Membrain
DECEMBER 22, 2019
Have you ever left a sales appointment and wished you had said something else? Or have you ever debriefed a sales rep’s call and find they didn’t ask the next logical question, and now critical information is missing?
The Pipeline
DECEMBER 3, 2019
By Tibor Shanto. Every trade has schtick, specific things that they think they are expected to say or do. It is as though absent the schtick; you are not as expert as you claim. Sales, and the corner my fellow pundits and I occupy is no different. The right schtick helps uncover and align expectations, frame discussions, and lead to measurable progress.
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SBI Growth
DECEMBER 2, 2019
How do you leverage data to inform strategy and measure success? Our KPI Builder tool can help guide you through the process of establishing a set of KPIs for your organization that is built around clean data and automation. Through our.
Score More Sales
DECEMBER 20, 2019
In my sales career I had 22 different sales managers (not counting a few interim ones) over time and experienced great, amazing leadership - and also horrible, disappointing leaders – from “awesome” to “awful”.
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 and Marketing Management
DECEMBER 2, 2019
Author: Mark Thacker With Thanksgiving over and January fast approaching, sales leaders and teams are pivoting their focus to next year. As you set your sales team strategy for the upcoming year, it’s important to keep the current year in context. After all, when you're driving to a vacation destination, you can't plan how far you want to drive tomorrow if you don’t know where you will end up today.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
No More Cold Calling
DECEMBER 19, 2019
No one really listens to sales pitching anyway. Are you focused on business storytelling? Or have you reverted to those old, tiresome sales pitches that go on and on about why you’re so great? Newsflash: Nobody wants to hear that. What do you remember about a speaker, a movie, a novel? Not the ads for those events or products. You remember the stories.
The Sales Heretic
DECEMBER 3, 2019
Negotiation is an essential element of sales, not to mention other aspects of business. It’s vital for reaching mutually beneficial outcomes, closing more deals, and growing your business. And yet, there are times when it’s in your best interest NOT to negotiate. Here are eight of them. 1. When you don’t have to If you [.].
Allego
DECEMBER 26, 2019
It’s time for all of us who no longer spend our day in “the arena” cold calling prospects and venturing out on sales calls to accept a reality: when it comes to sales readiness , no sales trainer or enablement professional can command the same level of engagement among an audience of salespeople as a rep can. It just won’t happen, even if the trainer is a former salesperson.
Understanding the Sales Force
DECEMBER 9, 2019
The last few years it seems that each time it snows, even a little, they cancel school. Are school officials convinced that parents and bus drivers will put kids' safety in jeopardy because snow is falling? They weren't worried about such things when I was growing up and back then, we didn't have cell-phones, all-wheel drive, anti-lock breaks, traction control, all-weather radials, blind spot warning, collision warning or lane assist!
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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 and Marketing Management
DECEMBER 16, 2019
Author: John DiJulius The vast majority of business leaders will agree that customer service is critical to their success. However, most haven’t done what it takes to be a world-class customer service organization. . A recent study by the Relational Capital Group revealed that 89% of senior leaders believe that relationships are the most important factor in their success year over year.
Connect2Sell
DECEMBER 18, 2019
Sales is all about persuasion and influence. Persuasion and influence fails are usually the result of poor-quality pre-thinking.
No More Cold Calling
DECEMBER 6, 2019
Repeat After Me: I Will Not Cold Call. I want to scream every time I read articles about cold calling—the ones where “expert” cold callers explain how to capture a prospect’s attention in 10 seconds, craft a message to reach the decision-maker, navigate through gatekeepers, overcome sales resistance, create voicemail messages that will actually get your calls returned, and build a sales pipeline that can’t be beat.
MTD Sales Training
DECEMBER 9, 2019
What would you consider to be the most important parts of the sales call, when calling a prospect? Well, one of my consultants was with a company recently and was listening in to their sales reps’ calls to make appointments. He told me that they weren’t being successful in getting past the first 15-20 seconds of the call, so I asked to take a look at their scripts.
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In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B
The Sales Heretic
DECEMBER 18, 2019
I recently had the chance to sit down with the CEO of one of the most successful organizations in the world—the big man himself, Santa Claus. It was a cool, fall day—before the craziness of fourth quarter set in, when St. Nick had a little time to spare. His legendary jolliness was on full display, [.].
Understanding the Sales Force
DECEMBER 16, 2019
Before I can make any predictions for 2020, let's start with these ten simple truths about selling for proper context. ONE: Selling is not as difficult or as simple as many would have you understand. TWO: While there are certainly nuances that influence how selling changes based on the target audience and complexity, selling is essentially the same whether it is technology, pharmaceuticals, capital equipment, financial services, cars, components, accounting or any of 200 other industries.
Sales and Marketing Management
DECEMBER 8, 2019
Author: Marie Rosecrans With social and mobile tech now at our fingertips, people today are ultra-connected. And with artificial intelligence integrated into our daily experiences, consumers are also more intelligent than ever. The Fourth Industrial Revolution is here, and it’s brought a major shift in customer expectations. The incredible rise of smartphones and social media has been pivotal to this cultural shift.
Zoominfo
DECEMBER 18, 2019
Gone are the days of the distant businesses, where complaints and comments from consumers were lodged by mail and responses from companies were slow, if they came at all. The proliferation of social media has made it easier than ever to check the pulse of your customers and create a community centered around your brand. But just what should a brand-centered community look like, and why does that matter?
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.
Anthony Cole Training
DECEMBER 23, 2019
In this blog, we discuss the best habits of highly successful salespeople and sales managers. Being an extraordinary sales manager is grueling and time-consuming.
MTD Sales Training
DECEMBER 16, 2019
Being able to negotiate effectively is one of the most important skills you can build in your sales armoury, as it has a direct effect on your margins and overall profitability, as well as ensuring your customers get the best service possible. Here, we discuss five aspects of negotiation that will help you improve when carrying out those stages: Prepare with your customer in mind.
The Sales Heretic
DECEMBER 10, 2019
If you’re in sales—and that’s nearly everyone in the company—you need to make presentations. Whether it’s a one-on-one to a prospective client, or a keynote speech at a conference, delivering a great presentation is vital to your success. Here are 14 tips for presenting more effectively. 1. Open strong Your opening is your opportunity to [.].
Connect2Sell
DECEMBER 4, 2019
ATD’s sales competency model builds on four foundational competencies: collaboration, solution, insight, and effectiveness.
Speaker: Lynnette Khalfani-Cox, The Money Coach®
Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?
Sales and Marketing Management
DECEMBER 22, 2019
Author: Barbara Adey It’s not enough to prepare for a sales call with general industry knowledge. Sellers need business acumen: a customer-specific grasp of business objectives and the metrics a customer uses to measure success. . Sellers need these insights in order to be agile in conversation and adjust their talking points as needed to address the motivations of different executives.
Zoominfo
DECEMBER 4, 2019
Authenticity is the name of the game when it comes to recruiting. In today’s candidate-driven landscape, it’s no longer sufficient to go through the motions of a one-size-fits-all recruiting strategy — particularly when it comes to social recruiting. Social media has transformed the recruiting industry, as more than 91% of employers use social media to hire talent today ( source ).
Membrain
DECEMBER 1, 2019
In a recent article for the CEB, Andrew Kent posed the question “Are your reps bartenders or personal trainers?” It’s a great question, a wonderful analogy, and a concept that deserves a broader exposure.
John Barrows
DECEMBER 19, 2019
We’re pleased to welcome DealPoint.io’s CEO Tom Williams onto the podcast. Tom joins us and brings a ton of ideas on how top sales reps can be their best-self and make those small tweaks that really make the difference. We’re talking small tweaks to how you find the right prospects, how you run your calls and how you follow up. Nothing that any sales rep can’t do.
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Today’s customers are hungry for human connections, but how do you break through the digital noise? How do you connect on a more personal level? A strategic ABM gifting campaign can help. You can target accounts and prospects by sending gifts or direct mail. It will help you stand out from the crowd and increase your chances to connect. Download Sendoso’s complimentary eBook to learn: Effective ways to level up your gifting strategy for the enterprise customers.
Igniting Sales Transformation
DECEMBER 1, 2019
As sales teams mount their final push to finish 2019 strong, someone in a sales enablement, marketing or sales support role is planning what has become status quo in sales. The annual sales kick off (SKO) meeting. As the term implies, a sales kick-off meeting is meant to be a sales reset. An opportunity to review what worked and what didn’t in the prior year while also creating the positive momentum needed to achieve sales goals for the year ahead.
Nutshell
DECEMBER 5, 2019
There’s something special about attending a sales conference. Maybe it’s the electricity in the air as a highly anticipated keynote speaker fires up the crowd. Perhaps it’s the rush of meeting new and interesting people during networking sessions , or the opportunity to learn actionable tips during the breakout sessions that will help you level up your game.
Gong.io
DECEMBER 19, 2019
There’s no shortage of sales tips online. In fact, Google returns 1,370,000,000 results when you search “sales tips”. Yeah. That’s 1.37 BILLION articles. Some of those results are Gong’s articles, and what sets them apart is our focus on data-backed sales tips. Toss anecdotes and opinions out the window and let data tell the REAL story. As you know, Gong lives — check that, thrives — on (big) data.
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