Wed.Jan 18, 2017

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When You’ve Been Given the Stage and Mic’d Up– Now What?

Bernadette McClelland

Imagine you’d been given your own perfect audience and then handed a microphone. What would you do? Would you stare at it, wondering how it even worked? This device whose role is to increase the volume of the human voice – purely and simply? It’s not like the mask with the horn shaped mouthpiece that was invented to amplify sound in the ampi-theatres of Greece, nor the megaphone that followed, or even the ‘lovers device’ with two cups attached by a cord that some of us called walkie talki

Journal 230
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A super power for sales pros

Sales and Marketing Management

Issue Date: 2017-01-01. Author: Dan Siedman. Teaser: What if your sales reps could read buyers and know if they're being truthful or deceptive - or better yet, to know which emotions they're feeling during a conversation so they could adjust their presentation accordingly? That power exists. What if your sales reps could read buyers and know if they're being truthful or deceptive - or better yet, to know which emotions they're feeling during a conversation so they could adjust th

Buyer 133
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11 Quick Tips On How To Best Prepare For A Sales Pitch

MTD Sales Training

At some point in the sales process we need to make our pitch. This is an area where most salespeople could do a lot better. Most people in sales present a standard pitch that all their customers get to hear. This doesn’t work! People are different and buy for different reasons. When people buy things buyers have what we call buying criteria. These are the overriding reasons for buying that are most important to them.

How To 120
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Our AE’s Would NEVER Have Been Persistent Enough to Uncover This Opportunity

Pointclear

We recently turned over a huge opportunity to one of our clients. When we explained the number and type of touches this lead required, the president of that company said: “our AE’s would never have been persistent enough to get this opportunity.”. Here are the facts: We worked the lead from August – December of 2016. It took thirty-two total touches from start to finish.

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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Unmask the Emotional B2B Buyer

SBI Growth

Buyer 191

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A New Framework to Drive More Sales

A Sales Guy

Today I did a BrightTALK presentation for the Sales Xpert Channel. I talked about what I call “Gap Selling” or “Selling to the Gap” Selling to the Gap is based on the concept that when people buy, there is a “gap” between where they are today and where they want to go, and it’s this gap that drives the value and probability of closing the deal.

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4 Signs You Have an ‘A’ Player in the Interview

SBI Growth

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Sales Tips: Handling Requests for Brochures

Customer Centric Selling

Sales Tips: Handling Requests for Brochures. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. "Can you send me a brochure?". Sometimes buyers want to get salespeople to leave them alone. An effective ploy is asking sellers to send information, a request that inexperienced sellers think is a positive sign.

Hotels 57
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How HouseCall Pro increased their close rate by 15% using SMS

Close

Roland Ligtenberg and his team at Housecall Pro have been using SMS as a critical part of their sales process for some time. We had their team participate in our closed SMS beta to provide that same honest and direct feedback our product team has always relied on.

Closing 52
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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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Mobility and Its Influence on Sales Productivity

Bigtincan

Bigtincan co-founder and CEO, David Keane, understands that staying competitive in today’s business climate and growing top line revenue is an ongoing challenge for even the biggest organizations. In his newest article for Business 2 Community, David outlines his top ten tips for achieving and sustaining a more productive sales team, including: Using a mobile […].

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Is The Concept Of Hunters And Farmers Relevant Any More?

Partners in Excellence

It seems like the concept of hunters and farmers have been around virtually as long as sales. In theory, hunters are the people that have to prospect, to bring in new accounts or logos. The farmers, according to mythology nurture those accounts, retaining the business, possibly growing to drive more revenue. In much of the literature, there’s a lot of jockeying and ego about which is the “real” sales job.

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Alignment between Sales and Marketing starts with an integrative approach to new employees

Jeff Davis

This guest blog post was written by Aurelien Gohier over at btobmarketingsales.com. We know that company culture effects alignment between sales and marketing. I discovered Jeff’s writings by reading about the terrible effect that misalignment between sales and marketing could have on a business development - “ World War B2B: The misalignment of sales and marketing ”.

Hiring 48
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Text Prospecting: You have Nothing to Lose and a Customer to Gain

Sales Gravy

First, get over the fact about how you don’t want to text somebody because it may cost them. If that’s your reason for not texting, then you are a member of the flat earth society!

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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TSE 489: Sales From The Street-“Teach and Grow Rich”

Sales Evangelist

You’re probably familiar with Napoleon Hill’s Think and Grow Rich. But today’s guest, Danny Iny, is going to teach you how you can Teach and Grow Rich through building your own online courses. Danny is the founder of Mirasee, a company that helps clients with audience building, offer creation, and building and selling courses. He […] The post TSE 489: Sales From The Street-“Teach and Grow Rich” appeared first on The Sales Evangelist.

Course 40
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Rock Star Communication: How to Inspire Action & Commitment

Platinum Rules for Success

Your ability to inspire action and commitment is an essential component of your success. Entrepreneurs must be able to effectively inspire the individual actions of their employees. Sales professionals must be able to persuasively and succinctly explain their products or services. Last but not least, coaches must possess this skill for BOTH of the aforementioned reasons.

How To 40
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Align Sales Managers and Training to Drive Real Results in 2017

BrainShark

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How to Effectively Respond to Sales Objections

SalesEngine

Click For More Information. Via Salesforce. The post How to Effectively Respond to Sales Objections appeared first on Sales Engine.

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How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

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Simple Solutions to Big Networking Fears: 10 Surefire Ways to Remember Anyone’s Name

Hyper-Connected Selling

It’s an experience we’ve all had. We’re at a party, a conference, or a reunion. Up walks someone that we know we know…but we can’t for the life of us remember their name. It’s right there, at the edge of our memory, but it won’t come to us. We mumble an apology, ask for their name, and carry on with the conversation.

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Sales Stack Hacks for Sales Engagement

SalesLoft

Your sales stack is like a puzzle — a combination of pieces that come together every day to create the picture of your sales engagement process. And whether it’s modern technology and apps to keep you efficient, or you’re using physical notepads and hit lists, it’s a personal combination that works just for you. Why is your sales stack so important?