Sales Readiness Group
SEPTEMBER 19, 2019
Asking great questions is an essential skill every successful sales professional must master. That’s because when you ask open-ended questions, you transform the sales call. Your focus moves away from your solution to the buyer’s problems, goals, and concerns. As a result, your customer feels listened to, while you learn key insights about what’s important to the buyer.
The Pipeline
SEPTEMBER 19, 2019
By Tibor Shanto. When you look at a football team, you would figure that if a team is in possession more time, running more yards than before, you would see more touchdowns and wins. People would not only wonder why results weren’t materializing, but they would also take action, and heads would surely roll. Yet when it comes to sales, we seem to hold things to a different standard.
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Steven Rosen
SEPTEMBER 19, 2019
Are you a sales manager? Congratulations! You are the key to unlocking the potential of your team. You are the #1 factor that drives your team’s performance. One of my favorite quotes is from Peter Drucker which nicely sums up your role. “ Effective leadership is not about making speeches or being liked; leadership is defined by results, not attributes.”.
SBI Growth
SEPTEMBER 19, 2019
It’s coming up on the end of the third quarter and demand generation at the top of the funnel has been cooling off. As the leader of a marketing organization, you are getting pressure from the top to make changes.
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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.
Nimble - Sales
SEPTEMBER 19, 2019
Customers are the center of every business’s growth; their strategies, plans, blogs, services, etc. are all dependant upon their user-base. And one of the best ways to fuel the master plan of retaining and establishing a powerful bond between the brand and its customers is through CRM. However, retention and conversions are not the only […]. The post 5 Simple Ways To Improve Your SEO With CRM appeared first on Nimble Blog.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales Training Connection
SEPTEMBER 19, 2019
Salespeople dread dealing with mistakes. At best they get you off track … at worst they lose you the sale. Mistakes run the gamut from corporate issues, like defective products or billing issues, to mistakes generated by the salesperson themselves, like sharing faulty information or missing a key player involved in making the buying decision. Some mistakes are just annoying, some are financially costly, and some have even more dire consequences.
Engage Selling
SEPTEMBER 19, 2019
There’s a truth about price objections that you need to be familiar with. We’ve all been there as sellers. We walk into a buyer’s office, shake hands and are immediately asked what our pricing looks like.
Hubspot Sales
SEPTEMBER 19, 2019
You know they're important. HR is on your case about getting them done. But, they're time-consuming, uncomfortable, and difficult. And as a manager, you have more important things to focus on right now. We're talking about the dreaded performance review. While not exactly fun – and oftentimes stressful – performance reviews are among the most underused levers for affecting behavior in your organization.
Sales Training Connection
SEPTEMBER 19, 2019
Salespeople who are able to share engaging stories that resonate with the listener make a connection. It’s one thing to list why a customer should do business with you; it’s another to be able to relate a past success story that brings that list to life. It’s not a little bit different – it’s a whole lot different. Here are 12 tips for effective storytelling: Focus on the prospect – Tell stories that relate to solutions that address the customer’s needs.
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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.
InsideSales.com
SEPTEMBER 19, 2019
JLL Senior Managing Director Steve Steinmeyer talks about the power of relationship selling and how you can start building relationships that help you sell more. Keep reading to find out more. RELATED: What Are Your Strengths and How to Sell Using Your Skills? In this article: The Importance of Relationship Selling How to Establish and […]. The post The Answer To Building Strong Relationships In Relationship Selling With Steve Steinmeyer appeared first on The Sales Insider.
Sales Training Connection
SEPTEMBER 19, 2019
Sales coaching can make a difference, and it should be a priority. In fact, pros agree that sales coaching is a critical piece of the puzzle in developing a world-class sales team. Yet, when it comes to giving coaching feedback, most sales managers don’t do it enough. Many times it’s water off a duck’s back, and sometimes it makes matters worse. There are many reasons why giving feedback often fails to make a difference.
SalesLatitude
SEPTEMBER 19, 2019
In sales, it’s more important than ever to become a change agent. Selling is all about change. In fact, that’s exactly what you’re selling. You’re asking people to buy your product or service, which will impact the buyer and other stakeholders in different ways. It might make one person more productive or successful, or simply change the day-to-day routine of another.
Sales Training Connection
SEPTEMBER 19, 2019
No one likes to make mistakes. What’s to like? At best, they get you off track … at worst, they lose you the sale. Mistakes run the gamut, from corporate issues, like defective products or billing issues, to mistakes generated by the salesperson themselves, like sharing faulty information or missing a key player involved in making the buying decision.
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
Sales Hacker
SEPTEMBER 19, 2019
So, you want to get started with outbound email? Great! But how do you go about it? Keep reading to find out how even a complete novice can find success with outbound email. We will go through those points: What do I mean by “outbound email”? What do you need to start sending outbound email campaigns? How do you write & schedule your first outbound email?
Crunchbase
SEPTEMBER 19, 2019
Essentially everything is virtual these days – even sales calls – 92% of all customer interactions happen over the phone or through video. We know the key is to have meaningful conversations and stand above the crowd. And with so many options and noise from competitors, the only thing you can really control is how you lead the conversation.
Force Management
SEPTEMBER 19, 2019
Melissa Short is the VP of Reporting Services at Primary Intelligence. Primary Intelligence is a global leader in Win Loss and Customer Experience Analysis. Both solutions provide analytical insights that help companies win more and identify the root causes that lead to lost revenue and customer churn. In advance of her webinar with Brian Walsh , Force's content team asked Melissa to share some perspective on her research and the companies with which she works.
Zendesk Sell
SEPTEMBER 19, 2019
Based on your observations of the world, would you say that a pipeline and funnel are shaped the same? Your answer would hopefully be “no,” but in the sales world, the terms “sales pipeline” and “sales funnel” are often — and inaccurately — used interchangeably. The difference is clear—one is designed to direct sales reps through the sales process, and the other is used to guide customers towards making a purchase.
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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.
Close.io
SEPTEMBER 19, 2019
Excerpt from the 2nd edition of From Impossible to Inevitable 2nd Edition. More often than not, revenue leaders are impatient for results now. Everyone feels the pressure, but how do you handle it? No joke, we’ve spoken to CEOs who want to make money on outbound prospecting in 90 days, but when asked how long their sales cycle is, they answer “four to six months.
LevelEleven
SEPTEMBER 19, 2019
Calling all managers and sales reps alike! At this point in your career, you may know how to make a great cold call, but a refresher never hurts. It’s rare to come across a step-by-step cold calling guide on how to open up a call, keep the call alive, and handle prospecting objections as they come. Prospecting is difficult, and cold calling objections are even harder to handle.
Predictable Revenue
SEPTEMBER 19, 2019
We'll take an in-depth look at how to scale a sales team and effectively nail each stage of sales growth. The post The art of selling services: How Go Nimbly’s Troy Conquer listens, educates, and executes revenue operations consulting appeared first on Predictable Revenue.
Sales Lead Management Association
SEPTEMBER 19, 2019
Catch our broadcast day of some of the best B2B podcast experts, hosts and guests anywhere. [link] Guests include Mark Welch, Maria Ross, Mike Fulton, Dan McDade, David Priemer, Josh Baez, Leslie Shreve, and producer Neil Berkeley as a smashing ending to the day.
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.
Carew International
SEPTEMBER 19, 2019
LinkedIn is not short of inspirational and motivational messaging these days. While on the professional networking site recently, I came across a post with this quote, “ The greatest gift of leadership is a boss who wants you to be successful.” Soon after reading it, I found myself deep in a reverie contemplating what exactly leadership is. What is Leadership vs.
Funnel Clarity
SEPTEMBER 19, 2019
Helping sales teams can sometimes feel like being a physician. Sales leaders come to us with challenges they are facing and often, those challenges are just symptoms of more deep rooted problems. One of the very first things Funnel Clarity does is seek an understanding of the company’s sales funnel health.
Pipeliner
SEPTEMBER 19, 2019
As a former emergency room doctor, Dr. Susan O’Malley lead a different team every day she came to work, but the leadership principles remained the same. At the age of 50, Dr. O’Malley hung up her lab coat and started her own business to help entrepreneurs and corporate executives become better leaders. In this interview, she talks about the most important leadership principle and who is responsible for the success of a team.
Funnel Clarity
SEPTEMBER 19, 2019
Helping sales teams can sometimes feel like being a physician. Sales leaders come to us with challenges they are facing and often, those challenges are just symptoms of more deep rooted problems. One of the very first things Funnel Clarity does is seek an understanding of the company’s sales funnel health.
Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)
Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.
criteria for success
SEPTEMBER 19, 2019
Let's talk about growing your sales playbook. So you built a sales playbook. Great job! That puts you a step ahead of many of your competitors, and it’s a powerful resource for driving ongoing sales improvement. Unfortunately, I have some bad news for you. If you don’t have a process for pruning your playbook, its [.]. The post Growing Your Sales PlayBook – Why & How to Prune appeared first on Criteria for Success.
Selling Energy
SEPTEMBER 19, 2019
I've had a lot of conversations with people regarding what makes our one-page proposal successful. "What about my one-page proposal?" they say. "Isn't mine just as good?".
Funnel Clarity
SEPTEMBER 19, 2019
Helping sales teams can sometimes feel like being a physician. Sales leaders come to us with challenges they are facing and often, those challenges are just symptoms of more deep rooted problems. One of the very first things Funnel Clarity does is seek an understanding of the company’s sales funnel health.
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