The Pipeline
SEPTEMBER 10, 2019
By Tibor Shanto. Data-driven models in sales can be a double-edged sword. While they do help create focus, especially across large swaths of data and opportunities, they also have limitations. Especially in how they may limit or prevent us from understanding and winning any given individual opportunity. These models are great , in context, as indicators and validation.
Chorus.ai
SEPTEMBER 12, 2019
There’s no way around it: Strategy is exciting.
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Connect2Sell
SEPTEMBER 18, 2019
As a sales coach, I spend a fair amount of time in the field observing sellers. As a researcher, I interview buyers and get their perspective on what sellers do during sales calls. And, as a sales trainer, I conduct 1-to-1 role plays with sellers and sometimes set traps to see how they’ll handle common situations.
SBI Growth
SEPTEMBER 18, 2019
Many sales leaders like you are deep into annual planning right now. As budgets are determined, can you confidently defend the sales rep headcount you have now? Or perhaps more importantly, can you make a strong case for additional people.
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
SEPTEMBER 23, 2019
Author: Giuseppe D’Angelo Inside sales have never been hotter, and the sales field is experiencing considerable change. Much of this is due to the technology that is beginning to drive the sales process much the way it has driven marketing for the past several years. Also, we’re seeing generational changes. Millennials are entering the C-Suite and members of Gen Z, which makes up 10% of the world’s population, are entering the workforce.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
SEPTEMBER 22, 2019
Creation of a “Revenue Operations” Function.
Sales Hacker
SEPTEMBER 11, 2019
Negotiating is one of the most important skills salespeople can develop, yet it’s often overlooked. Which is a real problem… Because after you’ve put effort and resources into researching and creating a solid pitch and proposal, it only makes sense to come to the table prepared to negotiate with the prospect. The key is to create a negotiation strategy in advance, which helps you talk about price and other important elements of the deal.
Understanding the Sales Force
SEPTEMBER 18, 2019
Fish, rafts, kayaks, canoes, sailboats and swimmers all find much more success when they are moving with the wind or the current rather than going against it.
The Sales Hunter
SEPTEMBER 24, 2019
We cannot forget that not all prospects are created equal. Some prospects are actually not prospects at all, they’re just suspects in disguise. Everybody in sales cannot find enough time to prospect. If we’re already challenged for time, shouldn’t we focus our time on the best opportunities? Gain more insights in my video: One concept I strongly advocate is to qualify a lead fast to ensure that you’re quickly able to know who has potential and who does not.
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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.
No More Cold Calling
SEPTEMBER 20, 2019
I challenged seasoned pro, Mario Martinez, Jr., on how he asks for referrals. I never pass up the chance to chat about referrals. So, I was thrilled when Mario Martinez, Jr.—CEO of Vengreso and a top expert on social selling for lead generation—invited me to be on his “ Selling with Social ” podcast. (This was his 126th episode. I waited until he got it right to be his guest.).
SBI Growth
SEPTEMBER 28, 2019
As marketing leaders, it makes sense to explore multiple channels to reach your target audience. With so many options, it quickly becomes not only expensive but also difficult to manage. How do you decide which channels will be worth the.
MTD Sales Training
SEPTEMBER 30, 2019
How do you increase value? You may think it’s by improving your product quality or better pricing strategies or better terms to customers. Instead, your real value lies in developing your overall sales skills, so you help your clients to improve their business over time. Value can be seen as your overall worth to the marketplace and it’s how you increase and improve that value that will see you improve and build your reputation with current and future clients.
Speaker: Jake Miller, Senior Product Marketing Manager, Allego
Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.
Understanding the Sales Force
SEPTEMBER 9, 2019
You're famished and someone suggests that you go on a 2-day fast! You're late, it's a two-hour ride by car to your destination and someone suggests that you walk! You're exhausted and ready for a nap and someone suggests you should clean our your basement! You've decided to eat better and lay-off carbs, and someone suggests ordering pizza! These are all crazy opposites of what you were focused on and they cause you to ask, "whaaat?".
Steven Rosen
SEPTEMBER 5, 2019
Hello Steven Rosen here for my weekly sales management tip where each week I share one tip from my book 52 Sales Management Tips, The Sales Managers’ Success Guide. Today’s tip #26 is listen, learn and laugh a lot. Following the three L’s will win you more friends, help you gain knowledge and ultimately help you be happier. Take the time to live in the moment by listening more, read a book, read an article, keep learning.
The Pipeline
SEPTEMBER 12, 2019
By Tibor Shanto. Our reaction to rejection is hardwired on a primal level. This means it is about managing yourself and your reactions, and less about managing the objection. You are better off learning to control your emotion, and think through the issue, and rely on your process. When in doubt, follow your training, work the process the way you practiced before things got emotional.
No More Cold Calling
SEPTEMBER 25, 2019
Your blood alcohol level endangers everyone around you. Our global team won a huge deal. We got emails and voicemails raving about how the team worked together, pulled all-nighters, and managed to get everything in sync for the big bake-off. The win was the largest in the company’s history. Wasn’t that fantastic? Sure, from a revenue standpoint. But here’s the rub.
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Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.
SBI Growth
SEPTEMBER 3, 2019
Your obligations as a Revenue Operations leader are under constant pressure. Your sales team is constantly under the watch of the Executive Team and Board of Directors; however, their priorities aren’t necessarily coordinated. The lack of clarity from the top.
MTD Sales Training
SEPTEMBER 3, 2019
There’s a saying in negotiations that goes ‘The person in control of a conversation is the one asking the questions.’. Think about that for a moment and you can see the sense in it. When someone asks you a question, they immediately put you on a course of finding the answer. Your thought processes are controlled by the nature of the question, and you seek the answer to what they have asked.
Sales and Marketing Management
SEPTEMBER 27, 2019
Author: Tim Riesterer When it comes to creating lasting behavior change in salespeople, the assumption is that virtual sales skills training is a pale imitation of in-person classroom training. In a recent survey, 65% of companies told us they plan to spend more on virtual training, despite only 10% believing it was as good as classroom training. But what if an online training alternative could be proven as effective?
Understanding the Sales Force
SEPTEMBER 24, 2019
At Objective Management Group (OMG), we ask salespeople to record their elevator pitch and value proposition as part of the sales force evaluation. Some are OK, most are not, and for most companies, there are tremendous inconsistencies between each salesperson's messages. Elevator pitches and UVP's are usually so poorly constructed I have to wonder if anyone in sales leadership puts any time at all into formalizing their messages.
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?
The Pipeline
SEPTEMBER 26, 2019
By Tibor Shanto. Prospects expect to see product/demo and pricing on the first call. Why? Rather than accepting this pathetic stat, our focus should be on changing the cause. I mean seriously, what are you saying to have these two things pop up so early in the cycle? Stop blowing half your first calls! [link]. The post Stop Blowing Half Your First Calls!
The Sales Heretic
SEPTEMBER 24, 2019
All buying is emotional. Even if you’re selling microchips to engineers, there’s still an emotional component to the transaction. Because as human beings, we feel more often, more easily, more quickly, and more deeply than we think. And those emotions play a huge role in all our decision-making. Often unconsciously. So whenever you encounter a [.].
SBI Growth
SEPTEMBER 8, 2019
Over the past few years, marketers are increasingly held responsible for revenue goals. If you’re like most CMOs, you can identify with at least one of these: You’re not sure how to calculate the number of leads you need to generate. You.
Zoominfo
SEPTEMBER 29, 2019
Have you ever tried to set up a meeting with a senior-level executive? If so, you know how tough it is to connect with busy executives who are never in their office, rarely answer their phones, and seldom reply to voicemail or e-mail. To add insult to injury, executive-level assistants are trained to be gatekeepers. They are paid to protect the C-level from unnecessary interruptions— meaning, if you don’t reach your intended target directly, your message might never make it to them.
Speaker: Deniz Olcay, Senior Director of Product Marketing, and Jake Miller, Senior Product Marketing Manager
Modern Sales Content Management (SCM) platforms have become table stakes in the world of sales enablement. Sellers need one-stop access where all of their sales content is stored, organized, deployed, and measured. Today’s modern SCM platforms achieve just that. However, these various platforms also have key differences. In this value-packed webinar, Deniz Olcay and Jake Miller will unravel and debunk the top three SCM myths and explain how to get the most from your SCM solution.
Sales and Marketing Management
SEPTEMBER 29, 2019
Author: Henry Jones A mentor is someone who sees more talent and ability within you, than you see in yourself, and helps bring it out of you. – Bob Proctor. There is often a regular debate that goes on in organizations: the debate to decide which team plays an important role in actually achieving the company goals. While some say it’s the operations and the admin team, most say that it is the sales and marketing team that earns the money for the company.
Understanding the Sales Force
SEPTEMBER 16, 2019
My wife and I have been binge watching a TV series called Blacklist which rivals 24 for its drama and intensity. James Spader stars as international bad-guy Ray Reddington. He's on the top of the FBI's most-wanted list but works with the agency to help them track down bad-guys that are as bad as he is. Somehow, he gets the FBI to help him get what he wants and he gets the bad guys to give him what he wants from them.
The Pipeline
SEPTEMBER 17, 2019
By Tibor Shanto. There is a lot written about what has changed in sales, no doubt a lot has, but when you look at results, not much evidence. Given all the noise about better ways to sell, one would expect better outcomes, but they are not. According to CSO Insights’ 2018 survey , things are flat or declining. The 47.3%-win rate is identical to the figure reported in the 2017 study.
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