The Pipeline
JANUARY 7, 2020
By Tibor Shanto. At first glance, good times are continuing for selling organizations; revenues are up and it looks like everybody is hiring. The economy seems to grow in line with the average sales, or is it the other way? And every app you add to the stack, claims to add 30% to your productivity and efficiency. Reminds one of the old joke about a salesman introducing technology to a VP of sales.
No More Cold Calling
JANUARY 16, 2020
Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. Yep, most of us are lazy and lack discipline. I’m including myself here. It’s a lonely world for account executives. I’ve been there—given a quota (usually without my input) and a list of client companies, and then told to “go at it” and do whatever it takes to get meetings.
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SBI Growth
JANUARY 20, 2020
“What is the standard, and what is everybody else doing?” You’ve asked yourself this question individually in many different situations. What you choose to eat, how you decide what to wear to an important event, or even how often you.
The Pipeline
JANUARY 28, 2020
By Tibor Shanto. When we were young, we accepted things we were told but knew not to be true. We also understand that ignoring some of the facts can add to the discussion. The example here is the old saying about sticks and stones and words and the ability of these to hurt. We all know that words can hurt, and over time, do much more damage than sticks or stones.
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.
Engage Selling
JANUARY 15, 2020
Good deals get stuck when you lack access to the right people to successfully close a sale. There are two ways that lack of access occurs.
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Understanding the Sales Force
JANUARY 29, 2020
We had a request for some data from one of our longtime partners. My knee-jerk reaction to her request was that it would be a big nothing burger. She asked for data that would show the difference between salespeople who are goal oriented and those who are not. I did not expect much of a difference except in the area of Motivation but I was wrong. Very wrong!
No More Cold Calling
JANUARY 9, 2020
Poor leadership will cost you $3.5 million per sales manager. “ Message to Management: Your job is to get the rocks out of the road for your salespeople so they can do what they were hired to do—sell!”. I wrote that 15 years ago in my first book, NO MORE COLD CALLING: The Breakthrough System That Will Leave Your Competition in the Dust. But I don’t think any sales manager listened, because more than half of reps are still missing quota.
Sales and Marketing Management
JANUARY 20, 2020
Author: Jeff Kalter Are you at risk of becoming obsolete? Or worse, could you lose your sales job altogether? You could be vulnerable if you’re not sharpening your sales skills and honing the tactics that will help you succeed in 2020. Forrester analyst Andy Hoar didn’t mince words when he spoke at the 2015 Forrester Sales Enablement Forum. He told the audience about his research and his expectation that out of the then 4.5 million B2B reps currently selling, as many as 1 million could be gone b
The Pipeline
JANUARY 21, 2020
By Tibor Shanto. Everyone knows it takes 21 days to form new habits. Probably more accurate to develop good habits, as most people can take up bad habits in a heartbeat. In the end, it turns out to more a myth than reality making it perfect for a sales discussion, as there so many bad habits formed pundit propagated myths. Remember how dead the phone was before it came back?
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The Sales Heretic
JANUARY 28, 2020
If you’re a regular reader of this blog (and if you’re not, you can be—just click one of the “Subscribe” links to the right, wink, wink, nudge, nudge), you know that I’m a big fan of asking questions. When I conduct sales training seminars, I typically give audiences 20 to 40 questions to ask their [.].
MTD Sales Training
JANUARY 21, 2020
Do you often hear people say ‘Oh, I’m not in sales…I can’t sell anything!’. If you do, and they work in your company, you’re letting go of many opportunities for successfully creating a great image for your brand. I say this because everyone, from the CEO to the janitor , creates an image for what you do. Imagine one of your receptionists answers the phone in a gruff manner because they have just had a bad meeting with their manager.
Understanding the Sales Force
JANUARY 13, 2020
One of the questions we are often asked by HR Directors is, "Can people game the OMG assessment?" Of course they can try, but we have a very effective algorithm that smokes out those who attempt to cheat. It doesn't happen very often that somebody attempts a big cheat but when it does, it's almost magical in the way we uncover them. There is a very small percentage of salespeople who attempt an all out cheat.
No More Cold Calling
JANUARY 23, 2020
Successful sales execution requires more than sales technology. “Joanne, the challenge is always in the execution.” That’s what a client told me more than 20 years ago, and I’ve never forgotten it. Companies today purchase the latest and greatest sales technology, provide minimal training, and then wonder why it’s not adopted across the board. Because it doesn’t actually help with sales execution.
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.
SBI Growth
JANUARY 30, 2020
Remember when a cloud was only a fluffy thing in the sky? It was only 20 years ago that Salesforce introduced the revolutionary idea to help companies use cloud-based applications for customer relations management. The applications would be run over.
The Pipeline
JANUARY 14, 2020
By Tibor Shanto. In a previous life, I used to be a cab driver; as a result, I still use a lot of driving references. People who work with me know I believe in leaving your product in the car, makes for a better conversation. And when you think about it, we are a car culture, and in addition to going from point A to point B, we do other things in the car.
The Sales Heretic
JANUARY 14, 2020
As a professional keynote speaker and trainer, I have a tremendous appreciation and respect for the power of words. The right words at the right time can solve problems, heal wounds, create connection, or move people to action. They are essential to your sales, business, and personal success. Whether you’re a salesperson, manager, or business [.].
Zoominfo
JANUARY 29, 2020
We’ve talked about cold calls time and time again on the ZoomInfo Blog. Do they work? How can you find more success with cold calling? And so on. But we’ve yet to discuss the next step after your cold call fails to get picked up. So without further ado, here’s Account Executive Dave Harris on […].
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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.
Understanding the Sales Force
JANUARY 16, 2020
There are comparisons of apples to oranges, red or green, black or white, stop and go, and the most relevant and current of all, liberals to conservatives. In today's article, I'll share a hot/cold comparison of my own, but this one is about sales candidates. Back on January 9, my article about why 3 good salespeople failed and 3 so-so candidates succeeded , used the results of a top/bottom analysis to identify the reasons why.
Membrain
JANUARY 29, 2020
“I like the sound of your solution, but I’ve already spent a lot of money with this vendor, so we’re going to keep trying to make it work.” “You seem to have built an impressive solution, but we really put a lot into our in-house solution, and even though it’s not working right now, we like it, so we’re going to keep building on it.”.
SBI Growth
JANUARY 22, 2020
Recessions are an economic reality. They are also difficult to predict. The question isn’t whether there will be another recession, it’s when the recession will hit. The truth is, nobody knows when the next recession will occur. You can listen.
John Barrows
JANUARY 21, 2020
This week we’re pleased to have an award winning sales rep on the podcast. You may remember back at Dreamforce, Chili Piper threw a competition judged by John Barrows and other sales leaders. The criteria to win was to tell the panel about a deal you closed against the odds, using teamwork and generating a great solution for the buyer a the same time.
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 Sales Heretic
JANUARY 21, 2020
It had been a rough night. It was supposed to have been a great night. It was the first class of a three-day aikido seminar featuring one of my favorite instructors. Unfortunately, his flight was severely delayed, which resulted in that evening’s class starting and finishing late. Which meant that we went to dinner late, [.].
Zoominfo
JANUARY 8, 2020
If you’ve been given the task of setting up your company’s sales and marketing database, you’re probably not overly excited … especially if it’s something you’ve got to build from scratch. How do you find prospects quickly? How do you verify the accuracy of the data? Is it really cheaper to build a database? All of these questions are probably making your head spin!
Understanding the Sales Force
JANUARY 9, 2020
You hired a great salesperson that didn't work out. You hired a so-so salesperson that did work out. You hired another great one that kicked ass, and another one that was so-so. That's the story of hiring salespeople. It's mostly hit or miss with an emphasis on miss. In this article I'm going to share an actual example that illustrates why this happens so frequently.
Nutshell
JANUARY 30, 2020
Although typically perceived as software for salespeople, CRMs are the secret sauce behind most successful marketing initiatives. A CRM is an integral piece of software for marketers and salespeople. Powerful and versatile, CRMs are used to manage every aspect of the sales pipeline , from signing up newsletter subscribers to nurturing longtime customers, and literally everything in between.
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.
SBI Growth
JANUARY 13, 2020
The 2019 fiscal year is in the rearview mirror, and 2020 has officially started. Strategic planning is finished, and plans to get off to a fast start in FY20 are in motion. For many CEOs, the strategy and approach used.
Shari Levitin
JANUARY 30, 2020
We’ve all heard it, “It’s not in our budget;” “The timing isn’t right;” “We’re looking at many different options;” “I’ll run it by the board;” “It’s not a priority right now;” “My brother’s in the business…” Sometimes customer excuses and objections seem endless. I know this first-hand.
Women Sales Pros
JANUARY 24, 2020
Guest post by Maria Tribble, VP, Enterprise Sales, PathFactory [Note from Lori Richardson: This is an important post and I’m so thrilled Maria wrote it to share originally on Linkedin and gave us permission to post and share through Women Sales Pros. If it resonates with you, please share it as well. ] Maria says: This has been my part of my internal narrative and experience as a woman, a mother, and a technology sales professional.
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