DiscoverOrg Sales

AUGUST 19, 2016

Five years ago, I was asked to lead a recruiting department for the first time ever – and to double the size of the company within 6 months! Since I didn’t know any better, I figured that I might as well build the recruiting engine in the same fashion that I built a marketing engine, and it turned out the approach worked. Applying just a few of the techniques learned as a marketer made our recruiting engine 10x more productive and successful – and we hit our goals a month ahead of sc

Hiring 222

Hiring Marketing Top of Funnel Cold Calling 222

Bernadette McClelland

AUGUST 19, 2016

Do you ever break the rules of a game? I don’t mean cheat. I mean buck the system, or challenge the status quo, or rewrite your narrative? If you don’t, you might just be selling yourself short. Here’s why: Take a trip down history’s memory lane for a moment. Our civilisation has got to where it is today through evolution, and each stage has called for a new game with new rules – socially, economically and politically.

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Competition Industry Up-Sell Conference 150

Increase Sales

AUGUST 19, 2016

Boredom is described as the “state of being weary and restless through lack of interest.” (Merriam Webster Dictionary) Boring is the action that creates that state of boredom. The last thing you want as a salesperson is to bore your sales prospects, yet many still do just that. Of course, these sales prospects may be more polite and not tell you they are bored.

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Prospecting Microsoft Facebook Trends 75

SBI Growth

AUGUST 19, 2016

Competition 146

Competition Strategy Sales 146

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

A Sales Guy

AUGUST 19, 2016

Zig Zigler is the man, he’s earned my respect and everyone’s respect for his contributions to the sales world. But I just couldn’t help myself when it came to this quote. Although a great quote, I think it’s a bit dated. We’re in the information age of the 21st-Century and fewer and fewer people care about how much you do.

Industry 62

Industry Company Sales 62

Partners in Excellence

AUGUST 19, 2016

In the past few days, I’ve been embroiled in conversations about grammar and spelling. I read an discussion about “Should I hire a sales person with poor writing skills.” I was astounded by the majority of responses. Many people had the view, “If they can sell, who cares!” The conversations about grammar ran along similar lines, “It’s all about ideas and closing business, who cares about grammar and spelling?

Hiring 50

Hiring Fashion Influencer Proposal 50

Engage Selling

AUGUST 19, 2016

After the 2012 Olympic Ryan Lochte stated he wanted to be a celebrity. He went on to “star” in a terrible and ill-fated reality show “What would Ryan Lochte do.” I think we all know now what he would do.

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ROI4Sales

AUGUST 19, 2016

Whenever you open your mouth, whether your audience is one person or a thousand, you want to get a specific message across. Perhaps you want your opinions heard at meetings, lead a training session, or you are deliver a formal presentation. Possibly your sales team needs to improve its customer communication, or you’re in a position to help your CEO design an important speech.

Transportation 45

Transportation Hiring Face-to-face Call-back 45

OpenSymmetry

AUGUST 19, 2016

How the right mix of personality, behavior, and compensation drives success. It’s hard to believe that the 2016 Rio Olympic Games are coming to an end. So far, we’ve seen spectacular gymnasts, thrilling rugby players, and even some weirdly green swimming pools. With this one in four year’s chance for countries to showcase their hardworking athletes, we can only imagine how much time they spend perfecting their skills and pushing past their limits to win.

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Compensation Incentives Incentive Hiring 40

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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.

Sales

ROI4Sales

AUGUST 19, 2016

If you are on the phone, a webinar, or in person, and you have a few minutes with the executive, what do you say to keep on track and be professional? Here is an invaluable framework. Adapt it to your situation, and boost your confidence and credibility. Imagine that you have a satisfied client company for one of your offerings. You feel now is the best time to discuss your next and higher investment offering.

Prospecting 40

Prospecting Webinar Metrics Hiring Decision Maker 40

Insight Demand

AUGUST 19, 2016

It’s easier to believe a new sales methodology will be the magic bullet instead of doing the heavy lifting of follow-up. But without follow-up, how will salespeople achieve sales mastery? How will they be able to articulating value in the heat of a sales call? THE PROBLEM . For the past four years in a row, sales leaders have rated “the inability of their salespeople to articulate value as the #1 reason why reps fail to hit their quota,” and yet this problem persists.

Revenue 20

Revenue Training Exercises Sales Methodology 20

ROI4Sales

AUGUST 19, 2016

Like Hollywood actors, sales professionals put themselves and their companies on the line with every word, taking a risk in the hope of a favorable outcome. Just like actors, even the best, most experienced sales professional benefits from some script review, rehearsal, and coaching. Here are the 11 most common mistakes that I see on the sales stage and what you can do to avoid them: Unclear Thinking.

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Hiring Maximizer Trade Show Exact 50

Insight Demand

AUGUST 19, 2016

I recently asked a friend how she lost weight and she said “I ate less.” That was not what I wanted to hear. I wanted to hear about the magic bullet; either a new diet or a new form of exercise. I didn’t want to hear how I would have to endure the discomfort of eating less. It’s the same with sales training. It’s easier to believe a new sales methodology will be the magic bullet instead of doing the heavy lifting of follow-up so that your salespeople will able to articulate value in the heat of

Revenue 20

Revenue Training Exercises Sales Methodology 20

Advertiser: ZoomInfo

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

Cold Calling

SalesLoft

AUGUST 19, 2016

The content team here at Salesloft has been working day-in and day-out to give you, our readers, the most valuable sales content on the web. But, for the most part, it’s been a guessing game trying to discern what content is most helpful to our audience. So we decided to stop guessing, create a blog survey, and ask the experts: you! Whether its a long post or a short post, an infographic or a video , or a specific sales development topic, we know you have your favorites.

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Survey Face-to-face eBook Video 52