DiscoverOrg Sales

DECEMBER 9, 2016

Sales is a crucible, burning away excuses and bad habits. Didn’t hit your quota? Go back to the phones and meet sales goals by providing prospects with solutions. Staying on fire requires constant honing of skills, studying the competition, and doing the hard work. To help get you start on the right foot for 2017, we reviewed our blog posts from the past year to find those that stood out in their mission to put a spark in sales efforts.

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Remedy Insurance Insurance Face-to-face 139

The Sales Hunter

DECEMBER 9, 2016

We’re just a few weeks from the end of the year, and that most likely means chaos on a number of fronts. First, there is the year-end pressure with most companies ending their fiscal year. Second, there is all the outside chaos of holiday activities, which means there is the continual juggling of both […].

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Sales Company Sales Leadership 124

MTD Sales Training

DECEMBER 9, 2016

Sigmund Freud had a way with words. One of his theories was that pain can be more immediate than pleasure, leading us to become more concerned with avoidance of pain and hence paying more attention to it. Many salespeople have heard this reckoning and have identified how recognising a client’s ‘pains’ and ‘problems’ can have a big effect on the decision-making process.

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Prospecting How To Benefit Course 120

SBI Growth

DECEMBER 9, 2016

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Revenue Strategy 235

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

Sales

A Sales Guy

DECEMBER 9, 2016

Great sales people are empathetic. You can’t sell if you’re not in tune with your buyers and prospects. Therefore you’re unable to offer a valuable solution to them. It all starts with your focus on them, their problems, their needs, their emotions, their fears, their issues. You must have empathy for those you’re selling to.

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Buyer Sales Prospecting Customer 102

Mindtickle

DECEMBER 9, 2016

In this 18 minute interview Jefferson outlines: His formula for creating an effective sales enablement function from scratch; How sales enablement can earn a seat at the executive table; and. How sales enablement can help businesses adapt to the challenges of managing successful multi-generational sales teams. To download or subscribe to the Sales Excellence podcast login to Soundcloud , Stitcher , iTunes or find it here. “Sales enablement is the hub that spokes out to every part of

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Oracle Sales Enablement Follow-up Groups 52

Sales Evangelist

DECEMBER 9, 2016

Human beings are creatures of habits, which can either help us succeed or fail. But the key is to make sure you form good habits in order to be successful in your career and life in general. My guest today is Dr. Frank Gibson is going to share with us great insights into understanding more […] The post TSE 461: What Salespeople and Entrepreneurs Can Do To Form New Successful Habits appeared first on The Sales Evangelist.

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Sales 40

Sales Gravy

DECEMBER 9, 2016

While you may want to stop prospecting, the reality is that you may not have enough in your sales forecast to generate the new business you need to make your sales goal for the year.

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Prospecting Sales Forecasts Strategy Forecasting 40

Mindtickle

DECEMBER 9, 2016

Sam is the VP of Sales at a fast-growing company that offers complex B2B solutions. He is responsible for delivering quarter-on-quarter revenue growth. His success depends on his sales rep meeting quota but they are not always able to deliver. He continues to hire the best sales talent he can find and provides them with aggressive incentives. He is also considering replacing his under-performing sales reps.

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Hiring Lead Rank Quota Forecasting 52

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SalesForce

Partners in Excellence

DECEMBER 9, 2016

There are 1000’s of articles, dozens of books on sales enablement. In the US alone, between training, technology, and tools, over $25Billion is spent each year on enabling sales people. There are dozens of software tools/platforms, with new one’s springing up every week that focus only on sales enablement. But something critical is missing from most of the conversations.

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Sales Management Maximizer Incentives Incentive 48

People.ai

DECEMBER 9, 2016

As both the founder of People.ai and in my previous life as a sales manager I’ve often been asked what the “standard” measure of sales rep productivity is. Ultimately, I don’t think there’s a single “standard” measure of productivity that works. How you measure productivity changes from company to company. It’s critical to track activity, not just the end result of a deal won or lost.

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Revenue Sales Sales Management Company 40