Anthony Cole Training
FEBRUARY 21, 2019
In this article, we discuss and identify the three main reasons why salespeople get duped into believing a specific opportunity will close and why some deals are not worth chasing. They are: Weak pipeline. Failure to ask tough questions. Afraid to pull the plug.
Vainu
FEBRUARY 21, 2019
We all know that time is money, and that’s especially true for small businesses. As a matter of fact, 82 percent fail due to cash flow issues. Keep in mind: cash flow is not just about money coming in and out. It’s also about timing. Even if you have a proven product, with too long a sales cycle you might end up experiencing cash flow concerns. This is why many sales organizations focus on improving their sales cycle speed.
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Babette Ten Haken
FEBRUARY 21, 2019
I have news for you. Your stakeholder someones just may really be doing the selling in your organization. Do you know who they are? You know, the stakeholders you refer to when things slip through the cracks: “ Well, someone must be in charge of that. Otherwise, how could it possibly happen?”. Or, “I didn’t know I was responsible for that. I thought someone else would take care of it.”.
No More Cold Calling
FEBRUARY 21, 2019
What do you remember from your last training? The way we’ve been learning is all wrong. Remember cramming for tests? I do, and while I usually did well on my exams, I didn’t retain much of anything. I’ve heard for years that people forget 70 percent of what they learn in a professional training class within 24 hours of the event. That isn’t learning at all.
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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.
DiscoverOrg Sales
FEBRUARY 21, 2019
Fear isn’t a luxury the CMO can afford. Neither is hesitation. Today’s CMO position – “ a minefield where many talented executives fail ” – requires the courage of conviction to survive. If you’re a first-time CMO, this goes double. As I wrote earlier this week, in the first few weeks on the job, first-time CMOs should plan a few quick wins and set a strong foundation.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Center for Sales Strategy
FEBRUARY 21, 2019
Music can help you push through a difficult workout, it can calm your nerves, and it can even get you pumped up and geared towards success. Music can have a powerful impact on your mindset, and using music and the right rhythm to support positive thoughts could definitely get your sales performance headed in the right direction. Abba — Money, Money, Money.
SBI
FEBRUARY 21, 2019
SalesTech Game Changers 4th Digital Magazine: 5 Executives Tell us How Their Solution Changes the Game for Sales. game changer. noun. Definition of game changer. :a newly introduced element or factor that changes an existing situation or activity in a significant way: “The revelation has been called a game changer in the world of data protection as regulators seek to raise awareness about how to secure information.”.
Hubspot Sales
FEBRUARY 21, 2019
What's the difference between sales and marketing? Marketing informs and attracts leads and prospects to your company and product or service. Sales, on the other hand, works directly with prospects to reinforce the value of the company's solution to convert prospects into customers. Sounds simple, right? While these two business functions are different, they both share a common goal: to attract prospects and convert them to customers, ultimately generating revenue.
Vengreso
FEBRUARY 21, 2019
Subscribe to Selling With Social. Apple Podcasts | Stitcher | Google Play | Google Podcasts. It’s amazing but true – in 101 episodes of #SellingWithSocial I’ve published so far, I have not recorded one conversation focused on what goes into an effective sales message. It’s time to change that – and I can’t think of a better person to help me address the topic than Tim Riesterer.
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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.
CloserIQ
FEBRUARY 21, 2019
New Account Executives are coming to your company with more sales experience than SDRs. So it’s tempting to think that the onboarding process just isn’t that important. In fact, it is still critical for AEs’ long-term success. According to a study conducted by Click Boarding , new employees who go through a formal onboarding process are 58% more likely to remain with the organization for three years or more.
Shari Levitin
FEBRUARY 21, 2019
Love is in the air! On this gorgeous Saint Valentine’s Day, why not take the time to focus on how you’re using your heart to increase your sales. To perfect selling with your heart, concentrate on these three aspects. Bonus: they rhyme! The post Outbound Conference Sneak Peek 2019 appeared first on SHARI LEVITIN.
SalesforLife
FEBRUARY 21, 2019
You can argue that all investment funds are difficult to acquire from the CFO – but purchasing services like sales training to improve performance and consulting companies is a tough sell internally. I get it. Remember the CFO is also not a seller, and doesn’t always understand that sales skills are sharpened like a knife, not turned on/off like a blender.
Partners in Excellence
FEBRUARY 21, 2019
At a kickoff meeting earlier this week, I was having a disturbing conversation with a group of sales people. It seemed a big part of their “prospecting,” was trolling customers for RFPs and RFIs. I probed them on this, their response was, “It’s so easy, these are people who already want to buy, they’ve put together their requirements, all we have to do is just respond to the RFPs!
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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.
SalesProInsider
FEBRUARY 21, 2019
No Matter What You Think…Any Client Is Not Better Than No Client. This week I’ve spoken with three different financial advisors about a very important factor when adding new clients: Not EVERYONE is going to be a good client/customer fit for you. The difference in whether the client will be a good fit or an ill-fit is found in the criteria you have to qualify them as good clients…or ill-fit clients.
Engage Selling
FEBRUARY 21, 2019
Are you or members of your sales team having trouble getting past gatekeepers? It’s an obvious struggle.
Sales Hacker
FEBRUARY 21, 2019
There’s something so positive and energizing about kicking off a meeting. It’s the open door every salesperson craves. But that thrill is easily toppled. With one wrong move, you can get off on the wrong foot and put your entire sales process in jeopardy. A derailed meeting is a derailed process. How do you kick off a meeting well? Chatter away and smile until your cheeks hurt?
Mobile Locker
FEBRUARY 21, 2019
Are you interested in learning about sales enablement? Do you want to keep current about this rapidly-changing field? Here are some of our favorite resources that can help you learn the fundamentals of sales enablement and stay up-to-date on the topic: Books Sales Enablement: A Master Framework to Engage, Equip, and Empower A World-Class 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
Nimble - Sales
FEBRUARY 21, 2019
Salespeople know exactly how to sell a product. When it comes to selling themselves, they are obviously very well prepared. If you want to find the right person amidst a number of experienced applicants for the position you have, you have to know exactly what to look for. The main goal of any interview is […]. The post Find the Best Candidate with These Sales Interview Questions appeared first on Nimble Blog.
Predictable Revenue
FEBRUARY 21, 2019
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Shawn Sease, Director SDR Client Services at outbound sales consultancy Sales Developers. The post How to tailor your cold calls to match your prospect’s communication style with Shawn Sease appeared first on Predictable Revenue.
BrainShark
FEBRUARY 21, 2019
Selling is hard enough, but without the right people in place, ensuring your sales organization hits its numbers and increases company revenue becomes even more difficult.
Miller Heiman Group
FEBRUARY 21, 2019
Sales leaders do not want to make mistakes when hiring new members of their sales team. In 2018, just 54 percent of all sellers met their sales quotas, according to CSO Insight’s 2018-2019 Sales Performance Study. Furthermore, only 16 percent of sales leaders say they are confident they have the talent needed to succeed into the future, according to CSO Insights’ 2018 Sales Talent Study.
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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.
Sales Hacker
FEBRUARY 21, 2019
Last time Josh Braun joined up with the Sales Hacker community, he shared a framework for making objections feel like water off a duck’s back. This time, we’re taking it up a notch to get to the more advanced stuff, and Josh is sharing even more examples – exactly what you can say to prospects who raise objections in any scenario. We’ll also be taking requests!
Bigtincan
FEBRUARY 21, 2019
After your marketing team goes through the process of identifying what content your should produce, it’s time to find the best way to get that content to your sales team. Here’s 5 steps to build and sustain a cost-effective program for delivering sales content. Identify critical knowledge and content The first step is to understand what content […].
The Digital Sales Institute
FEBRUARY 21, 2019
Sales training programs worth taking is a constant topic in the world of sales. The truth is that whether delivered in class, in house or online sales training programs have helped thousands of salespeople to improve their selling skills. From help with sales prospecting, to improve lead generation or maybe improving general selling skills, sales training programs worth taking will have a range of topics to suit almost every sales situation.
Product Management University
FEBRUARY 21, 2019
Value based product roadmaps should be structured like a customer org chart so that the business value of your product investment priorities is clear to executives, senior managers and users. View the short video to learn the most important questions your roadmaps have to answer, both internally and externally, and what people really want to know when they ask, “What’s on your roadmap?
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Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp
Funnel Clarity
FEBRUARY 21, 2019
“A thirty-year veteran improved his ability to add new opportunities to his funnel by 500%!! Impossible. Whoever heard of a 30-year veteran learning anything new about sales?”. That rather cynical reaction was an actual statement from a senior sales executive who was encouraged by his CEO to consider prospecting training for his sales force.
Xactly
FEBRUARY 21, 2019
Discover everything you need to know about sales compensation and its impact on performance.
criteria for success
FEBRUARY 21, 2019
Are you focused on establishing collaboration within your sales team? One of the best benefits of having a sales team is their ability to collaborate. In small businesses with just one or two salespeople, it’s hard for them to effectively collaborate. But even a small team of 4-5 salespeople provides an excellent opportunity to collaborate. [ ] The post Establishing Collaboration Within Your Sales Team: 5 Focus Areas appeared first on Criteria for Success.
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