The Pipeline
MAY 12, 2016
The Pipeline Guest Post – Megan Totka. Businesses always want to find more leads and turn them into customers. If you know your products are amazing, your services solve a need in the marketplace, and can back up these claims, then you’re in good shape. Now it’s time to consider how you want to invest both your time and money into this endeavor.
DiscoverOrg Sales
MAY 12, 2016
So, we recently published a blog entitled, “ What You Won’t Learn from Books About Sales ,” and now here we are sharing our favorite books and blogs that can make your better at inside sales. We’re not trying to be gigantic hypocrites, but we are smart enough to recognize that there’s a balance. Yes, best performing salespeople learn from experience and develop “grit” without the help of sales books.
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The Sales Hunter
MAY 12, 2016
At the start of the year, I challenged you to focus your time by minimizing the amount of time spent on prospects that ultimately go nowhere. We’re now into the 2nd quarter of the year, and it’s time to do an assessment. Below is what I wrote on this important goal in January of this […].
Zoominfo
MAY 12, 2016
Yes, best performing salespeople learn from experience and develop “grit” without the help of sales books. But a commitment to lifelong learning is just as important; it keeps our minds sharp and gives us a wider perspective of the world outside our own backyards. With that said, here are five of the books and blogs we love. 1. The Sales Development Playbook by Trish Bertuzzi “As you well know, arousing curiosity, generating interest, and getting prospects to open up about their priorities is ab
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
Increase Sales
MAY 12, 2016
Today, once again, I heard “It’s well worth the price” sales pitch from a colleague who was justifying the prices charged by a local, upper scale men’s clothing shop. I had serious doubts when this shop opened because I did not believe the local market would support shirts selling for over $100 less alone shoes for $700 or men’s suits for over $500.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Close
MAY 12, 2016
In Close, the Opportunities feature helps you identify and keep track of deals that are on the verge of closing. Any opportunity that is added to a lead becomes visible on the Opportunities screen to give your team a high-level view of your entire pipeline.
Sales Result
MAY 12, 2016
Last week on the SRi blog, we discussed Goal Setting and Planning. We presented the idea of evaluating how you currently spend your days and weeks, then setting aside time each week in order to properly plan them.
Partners in Excellence
MAY 12, 2016
I’m amazed at the number of sales people that continue to think their value proposition is a pithy sentence that you say to a customer that all of a sudden causes them to pull out and sign a purchase order. Everyday, I get calls from sales and marketing people asking for help on their value propositions. After a few minutes of questions, they always seem to be looking for the same thing, “What are the few sentences that we can tell the customer that express our value and differentia
Engage Selling
MAY 12, 2016
I’ve seen it happen over and over again – chances are one or more of your team members are guilty of doing this too… Picture this, you have a prospect that is interested in your product or service.
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Hyper-Connected Selling
MAY 12, 2016
“There’s nothing new under the sun.” You might have heard that aphorism before. I think about it every time I see another new leadership book that promises to uncover the true secrets of organizational success. At fifty years old, you won’t find anything new in The Human Side of Enterprise. You will find some solid thinking about some of the timeless principles that guide organizational success.
Engage Selling
MAY 12, 2016
Sales people are a pain to manage and they are too expensive!
No More Cold Calling
MAY 12, 2016
Whether you’re crafting a strong headline or asking for referrals, it pays to be specific. Lead generation is personal … very personal. Imagine you’re looking for a long-term romantic relationship. You don’t just want anyone “single and good-looking.” You want someone who is smart, hardworking, honest, and loves theater and concerts. Or perhaps someone who loves sports and outdoor adventure.
Understanding the Sales Force
MAY 12, 2016
I received an email inviting me to review and share an infographic on shy people in sales. Being an introvert myself, I thought it would be interesting to check it out and see if it resonated. When I finally got around to reading it I was surprised by several things I read.and I'm sure you'll be surprised too.
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