SBI Growth
MAY 16, 2018
Is cost reduction your company’s approach to value creation? If yes, this article does not address your strategy. This article is not about cost takeout, cutting your way to growth, or headcount reductions. If you have worked with a company seeking.
Hubspot Sales
MAY 15, 2018
Success in selling belongs to those who can balance the roles of analyst and storyteller. Doing so requires the ability to source, organize, and communicate data in a way that connects the salesperson’s solution to the buyer’s challenge. In short, salespeople must be master storytellers with data. But where to start? Here are three steps to improve your team’s ability to craft compelling sales narratives that differentiate your company’s solution and advance the sale.
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Close.io
MAY 14, 2018
Every smart sales rep knows you can’t go out and sell to just anyone. You have an ideal customer. And you’re going to have much higher levels of success if you target that exact person. So why don’t you do the same with your inbound sales? Too many startups and SMBs see a customer at their door with a fistful of cash and suddenly forget all the work they’ve put into defining their ideal customer.
Partners in Excellence
MAY 17, 2018
Recently, I participated in a discussion on “the buyers journey.” In some ways, I suppose I should have been happy that we were at least focused on the buyer, normally we obsess about our products/solutions and how we inflict them on our customers. We do need to be focused on our customers and what they are trying to achieve. But is the “buying journey” the right target of our attention?
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.
Zoominfo
MAY 13, 2018
It’s common knowledge that working in sales is hard. Yet—what most people don’t understand is the extent to which sales pressure can negatively impact an organization. Consider this: a recent survey ranked ‘sales account manager’ as one of the most stressful jobs in the US, with 73 percent of respondents rating the role as “highly stressful.” ( source ).
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
MAY 18, 2018
Author: Maura McCarthy, Vice President, Communication Solutions, ITA Group, Inc. In today’s experience economy, more and more consumers prioritize doing over having. That includes all generations, not just millennials, as recent surveys indicate nearly 75 percent of consumers prefer to increase spending on experiences rather than physical possessions.
MTD Sales Training
MAY 16, 2018
No matter how good your discussions have been with a prospect, there will come a time when you simply have to talk about lowering your prices. Even though you’ve built up your value, it still seems the prospect wants to shave a few pennies from your price in order to satisfy their innate desire to feel they have ‘made a deal’. Make it clear, though, to the prospect that you are going to trade rather than concede.
Zoominfo
MAY 17, 2018
Are your sales forecasts tied to reality? Is sales forecast accuracy more of a pipedream within your sales organization? Does the speed of your sales pipeline resemble molasses? If you answered yes to any of these questions, you’re not alone. In fact, less than half of all forecasted sales opportunities actually result in a sales win. Just under a third result in a competitive loss, and nearly a quarter result in the prospect deciding to do “nothing” ( source ).
Score More Sales
MAY 17, 2018
This time of year it is easy to get distracted from your goals in sales of working to create new sales opportunities and then moving them forward to closure.
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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.
Connect2Sell
MAY 16, 2018
I believe that sales managers have one of the hardest jobs anywhere. Not only is it one of the hardest jobs, but it's also a job that isn't as well supported as it should be. For example, sales manager training may not be offered at all or, when offered, usually focuses on sales and not management. And then there are the mixed messages about what, exactly, the job duties are -- selling?
MTD Sales Training
MAY 14, 2018
It’s an exciting time when you meet a client or prospect for the first time. It can also be nerve-jangling as you try to make a good impression, so your products or services virtually sell themselves. Opening the first meeting contains a whole load of interesting phenomena. You are trying to build rapport; you want to make that great first impression; you want to be better than the competition; you want to come across as friendly but also professional; you don’t want to slip up and make a fool o
Zoominfo
MAY 14, 2018
In marketing, it’s common knowledge that lead quality is generally more important than lead quantity. And yet, marketing lead qualification remains a sticking point for many organizations. In fact, 61% of B2B marketers send all leads directly to sales, but only 27% are sales qualified ( source ). This statistic highlights a huge discrepancy. As a marketer, how do you know if a lead is truly ready to buy?
SBI Growth
MAY 17, 2018
Every well-crafted Sales Operations roadmap I’ve seen begins and ends with Sales Financial Metrics. The best roadmaps not only communicate, “How much benefit?” but also, “When will this benefit occur?” If your roadmap can quickly answer both questions, you’ll gain.
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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
Understanding the Sales Force
MAY 14, 2018
A long time ago I realized that in the suburbs outside of Boston, new leaves reach full size each Spring on May 11. This year, with the cold April we endured, May 11 came and went and the leaves were delayed. That said, spring leaves on May 11 are exponentially more predictable than pipeline opportunities. Why might an opportunity not close when it was forecast to?
Mr. Inside Sales
MAY 12, 2018
Lately, I’ve received quite a few emails and phone calls from people asking me if I can help them find a phone sales job they can work anywhere in the world. I spoke with a woman last week who, apparently, has a lot of experience in inside sales, is used to working on a short-term contract basis, and wanted to know if I had any contacts with companies who could use her services.
Zoominfo
MAY 15, 2018
Hiring the perfect candidate is no easy task– especially in today’s hyper-competitive, fast-paced recruiting environment. Recruiters have a lot at stake every time they fill an open position because a bad hire can hurt a business in a number of ways. Consider these statistics ( source ): 80% of employee turnover is due to bad hiring decisions. 39% of businesses report a decrease in productivity due to a bad hire. 41% of businesses estimate the cost of a bad hire to be over $25,000.
SBI Growth
MAY 14, 2018
What is GDPR? The new regulation referred to is of course the EU General Data Protection Regulation (GDPR) which goes into effect next month on May 25, 2018. This is just the tip of the iceberg in data privacy regulations.
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.
Understanding the Sales Force
MAY 16, 2018
I don't know about you but for every benefit I get from LinkedIn, I get an equal amount of frustration. Some people, like me, have criteria for who they will invite and whose invitation they will accept on LinkedIn. How many times has this happened to you? Someone invites you to join their LinkedIn network or asks if they can join yours. You accept.
MTD Sales Training
MAY 14, 2018
Episode 17 – Prioritise Your Day In 10 Minutes, Having A Different Perspective, Confucius On Life Improvement. This podcast includes: How to prioritise your day in just 10 minutes. Seeing things from a different perspective. An insight on Confucius on life improvement. Take a look at this episode on [link]. The post Prioritise Your Day In 10 Minutes, Having A Different Perspective, Confucius On Life Improvement appeared first on MTD Sales Training.
Pointclear
MAY 14, 2018
Momentum in sales and sports is a strange phenomenon. Most ‘players’ don’t realize it exists until it slows, stutters and grinds to a halt. Then everyone gets excited, but they don’t seem to recognize momentum has a life of its own. They don’t appreciate that there are things that both enhance momentum and kill it. In this article we’re going to discuss momentum killers for salespeople and organizations.
SBI Growth
MAY 17, 2018
Joining us for today’s show is Greg Clark, the Chief Marketing Officer for Caliber Collision Centers. Greg’s audience consists of B2C consumers as well as B2B audiences. Greg has built the Caliber brand to embrace the customer through the entire.
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.
Hubspot Sales
MAY 18, 2018
Sales Goals. Monthly sales goals. Waterfall goals. Sequence goals. Activity goals. Incentivized goals. Goal progression. Stretch goals. Mentor goals. If your reps only have one goal -- meeting their quota -- they’re selling themselves short (literally). Hold your reps accountable to smaller weekly or monthly goals, and you’ll increase the likelihood they’ll meet their bigger number.
MTD Sales Training
MAY 13, 2018
Episode 16 – 5 Tips To Improve Your LinkedIn Account, Inquisitive Attitudes, A Quote From Sean McPheat. This podcast includes: 5 top tips to improve your LinkedIn account. How to have an inquisitive attitude. An inspire me quote from Sean McPheat. Take a look at this episode on [link]. The post 5 Tips To Improve Your LinkedIn Account, Inquisitive Attitudes, A Quote From Sean McPheat appeared first on MTD Sales Training.
John Barrows
MAY 16, 2018
Something I get asked a couple of times a week and usually has a lot of engagement when I share it on social, is the topic of voicemails. There is always a debate if leaving voicemails still makes sense in 2018. The answer, for a number of reasons, is yes. Why you should leave a voicemail. Look, I get it, no one calls anyone back anymore. Many people don’t even have desk phones at this point, so why should you even bother leaving voicemails?
SBI Growth
MAY 15, 2018
Our guest today is Steve Grimshaw, the Chief Executive Officer for Caliber Collision. Steve has built an incredible business through both organic and inorganic growth. He’s here today to demonstrate how a CEO orchestrates the right level of inorganic growth.
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?
Hubspot Sales
MAY 14, 2018
"Looking Forward to Hearing from You" Alternatives. “Could you return all proposal feedback by Friday?”. “Could you help me find the answer here?”. “I saw X and thought of you. What are your thoughts?”. “It would really help me out if you could reply by Wednesday.”. “If you’re too busy to handle this request, is there someone else I can reach out to?”.
SBI
MAY 17, 2018
In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview John Raguin , CMO of Seismic. Nancy: What are the top 3 ways your solution changes the game for a sales organization? John: Seismic is an enterprise-grade sales and marketing enablement solution.
Gong.io
MAY 18, 2018
A brilliant sales presentation has a lot going for it. Unfortunately, the “best” ideas floating around the Internet will likely land you dead in the water. Why? They are based on intuition, rather than actual data. If you’ve followed us at Gong.io, you know we publish data from analyzing sales conversations with our AI-powered platform to figure out what works (and what doesn’t) in sales.
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