Sales Hacker

APRIL 18, 2019

Sales and Marketing have officially joined the likes of healthcare, telecom, and financial services as a regulated market. Wait, what? Just one month after the GDPR took effect, the California Consumer Privacy Act (CCPA) was signed into law in June 2018, giving businesses only until January 1, 2020, to get their data protection and user privacy policies into shape — or pay the high price of negligence.

Consumer 53

Consumer ACT Policies Marketing 53

Anthony Cole Training

APRIL 18, 2019

Complacency in selling is not a new phenomenon.

Opportunity 171

Opportunity Motivation Sales Management Sales 171

Babette Ten Haken

APRIL 18, 2019

Adding selling pressure to the functional responsibilities of front line and back end service teams can backfire. First, these teams are not hired, or trained, to sell. Next, these teams may not have time to sell effectively, especially when actively serving customers. In taking my storytelling speaking programs and workshops to organizations and associations like yours, I constantly hear about how you are trying to do more.

Hiring 66

Hiring Ideal Customer Profile Banking SME 66

Selling Energy

APRIL 18, 2019

You can never understand someone else’s position unless you have walked a mile in their shoes , or so the old adage goes. This seems to be especially true for people considering a career in sales. Of all the professions out there, there seem to be more misconceptions about working in sales than many other jobs.

Positioning 40

Positioning Sales 40

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

The Center for Sales Strategy

APRIL 18, 2019

The hardest job in sales these days is getting an appointment with a new prospect. As a sales manager, it's fairly easy to stand up in the sales meeting and tell your salespeople that they need to do a better job prospecting or that they need to just commit more time and energy to getting appointments. But they already know those things, and they're facing huge hurdles that their counterparts of a few years ago didn't face.

Lead Generation 85

Lead Generation Face-to-face Leads Marketing Qualified Lead 85

Engage Selling

APRIL 18, 2019

??????????????Today, I will highlight what I’ve discovered about making training work—making it work in a way that you get and a way that will yield the highest ROI from your sales training dollar.

Training 75

Training ROI Sales Sales Goal 75

The Pipeline

APRIL 18, 2019

By Tibor Shanto. Every mode of communication offers opportunities for proactive prospectors, which is why you don’t want to skip the phone. The phone offers a number of advantages absent from email, LinkedIn and other social platforms. It creates contact between two human beings. What’s interesting is those who stick with one mode, especially social, seem to miss entirely the infinite social interaction and the possibilities the phone lead to.

Maximizer 282

Maximizer Prospecting Networking LinkedIn 282

Understanding the Sales Force

APRIL 18, 2019

This week I received a voicemail message from a salesperson that literally included everything but the kitchen sink. I don't recall listening to a voicemail that sounded like this before. I don't think voicemails like this are effective. I don't like voicemails like this.

Cold Calling 214

Cold Calling Sales 214

Zoominfo

APRIL 18, 2019

As a sales professional, you know how difficult it can be to reach decision makers. Maybe they’re too busy for a phone conversation or you’re just not targeting the right people. Whatever it may be, if you’re looking to shorten the sales cycle, you need to understand who your best buyers are in order to fuel your pipeline with new contacts. Here are six ways you can generate more logistics leads today: 1.

Lead Rank 140

Lead Rank Lead Scoring Top of Funnel Leads 140

Advertisement

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

Sales

MTD Sales Training

APRIL 18, 2019

Episode 29: To my sales professional connections (and trainers). This podcast includes: How we deal with prospects expecting a lower price. Improving your active listening. A quote from Mark Hunter. Take a look at this episode on [link]. The post The Prospect Who Needs To ‘Cut Costs’, What Is Active Listening, And A Quote From Mark Hunter appeared first on MTD Sales Training.

Prospecting 120

Prospecting Training Sales 120

Zoominfo

APRIL 18, 2019

As a logistics sales professional, you know how difficult it can be to reach decision makers. Maybe they’re too busy for a phone conversation or you’re just not targeting the right people. Whatever it may be, if you’re looking to shorten the sales cycle, you need to understand who your best buyers are in order to fuel your pipeline with new logistic contacts for your transportation solution. 6 ways you can generate more logistics leads today: 1.

Lead Rank 100

Lead Rank Lead Scoring Top of Funnel Leads 100

RAIN Group

APRIL 18, 2019

Something new vies for your attention every few minutes: emails, text messages, collaboration tools, phone calls, co-workers, meetings, customers, and the list goes on. The result? Productivity suffers. But with discipline and preparation, you can defeat these productivity dragons. We know it's possible because we recently surveyed 2,377 professionals to find out which habits and hacks, when applied in different combinations, drive not only productivity, but also top performance versus peers, jo

Survey 111

Survey Opportunity Tools Meeting 111

SalesLoft

APRIL 18, 2019

If you’ve ever read Malcolm Gladwell’s Outliers , you’re familiar with the 10,000-hour rule. First proposed by a Swedish psychologist, the rule states that exceptional expertise requires at least 10,000 hours of practice. Tiger Woods would probably tell you it took well over 10,000 hours to achieve his latest Masters jacket. His was a journey that started at 3 years old.

Call-back 106

Call-back Cold Calling Motivation Proposal 106

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

Engage Selling

APRIL 18, 2019

There’s a right way and a wrong way to handle objections. Let’s start with the wrong way.

Objections 124

Objections Prospecting Up-Sell Loyalty 124

Anthony Iannarino

APRIL 18, 2019

Deals tend to have an expiration date. Some are durable over long periods, and others are somewhat fragile, with the slightest neglect or stall , causing them to disintegrate before your very eyes. While healthy deals tend to come with activity and energy, deals can also be weak and sickly, lacking energy and acting and failing to thrive. Eventually, some deals die.

Energy 96

Energy Forecasting ACT CRM 96

Nimble - Sales

APRIL 18, 2019

Businesses fundamentally rely on sales for sustaining in the market and reaching their desired goals. Everyone strives hard to close more sales, as it is directly proportional to the revenue earned. On that basis, none would ever want to lose any possibility that could generate a sale. Achieving more sales not only depends on the […]. The post 5 Mistakes That Will Kill Your Sales and How To Avoid Them appeared first on Nimble Blog.

How To 92

How To Revenue Closing Sales 92

Chorus.ai

APRIL 18, 2019

Thanks to platforms like Meetup , there are networking groups for practically every interest and skill, from basket weaving to Python coding. However, when Katrina London , AE at Chorus.ai, was looking for a seemingly self-evident group--a network of Bay Area women in tech sales--there was none to be found. While networking groups for female professionals are cropping up more and more, there are still noticeable gaps in the groups currently available to women.

Networking 88

Networking Groups Sales 88

Advertisement

In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

Data

The Brooks Group

APRIL 18, 2019

The pace of change in the marketplace has never been faster, and there is no sign of it slowing down any time soon. Smart sales organizations prepare for changes in the marketplace so that their teams can perform at the top of their game, no matter what happens next. Here are the 6 steps to adapting to change that you can’t overlook. 1. Start with a Customer Focus.

Hiring 85

Hiring Analysis Competition Territories 85

Pipeliner

APRIL 18, 2019

Improving Inner AND Outer Behaviors of Salespeople. Organizations and sales teams perform better when they focus on developing the whole person of the salesperson, not just their external behaviors. Ryan Paugh, leadership coach, motivational speaker, and Head of Sales Training & Enablement at BetterUp, discusses his idea of a whole person approach.

Social Selling 75

Social Selling Coaching Buyer Motivation 75

KO Advantage Group

APRIL 18, 2019

“Thank you” messages always melts my heart. Like the recent message I got from Anita Lee. “ I just wanted to send over a thank you. I'm finding that I'm improving with each meeting and role play and not even just in sales but also in my communications in personal relationships. I had a great meeting with a prospect today and when asked if I could send over a proposal I said that it would be best for us to get together again so that I could learn more about the prospects unique situation and busi

Proposal 69

Proposal Course Motivation Meeting 69

Miller Heiman Group

APRIL 18, 2019

Miller Heiman Group is thrilled to announce the launch of our new podcast, Move the Deal, debuting in early May. Produced by Miller Heiman Group and hosted by sales leader Greg Moore, Move the Deal listeners can expect conversations with industry experts to understand how aligning the right talent, tools and technology can transform sales to close more deals.

Groups 64

Groups Twitter Facebook Networking 64

Advertiser: ZoomInfo

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

Sales Process

Mindtickle

APRIL 18, 2019

In Conversation with Dynamic Signal: An Interview with Danielle Schaumburg. As the first installment in a series of interviews with Sales Enablement and Readiness leaders, MindTickle’s SVP of Strategy and GTM, Gopkiran Rao, recently spoke with Danielle Schaumburg of Dynamic Signal to learn about her experience making her sales team ready to delight customers.

Sales Enablement 64

Sales Enablement Conversion Top of Funnel Face-to-face 64

Bigtincan

APRIL 18, 2019

In my last two posts I focused on how Bigtincan helps CMOs better execute, drawing insights from the Gartner article, “8 Top Findings in Gartner CMO Spend Survey 2018-19.” I’ll continue this thread for a couple more articles as we finish exploring Gartner’s insights. Findings number 3 and 4 are unrelated to Bigtincan, so I will skip over them. […].

Sales Enablement 52

Sales Enablement Survey Sales 52

InsideSales.com

APRIL 18, 2019

If you can’t decide which sales software system you want for your business, here are some of our top picks to help narrow down your choices. RELATED: Must Have Sales Management Software Software for Sales | The Best Sales Software Systems for Your Business Sales Software Definition: This refers to a tool that provides features that can […].

Software 54

Software Software System Relationals 54

G2Crowd - Sales Blog

APRIL 18, 2019

You might be thinking that a sales development representative is just a typical sales job, right? Wrong.

Sales 73

Sales 73

Advertisement

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

Report

Guru

APRIL 18, 2019

We have entered the final countdown to Empower 2019. With only a few weeks left until the conference, the schedule has been set, sponsors are locked in, and attendees are registered. (Right?! If not, you know what to do: Register Now ).

Conference 48

Conference 48

Chorus.ai

APRIL 18, 2019

Thanks to platforms like Meetup , there are networking groups for practically every interest and skill, from basket weaving to Python coding. However, when Katrina London , AE at Chorus.ai, was looking for a seemingly self-evident group — a network of Bay Area women in tech sales — there was none to be found. While networking groups for female professionals are cropping up more and more, there are still noticeable gaps in the groups currently available to women.

Hiring 48

Hiring Scale Groups Networking 48

Cincom Smart Selling

APRIL 18, 2019

What to Consider During a CPQ Vendor Evaluation Configure-price-quote (CPQ) software vendors come in all shapes and sizes. How do … Continue reading "CPQ Vendor Evaluation: Eight Factors to Consider". The post CPQ Vendor Evaluation: Eight Factors to Consider appeared first on Cincom Blog.

Vendor 48

Vendor Software Software Proposal 48