Membrain
JULY 24, 2019
“Cooperation is not good enough,” says Tim Ohai, Global Lead, Sales Process & Methodology at Workday. In this guest post on Keenan’s blog, he makes a case for sales professionals to avoid cooperation and claims it’s killing your sales effectiveness.
Jill Konrath
JULY 22, 2019
How can you tell if you have a weak value proposition? One telltale sign is that virtually no one responds to your emails or gets back to you on the phone.
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The Pipeline
JULY 23, 2019
By Tibor Shanto. It is not uncommon for people to use movies to make a point; those of us in the trade can all point to sales lessons learned at the movies. There are a lot of films that people like to point to as a means of highlighting a critical element of selling. While lists may vary, Dude, Where’s My Car? is probably not on many. But it is on mine, for one pivotal scene that all salespeople can learn from and adapt in some ways.
No More Cold Calling
JULY 25, 2019
Do you really need more people in your business network? Well, yes and no. I’m sure you have people in your business network you never talk to. I do. And while I want to remain connected with them, how I stay in touch depends on the value we provide each other. You receive my weekly emails and a recap at the end of every month. But I don’t really know you unless you reach out to me—which I encourage you to do.
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
JULY 21, 2019
Author: Lauren Boutwell As the field of sales enablement has evolved and matured, so, too, have its supporting technologies. Accordingly, video coaching has become a popular tool for driving readiness in sales organizations of all sizes and across industries. The benefits of video – in terms of bringing learning to life – are well-known. If a picture is worth a thousand words, then a minute of video, Forrester has postulated, is worth 1.8 million words.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
JULY 25, 2019
By Tibor Shanto. Are you one of these reps who likes jumping ahead of objections, or just likes to jump in all over? [link]. The post Stop Jumping Ahead Of Objections appeared first on TiborShanto.com.
SBI Growth
JULY 25, 2019
Ten. Nine. Eight. Seven. Six. Five. Four. Three. Two. One. The all-too-familiar sound of the champagne popping signals the beginning of a new year. It’s Wednesday, January 1, 2020. You have twenty-four hours left of vacation. Twenty-four hours left until you.
Score More Sales
JULY 26, 2019
Today, like yesterday, has been professional development for me, and it made me wonder about how you and your sales team go about learning and gaining new perspectives.
Connect2Sell
JULY 24, 2019
Asking sellers to describe the sales culture where they work is like asking a fish to describe water. The fish isn’t even aware of his environment because he is swimming in it and is completely oblivious to its presence or its importance, for that matter. Human beings are the same way about workplace culture. They are ‘swimming in it’ and are therefore oblivious its presence and really do have a tough time describing it.
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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.
Zoominfo
JULY 24, 2019
Millions of companies crowd the B2B universe, vying for the same share of business. As new companies join the space, existing companies will find it increasingly difficult to generate new leads. As bleak as this sounds for marketers, we remain hopeful. We’ll go out on a limb and say that, as a marketing practice, lead generation will never go extinct.
SBI Growth
JULY 22, 2019
Market-leading companies develop and execute on strategies that are aligned to their customers expressed and unexpressed needs. This is often captured in a Customer Journey Map. While this tool is frequently used to prioritize operational improvement efforts, to deliver on.
MTD Sales Training
JULY 23, 2019
LinkedIn is rapidly approaching 600 million users. With that kind of exposure, sales consultants are missing out big time if they aren’t using the medium effectively. InsideSales.com shows that 80% of B2B leads come from LinkedIn vs. 13% on Twitter & 7% on Facebook. It’s a simple no-brainer. Demandwave.com states in one of its research papers that, of a group of B2B marketers surveyed, 59% were able to confidently say LinkedIn is generating leads for them.
The Sales Hunter
JULY 25, 2019
Your customer does not want to buy anything, but they want you to give them solutions. The biggest challenge for you is not knowing the solution that your customer is looking for. Often, the customer doesn’t know the answer either. The customer may think they know what they want, but because it’s the only thing they know. Your job is to them get to the next level.
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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
Anthony Cole Training
JULY 26, 2019
Selling is a 'slight edge business' that is driven by one more phone call, one more prospecting effort, one more cold email outreach, one more social media push, and one more effort to build a new relationship and land a new client.
Zoominfo
JULY 25, 2019
Artificial Intelligence, or AI, has become an increasingly hot topic in the marketing world. The reason? AI technology can automate tasks, simplify complex processes, and organize complicated datasets just as a real marketing professional would — only faster and more accurately. In the early days of artificial intelligence, this idea of automation seemed threatening to the human workforce.
Nutshell
JULY 24, 2019
When you can’t figure out why your sales have surged in one month and plummeted in another, it’s easy to shrug your shoulders and mark it up to “seasonality.”. Seasonality refers to fluctuations in your sales revenue that are caused by external factors and occur on a predictable schedule around the same time(s) every year. To be fair, you can’t really control seasonal shifts in consumer behavior, especially when those shifts are permanently tied to the holiday schedule or growing seasons.
Grant Cardone
JULY 25, 2019
Your entire life is determined by 3 simple things. To be exact, it’s 3 decisions you must make: What will you do? Whom will you do it with? Where will you do it? Think about it. Your entire life boils down to 3 questions. #1 What are you going to do in life? This involves career choice, how you plan to make money, and what kind of service you bring to the world. #2 Whom will you do your life with?
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.
SBI
JULY 23, 2019
Transforming Sales: Why Sales Organizations Will Have to Consider Their Data Strategy. In this series, we ask SalesTech Executives to describe how their solution can transform sales in a significant way. This week I interview Henry Schuck , CEO of DiscoverOrg & Zoominfo. NANCY: WHAT ARE THE TOP AREAS OF FOCUS IN THE NEXT 12-24 MONTHS FOR ORGANIZATIONS THAT WANT TO TRANSFORM THEIR SALES ORGANIZATIONS?
The Center for Sales Strategy
JULY 24, 2019
Not long ago, I spoke with two leaders from a top-notch company enrolled in our Up Your Culture program. The purpose of our conversation was to help them find ways to create a strong sense of unification employee engagement across their multiple markets. They know that companies with highly-engaged employees are 17% more productive and 31% more profitable, and they recognize that those with strong levels of engagement enjoy 26% greater annual increases in revenue and 233% higher customer loyalty
Nutshell
JULY 23, 2019
Tracking your contacts and conversations aren’t the only tasks a CRM is good for. If you choose the right one, it can save you a ton of time on analyzing your sales numbers and creating your financial forecasts for the future. A study by IBM found that being able to consolidate sales data was one of the top four most important features that businesses wanted out of a CRM.
Anthony Cole Training
JULY 23, 2019
We've all been there before.I know that I have.
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.
Anthony Iannarino
JULY 22, 2019
The word “ secret ” suggests that there is knowledge available to others that is somehow unavailable to you. There are no secrets when it comes to productivity. Instead, there are principles and disciplines not widely taught or consistently followed. The principles are available to those who would choose to study them, and the disciplines are kept by those who are willing to change their behavior.
Partners in Excellence
JULY 23, 2019
I had asked a coaching client to put together a 90 day plan, outlining his goals over the next 30-60-90 days. The plan was very thoughtful. He outlined a lot of important activities. As we spoke, I said, “I asked for your goals, but you identified activities. How do you know those activities help you achieve your goals, how do you know if you’ve achieved your goals?
Women Sales Pros
JULY 25, 2019
I was able to contribute to the recent Sales Hacker post Top Communities for Women in Sales and Revenue written by Sales Hacker founder Max Altshuler. Max is a strong ally in the B2B sales world for diversity and inclusion. From the very first events that Sales Hacker put on six years ago, Max was asking for names of strong women keynoters and diverse speakers to change the face of the existing sales conference world which was full of all-male lineups on main stages everywhere.
Sell Courses Online
JULY 25, 2019
The post Squarespace Membership Site: Why You Shouldn’t Use It? (Plus 3 Alternatives) appeared first on Sell Courses Online. Squarespace is one of the most popular website builders in the market and is used by thousands of creators to build their online presence. Naturally, a lot of people who use the platform (or are interested in using it) for their website want to know whether they can also use it to host their memberships/online courses … Squarespace Membership Site: Why You Shouldn’t
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?
Anthony Iannarino
JULY 24, 2019
It’s fashionable to suggest that sales and marketing are merging. There is a line of thinking about how salespeople should use content to communicate with their clients and prospective clients that conflates these two functions into one, ignoring the different very different outcomes each delivers. The truth is that sales and marketing are not merging, nor should they.
Membrain
JULY 21, 2019
Up until the other day, any possible connection between window washing and complex B2B sales would have never entered my mind. That is, not until we were getting our windows cleaned. (When you live in NYC, you definitely don’t want to do this yourself.).
Force Management
JULY 24, 2019
One of the keys to a successful sales kickoff is to execute it in a way that aligns with your organization's overall business strategy. From there, your SKO agenda should be prioritized by the objectives and the outcomes you want the event to drive as it relates to that strategy.
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