DiscoverOrg Sales

JUNE 19, 2018

Let’s agree that the goal of your marketing team should be to help your sales team. Sound good? Awesome. But as sales professionals, how can you feed your sales intelligence in to your marketing team and how can they use that intelligence to better help you close sales? To improve quality of marketing leads, here are three key pieces of information sales must share with the marketing team: Raw feedback from customers and prospects.

Buyer Persona 214

Buyer Persona Marketing Scale Collateral 214

The Pipeline

JUNE 19, 2018

By Tibor Shanto. For such a small word, ‘NO’ seem to cause a lot of havoc. Tidal waves of fear leading salespeople to imagine they will spiral endlessly to failure just at the sound of NO. Amazing how a two letter word leads to so much more than it was meant to when the prospect uttered it. Don’t Let Your Mind Run. With all deference to the book Let Your Mind Run: A Memoir of Thinking My Way to Victory , our mind runs way off course when triggered by this minuscule word.

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Handbook Objections Call-back Prospecting 186

Sales and Marketing Management

JUNE 19, 2018

Author: John Ruhlin Decades ago, sales professionals hit upon a mantra to understand how to woo prospects: “What’s in it for me?” But too many salespeople today forget that this question comes from the customer’s point of view, not their own. Want proof of this attitude reversal? Look no further than a recent DiscoverOrg study on buyer personas. The study’s eye-opening findings include the fact that only 35 percent of salespeople were rated “good” or “excellent”; by contrast, 65 percent received

Referrals 219

Referrals Journal Buyer Persona Study 219

The Sales Heretic

JUNE 19, 2018

You already know that effective follow up is crucial to closing sales. But how can you follow up with prospects without annoying them to the point where they scream, “Leave me alone!” The key is to deliver value in your follow up efforts. Provide your prospects with information, entertainment, or other items of value to [.].

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Follow-up Closing Prospecting Sales 226

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

Zoominfo

JUNE 19, 2018

In recent years, B2B live video has exploded in popularity as a viable marketing tactic. Live video isn’t just a hot trend– it’s changing online content as we know it. In fact, live-streaming currently accounts for two-thirds of all internet traffic and is expected to jump to 82% by 2020 ( source ). And, other video streaming statistics support this.

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B2B Video Influencer Promotion 207

Jeff Shore

JUNE 19, 2018

By Jeff Shore. (Author’s note: This is part five of a series on how to talk to your customers. For parts one through four , click here. ). How much has fear cost you in your life? We cannot accurately answer that question, but I think we can agree that the degree to which fear impacts our lives is probably quite high. Your customer is no different. Fear is real, and fear has a way of undermining goals and dreams…unless you do something about it.

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Customer Face-to-face ACT Positioning 111

Gong.io

JUNE 19, 2018

The Internet is littered with articles about the sales process. So what makes this the best one you’ll ever read? It’s the only sales process post based on hard data. We used AI to analyze over 1M sales conversations that span 384,923 deals. Those sales calls were recorded, transcribed from speech to text, and analyzed with AI. The analysis revealed concrete behaviors and patterns across the entire sales process that lead to successful outcomes.

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Sales Process Cold Calling Call-back Cancellation 103

The Center for Sales Strategy

JUNE 19, 2018

I read a recent study that shared many interesting things about music and how much it does for humans. Some things noted in the study are that music: Enhances intelligence, learning and IQ. Improves memory performance. Improves concentration and attention. Helps work productivity. Helps fight fatigue. Improves mood. Whether you're motivating yourself or your sales team, I think anyone in sales would like a little bit of all of those.

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Study Motivation Sales Sales Management 91

Smooth Sale

JUNE 19, 2018

Attract the Right Job or Clientele: It’s easy to talk about building client loyalty and discredit others for not doing so. But we need to examine how we operate ourselves. The planning and strategic execution are to be precise before the desired results become visible. At the core of loyalty are delivering value beyond expectation and excellence in customer care.

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Loyalty Social Media Webinar Metrics Face-to-face 85

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Sales

Shari Levitin

JUNE 19, 2018

When it comes to sales, there’s always a winner and a loser. Let there be no doubt that your competitors will crush you if you don’t learn from your mistakes, shift your focus when you’re losing ground and take the initiative to self-reflect. The post 5 Reasons Your Customer Bought from Your Competitor appeared first on SHARI LEVITIN.

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Customer Sales 84

SBI Growth

JUNE 19, 2018

Revenue 153

Revenue Sales Cycle Proposal Software 153

KO Advantage Group

JUNE 19, 2018

Stephanie was beyond frustrated. Her business was doing well, but as her business grew she found it harder to close deals. That wasn’t supposed to be the case. Now a year into her business, she knew her clients challenges better, and could usually predict their biggest challenge within the first 5 minutes of the conversation. So with all this experience, and expertise, why was it becoming MORE difficult to close business?

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Closing Proposal Sales Cycle Buyer 78

CloserIQ

JUNE 19, 2018

What’s your biggest challenge in sales? It very well could be converting, hitting quota, retention, qualifying, or any of the other 724 tasks you have to juggle each and every day. All of those are crucial, and none of them are particularly easy. That said, would it surprise you to learn that prospecting is considered the biggest challenge by 42% of salespeople , followed by closing (36%) and qualifying leads (22%)?

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Prospecting Scale Sales Qualified Lead Decision Maker 81

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

Nutshell

JUNE 19, 2018

When you think about the activities that are essential to making a sale, you probably think about actions that require the human touch of the sales rep—listening to a prospect’s needs, developing a solution for them, and asking for the sale when it’s time to do so. And then there’s everything else. A sales rep’s day always involves tasks that require manual effort, but don’t get their prospects any closer to a “yes” (at least not directly).

Sales Automation 69

Sales Automation Software Software Top of Funnel 69

SalesforLife

JUNE 19, 2018

For our fourth sales play (see Storyboard Sales Play #1 – “Sphere of Influence,” Storyboard Sales Play #2 – “Stack Ranking” & Storyboard Sales Play #3 – “Market Intelligence” ), this play is one of my favourites. I’d like you to remember the movie The Wizard of Oz , in which Dorothy and her motley crew of friends (Scarecrow, Tin Man, and Lion) are trying to get to the land of Oz and visit the wizard inside the Emerald City.

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Influencer Motivation Benefit Sales 59

Janek Performance Group

JUNE 19, 2018

It’s amazing how fast CRM software has exploded as a part of the selling scene and overall strategies within sales organizations. In the last decade, CRMs (which began in the 1980s) have boomed, and now, 74% of businesses use a CRM, as opposed to 56% a year ago. Much of that growth has come from businesses with 11 or more employees (91%), whereas the smallest businesses of 10 employees or less are still lagging behind the curve at 50%, but increasing.

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CRM Software Software Industry 54

Pipeliner

JUNE 19, 2018

At first, this title may seem like some kind of an oxymoron. How can a business process be enjoyable? If you go and, let us say, sit and listen to a talk on business processes, you’re probably not going to come away saying, “Wow, that was really fun and entertaining! Most people would agree that “business processes” is kind of a boring subject. Crucial Importance of Business Processes.

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Scale Buyer Film Enterprise 58

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SalesLoft

JUNE 19, 2018

The sharing economy isn’t exclusive to ride sharing or finding someone to walk your dog; it also applies in the workplace. Incorporating peer-to-peer training within a sales organization is a great way to utilize the resources and knowledge within a team to help improve productivity and share best practices. In fact, 73% of managers have seen a positive ROI when utilizing peer learning.

Coaching 52

Coaching Promotion Sports Training 52

Bigtincan

JUNE 19, 2018

So much has been discussed and written about the topic of artificial intelligence, but when the discussion comes up, the questions “Will AI hurt or help us?” and “Will it eliminate jobs?” seem to be topics of inevitable debate. Artificial intelligence can be defined in many ways, ranging from what has been achieved and put […].

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Sales 52

LevelJump

JUNE 19, 2018

Over the past few months, I’ve sat with many new sales enablement professionals to coach them on how to structure the function within the sales organization. What is common across these new sales enablers is an uncontrollable panic: Why would a tenured sales organization listen to them ?

Training 57

Training How To Sales Enablement Coaching 57

Partners in Excellence

JUNE 19, 2018

Children are not pawns to be used to achieve a political agenda! I am ashamed to see children held hostage in detention centers as means to force decisions on securing our nation’s boarders. While the administration is leveraging the detention of infants and children to achieve “strategic goals, ” the end does not justify the means, it never has.

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Government ACT Relationals Customer 52

Advertiser: ZoomInfo

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 Process

Customer Centric Selling

JUNE 19, 2018

By John Holland, Chief Content Officer, CustomerCentric Selling®. A common ploy buyers use toward the end of buying cycles is having someone (often a non-Key Player) request a “best and final” pricing. Smart buyers with multiple vendors in the mix will negotiate with Column C to use their price against Column B, all in an attempt to get the best possible price from Column A, their vendor of choice.

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Negotiation Buyer Vendor Discount 55

Nutshell

JUNE 19, 2018

When you think about the activities that are essential to making a sale, you probably think about actions that require the human touch of the sales rep—listening to a prospect’s needs, developing a solution for them, and asking for the sale when it’s time to do so. And then there’s everything else. A sales rep’s day always involves tasks that require manual effort, but don’t get their prospects any closer to a “yes” (at least not directly).

Sales Automation 48

Sales Automation Software Software Top of Funnel 48

Gong.io

JUNE 19, 2018

The Internet is littered with articles about the sales process. So what makes this the best one you’ll ever read? It’s the only sales process post based on hard data. We used AI to analyze over 1M sales conversations that span 384,923 deals. Those sales calls were recorded, transcribed from speech to text, and analyzed with AI. The analysis revealed concrete behaviors and patterns across the entire sales process that lead to successful outcomes.

Sales Process 48

Sales Process Cold Calling Call-back Cancellation 48

The Digital Sales Institute

JUNE 19, 2018

The key sales skills need to succeed in today’s business environment are very different from 5 or 10 years ago. The influence of digital media, the internet and access to unlimited amounts of information online, means everything has changed. Key Sales Skills. The rules and interactions between sellers and buyers are being rewritten. A new type of buyer has entered the sales process, one who is practically a digital native, informed, armed with information and couldn’t care less about the outdate

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Social Media Channels Influencer Buyer 49

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G2Crowd - Sales Blog

JUNE 19, 2018

For many businesses, e-signature software has revolutionized day-to-day processes.

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Software Software Sales 63

Sales Evangelist

JUNE 19, 2018

Too many organizations continually miss the target when they hire new team members. To be an effective sales leader, you must be intentional about growing your team: fill up your pipeline with great reps just like you would with great clients. In that way, hiring is like sales. On today’s episode of The Sales Evangelist, […] The post TSE 859: Sales From The Street-“Hiring is Like Sales” appeared first on The Sales Evangelist.

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Hiring Intent Pipeline Sales 40

The Brooks Group

JUNE 19, 2018

Managing a remote sales team used to be a situation faced only by sales leaders at large multinational corporations. All that changed with the wide availability of high speed internet and video conferencing. Today, more and more sales managers and sales leaders are charged with leading geographically dispersed teams. While virtual teams can provide huge benefits, managing a distributed team can be challenging.

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Hiring Face-to-face Skype Analytics 40