Sales Hacker

SEPTEMBER 11, 2019

Negotiating is one of the most important skills salespeople can develop, yet it’s often overlooked. Which is a real problem… Because after you’ve put effort and resources into researching and creating a solid pitch and proposal, it only makes sense to come to the table prepared to negotiate with the prospect. The key is to create a negotiation strategy in advance, which helps you talk about price and other important elements of the deal.

Negotiation 111

Negotiation Closing Energy Construction 111

No More Cold Calling

SEPTEMBER 11, 2019

A bad boss is bad for your health. We’ve all heard stories about toxic bosses, and many of us have had one. But I never realized the impact bad managers can have on our health—for example, that it could make us “60% more likely to suffer a heart attack, stroke, or other life-threatening cardiac condition.” Yep, that’s what one study showed. And there are other startling ramifications.

Energy 189

Energy Referrals Cold Calling Study 189

The Sales Heretic

SEPTEMBER 11, 2019

Your customers are exactly like your employees. And both of them are exactly like the people in your life you love most. In one critically important way: They have the exact same emotional needs. They all want to feel valued and valuable. That means they want to feel: 1. Understood 2. Appreciated 3. Important 4. [.].

Customer 174

Customer Exact Loyalty Sales 174

SBI Growth

SEPTEMBER 11, 2019

Is all of your hard work, team offsite meetings, and weeks of collaboration leaving you with a rigid annual plan that looks too much the one from last year? No CEO wants to shape a plan that is too stiff to.

Meeting 168

Meeting Research Competition Report 168

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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.

Connect2Sell

SEPTEMBER 11, 2019

Has this ever happened to you?

Sales 154

Sales 154

Membrain

SEPTEMBER 11, 2019

For almost 20 years, one CRM platform has been in use by more sales organizations than any other. You know the one.

SalesForce 116

SalesForce CRM Sales 116

InsideSales.com

SEPTEMBER 11, 2019

Keep reading to check out some of these sales research studies that will help you gain some insights into what makes a successful sales team. RELATED: Only 28% Of Business Deals Are Forecasted Accurately, Shows New Research In this article: Creating Sales Best Practices Based on Sales Data Do Bonuses Enhance Sales Productivity? A Dynamic […]. The post 4 Fascinating Sales Research Studies You Should Know By Heart appeared first on The Sales Insider.

Study 95

Study Research Forecasting Data 95

SalesProInsider

SEPTEMBER 11, 2019

Working Through Objections. Let’s take a quick trip down memory lane… when you were very young you learned what to do if your clothes caught on fire… Say it with me…Stop, Drop and Roll…. What’s great about how “stuck” that is in our minds is that it’s also a powerful approach when we feel under fire when faced with an objection in a sales conversation.

Objections 89

Objections Webinar Metrics Face-to-face Follow-up 89

Partners in Excellence

SEPTEMBER 11, 2019

I was reading a LinkedIn discussion thread, it started with a premise that people love to buy stuff. I’m not sure that’s true, at least in B2B. But Bob Apollo and Scott Santucci started a great sub-discussion. I wanted to expand on this. Too often, because we focus on our jobs and achieving our goals, we lose track on why customers buy, instead focusing on selling.

Customer 88

Customer LinkedIn B2B Relationals 88

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.

Sales

Anne Miller

SEPTEMBER 11, 2019

How often does this happen? You did your due diligence, you had a series of great meetings, your presentation went well, the prospect seemed enthusiastic and then—radio silence. You call, you write, you email, you text, you call again—and still nothing. You wish they would just tell you “No” rather than leave you hanging. What went wrong? Maybe it wasn’t what you presented, but what you didn’t know.

Vendor 83

Vendor Influencer Education Research 83

InsightSquared

SEPTEMBER 11, 2019

Before we dive in, let’s cover the basics: what are campaign attribution models and why are they important ? . Attribution modeling is a way to analyze which marketing channels are accredited with lead conversion. Think of your attribution model as a map of sorts. You have a starting point (the campaign) and a finish (the deal), and it is your attribution model that will reveal how your buyer travelled from point A to point B.

Lead Rank 78

Lead Rank Campaigns Top of Funnel B2C 78

Janek Performance Group

SEPTEMBER 11, 2019

There’s quite a few key personality and emotional intelligence traits we talk about being important to those in sales careers. The one that’s arguably most critical is social sensitivity – your ability to perceive, identify, and understand cues and contexts in social interactions (along with showing respect to others you’re interacting with socially).

Sales 73

Sales 73

Close.io

SEPTEMBER 11, 2019

Sales managers often expect their reps to have the charisma of Don Draper. They want you to be suave, they want you to be proactive, and they want you to have a certain way with clients. It’s true: The sales profession is often associated with folks that have those qualities—in other words, the qualities of an extrovert. But what if you aren’t that quintessential salesperson?

How To 72

How To Journal Motivation Up-Sell 72

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SalesForce

The Center for Sales Strategy

SEPTEMBER 11, 2019

We know it’s extremely important to maintain open and regular communication with clients. Each team should be consistently tracking their efforts and goals and addressing any concerns along the way. Due to time restraints and other factors, that rarely happens – and that’s where a Service-Level Agreement steps in. As sales professionals, we love annual contracts because we know that clients are going to spend throughout the course of a year.

Course 69

Course Sales 69

Pipeliner

SEPTEMBER 11, 2019

Your web design can make or break your e-commerce store. Designed your store the right way , and it can help you set a good first impression to your website visitors, build trust with your potential customers, and lets you stand out from competitors. In short, you’d be in a very good position to close more sales. However, creating a high-converting eCommerce website can be challenging as it involves more than just the visual elements.

Hiring 72

Hiring Face-to-face Relationals Campaigns 72

Allbound

SEPTEMBER 11, 2019

A new sales world needs new strategies. An always-connected, information-laden world has completely changed the sales process. Consumers now lead their own purchasing journeys. They’re using more sources than ever to research decisions, with an endless and cluttered sea of information literally at their fingertips. So how do you make your channel marketing content stand out – and help your partners understand the complex art of getting it out at the right time?

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Channels Revenue Marketing Sports 63

Selling Power

SEPTEMBER 11, 2019

Here’s how to make a great first impression with customers and advance the sale to the next stage.

Sales 84

Sales Customer How To Selling Skills 84

Advertiser: ZoomInfo

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

Competition

Pipeliner

SEPTEMBER 11, 2019

About SalesPOP! Sales Expert Chris Widener: Chris Widener is an American author and motivational speaker. Widener has written several books on motivation and business. He is named one of the top 50 speakers in the world and he is also a part of. Inc. Magazine’s Top 100 Leadership Speakers. Chris helps leaders and salespeople gain trust, respect, admiration, and loyalty from those they lead and sell to.

Loyalty 64

Loyalty Customer Influencer Motivation 64

Repsly

SEPTEMBER 11, 2019

As much of marketing moves online, businesses consistently ask themselves how they can translate their once-offline marketing techniques to an online world. While field sales agents are asked to hunt down leads and make personal, one-on-one connections, online marketing is more automated, scalable, and trackable. There’s plenty of talk on how to improve conversion rates in eCommerce and online.

Marketing 59

Marketing Field Sales Conversion Leads 59

InsightSquared

SEPTEMBER 11, 2019

Before we dive in, let’s cover the basics: what are campaign attribution models and why are they important ? . Attribution modeling is a way to analyze which marketing channels are accredited with lead conversion. Think of your attribution model as a map of sorts. You have a starting point (the campaign) and a finish (the deal), and it is your attribution model that will reveal how your buyer travelled from point A to point B.

Lead Rank 59

Lead Rank Campaigns Top of Funnel B2C 59

Bigtincan

SEPTEMBER 11, 2019

Loyal customers are five times as likely to make a repeat purchase and four times more likely to refer the brand. – Qualtrics Retailers often think about their retail sales training program as an entity that only affects one group of people: their sales associates. They couldn’t be more wrong. How your sales associates interact […].

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Retail Training Customer Groups 52

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Sales

Miller Heiman Group

SEPTEMBER 11, 2019

In the latest episode of Move the Deal , host Greg Moore talks with Michael DeRosa, director of professional development at Travelers Insurance. With a distinguished career in the world in learning and development, DeRosa has a passion for training sellers to be their best. The mission of DeRosa’s team is to be “world-class in underwriting and best in class in sales.”.

Channels 52

Channels Insurance Insurance Travel 52

criteria for success

SEPTEMBER 11, 2019

Finding new sales leads leads can be one of the most frustrating parts of a job in sales. Many salespeople feel confident closing new business, but can’t find or nurture leads well enough to develop a steady pipeline of new opportunities. In some companies, leads are provided by the marketing department, while in others, salespeople [.]. The post The Top 5 Sources to Help You Find New Sales Leads appeared first on Criteria for Success.

Marketing Qualified Lead 56

Marketing Qualified Lead Leads Pipeline Closing 56

Pipeliner

SEPTEMBER 11, 2019

Selling is a contact sport. If you can’t roll with the sales punches, you get knocked out. You need to get back up, and close.” This quote off of Catherine Brinkman’s LinkedIn is a metaphor discussed throughout this video interview, hosted by John Golden. In sales, if you knocked down over and over again, it becomes harder to get back up. It is even harder to get back into it, becoming exposed to another flurry of potential punches.

Sports 56

Sports LinkedIn Video Up-Sell 56

Alice Heiman

SEPTEMBER 11, 2019

Buyer 122

Buyer 122

Advertiser: ZoomInfo

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

Account Based Marketing

Marc Wayshak

SEPTEMBER 11, 2019

Does successful selling seem like a mystery to you? Check out these 7 keys to successful selling for intermediate salespeople who want to break into the top ranks of their industry. The post 7 Keys to Successful Selling for Intermediate Salespeople appeared first on Sales Speaker Marc Wayshak.

Industry 49

Industry Sales 49

Xvoyant

SEPTEMBER 11, 2019

By Rob Jeppsen. 7 min read. 1:1s can be your greatest tool if you can be relevant with each salesperson quickly and stay there. Every second that isn’t tailored to the individual creates the possibility of the salesperson feeling like the 1:1 is a waste of time. As a sales leader, we want you to have the precision of a surgeon with a scalpel. Just as a surgeon wouldn’t use the scalpel to randomly cut into a patient with a “let’s see what we find in here” mentality, you as a sales coach need a st

Coaching 48

Coaching Engineering Pipeline System 48

Keith Rosen

SEPTEMBER 11, 2019

?. Ever feel your parents are annoying? I did. Active listening is the cornerstone to effective communication, leadership, selling and coaching. The FILTER and assumptions we create when listening will build trust or erode it. PROactive, Intentional listening improves relationships or destroys them. It makes the difference between being an average performer or mediocre salesperson – and a sales champion.

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Coaching Intent Video Sales 48