SBI Growth
DECEMBER 20, 2016
Today’s topic is how to make marketing scientific through a marketing operations department. As a guide to this conversation, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the marketing operations phase on pages 248 – 251.
Score More Sales
DECEMBER 20, 2016
My good friend, Jim Keenan, author of Not Taught, speaker, and colleague started this meme for people to share who impacted them the most in their business growth in 2016. I have heard a lot of negativity about 2016, and yet, in professional B2B selling there is always lemonade to be had from your lemons. Keenan would love to see this meme gain some steam (hey, that rhymes) so use the hashtag #HelpedMe2016 when sharing socially so others can read about the awesome folks impacting us – and share
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Understanding the Sales Force
DECEMBER 20, 2016
I am always honored when my work is recognized and this year is no exception. The judges at Top Sales Awards named Objective Management Group (OMG) the Top Sales Assessment Tool for 2016. That marks the 6th consecutive year that OMG has won the Gold! We believe that we have developed the best Sales Assessment tools in the world but it is gratifying when others validate that belief for us!
DiscoverOrg Sales
DECEMBER 20, 2016
Congrats, you’ve just landed your first VP or Head of Sales role. Now what ? I’ve met with hundreds of heads of sales over the years, and it’s easy to pick out the ones who are going to be successful and the ones who aren’t. The successful ones have one obvious thing in common: they are maniacally focused on building a revenue engine for their companies.
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.
The Sales Hunter
DECEMBER 20, 2016
Would you pay $85.00 for a rock wrapped in leather? I suspect it’s not high up on your gift list, but for somebody it sure is. Check this out: Nordstrom is selling a rock for $85.00. Does that have you thinking, “Who in their right mind would buy that?” Clearly somebody would (and is!), because […].
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Fill the Funnel
DECEMBER 20, 2016
Still time to get your new Website Built in 2016! I was looking at my calendar for the balance of the year and realized I had nothing on my calendar the week between Christmas and New Year’s Eve. I know many of you are in the same boat and I have created a project for […]. The post Get Your Website Built Before Year End appeared first on Fill the Funnel.
Engage Selling
DECEMBER 20, 2016
Do you turn your computer on each morning only to find a mountain of unread emails that need your attention? Email overload is an epidemic in the workplace.
Sales Training Connection
DECEMBER 20, 2016
From time to time we post a guest blog written for the Sales Training Connection. Today we thought we would share with you some thoughts from Rachel Davidson of Highspot. _. Sales enablement technology helps accelerate the time towards close and gives you the power to leverage faster, better, and stronger sales best practices. At its heart, modern sales enablement exists to organize, strengthen, and drive results in these three concrete ways: Content management.
Customer Centric Selling
DECEMBER 20, 2016
Sales Tips: How to Plan Your 2017 for Success. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. I remember my first year as a salesperson, the only thing that changed for me on January 1 st was the date, my sales compensation plan, and the amount of revenue I was being asked to generate over the next twelve months.
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BrainShark
DECEMBER 20, 2016
Executive buyers say more than 80% of sales meetings are “a complete waste of time,” according to research from Forrester. The reason? Buyers have rising expectations, and salespeople aren’t providing enough value.
Customer Centric Selling
DECEMBER 20, 2016
Sales Tips: No Decision Losses - The Good, Bad & Ugly. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. How long are you going to allow your sales organization to continue to lose good opportunities to No Decision before you take action? It isn’t even Christmas yet and I’m getting emails and telephone calls from salespeople and their managers complaining that opportunities that they were counting on for December have already been l
Tom Hopkins
DECEMBER 20, 2016
When it comes to setting realistic, achievable goals, there’s definitely a system involved. Once I gained a clear understanding of how goals should be set and what they could do for me, I studied everything I could find on the subject. I went so far as to draft up a document that looked like a legal […]. The post Setting Realistic, Achievable Goals appeared first on How to Selling Skills.
Customer Centric Selling
DECEMBER 20, 2016
Sales Tips: Proactively Call at High Levels, Reap the Benefits. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. In last week's blog I offered suggestions for (reactively) gaining access to Key Players when sellers are contacted by lower level staff within prospect organizations. Inbound contacts usually provide sub-optimal entry points.
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.
SalesLoft
DECEMBER 20, 2016
Happy Holidays, modern sales pros! With Christmas just under a week away, vacations are beginning, activity is winding down, and we’re starting to look forward to the upcoming year. But with so much happening all around, it can be hard to focus on details of the year’s past, and all of the ways you, the modern sales professional, have improved over the last twelve months.
Your Sales Management Guru
DECEMBER 20, 2016
First Quarter 2017. Are You Set Up for Success? Ken, are you crazy? I have not finished the fourth quarter yet! But as budget planning begins and business strategies begin to be set, it is your responsibility to be ready for 2017. What do you need to have on your to-do list for the next 60 days? I have listed the top 10; let me know what I have missed or what is on your list?
Sales Evangelist
DECEMBER 20, 2016
As salespeople, sometimes you have to think as marketers so you’re able to do unconventional things which competition is not doing. Today’s guest is Dr. Minette Riordan who’s going to share with us some key insights into what you can do to get the right mindset, money, and marketing strategies to rapidly grow your income. […] The post TSE 468: 5 Mindset, Money and Marketing Strategies for Rapid Growth Results appeared first on The Sales Evangelist.
People.ai
DECEMBER 20, 2016
As the CEO of a SaaS company I’ve realized that when selling a SaaS product the most important thing you can do is to stay in constant contact with your customers. A SaaS model allows you to quickly acquire customers. But they can be lost just as easily. That’s a real problem. Nakul Mandan, Partner at Lightspeed Venture Partners, has described churn as “the devil” for SaaS companies.
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Pointclear
DECEMBER 20, 2016
How much should a lead cost? My answer to this is, and has always been, probably more than you think, but definitely less than you are currently paying. If you want more information on understanding how much you should be paying for a lead, check out our How Much Should a Lead Cost whitepaper. Here are a few examples that will help you understand your cost per lead: Example #1 We once worked with the marketing director at a division of one of the world’s largest software companies.
Partners in Excellence
DECEMBER 20, 2016
Recently, Don Mulhern and I were have a discussion about misunderstandings–consequently lost opportunities in prospecting, new account development, account growth. We know prospecting is critical for all sales people. If you are focused on new logos, you assess your territory, finding all the customers in your territory that have the problems your solutions solve.
Increase Sales
DECEMBER 20, 2016
Once again I heard, “Your price is too high. I can get sales coaching for a much cheaper cost.” Possibly you have also heard a similar sales objection to your price? Credit www.pixabay.com. My direct reply to this sales objection was: “Then that other coach may be a better solution fit for you. My fees that you believe are too high are the result of 19 years as an executive, business and sales coach with a proven track record.
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