No More Cold Calling
JULY 22, 2014
'“Busyness” is not the path to success. I’m running so fast I don’t have time to think. I use my drive time to return calls and respond to emails. (Isn’t technology a great time saver?) I might as well be at the office when I fly, because I immediately log into the Wi-Fi. If I don’t work on the plane, I won’t be able to catch up when we land.
The Sales Heretic
JULY 22, 2014
'When we look in a mirror, we see ourselves one way. But others see us differently. Which is why so many of us think we photograph terribly. We don’t normally see ourselves the way others see us. Yet understanding how prospects, bosses, employees and others see us is vital for achieving success in sales, business [.].
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SBI Growth
JULY 22, 2014
'I recently interviewed the SVP of Sales of a Fortune 500 company. We were discussing the difference between his A-player sales managers and their peers. I asked him what differentiates them from the rest of the pack. His first answer was, “they’re promotable.” Makes total sense. His best leaders are those who could someday take his place.
Pointclear
JULY 22, 2014
'As a B2B company, it’s paramount that you stay on top of trends so you know which to adopt and which to nix. This is a standout year for B2B marketing. The Content Marketing Institute recently released the annual North American report titled B2B Content Marketing: 2014 Benchmarks, Budgets and Trends—and the findings are impressive.
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.
SBI Growth
JULY 22, 2014
'Jill Konrath has published a new book, titled “ Agile Selling.” You should read it. Jill’s two previous books,” Snap Selling ” and “ Selling to Big Companies ” were very good. So I took the chance and invested the time to read her new book. I am glad I did. And you will be as well, so give it a read.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
JULY 22, 2014
'Issue Date: 2014-07-23. Teaser: SnapRetail, a marketing automation solution provider for independent store owners, struggled with what many companies face – a sales and marketing disconnect. While marketing was producing a lot of high-quality content to support sales conversations, sales had no way of easily knowing what content was at their disposal to use for lead nurturing and educating prospective buyers.
Understanding the Sales Force
JULY 22, 2014
'Understanding the Sales Force by Dave Kurlan The Harvard Business Review finally published a relevant article that I agreed with! Yeah HBR. Much too frequently, their articles on selling are written by out-of-touch researchers with little field experience and lots of theories. 21st Century Talent Spotting points to coming talent shortage and the importance of hiring for potential.
Score More Sales
JULY 22, 2014
'Midmarket companies and larger SMBs seem to fall into three camps: the ones who understand the power of social sales and actively work to build a plan of action, the ones who are coming around to this idea but not doing much yet, and those who are turning a blind eye and are missing a great window of opportunity. When Google launched in 1998 none of us in professional selling had any idea how it might change the way the world of business-to-business selling worked.
Sales and Marketing Management
JULY 22, 2014
'Issue Date: 2014-07-23. Author: Nataly Kelly, VP of Marketing, Smartling. Teaser: Tips for boosting your global SEO by working with professional human translation providers. Tips for boosting your global SEO by working with professional human translation providers.
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The Sales Hunter
JULY 22, 2014
'Has your business model been disrupted? If not, it will. It doesn’t matter what market you’re in, there is disruption coming. In fact, even if you’re in a business environment that you believe is “post-disrupted,” you’re going to go through it again. Business disruption is the norm. You can forget all the banter about how […].
Increase Sales
JULY 22, 2014
'If selling is an art, then being a virtuoso would potentially reflect the highest sales leadership mindset. This external temperament reflect a neutral bias in all three dimensions of thought: Neutral Empathy. Neutral Practical Thinking. Neutral Systems Judgment. This last external temperament of virtuoso suggests these individuals have achieved what is considered to be a “dynamic balance in all dimensions of thought.” (Source Innermetrix Attribute Index).
A Sales Guy
JULY 22, 2014
'There is a lot of noise within the sales advice world. Each month if not week, sales professionals are bombarded with the latest “sales flavor” from this or that small business consultant, sales coach or author. All this sales noise can be a barrier to the basics of the buying/selling process. Zig Ziglar said it best: “Sales is the transference of feelings.”.
SBI
JULY 22, 2014
'If you’re a B2B seller you no doubt find it increasingly difficult to make sense of the marketing technology landscape. Scott Brinker of Chiefmartec has created a marketing solution map for each of the past few years. In 2011, the map contained approximately 100 companies. In 2012 it grew to around 350. He skipped 2013, perhaps because the market was moving too fast because, as of the 2014 version, the map has grown to a staggering 950 companies.
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.
Partners in Excellence
JULY 22, 2014
'I have to admit, I’ve never been able to figure out the value or meaning of the weighted pipeline and forecast. It’s one of those things that is embedded in every CRM system, it’s one of those things that I see in all sorts of reports, but I have yet to figure out what it means. I suppose the weighted pipeline is supposed to be some sort of indicator of overall pipeline health, but most processes for assessing probability are hugely flawed.
Customer Centric Selling
JULY 22, 2014
'Sales Tips: 10 Questions to Ask Yourself Before Submitting That Proposal. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of Stuart Miles at FreeDigitalPhotos.net. My observation is that a high percentage of proposals are provided too soon. In the random world of sales, tangible events are welcome.
Tom Hopkins
JULY 22, 2014
'How much money really makes you successful? What does it take to maintain your current lifestyle and how do you feel about it? The post Understanding Your Nut appeared first on How to Selling Skills. Related posts: Understanding the Telephone.
Engage Selling
JULY 22, 2014
'Referrals are powerful selling tools when used correctly and as a part of an overall plan to increase your sales results. However, there’s a proper way to ask for referrals and another way that can leave your current clients annoyed and thus hurt your sales in the long run. Far too often, salespeople will commit […].
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Hyper-Connected Selling
JULY 22, 2014
When working with professionals on their online brand, one of the common questions that I hear is, “Should I pay to upgrade to the premium LinkedIn account?” It’s a great question and one that doesn’t necessarily have a clear cut answer. I don’t work for LinkedIn so I don’t have a vested interest in someone anteing up for the paid accounts.
Sales Evangelist
JULY 22, 2014
Nancy Bleeke is the queen when it comes to having meaningful conversation with prospects. Conversations that really, engage the prospects and that really sells! She has been doing this for quite some time and offers impeccable advice. Nancy Bleeke founded Sales Pro Insider in 1998 to help companies improve their sales, customer service, coaching and teamwork […] The post TSE 059: Learn How To Have Conversations That Sell From Nancy Bleeke!
The Brooks Group
JULY 22, 2014
One of the most common misconceptions about the world of sales is that salespeople are born, not made. It is true that some people are more naturally inclined to be successful salespeople than others. However, the important thing to remember as a sales manager is that almost anyone can sell in the right environment. These tips will help you learn how to train anyone on your sales team to be successful at selling.
BrainShark
JULY 22, 2014
Last year, HubSpot’s ">
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.
SugarCRM
JULY 22, 2014
'The post The Art and Science of Branded Emails appeared first on Salesfusion.
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