Steven Rosen
JANUARY 24, 2017
January is a crazy month, with national sales meetings, new comp plans, new marketing programs and the annual performance review process. The rest you had over the holidays is long forgotten. You are very busy. What if there was one thing that you could do now that would help your salespeople succeed this year? The good news is that you don’t have to drop anything.
The Sales Heretic
JANUARY 24, 2017
In my last post, I wrote about the fact that—contrary to a popular business cliché—customers are often wrong. In those situations, it’s up to us to correct them, so they don’t make a mistake, or at least prevent them from making the same mistake again. How we correct people though, is critical. It’s imperative to [.].
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SBI Growth
JANUARY 24, 2017
Today in this post we will demonstrate how to understand how executives make purchase decisions. Failure to understand exactly how executive decision makers inside your target accounts buy will result in poor win rates, long sales cycles, and you missing.
DiscoverOrg Sales
JANUARY 24, 2017
I come to the Account Based Everything movement as a long-time proponent. I had a special opportunity to learn Sales early on from a mentor that practiced many of the non-technology tenets of ABE – accounting for multiple stakeholders, personalizing messages by function and role, coordinating multi-modal follow-up as an integrated account plan, all against a named list of target – ideal – accounts.
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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.
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Trinity Perspectives
JANUARY 24, 2017
People aren’t buying what you’re selling, they’re buying you and your stories. In our media saturated world, cutting a path through the forest of fake news and content clutter can be a herculean task. Even now, as I sit down to write this post, I’m pausing to wonder what image I should use to grab your attention, as you casually scroll through your LinkedIn feed on the way to work.
Customer Centric Selling
JANUARY 24, 2017
Sales Tips: Exposing the Hurt, Offering the Fixes. By John Holland, Chief Content Officer, CustomerCentric Selling®. Bad things happen early in calls when sellers mention products. The two buyer responses that seem most common: “I don’t need it.”. “How much does it cost?”. These seller wounds are self-inflicted. Little good comes of referring to products prematurely.
Trinity Perspectives
JANUARY 24, 2017
In our media saturated world, cutting a path through the forest of fake news and content clutter can be a herculean task. Even now, as I sit down to write this post, I’m pausing to wonder what image I should use to grab your attention, as you casually scroll through your LinkedIn feed on the way to work. And in that moment of fleeting attention, I’m weighing up the title and tagline I’ll craft to entice you to actually read this post.
Your Sales Management Guru
JANUARY 24, 2017
More Sales/Less Time. -A book review-. If want to exceed your sales goals this year-read this book…. I am not sure how some people do it? Jill Konrath has written three other sales related books and now she hits the mark again with More Sales/Less Time published by Penguin books. This book sets a different tone from her past books, Selling to Big Companies, SNAP Selling and Agile Selling.
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
Partners in Excellence
JANUARY 24, 2017
Unconsciously, I’ve fallen into a terrible trap, all of it has been a result of trying to maximize my efficiency, managing my time more effectively. I’ve started to rely on email, texting, DMs in Twitter and all sorts of other tools as the primary mechanism to engage with clients, colleagues, and people in the community. It’s terribly convenient and very efficient.
Jeff Davis
JANUARY 24, 2017
I had the honor of recently being published in Quotable, which is Salesforce's weekly online magazine featuring helpful, thought-provoking, and entertaining articles that benefit sales leaders, managers, and reps. Take a look at the article at the link below: " Translating Marketing Speak for Salespeople ".
OpenSymmetry
JANUARY 24, 2017
“This change means that you might not be able to pay your mortgage this quarter.” Those weren’t your words, but that’s what the salesperson heard as you launched the new comp plan. In a recent article for WorldatWork , I wrote about how not to roll out a new sales compensation plan, touching on the fact that people don’t like change.
Sales Result
JANUARY 24, 2017
Our team has collectively spent months in West Texas over the past year, with a client headquarted in Odessa. For those who are unfamiliar, Odessa lies just above the Permian Basin, which is a major production region for oil and natural gas in the U.S. The Permian is the second largest oil field in the world, with output totaling more than 2 million barrels per day.
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Sales Evangelist
JANUARY 24, 2017
What if you could reduce the time it takes for you to close deals into half? And what if there was a way for you to better understand a particular organization so you could increase your chances of closing deals? Our guest today is David Hammer. He shares with us great insights into what you […] The post TSE 493: The New Secret Weapon For Sales Teams Helping Them Close Deals In 50% Less Time appeared first on The Sales Evangelist.
The Sales Hunter
JANUARY 24, 2017
Buying a single lottery ticket is not going to make you rich, and making a single prospecting call is not going to result in you getting a customer. Too many salespeople think that prospecting for customers simply doesn’t work in today’s environment. When I probe them on how they’re prospecting, I discover they’re not following up. […].
Sales Evangelist
JANUARY 24, 2017
Today’s guest is John Lagoudakis an online marketer full time since 2008. He’s going to drop some valuable insights into the challenges he faced, how he changed his business model, and the results he got. Here are the highlights of my conversation with John: The biggest challenges John faced as a seller: Not having total control […] The post TSE 494: Sales From The Street-“Change The Way You Look At Revenue” appeared first on The Sales Evangelist.
Product Management University
JANUARY 24, 2017
Wealth made simple: news and articles from IRC Wealth. If you’re a product manager, how fun would it be if you actually got to steer the product ship as outlined in your job description! Well, good news: If your development team is using or implementing Agile, the stars are aligned in your favor. Incorporate these responsibilities into your next agile product manager job description and have fun doing product management the way it was meant to be!
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