SBI Growth
OCTOBER 18, 2016
On this week’s SBI Insider Video Podcast we discuss the topic of competitive advantage. How to select your competitive advantage to win, how to validate it in the market and how to align the organization to deliver on the advantage.
The Sales Hunter
OCTOBER 18, 2016
The number of bad emails salespeople are sending never ceases to amaze me. I’ve started to call out some of these people and I am building a file I will begin posting shortly of the worst of the worst. My goal is to not gloat in the number of bad emails, but rather to help do […].
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Score More Sales
OCTOBER 18, 2016
There is no doubt I have been blessed with great friends and colleagues in the world of B2B professional sales and sales leadership. Recently 41 of what some would say are my “competitors” and I got together in Boston for three amazing sales events.
Anthony Cole Training
OCTOBER 18, 2016
This is a blatant blog post boasting about our hiring deliverable - Hirebettersalespeople.com. I normally don’t do this in this forum in such an obvious fashion, but I cannot help it today. Allow me to explain…why this…why now.
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.
Increase Sales
OCTOBER 18, 2016
Are you are SMB Owner? In the book It’s Not the Big that Eat the Small, but It’s the Fast that Eat the Slow, the authors revealed that majority of executives and the SMB owners spend less than 15 minutes a day working on their business. Their business leadership time is mostly devoted to fighting yesterday’s and today’s fires. Think about last week and how much time you spent on small to large fires.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Fill the Funnel
OCTOBER 18, 2016
Marketing automation is essential for every business. It’s not just a nice thing that adds to your productivity; it’s absolutely necessary and there’s one simple reason for that – It takes over routine menial tasks for you so that you can focus your time and energy on more important things. Saving Time for “Thinking Work” As a business owner, what should you be spending your time doing on a day-to-day basis?
Engage Selling
OCTOBER 18, 2016
Have you ever put together a sales strategy which you believed to be near flawless, only to see it fail in the long run? In my years of consulting, I have rarely (and I mean rarely!
Partners in Excellence
OCTOBER 18, 2016
My friend, Charles Green, wrote a stunning article: Is Selling Too Hard, Maybe You’re Doing It Wrong. Make sure you read it. His article caused me to start thinking about Resistance. We all encounter resistance from our customers, it seems the harder we push, the greater the customer’s resistance (for those students of physics, you will recognize the commercial application of Newton’s Third Law of Mechanics).
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Cincom Smart Selling
OCTOBER 18, 2016
To appreciate the value realized using CPQ software, simply look at how difficult life is for those sales reps who work without a CPQ solution ; it’s like going back to the ‘50s. When I was growing up, my parents always had the same answer to my two most common FAQs: What does __ mean? How do you spell ? The answer was: look it up ! They knew it was an important habit for me to develop.
SalesLoft
OCTOBER 18, 2016
The outbound sales development role is hyper-focused on driving mass customer acquisition, so as a result, SDRs are trained to get as many opportunities as possible into the sales funnel. On the surface, this process works great — there’s no denying the boost from implementing this focus into a sales organization. But what sales leaders quickly learn is that, while a lot of accounts are being touched at any given time, reps aren’t going deep on those accounts in their pipeline management.
Jeff Davis
OCTOBER 18, 2016
Out of frustration! That's the simple answer. Because I spent almost all my career in Sales and Marketing, I saw first-hand the dysfunctional and sometimes combative environment that existed. And for what? Did these groups not understand that they needed each other for survival? This is why the Sales and Marketing Alignment Summit was born. I decided to do something about it.
The Sales Heretic
OCTOBER 18, 2016
In sales, the single worst factor you can compete on is price. Selling on price guarantees you a razor-thin profit margin. As well as constant customer turnover, because price buyers are notorious for having no loyalty—they’ll switch as soon as someone else offers a lower price. And that’s assuming you make the first sale to [.].
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.
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