DiscoverOrg Sales
JULY 10, 2018
If you’re dealing with an objection, congratulations! You are working with a decision-maker who has some skin in the game, and they’re taking your proposal seriously. That’s exactly where you want to be. A study from Gong.io shows that the more negative sentiment you get during calls, especially in later stages, means the prospect is wrestling internally – hoping you can make them feel good.
Pipeliner
JULY 2, 2018
Building a sales organization that is able to respond to “the unexpected” is one of the most challenging roles for leaders to play in today’s environment. Market dynamics are significantly different than in the past where there were greater continuity and relatively less unpredictability. Today it is commonplace to see multiple new technologies shot into markets simultaneously; each ripping market flow with massive disruption.
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Pipeliner
JULY 8, 2018
The Digital Era of Sales Management. “If you’re a leader in today’s world, whether you’re a government leader or a business leader, you have to focus on the fact that this is the biggest technology transition ever. This digital era of sales management will dwarf what’s occurred in the information era and the value of the Internet today. As leaders, if you don’t transform and use this technology differently—if you don’t reinvent yourself, change your organization structure; if you don’t talk abou
No More Cold Calling
JULY 20, 2018
Don’t assume your team knows how to ask for referrals. Tim told me his team was “doing referrals.” He figured they knew how to get referrals because he told them to do it. I asked how that approach was working for him. Dead silence. And therein lies the problem. A big problem. It’s the misguided belief that “telling” translates to “doing.”. The web is replete with articles and webcasts that tell people to just go ask for referrals, like it’s common sense or something.
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.
The Sales Heretic
JULY 9, 2018
The road to success isn’t straight, level, or smooth. There are bumps and potholes. Hills and curves. Dead-ends and detours. And as a result, we all get frustrated from time to time. What separates top salespeople—and high achievers in general—from everyone else, is that they don’t let frustration derail them. They find ways to deal [.].
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
MTD Sales Training
JULY 25, 2018
One feature of modern, relationship selling is that we need to understand about peoples’ preferred buying behaviour if we are to sell to more of them. It is a fact that people buy differently. Some people prefer to buy quickly, others slowly. Some people need a lot of information and detail, for others a sheet of A4 with bullet points is all the information they need.
Zoominfo
JULY 17, 2018
B2B marketers have embraced many new strategies to cut through the influx of content in our increasingly digital landscape. Yet, many tried-and-true marketing strategies continue to generate results. Among such strategies, webinars come out on top. Webinars are live or prerecorded online events, used to teach attendees about a specific topic or service.
Understanding the Sales Force
JULY 23, 2018
Professional athletes have one trait in common - they are all very athletic and their skills are among the top several hundred in the world in their particular sport. For example, in Major League Baseball, there are 30 teams with 25 players each, making those ball players the top 750 in the world. Dig a little deeper and in each sport there is an even smaller subset of players who are all-stars.
No More Cold Calling
JULY 12, 2018
Even in the age of artificial intelligence, common sense still matters. Technology addiction is running rampant. We spend more time looking at screens than talking to the people who matter. This digital dependence is impairing our ability to make decisions, because we no longer trust our common sense. The more we rely on technology advances like artificial intelligence and predictable algorithms to make decisions, the more unpredictable we become.
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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.
SBI Growth
JULY 7, 2018
I need quick growth. My current reps are good, but coverage is unsaturated. . Shouldn’t I just add another headcount? Isn’t that the quickest route to revenue? Add another rep, drop them into a territory? My on boarding process takes a.
Jeffrey Gitomer
JULY 30, 2018
It's amazing how much you can learn by just keeping quiet. People think you're smarter if you're quiet. When you keep quiet, people will often ask if everything's OK.
Sales and Marketing Management
JULY 30, 2018
Author: Jennifer Tomlinson and Alon Leibovich The word “dark” has nefarious connotations, but when it comes to the internet and social media, dark really just means private or anonymous. Dark web and dark social are fairly common, easy-to-understand terms, but what about dark marketing? Have you heard of it? What does it mean? And what impact can it have on your business?
Zoominfo
JULY 2, 2018
We get it, recruiting can be tough—especially in today’s competitive hiring market. The reality is, as a recruiter, you’re competing with thousands of other recruiters for the same batch of high-quality candidates. In any given day, a recruiter must focus on building strong relationships with both job seekers and hiring managers and put in the effort to stay organized, keep track of scheduling information, minute candidate details, and hiring preferences.
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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 Pipeline
JULY 10, 2018
By Tibor Shanto. I was talking with a rep from an IT reseller last week, who was facing what she felt was an insurmountable challenge. She was facing a renewal for a product with one of her clients where the product being resold had gone up in price by some 300%. I’m not talking about Martin Shkreli type increases; to be fair to the manufacturer the product was solid, clients loved, but being innovators, they just hadn’t got around to reviewing the pricing since its release years ago.
DiscoverOrg Sales
JULY 3, 2018
If you’re singing the Blues after Q2 , it’s time to change your tune. Even if you hit your sales goal, the new quarter is still a great time to take stock of wins and losses … AND start building your pipeline for a quota-crushing Q3. It starts today. Just like exercise and eating your vegetables, building sales pipeline means doing the hard things now in order to reap a future reward.
SBI Growth
JULY 9, 2018
As a leader of Sales Operations or Sales Enablement, how many times have you heard your sales teams say: “You all have no clue what we go through in the field!” This is a common theme in any company that sells a.
Jeffrey Gitomer
JULY 2, 2018
WOW is your ability to be different. The WOW factor and your closing ratio have lots in common. If you don't WOW 'em it's likely you won't sell 'em. I went to New York to sell a publisher on a book of my first 100 articles. I used the WOW factor.
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.
Sales and Marketing Management
JULY 26, 2018
Author: Erik Charles When sales professionals look at artificial intelligence (AI), what do they see? If they’re technology-averse, they might see a threat to their jobs. If they are big fans of technology, they might see a silver bullet that instantly boosts their results. Both of these visions are as extreme as they are wrong. AI is not going to make salespeople obsolete, nor is it going to turn bad salespeople into great closers.
Zoominfo
JULY 4, 2018
Social selling has quickly become one of the most popular and effective selling tactics. As social media platforms grew in popularity, businesses began to recognize how essential social media is to the sales process. Consider these statistics ( source ): 78% of salespeople using social media perform better than their peers. Social sellers generate 38% more new opportunities than traditional sellers. 62% of employees at large companies say social selling enables them to build stronger, more authe
The Pipeline
JULY 26, 2018
The Pipeline Guest Post – By Wayne Turmel. It’s not your father’s world of sales any more. The simple days of calling a client and doing a deal over coffee are long gone. Now, clients can screen calls, send our emails to spam and reject our sales pitches without ever having to look us in the eyes. Is this actually the death of salesmen? Not really.
Connect2Sell
JULY 25, 2018
DISCOVER is an acronym for the eight purposes of asking questions. Yes, there are only eight purposes. only eight reasons that people ever ask questions. Sellers tend to focus primarily on three purposes: gathering d ata (D), identifying desired o utcomes (O), and magnifying c onsequences (C). That means there are five types of questions most sellers seldom ask.
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?
SBI Growth
JULY 20, 2018
Our guest on today’s episode of hbspt.cta.load(23541, '39dd4f48-b0ca-486a-9fa5-4e1fb27489aa', {}); Mike McCalley, Vice President of Strategy & Marketing for CECO Environmental Corporation, a globally diversified and energy technology company. Mike has been a Customer Experience (CX) pioneer. He embraced.
Jeffrey Gitomer
JULY 9, 2018
Cold calling is one reason many people shy away from a career in sales. Sales professionals who make a six figure living will tell you that cold call training provided the basis for their sales success. Doubt it? Ask 'em.
Sales and Marketing Management
JULY 9, 2018
Author: David Stott “Upsell current clients” has always been one of the mantras of the sales industry. After all, selling more to the base creates value beyond the obvious revenue gains. It increases trust, executive exposure, credibility, confidence, and provides a stronger ROI due to the decreased cost of goods sold. This not only creates value for the client, but also delivers an incredible customer experience that is paid forward in the industry. .
No More Cold Calling
JULY 26, 2018
Cold leads won’t get your team to quota. Closing is never the problem. “Never” is a bold statement, but savvy sales leaders recognize that closing is the easy part. It’s sales prospecting techniques that are messed up. Reps aren’t spending time on the critical business development activities that occur earlier in the sales process, so their sales pipeline is either dry or full of cold leads.
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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.
Zoominfo
JULY 1, 2018
We know B2B decision makers are using social media to inform their buying decisions. In fact, a recent study suggests that 91% of B2B buyers are active and involved in social media, while 75% are significantly influenced by social content when forming their buying decisions ( source ). But—as B2B marketers and sales professionals—we have a lot to learn about social selling.
Hubspot Sales
JULY 23, 2018
LinkedIn Prospecting Tips. Look at the "People Also Viewed" Sidebar. Reach Out to Prospects in New Roles. Investigate Your Competitors' Networks. Scroll Through Skill Endorsements. Use Alumni Search. See Who’s Commented On Your Prospects’ Posts. Browse Users Who Have Interacted With Your Posts. Use Boolean Google Search. Create a search alert. For most salespeople, social selling on LinkedIn is a way of life.
SBI Growth
JULY 9, 2018
Curt Redden, Global Director of Talent Development for UPS Capital, joins us on hbspt.cta.load(23541, '39dd4f48-b0ca-486a-9fa5-4e1fb27489aa', {}); to discuss talent management and, specifically, the connection between the experience of the employee and the experience of the customer. Employee Experience.
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