Tue.Apr 05, 2016

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Prospecting Has Changed, But Have You?

The Sales Hunter

News flash. Social media is nothing more than the telephone. It’s simply a way to make contact — nothing more, nothing else. A few years ago, people were touting the benefits of social media and how the more aggressively you used it with regard to posting content, the more successful you’d be. The argument […].

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Quadruple Dittos Motivate Your Sales Team to Achieve

Understanding the Sales Force

If you follow sports - even a little - then you know about special sports achievements. The Hat Trick is pretty special in Hockey, The Cycle and the No-Hitter in Baseball represent near-perfect games, the Ace or the Hole-in-One is an ultimate score in Golf, and the Triple-Double represents the ultimate achievement in a Basketball game. Yes, I know I left out Soccer - again - but I just don't know enough.

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Sales, Big Data, Partnerships & Integration: A Conversation with Henry Schuck of DiscoverOrg and Mark Godley of HG Data

DiscoverOrg Sales

It’s an amazing time to be a consumer of sales data. Some very innovative, progressive companies are turning massive amounts of raw data into usable insights designed to put salespeople in front of the right contact at the right time with the right solution. But the datasets that are being developed are only as good as the tools that deliver them. That is why DiscoverOrg is beating the pack and has emerged as a best-of-class sales intelligence platform.

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So,Your Point Of Contact’s Left…What Now?

MTD Sales Training

I’m sure you have many clients, or even advocates, who have been doing business with you for some time. And it’s possible that you have built up a good relationship with the buyer you have been dealing with. They are good for references and testimonials. They offer help when you need it. They keep you informed proactively of changes happening in their business or their industry.

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How to Stay Competitive in the Evolving State of Martech

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

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Strategic Thinking, What's That?

Increase Sales

Have you heard the phrase strategic thinking? Could you give a simple definition that is understood by your executive leadership team to your employees? Credit www.sc.hu. Strategy comes from the Greeks and means for a general to deceive his enemies. The implication here is the desired result of deceit, of ultimately winning. As the leader has engaged in a planning process by employing critical thinking skills, that desired result is also predetermined.

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How to Put Your Account Based Sales Development Personas into Action

SalesLoft

How do we put our Account Based Sales Development personas into action? If you’re new to the ABSD movement, that’s likely the first question that crossed your mind. You’ve gotten the lowdown on ABSD. You’ve read about the common myths busted by the model, and how it can boost your team’s morale. You’ve even defined what ABSD isn’t. By now, your SDR team should be ready to take the plunge.

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Distributed Mentoring: How to Get Help and Advice from Your Network

Hyper-Connected Selling

Do you want a mentor? Besides networking, one of the most common pieces of advice doled out to young professionals is to find a mentor. Working with an experienced and seasoned business veteran can go a long way to helping you navigate the trials and opportunities of your early professional life. They can give you feedback, share their observations, and alert you to possible missteps in your professional life.

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The “3P” Approach: Playbook, Process & People

Sales Result

At SRi, we believe a successful sales team hinges on the three “P” formula: playbook , process , people. A playbook provides best-practice messaging and strategies, a process gives guidance to efficiently turn more cold leads into closed sales, and [the right] people use the playbook and process properly, giving way to increased revenue while taking a more effective approach.

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Emotional Sales Leadership

Your Sales Management Guru

Emotional Sales Leadership. I was recently interviewed on a podcast based in Europe around the topic of the importance of emotional leadership. The interviewer asked me a series of questions regarding the topic and why I felt it was a critical success factor for most organizations. In retrospect based upon the podcast I came away with even a stronger opinion on the topic of generating the right level of emotion-that is positive emotion into the sales team.

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Supercharge Your Sales: 5 Steps to Effortless Selling

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.

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Stop Telegraphing Your Sales Call

Sales Gravy

Wouldn’t you like to know a better opening? Wouldn’t you like to find something that doesn’t sound salesy, yet still breaks the ice and gets your prospect to respond positively?

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Why I Take an Interest in Anybody and Everybody – Do You?

Jonathan Farrington

The first thing to realize about networking is that everyone you meet is a useful prospective network contact. This seemingly simple fact is often overlooked, as people engage in their own private screening process before they will talk to anyone. There is obviously a line to be drawn between talking to anyone and everyone in […].