Understanding the Sales Force

JANUARY 3, 2017

We attended the organizational kick-off meeting for the team with whom our 14-year old son will be playing travel baseball this year. The organization is run by former MLB pitcher Brian Rose and one of the memorable things he said at this meeting was, "There will always be someone working harder than you." He said, "If you take a day off, someone else will be still be working" and, "If you want to be the best you have to work harder than everyone else.

Travel 263

Travel Meeting Company Sales 263

Bernadette McClelland

JANUARY 3, 2017

My friend and storytelling expert, Yamini Naidu, relates a task she was asked to do by her teacher whilst at school. The task was to write a story that made sense using only ten words, and each word could only be made up of two letters. They struggled, then the teacher went to the board and wrote the following: The story read, ‘if it is to be it is up to me’.

Revelation 247

Revelation How To Sales Leadership Conversion 247

Sales and Marketing Management

JANUARY 3, 2017

Issue Date: 2017-01-01. Author: Paul Nolan. Teaser: Mike Derezin, vice president of sales for LinkedIn Sales Solutions, says in an era in which social sellers realize 66 percent greater quota attainment than those using traditional prospecting techniques (a Sales Benchmark Index statistic), if you’re sales team doesn’t adopt social selling strategies, it may not be selling for long.

Social Selling 218

Social Selling Quota LinkedIn Strategy 218

The Sales Heretic

JANUARY 3, 2017

It seems like every other week I read an article bemoaning the ever-declining length of the human attention span, which apparently is down to 4½ seconds. (Which means you’re no longer even reading this.) Here’s the thing though: I’ve never been able to find a legitimate study that scientifically documents this supposed decline. And in [.].

Study 202

Study Buyer Coaching Prospecting 202

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

The Sales Hunter

JANUARY 3, 2017

It’s the start of a new year and as much as you feel good, you also feel a sense of concern about the numbers you need to hit for this year. The solution is NOT merely doing more of what you did last year and thinking that alone is going to do the trick. Success […].

Prospecting 205

Prospecting Sales Selling Skills 205

Sales and Marketing Management

JANUARY 3, 2017

Issue Date: 2017-01-01. Author: Paul Nolan. Teaser: In an era where we're told millennials change jobs as easily as they swap out hairstyles, companies that get resistance from workers who would rather fight that switch may take that as a positive sign. In an era where we're told millennials change jobs as easily as they swap out hairstyles, companies that get resistance from workers who would rather fight that switch may take that as a positive sign.

Positioning 120

Positioning Company 120

SBI Growth

JANUARY 3, 2017

Ultimately, your product strategy must educate you on which products to invest in and which to forgo. Even the best sales and marketing teams cannot make their number unless they’re in the right markets with the right products. Is your.

Education 136

Education Strategy Marketing Sales 136

The Sales Hunter

JANUARY 3, 2017

Too many salespeople overlook the impact of voicemail. One excuse I hear from salespeople is, “Why leave a voicemail? Nobody will listen to it anyway!” And a comment I hear from people receiving voicemail is they rarely listen to them because they are so long and boring. I say leave a voicemail, but do it correctly […].

Prospecting 117

Prospecting Sales 117

Increase Sales

JANUARY 3, 2017

2017 appears to be one of optimism if we believe a recent poll by Morning Consult. Consumers have expressed the strongest confidence at 113.7 since August of 2001. All these positive indicators should also spur drinking from the glass of sales optimism. Credit www.pixabay.com. Of course, if you as a salesperson are not feeling confident all the good news, positive indicators will not change your sales optimism.

Guidelines 109

Guidelines Energy Lead Rank Lead Scoring 109

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Sales

Engage Selling

JANUARY 3, 2017

This is one of the few times in a year where professionals across virtually every industry can look at their goals with hope and excitement.

Industry 86

Industry Sales Up-Sell Loyalty 86

Partners in Excellence

JANUARY 3, 2017

To some degree, a major function of sales people has been to be an information or content concierge. Before Al Gore invented the internet, sales people were a principal source of information about products and solutions. Customers didn’t have the internet, their sources of information were limited to what they read in trade journals, what they learned at conferences, perhaps information they may have received in the mail, or speaking to colleagues and sales people.

Journal 49

Journal Google Conference Groups 49

The ROI Guy

JANUARY 3, 2017

As we enter the New Year, a look back at what we can learn from the most popular Frugalnomics Survival Guide articles of 2016: Gartner: buyers Demand Less Pitch, More Value-Story According to a study from Gartner, most solution providers are not providing what buyers need when it comes to content and sales engagements. See the results from the survey of over 350 decision makers.

Decision Maker 45

Decision Maker ROI Survey Consumer 45

Sales Evangelist

JANUARY 3, 2017

As you’ve probably noticed, we’ve done many episodes on prospecting because it’s one of the things salespeople find to be challenging. Either they don’t know how to do it or they just don’t like it. Today’s guest is “The Sales Wizard,” Hugh Liddle, who is an expert sales trainer. He is going to share with […] The post TSE 478: The Sales Wizard Hugh Liddle-“Prospecting Strategies The Work” appeared first on The Sales Evangelist.

Prospecting 40

Prospecting Strategy Sales How To 40

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.

Cold Calling

Sales Evangelist

JANUARY 3, 2017

If you find yourself stuck in your traditional sales job and you’re looking for new ways to increase your sales, I challenge you to think outside the box and get out of your comfort zone. And one way to do this is to consider doing a podcast or become a podcast guest. Today, Tom Schwab […] The post TSE 479: Sales From The Street-“Grow Your Business With A Targeted Interview Strategy” appeared first on The Sales Evangelist.

Strategy 40

Strategy Sales 40