SBI Growth

AUGUST 29, 2014

'The sales manager is the most important position in the salesforce. They drive the revenue you need from their sales reps. Unfortunately though, most Sales VPs miss an important component when hiring them. To be really successful, they have to fit in your culture. These successful VPs have figured out how to look for this in new hires. Fitting into your company’s culture is one of the biggest drivers of a success.

Hiring 282

Hiring Sales Management SalesForce Resources 282

The Sales Hunter

AUGUST 29, 2014

' Do you know that the most important step of negotiating actually has nothing to do with negotiating. What is it? 1. Sell First. Negotiate Second. We’ll always secure a higher price if we sell first. Too many salespeople jump straight to negotiating, thinking it’s the only chance they have to close the sale. However, […].

Negotiation 255

Negotiation Selling Skills Closing Sales 255

SBI Growth

AUGUST 29, 2014

'Dan Perry recently interviewed Matt Boice, Vice President of Sales Ops at TEN. The Enthusiast Network, founded in 1948, is a media company with the largest concentration of males between 18-34 within the automotive and outdoor adventure market. TEN has been on a tear lately growing their social followers 512% since 2013 sitting now at 74 million.

Automotive 276

Automotive Retention Sales Operations Customer 276

Increase Sales

AUGUST 29, 2014

'In my childhood days, there was a game called “King of the Mountain.” For those not familiar with this game, the goal was to stay on top of a small mound of dirt or hill of snow. The child who was successful in “dethroning” the child on top of the hill became the new “King of the Mountain.” This game sometimes became very intense with a lot of shoving, pushing and pulling going on without any thinking about long term impact.

Small Business 141

Small Business Small Business Call-back Facebook 141

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

Engage Selling

AUGUST 29, 2014

'If you’re doing research about your industry, your market and your competition…well done! Successful salespeople always make moves based on facts, not assumptions. However, if you’re not tracking yourself on a regular basis, you may be omitting your most important pieces of data. ? Click To Tweet When it comes to prospecting, it’s important to […].

Quota 79

Quota Motivation Competition Research 79

BrainShark

AUGUST 29, 2014

Are you up against a tight deadline and need to produce professional looking Brainshark presentations?

62

62

Jonathan Farrington

AUGUST 29, 2014

'I am often asked just what it is that makes a highly successful and effective sales team – what differentiates them from an average one? Actually, the answer is simpler than you might imagine – all roads lead back to the leader! The role of a sales leader is to translate the organisation’s vision, mission and values into a meaningful context that sales teams can relate to and feel excited by.

Lead Rank 45

Lead Rank Policies Lead Scoring Promotion 45