The Pipeline
JULY 16, 2019
By Tibor Shanto. We’re all familiar with the expression “ The enemy of my enemy is my friend.” Not a moto for successful selling and retention, but maybe it has some purpose. At the core, the concept points how two unrelated parties can band together for a common cause. For sales, that common purpose something other than an “enemy.” The common goal in sales is winning your prospect’s prospect.
MTD Sales Training
JULY 16, 2019
Branding is a key component in determining your success in sales and marketing. You may not think that, as a salesperson, your input to how your brand is perceived or recognised should be a priority; isn’t the experience the customer has with your product and service more important than the reputation of the brand? Well, in a way, yes, but when you consider what the brand says about your product and service, whether the client continues to purchase from you could be manifestly affected by the wa
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Anthony Cole Training
JULY 16, 2019
A majority of sales people are so happy to get in front of a prospect that they sometimes allow them to control the sales process.
Shari Levitin
JULY 16, 2019
The benefits of coaching sales teams are undeniable. However, Bad or nonexistent coaching causes negative behaviors to become ingrained in your culture and repeated year after year. Whether you’re a manager or a seller, read these 5 deadly coaching mistakes and make certain you give and receive coaching designed to improve and sustain sales performance.
Advertisement
A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.
Chorus.ai
JULY 16, 2019
Our summer got off to a great start when G2, the peer-to-peer review site, announced that Chorus.ai ranked as a leader in G2’s Conversation Intelligence and Sales Coaching quadrants in both Momentum and Customer Satisfaction! Even better, in the Sales Coaching quadrant, we earned the top spot, garnering a Momentum Grid score of 88. That includes a customer satisfaction score of 96.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Anthony Iannarino
JULY 16, 2019
It is crucial you develop a theory as to why your dream client should change. If you are professionally, persistently pursuing their business, you need to know why they should consider doing something different—without you having to ask what’s keeping them up at night. In Chapter 2 of Eat Their Lunch: Winning Customers Away from Your Competition , you will find an easy to follow recipe for developing a general theory out of super-trends and their implications.
Nimble - Sales
JULY 16, 2019
Microsoft’s Newly Launched Commercial Marketplace Enables Nimble to Scale Globally by Selling Directly and Indirectly Through Microsoft to its Billions of Customers As the simple, smart CRM for Office 365 teams, we’re excited to announce that Nimble is now available to Microsoft’s billions of customers and hundreds of thousands of resellers through their new Commercial Marketplace. […].
InsideSales.com
JULY 16, 2019
An oldie, but definitely still a goodie, this traditional SPIN Selling method can help you earn more clients in no time! Read on to find out more about it. RELATED: Stop Pitching: Start Solving Problems For Your Customers In this article: What Is SPIN Selling? SPIN Selling Background Situational Question Problem Question Implication Question Need or […].
Gong.io
JULY 16, 2019
Ever wondered what it takes to be successful at the next level of your sales career? Wonder no more. . We interviewed sales reps at Gong from commercial to enterprise to break down the recipe of their secret sales sauce. The post Gong Labs Live: Learn the Secret Sauce of Sales – Interviews with the Gong Sales Team appeared first on Gong.
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.
Smooth Sale
JULY 16, 2019
Attract the Right Job Or Clientele: Within the first two months of my sales career, I had to learn how to influence others to see value in my offerings. How we communicate in person and on stage influences others to listen first. As we deliver our thoughts well, the value is evident, and then sales begin to flow. The best book on the topic is “How to Win Friends And Influence People,” Dale Carnegie.
The Center for Sales Strategy
JULY 16, 2019
Everyone wants a piece of the "big cheese"… the "head-honcho," the "main man" or "main woman," or otherwise known as the decision maker. Often, the lone source of the YES to the solutions you sell, connecting with the elusive decision maker can be mission impossible and derail a sale before it gets started. These people are tough to get a meeting with because they are busy and in high demand, and don’t usually trust sellers or value spending time with folks like you.
Sandler Training
JULY 16, 2019
The internal revolution that delivers a predictable, rapid growth curve requires a scalable sales team. This revolution always starts with the sales leader; it is always launched, modeled, promoted and defended by that leader, in close collaboration with the senior leadership of the company; and it always expands outward. Read Time: 6 Minutes.
LeadFuze
JULY 16, 2019
In the last few years, considerable attention has been paid to improving customer experience (CX) in the B2C world, however, research by Accenture Strategy makes it clear that CX is equally, if not more, important for B2B buyers as well. . In a recent report , Accenture states that “90 percent of B2B executives cite CX as a very important factor in achieving their organizations’ strategic priorities.
Advertisement
Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.
Miller Heiman Group
JULY 16, 2019
Traditionally, manufacturers have turned technical experts like engineers into sellers because of their in-depth product knowledge. But according to CSO Insights’ Sales Performance Report only 32% of manufacturing organizations believe they have a sales team that’s built to succeed. One reason? Manufacturing sales organizations often assume technical expertise is enough.
Sales Hacker
JULY 16, 2019
When was the last time your revenue goal decreased? Yeah, us too. The only way to hit those ever-increasing goals is to continue improving sales rep performance. But even with tools to improve efficiency, less than 50% of reps make quota. To meet revenue goals, leaders must figure out a way to thaw the frozen middle — that is, transform B performers into A performers.
Guru
JULY 16, 2019
This article originally appeared on behalf of the Forbes Technology Council, a community for world-class CIOs, CTOs, and technology executives. Read the original post here.
Gong.io
JULY 16, 2019
Deals live and die by great discovery, so don’t leave yours to chance. In this episode, we breakdown how top sales pros handle question asking, active listening, and more. The post Gong Labs Live: Our Best Tips for Deal-Making Discovery Calls appeared first on Gong.
Advertiser: ZoomInfo
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
Anne Miller
JULY 16, 2019
Nayla Bahri didn’t realize it then, but an image she heard back in a college literature class was to morph over the years into an incredibly effective metaphor for getting results for her clients at work. She recalls, “A faculty member asked our class something along the lines of, ‘Who do you think this character is allowing to drive his decisions?’ I realized the professor didn’t mean actually driving in an actual car.
Crunchbase
JULY 16, 2019
With 50 percent of companies failing within five years, growth is often a question of survival. Therefore, it’s important that growth strategies are as efficient as possible. It’s challenging to find a quality list of prospects. You don’t want vital resources wasted on prospects that don’t end up going anywhere. In order to maximize converting prospects into new customers, you need to have a solid plan as well as a great set of sales prospecting tools.
Chorus.ai
JULY 16, 2019
Our summer got off to a great start when G2, the peer-to-peer review site, announced that Chorus.ai ranked as a leader in G2’s Conversation Intelligence and Sales Coaching quadrants in both Momentum and Customer Satisfaction! Even better, in the Sales Coaching quadrant, we earned the top spot, garnering a Momentum Grid score of 88. That includes a customer satisfaction score of 96.
Shari Levitin
JULY 16, 2019
The benefits of coaching sales teams are undeniable. However, Bad or nonexistent coaching causes negative behaviors to become ingrained in your culture and repeated year after year. Whether you’re a manager or a seller, read these 5 deadly coaching mistakes and make certain you give and receive coaching designed to improve and sustain sales performance.
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.
Cincom Smart Selling
JULY 16, 2019
Disruption Bring Challenges and Opportunities Companies can wait for disruption, or they can prepare for it and harvest the opportunities … Continue reading "Disruption Disasters: Sales and Marketing Can Prevent Them". The post Disruption Disasters: Sales and Marketing Can Prevent Them appeared first on Cincom Blog.
Fill the Funnel
JULY 16, 2019
Simple Is Often Better Than Complex. We live in a time where complexity is all around us. Simple solutions are frequently discounted due to the perception that something must be missing. I share this observation today after several conversations about yesterdays post that described a tool that increases views and leads to your website with one […].
Funnel Clarity
JULY 16, 2019
The old adage, “anything worth doing is worth doing right,” is perhaps never truer than with sales training. This is reflected by considerable budget: last year, $15 billion were spent on sales training in the US alone, and on average, organizations spend $2,326 per seller on sales training each year. Given the significant investment of capital, time and effort necessitated by sales training, sales leaders expect significant returns after training is complete.
Pipeliner
JULY 16, 2019
With time, massive changes and obstacles have taken place which makes leadership innovation a master of innovation. People usually don’t accept changes in their life but to taste success, you need to be flexible and get aware of the updates taking place with time. Innovation Culture. Being the global keynote speaker delivering leading strategies on breakthrough performance, Sterling Hawkins is a well-known business leader, entrepreneur-investor, and futurist.
Advertiser: ZoomInfo
In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.
G2Crowd - Sales Blog
JULY 16, 2019
It’s never too late to make a career move, especially if you’re interested in the real estate business.
Selling Energy
JULY 16, 2019
The simplest definition of an elevator pitch is explaining in 15 seconds or less how you can create value for your prospect. Sounds simple, right? Sometimes that isn’t the case.
Sales Evangelist
JULY 16, 2019
Some companies will be harder to connect with than others, but sellers who don’t give up so easily may find that an intentional approach can overcome those things that appear to be obstacles. Jacob Wardrop is the sales director at an email management provider called 28Hands , which helps people who feel overwhelmed with the volume of email and they need a more automated way of handling it.
Expert insights. Personalized for you.
284 
Let's personalize your content