86