SBI Growth

AUGUST 24, 2014

'Predictability. A CEO needs it. The Board demands it. So what do you do if your team does not consistently provide revenue predictability? Have your Sales Leader provide a comprehensive Buyer engagement plan. The plan should include a well-drawn approach to prospecting and sales process. When executed correctly, this will lead to a full funnel and revenue predictability.

Top of Funnel 312

Top of Funnel Funnel Resources Revenue 312

Sales 2.0

AUGUST 24, 2014

'“We have a proprietary video processing technology that takes advantage of YouTube’s API and significantly beats industry benchmarks for throughput” I don’t know what the rest of the voicemail said because I hit delete. I was having a bad day. I was working on a big project that had become seriously complicated. I was up to my ears in spreadsheets and comparing data.

Lead Rank 247

Lead Rank Lead Scoring Groups Call-back 247

The Sales Hunter

AUGUST 24, 2014

'Let’s start this Monday understanding the power of you connecting with your customer. Yes, the power of 1+1! I find that too many salespeople underestimate not only their own influence, but also what happens when their motivation and positive attitude connects with a prospect or customer. Embracing the power of 1+1 could be exactly […].

Motivation 257

Motivation Video Customer Service Exact 257

Jonathan Farrington

AUGUST 24, 2014

'Frequently, there are two main pitfalls that even experienced salespeople can fall into in terms of activities. First, they simply aren’t doing enough. What’s enough? Enough telephone calls to make appointments, enough face-to-face calls, enough calls that involve or influence decision-makers. In general, the more focused sales activity salespeople generate, the greater the number of sales opportunities they can create.

Face-to-face 49

Face-to-face Decision Maker Compensation Energy 49

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.

Sales Cycle

A Sales Guy

AUGUST 24, 2014

'I thought this was an interesting infographic. As sales people, we spend an inordinate amount of time trying to communicate with our prospects and buyers. Therefore, it seems to me we might want to get it right. This infographic suggests nothing in the subject line get’s open the most. Well duh, any “Re:” suggests the recipient is responding to something they sent out earlier.

Cold Calling 152

Cold Calling Course Prospecting Buyer 152