No More Cold Calling

SEPTEMBER 1, 2015

We’ve come a long way, baby. But saleswomen still have challenges to overcome. Men tell me the best salespeople they know are women. They say women have strong intuition, ask good questions, don’t rush the sale, connect with people, and are terrific at building long-term relationships with prospects, clients, and referral sources. Research from Xactly Corporation confirms that women in sales outperform their male colleagues in: Loyalty (staying in their roles for nearly one year longer than men)

Hiring 233

Hiring Sales Qualified Lead Referrals Cold Calling 233

The Sales Hunter

SEPTEMBER 1, 2015

1. Your best leads are your existing customers. Look for ways to help them even more. New leads are great, but don’t forget more business from an existing customer is as good as a lead. 2. Ask your current customers for referrals. Your current customers know what you do well already, so it only makes […].

Leads 198

Leads Marketing Qualified Lead Referrals Customer 198

Sales and Marketing Management

SEPTEMBER 1, 2015

Issue Date: 2015-09-02. Author: Jonathan Hinz. Teaser: In the sharing economy, the only currency of value is trust, and the best way to prove your customers trust your organization is to hear it from them directly. Here are four ways to harness the power of reviews and communicate this trust to your customers. In the sharing economy, the only currency of value is trust, and the best way to prove your customers trust your organization is to hear it from them directly.

How To 191

How To Customer 191

The Sales Hunter

SEPTEMBER 1, 2015

I get asked this question a lot, and my immediate response each time is by asking the other person how often they contact prospects now. Recently, while working with a large company and their sales team, this question came up. The response not just from one person, but the vast majority, was “about once […].

Prospecting 189

Prospecting Company Selling Skills Sales 189

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

Increase Sales

SEPTEMBER 1, 2015

One of my colleagues, Greg, shared what he believed to be a gimmick marketing message from a local real estate firm who wanted to meet with him just to ask two questions. The handwritten note did not say anything about selling him anything and yet the message to me was: “A real estate group that wants me to sell their stuff.”. Over the years I have witnessed a variety of what is now called “gimmick marketing.

Real Estate 112

Real Estate Marketing Face-to-face Retail 112

Sales Training Connection

SEPTEMBER 1, 2015

Building trust in sales. While developing trust has always been important for sales success, today developing trust has taken on a new urgency due to a shift in customer expectations. Today, customers want fresh ideas and creative insights for addressing a set of needs and opportunities that are both new and challenging. Increasingly customers want sales reps to be trusted advisors not product facilitators. .

Industry 84

Industry Sales Customer Conversion 84

A Sales Guy

SEPTEMBER 1, 2015

I was talking to a young entrepreneur earlier today. We were talking about the progress she was making in her business. She’s killing it. Her most recent “big” win was a deal with the Red Sox. This girl is smart, driven and a hustler, and she’s done amazing things in a tough retail business. As we were talking, I couldn’t help but notice a very common theme in her dialog.

Pivotal 92

Pivotal Retail Research Tools 92

Engage Selling

SEPTEMBER 1, 2015

Did you just do a double take? Stop trying to close sales…isn’t that counter-productive to our sales success? You heard me right. Salespeople should not be attempting to “close” sales with clients. It’s all in the definition. Closing is something you do to a person. While it may just be a term, the language is completely […].

Closing 77

Closing Sales Quota Pipeline 77

Your Sales Management Guru

SEPTEMBER 1, 2015

Hiring High Performance Sales Teams. Follow this formula to hire sales superstars. (Second installment of a two-part article on sales recruiting). “ If you can find good people, they can always change the product/service. Nearly every mistake I’ve made has been in picking the wrong people, not the wrong idea. Most entrepreneurs have no problem coming up with a good strategy, but they usually need all the help they can get in developing and implementing the tactics that will make them successful

Hiring 71

Hiring Ideal Customer Profile Scale Analysis 71

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Sales

SalesLoft

SEPTEMBER 1, 2015

(And These Researchers Tell All). This post was originally published on Salesforce.com. Back in the day, when a new sales rep hit the desk, they were assigned an office line, handed a rolodex, and told to start dialing. There was no Gmail or Outlook account setup. No LinkedIn update. No Salesforce integration. But in today’s SaaS industry, a typical first week on the job for a new sales development rep runs the gamut of onboarding sessions for half a dozen different technology platforms.

Vendor 52

Vendor Sales Qualified Lead Trends Report 52

Sales Result

SEPTEMBER 1, 2015

A thorough account plan provides many useful details about an account. Details are not useful unless they are put to use in a winning strategy. A good sales manager will use each detail from the account plan to formulate a particular part of the strategy that results in more closed sales. Some common uses of the details from an account plan are as follows.

Account 47

Account Analysis Strategy Closing 47

SalesLoft

SEPTEMBER 1, 2015

With less than two weeks to tip-off, we’re hot on the heels of tech’s hottest event of the year. Whether you claim residence in Silicon Valley or find yourself in San Francisco for September, rookies and veterans alike have much to look forward to at Dreamforce. 130,000 attendees, 1,500 sessions, 400 sponsors, 18 rainmakers. You’ve set your schedule, now it’s time to make it happen.

Resources 52

Resources Social Media Influencer Media 52

Hyper-Connected Selling

SEPTEMBER 1, 2015

For better or worse, social media is changing the way business happens. One of its biggest effects has been on how we judge credibility in others. In the past, we would extend provisional trust to new connections. When we met someone, for example through a referral or at a professional event, our starting point would be to trust them. We would then build a relationship and a foundation of credibility underneath it.

LinkedIn 40

LinkedIn Ideal Customer Profile How To Face-to-face 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