Connect2Sell

APRIL 10, 2019

You’re successful as a seller. You’re planning for the future, and you’re eyeing that next-level job of sales manager.

Promotion 292

Promotion Sales Management Sales 292

Guru

APRIL 11, 2019

I wouldn’t advocate taking many lessons from the notoriously toxic characters of Mad Men , but there is one exception: pitching. Don Draper was a man who knew how to give a sales pitch; and while he and his clients were but fictional characters, there are five main practices that real-world sales reps can borrow from the show to hone their own pitching habits.

Conversion 55

Conversion Sales How To Sales Enablement 55

Jill Konrath

APRIL 7, 2019

The first time I heard the call-in radio interview with the "deer crossing lady," I couldn't believe it. Tears of laughter were streaming down my face. The more she talked, the worse (or perhaps better) it got.

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Closing 264

John Barrows

APRIL 10, 2019

For many of us, April marks the start of a new quarter, fresh targets and quota and new opportunities to focus on. Sometimes you hit your quarterly number with weeks to spare, other times you’re pushing in any deal you can to Make It Happen by the end of that third month. I received this email last week (looks like the end of someone’s Q1), which is a great example of sales done wrong, in my opinion.

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Closing Licensing Discount Account 161

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 Cycle

No More Cold Calling

APRIL 11, 2019

Has management ever told you to take a break? Our pace is too frenetic. We take shortcuts when we know we shouldn’t. We’re conflicted whether to stay in a job we don’t like or jump ship. We want to spend more time with our families, to exercise more, to be happy … really happy. All of that’s tough to achieve today, especially if our managers are constantly pushing us to do more, to work later, and to be available around the clock.

Cold Calling 328

Cold Calling Exercises Study Research 328

SBI Growth

APRIL 11, 2019

Your job description probably reads something like “generate revenue by increasing sales through successful marketing for the entire organization, using market research, pricing, product marketing, communications, advertising and public relations.” Yet, there’s inherently a level of gray enabling the marketing.

Advertising 258

Advertising Advertising Revenue Relationals 258

Sales and Marketing Management

APRIL 12, 2019

Author: Paul Nolan Anger has its benefits, writer Charles Duhigg states in a recent Atlantic cover story on the topic. “We’re more likely to perceive people who express anger as competent, powerful and the kinds of leaders who will overcome challenges. Anger motivates us to undertake difficult tasks. We’re often more creative when we’re angry, because our outrage helps us see solutions we’ve overlooked,” he writes.

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Face-to-face Journal Study Construction 240

The Pipeline

APRIL 9, 2019

By Tibor Shanto. The first week of Q2 is always welcome, spring is in the air, and the commissions are beginning to mount. While it is tempting to take a breath after a Q1 that was a blur in its speed and results, it is the last thing you should be thinking. This is the best time to revisit core skills, especially prospecting. The next few posts I will be sharing five simple things you can do today and every day to ensure that you are optimizing your time, prospecting, and your overall sales r

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Prospecting Commission Video Sales 226

MTD Sales Training

APRIL 9, 2019

What exactly is ‘active listening’ and why can it be so difficult at times? As the term suggests, active listening skills can be developed, as it is a skill. Like any skill, it can improve with practice. But we have to see the benefits of active listening in order for us to take it seriously. Active listening can be defined as ‘the concept of listening that keeps you engaged in a conversation in a positive way’.

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Exercises Benefit Intent Positioning 224

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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

SBI Growth

APRIL 12, 2019

Scott Tapp, former CEO of Software Brands, joins us to discuss the evolution from being head of sales to becoming a CEO. The former sales leader turned CEO gives valuable insights that he has learned along his journey, and how.

Software 238

Software Software Sales Revenue 238

The Sales Heretic

APRIL 9, 2019

Whether you’re a salesperson, leader, or business owner, you have a lot of people you need to take care of: customers, support staff, family, and more. But there’s one person who needs your time and attention more than any other. YOU. Because if you don’t take good enough care of yourself, you can’t take care [.].

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Customer Sales 212

DiscoverOrg Sales

APRIL 11, 2019

Spring break means vacation – and vacation means plenty of down time to catch up on reading! So order the margarita, stroll down to the beach, and grab a book for a little beach reading. What will it be? We assume you have an old copy of How to Win Friends and Influence People in your bookcase, and certainly Dale Carnegie’s book is a must-read for anyone in customer-facing roles.

Hiring 210

Hiring Outbound Top of Funnel Cold Calling 210

Sales and Marketing Management

APRIL 10, 2019

Author: Linda Deeken Much can be learned from the successes and missteps of companies large and small across the marketplace. My partner, Eddie Yoon, and I have begun to unlock the emerging theme for 2019 around subscription models and their potential for the marketplace at large. As Eddie has discussed in several videos recently, subscription models are clearly not a one-size-fits-all phenomenon.

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Benefit Loyalty Segment Consumer 191

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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

Data

SBI Growth

APRIL 9, 2019

Value of the GTO. Every great team has a leader on the court that directs their teammates and acts as an extension of the coach. Think of a great point guard holding up 3 fingers to signal the play that.

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Company ACT Coaching Revenue 191

Zoominfo

APRIL 10, 2019

As a recruiter, it may seem unnatural to think of yourself as a sales rep; after all, you work with people, not products. But, like consumers, candidates aren’t always immediately interested in what you have to offer. As all good recruiters know, there’s a certain amount of selling that must take place to secure a quality candidate. In fact, research has shown recruiters with superior sales skills are consistently top performers in their field.

B2B 185

B2B Hiring Salary Scale 185

Anthony Cole Training

APRIL 10, 2019

There are a certain number of rules that must be followed when it comes to prospecting in sales.

Prospecting 173

Prospecting Cold Calling Opportunity Referrals 173

Sales and Marketing Management

APRIL 7, 2019

Author: David Sill In August 2017, the DiscoverOrg sales team was working at top speed, well aware that Q4 was right around the corner, when our CEO announced the acquisition of a formidable competitor, RainKing. A sort of panic set in: this meant merging two sales teams that had been accustomed to going head to head. This situation presented a challenge precisely because each team was so effective – and not surprisingly, so competitive.

Hiring 176

Hiring Pivotal Scale Journal 176

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.

Retail

Grant Cardone

APRIL 11, 2019

I want to help you make your IDEAL life happen. I’m talking about making your dreams come true, I’m talking about getting you motivated enough to hit even your biggest, wildest goals. And it starts with you understanding a principle from a film that was released nearly 20 years ago. Do you remember the movie Fight Club? There’s a scene with the main character, Tyler Durden, and a convenience store owner.

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Film ACT Study Motivation 117

Zoominfo

APRIL 11, 2019

Every sales manager wants their team to be successful– but sometimes, that’s easier said than done. Sales reps face a number of obstacles that can keep them from their goals and it’s your job as their manager to help them overcome these challenges. To put it simply, sales reps are only as effective as their managers enable them to be. Today’s post breaks down five ways you can support your sales team to become more productive.

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Sales Qualified Lead Penetration Face-to-face Quota 100

Women Sales Pros

APRIL 12, 2019

The 48-Hour Rule Did you know that your prospects and customers are evaluating you (and your organization) with every interaction? They’re asking themselves the following questions: Is this person (organization) reliable? Will this person handle my needs in a timely manner? Can I trust this person to follow-up on their promises? Will this person’s sense of urgency match my timeframes?

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Webinar Metrics Follow-up Account Channels 114

Alice Heiman

APRIL 12, 2019

How do you get better performance from your sales team? . Pause, Reflect, Refine, Advance . Better Performance. I hear the same thing from sales leaders over and over. “ I want my team to perform better. ” . You want them to hit their quotas and even exceed them. But they aren’t. . So why aren’t they hitting their goals? The reasons may be different for each salesperson, but the bigger problem is they don’t know why and you may not either. .

How To 113

How To Quota Research LinkedIn 113

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.

Cold Calling

SalesProInsider

APRIL 10, 2019

Ready to grow your business? Who isn’t? The problem is that it can be frustrating, confusing, and hard! So, let’s simplify it. Generate more leads and then convert them. Of course, doing this isn’t easy. Lead gen and lead conversion both need effort, time, confidence, resources, and skill. While my focus is on equipping people to increase their conversion rates with collaborative conversations that sell*, that doesn’t matter if you don’t have enough leads or prospects to convert.

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Lead Gen Top of Funnel Lead Rank Lead Scoring 113

Zoominfo

APRIL 9, 2019

Since its inception in 2005, YouTube has become more than just the most popular video-sharing platform– it’s one of the most popular websites on the internet, period. Consider these statistics ( source ): Over a billion hours of video content is watched on YouTube every day. YouTube is the third most visited site in the world after Google and Facebook. 400 hours of video are uploaded to YouTube every minute. 6 out of 10 people prefer online video platforms like YouTube to live television.

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B2B Marketing Lead Rank Lead Scoring 100

Hubspot Sales

APRIL 9, 2019

Formal Email. A formal email is used when conducting business with a new associate or executive, sending a professional inquiry, or corresponding about a job. Best practices include using a formal greeting like, " Dear [Name], " closing with, " Sincerely, " and keeping the subject line short and descriptive. You know you’re writing a formal email if … you have to pause and wonder, "Is this too casual?

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Hubspot Follow-up Guarantee Proposal 110

Membrain

APRIL 10, 2019

Sales employee turnover has reached crisis proportions and threatens to get worse before it gets better. According to Forbes , employee turnover in sales averages above 20%, and rises to 34% or higher if you include both voluntary and involuntary turnover.

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Sales Talent Sales Sales Enablement Sales Management 110

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?

Marketing

RAIN Group

APRIL 10, 2019

Buyer and seller negotiations are a fun dance. While these negotiations are usually partner-focused (win-win), buyers often use standoffish tactics to gain an advantage in the negotiation at the seller's expense. Even if you—as the seller—have a win-win mindset and approach, you need to know how to maneuver the situation when buyers throw you curveballs.

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Negotiation Buyer How To Sales 110

Sales Hacker

APRIL 8, 2019

In sales, culture is everything—and right now, it’s every where too. Sales culture has become one of the buzziest buzzwords out there, with think pieces popping up left and right about why culture matters. Don’t get us wrong: it does matter. In a survey from Deloitte , 94% of executives and 88% of employees said they believe a distinct workplace culture is important to business success.

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Top of Funnel Incentives Incentive Hiring 106

Babette Ten Haken

APRIL 8, 2019

Ah, the life of left brain thinkers is complex and frustrating. These professionals, including STEM professionals (Science-Technology-Engineer-Mathematics), often are the smartest people in the room. Hands down. They also are the hardest-to-understand people in the room. That is why business decision makers turn off and tune out presentations and communications from the left brain thinkers in your organization.

Decision Maker 101

Decision Maker SME Ideal Customer Profile Engineering 101