Understanding the Sales Force

FEBRUARY 7, 2017

Image Copyright honglouwawa. By now, surely everyone has written their Super Bowl articles, drawing inspiration from the game, the comeback and the records to make their points. In my business, it's rare when someone isn't an optimist but I'm a realist and the realist in me kept saying how improbable it would be - even for Tom Brady and the Patriots - to come from that far behind and tie it - never mind win it - against a team as powerful as the Falcons.

Comparison 249

Comparison Course Consultative Selling Sales Forecasts 249

No More Cold Calling

FEBRUARY 9, 2017

Your team might be too connected to focus on sales. Sales has always required a fair amount of multi-tasking. Between lead generation , prospecting, and caring for current clients, we have a lot of balls in the air, which can make it hard to focus. It’s even harder in the digital world. Distractions come at us at warp speed in this multi-screen, technology-driven world—and they can sap our sales productivity before we even realize it.

SAP 230

SAP Referrals Lead Generation Social Media 230

Steven Rosen

FEBRUARY 5, 2017

Free Sales Management Training Webinar. All sales managers find coaching difficult salespeople challenging. In this webinar, there will 5 case studies of difficult salespeople. The master class will be interactive with participants’ feedback and possible coaching solutions. Join me on Feb. 9 th @10:00 PST/1:00 EST . For Sales Management Case Studies: Coaching Difficult Salespeople.

Coaching 271

Coaching Case Study Hiring Webinar Metrics 271

The Pipeline

FEBRUARY 9, 2017

By Tibor Shanto – tibor.shanto@sellbetter.ca . We here in Canada have not been spared the phenomenon of fake news, although we are still working on making it the art form it is elsewhere. Sure, you’re all thinking about the fallout from the election in the former colonies to the south, but I am speaking even closer to home, specifically the fake news making the rounds in sales circles.

Leads 205

Leads Marketing Qualified Lead Cold Calling Social Selling 205

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

SBI Growth

FEBRUARY 10, 2017

The ratio of Customer Acquisition Cost (CAC) to Customer Lifetime Value (CLTV) is the clearest indicator of how your go-to-market investment is creating shareholder returns. Companies with high CLTV:CAC ratios enjoy a robust sales and marketing ROI. Low-ratio companies spend.

ROI 179

ROI Customer Sales Marketing 179

Score More Sales

FEBRUARY 10, 2017

There is a lot to keep track of, plan around, organize, decide on, and execute in sales. When you work in a reactionary way, without a plan, things get forgotten.

Sales 165

Sales B2B Strategy 165

The Pipeline

FEBRUARY 6, 2017

By Tibor Shanto – tibor.shanto@sellbetter.ca . I recently had a conversation with a VP of sales who asked me what I thought of social selling. Not sure where he stood on the topic, I shared my view that for me selling is selling, I don’t have the need like many marketers, to categorize or qualify things. As a longtime proponent of the movement to unhyphenate sales, I have felt that tagging a label on sales, be that Solution Selling, Consultative Selling, Sales 2.0 or Social selling, were jus

Revenue 187

Revenue Social Selling Sales Qualified Lead Social Media 187

SBI Growth

FEBRUARY 7, 2017

Today’s show will demonstrate how to cover the market completely with both direct and indirect sales channels. To follow along, download our 10th annual workbook, How to Make Your Number in 2017. Flip to the sales strategy section of the PDF and review the.

Channels 168

Channels Workbooks Marketing Strategy 168

Sales and Marketing Management

FEBRUARY 5, 2017

Issue Date: 2017-02-06. Author: Matt Stanton. Teaser: Time management is a required skill for inside sales reps. Managers should look for good time management skills when hiring new reps, and they need to be aware of lagging sales productivity or bad habits. Spotting these trends early gives managers the chance to provide coaching and training before revenue goals are at risk.

Inside Sales 189

Inside Sales Hiring Trends Coaching 189

Advertisement

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

The Sales Heretic

FEBRUARY 7, 2017

Everyone sends Christmas cards. Their impact is minimal, because we all receive so many of them that none stand out. Instead, try sending your prospects and customers Valentine’s Day cards. Not the big, fancy, expensive ones. I’m talking about the little ones with cartoon characters on them that come 30 or so to a pack. [.].

Prospecting 159

Prospecting Customer Marketing Sales 159

The Sales Hunter

FEBRUARY 7, 2017

The Internet is buzzing with hype about how cold calling is dead. In the last few weeks, I’ve seen multiple studies, surveys, polls, etc., about how cold calling is a technique that is dead. I’m going on a serious rant about this subject. Stick with me on this issue and then hey, go ahead and […].

Cold Calling 151

Cold Calling Survey Study Sales 151

SBI Growth

FEBRUARY 5, 2017

Today’s show will demonstrate how to identify an “A” Player profile for an account manager. If you are relying on the heroic efforts of a few, eventually, it will catch up to you and you will miss your number. To.

Hiring 156

Hiring Account How To Video 156

DiscoverOrg Sales

FEBRUARY 9, 2017

Jumpstart Account-Based Everything & Identify Target Prospects That Look Just Like Your Best Customers. The Foundation of Account-Based Everything: Identifying Target Accounts. The first step in an effective account-based strategy is target account selection. But, to get it right, sales & marketing professionals must first understand the profile of their best and most valuable customers, develop an ideal customer profile (ICP), and use it as a pattern for identifying target prospects.

Ideal Customer Profile 139

Ideal Customer Profile Account Based Marketing Demand Generation Targets Segment 139

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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

Anthony Cole Training

FEBRUARY 10, 2017

When a new president of a company takes over a company or when a new sales manager takes over a sales team, you can imagine what happens, right? There were already people there as a result of the previous administration(s). Those people, inherited by the new leader, chose to stay based on the previous leadership and characteristics of that leadership. ( HBR book on leadership ).

Sales 134

Sales Sales Management Company Coaching 134

The Sales Hunter

FEBRUARY 7, 2017

The argument I hear is, “I don’t have time to prospect due to everything else I have going on.” Yes, I’ve even been guilty of saying it too. The argument is by the time you take care of all the existing customers, there’s no time left to do any prospecting. Let me be blunt. Thinking […].

Prospecting 149

Prospecting Customer Selling Skills Sales 149

SBI Growth

FEBRUARY 7, 2017

It’s a bet-your-business decision. The right sales leader blazes the trail to skyrocketing success. The wrong one crashes and burns. Both may have a brilliant pedigree. Question is, what type of executive is best equipped to deliver on the objectives.

Objections 150

Objections Sales Strategy 150

Pointclear

FEBRUARY 8, 2017

Qualified leads can be generated any number of ways: phone calls email, webinars, direct mail and even marketing automation if done well. It's not, however, the quantity of leads that counts. It’s the quality of the leads. Lured by the promise of easy money — "sales-ready" leads pouring in — many well intentioned b2b marketers have jumped on the "inbound marketing" bandwagon with both feet.

Inbound 126

Inbound Pipeline Direct Mail Cost per Lead 126

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

Mr. Inside Sales

FEBRUARY 6, 2017

Can you become a top sales producer? We all know who the top sales producers are. Every company has them. If you look at all the producers in your company, I’m sure they are ranked in production from top to bottom. If your company is like most, there are probably even monthly or quarterly bonuses for the top revenue earners. Sales reps often ask me if I think they have what it takes to become a top sales producer, and I always answer that question with another question.

Exercises 122

Exercises Conference Engineering Software 122

The Sales Hunter

FEBRUARY 5, 2017

Last week we talked about your mastermind group of peers, but today I want you thinking of the five superstars whose success inspires you! You can build great sales motivation by learning from the five superstars. Make it a goal to even meet these people someday! Check out the video to see what I mean: […].

Motivation 168

Motivation Video Groups Meeting 168

SBI Growth

FEBRUARY 4, 2017

Nothing short of an all-star lineup can execute on your corporate strategy. If you field an average executive team, you are likely to miss your revenue growth objective. For a comprehensive set of considerations to help define your corporate talent strategy, download.

Objections 146

Objections Strategy Revenue 146

DiscoverOrg Sales

FEBRUARY 10, 2017

This piece was originally posted February 6th, 2017 on Smart Selling Tool’s blog and written by its founder Nancy Nardin. Smart Selling Tools, Inc., is an analyst and consulting firm that specializes in sales productivity and sales performance improvement through the use of smart sales tools. Smart Selling Tools was also a co-sponsor of DiscoverOrg’s 2017 Growth Drivers Report.

Revenue 120

Revenue Survey Report Tools 120

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

MTD Sales Training

FEBRUARY 9, 2017

Did you know that every buying decision is an emotional one? People buy something from you because they either want it or desire it. Wants and desires are emotional triggers and are much different to a persons needs. Let me ask you a couple of questions : How many times in the past have you needed something but never actually purchased it? Likewise, how many times have you purchased something (i.e a want) but you didn’t actually need it?

Prospecting 120

Prospecting Transportation How To Course 120

The Sales Hunter

FEBRUARY 10, 2017

Is the leadership you practice impactful enough to make a difference on others? I see people passing themselves off as a “leader” when in reality they’re leading nobody, not even themselves. Oh they have people on their organizational chart they’re supposed to be leading, but when it comes down to it, they’re not. “Leadership is […].

Leads 135

Leads Marketing Qualified Lead Sales Selling Skills 135

SBI Growth

FEBRUARY 9, 2017

Today’s show will demonstrate how to earn brand preference by satisfying the information needs of your target customers and prospects. To follow along, download our 10th annual workbook, How to Make Your Number in 2017. Flip to the marketing strategy section of the.

Workbooks 131

Workbooks Prospecting Strategy Marketing 131

Anthony Cole Training

FEBRUARY 8, 2017

Super Bowl LI was something special to watch - unless you are a Falcons fan and then it was a disaster. You could see it happen right before your eyes. The Patriots struggled in the first quarter while the Falcons had complete control of every aspect of the game. And then… it happened.

Sales Goal 120

Sales Goal Sales Management Sales Coaching 120

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

MTD Sales Training

FEBRUARY 6, 2017

Most salespeople are set sales targets. These are usually expressed in terms of turnover, market share, profitability, number of new accounts and renewal of existing contracts and so on. The problem with being in sales is that everything we do is measured and if we are underperforming we are vulnerable. It’s not our sales manager’s fault. He or she is also measured on results and are equally vulnerable if the results of the team aren’t good.

Cold Calling 120

Cold Calling Fashion Referrals Negotiation 120

Increase Sales

FEBRUARY 10, 2017

Salespeople invest a lot of time lighting up sales prospects and yet it appears many are hiding those sales leads. We know this to be true given how few times on average salespeople follow-up with new sales leads. Sales Fact: 44% of salespeople give up after one follow-up (Source: Scripted). Does it make sense to do all that work especially if you are a SMB owner in a firm of fewer than 20 employees or a salesperson employed in a similar SMB?

Top of Funnel 111

Top of Funnel Prospecting Salary Funnel 111

SBI Growth

FEBRUARY 8, 2017

Today’s article is focused on how to execute account-based marketing. This involves replacing leads with opportunities for the sales team through ABM. To follow along, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the marketing strategy.

Account Based Marketing 131

Account Based Marketing Account Workbooks Marketing 131