Zoominfo
JUNE 9, 2019
When it comes to B2B sales calls, the primary goal of the sales rep is to extract valuable information from the other person on the line. If you’re a seasoned sales professional, you already know the best way to get information is to ask smart questions. But this is often easier said than done. Good questions and the answers they produce can make a huge difference in your ability to close deals faster.
Drift
JUNE 13, 2019
I strongly believe that you can’t be your best self at work if you completely ignore your personal life. Which is why, as a sales manager, I encourage my team (and make it a priority for myself) to spend some time outside the office. But in order to do that, we have to build repeatable practices and processes. This way, we all know what we need to do every day and week to hit our goals.
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Highspot
JUNE 13, 2019
The phrase “if you’re not early, you’re late” is one of the most familiar pieces of advice passed down from generation to generation and mentor to mentee. So much so that the phrase has over 1.4 billion search results on Google — which is understandable when you consider how often the advice is applicable. From job interviews to product differentiation, it’s always beneficial to stay ahead of the competition.
No More Cold Calling
JUNE 13, 2019
Do you really need to sleep with your phone? Call or text me anytime. You won’t disturb me. My phone and smartwatch are turned off when I’m sleeping. They’re nowhere near me. They’re in the kitchen charging. There’s nothing so urgent in my business that my sleep needs to be disturbed. We still have a landline, just in case our kids or grandkids need to reach us.
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.
The Pipeline
JUNE 11, 2019
By Tibor Shanto. There is a line in the original animated Aladdin when Jafar states, “You’ll be surprised what you can live through.” Something that can also be used to describe sales and prospecting. For two reason, first is that change always comes outside our comfort zone. Making any growth or development we achieve, as something to have “lived through,” nowhere more so than in prospecting.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Jill Konrath
JUNE 13, 2019
Today’s overwhelmed buyers don't care about what you're selling. They only care about what it does for them. That's why value propositions are so important today.
No More Cold Calling
JUNE 9, 2019
Have you forgotten that selling is social? “Turn off your computer. You’re actually going to have to turn off your phone and discover all that is human around. Vintage telephone on old table sepia photo. us.” That’s what Eric Schmidt, then chairman and CEO of Google, told the graduating class of the University of Pennsylvania in May 2009. Ten years later, his advice is even more relevant than it was back then—for college graduates starting their careers, and for salespeople looking to get B2B le
The Pipeline
JUNE 13, 2019
By Tibor Shanto. Too many salespeople confuse objections with rejection. Let’s be clear, rejection hurts and can kill. But for sales pros, objections are not fatal. [link]. The post Objections Are Not Fatal appeared first on TiborShanto.com.
The Sales Heretic
JUNE 12, 2019
It has been said by many leadership experts that a great leader is a servant. A true leader isn’t ruled by their greed or their ego, but by their desire to help others. I would argue that not only is this true, but that it also describes great salespeople, professionals, and business owners. Contrary to [.].
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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.
SBI Growth
JUNE 11, 2019
The CMOs and senior marketing leaders we work with have been navigating a dramatic shift in how the C-suite understands marketing’s contribution to revenue. By and large, the changing perspectives of fellow executives about how to partner with the marketing.
Sales and Marketing Management
JUNE 12, 2019
Author: Marc Demetriou Many people, including sales and marketing folks, tend to overthink things. Haralambos “Charlie” Pistis, the archetypical self-made man and my grandfather, fortunately was not one of them. He traveled as an immigrant from Cyprus to the U.S. at age 16 to make a new life for himself, and retired at 60 a millionaire. The secret to his success was not that complicated, as you’ll see below.
Understanding the Sales Force
JUNE 14, 2019
Most salespeople don't take first impressions seriously enough. If they did, their first impressions would be much more favorable.
Zoominfo
JUNE 12, 2019
In a recent post, we explored the qualities that made someone an influencer. We also introduced you to some of our favorite B2B marketing influencers —including the socially-savvy Ann Handley, Joe Chernov, and Joe Pullizi, just to name a few. However, the B2B marketing world isn’t the only industry boasting some big names in the social sphere. The B2B sales arena has a few social celebs of its own.
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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
The Sales Hunter
JUNE 14, 2019
1. What level of risk are you willing to take? 2. What are you doing to nurture your network? 3. What are your 25-year goals? It’s amazing what you can achieve when you address those three questions. It is easy to rationalize why you’re not successful and make that why it’s ok to accept being average as good enough. Average is what other people do, but it’s not what you do.
Anthony Cole Training
JUNE 10, 2019
In this article, we discuss the theory that a prospect might want what you are selling, if you (as the salesperson) are willing to walk away from the table first. It may sound counterintuitive but one of the keys for more effective selling is going for the ‘no’ early in the sales process.
SBI Growth
JUNE 12, 2019
B2B companies no longer have the luxury of a purely functional User Experience Design, narrowly focused on the product needs of a specific industry or department. The consumers, and more importantly buyers of professional services and software are bringing their.
Connect2Sell
JUNE 12, 2019
Any organization that hopes to boost sales effectiveness will start by shoring up sales management effectiveness. No matter how strong the sales team is, they will become hamstrung by an ineffective sales manager.
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.
The Sales Hunter
JUNE 11, 2019
This question drives me nuts! Frankly, it’s sad that people even think about asking it. Unfortunately, it is true and I see too many salespeople lying time and time again to other salespeople. The concept of social media being the fastest way to grow your business is one of the many lies out there. I just had a phone call with a salesperson for a small business.
Sales and Marketing Management
JUNE 14, 2019
Author: Staff When it comes to putting heads in beds for conventions, corporate meetings or incentive travel trips, few destinations can match Las Vegas. Getting attendees around the city via affordable and easy-to-use public transportation is another matter. That may be changing. The board of directors for the Las Vegas Convention and Visitors Authority (LVCVA) recently approved a plan to work with Elon Musk’s Boring Company to design, construct and operate a people mover that serves the city’s
Mr. Inside Sales
JUNE 9, 2019
Last week I was contacted by the American Association of Inside Sales Professionals and asked if I would share my best practices for dealing with the gatekeeper. Sure! I said. In under 10 minutes they recorded a slide presentation, and I want to share that with all of you. Do pass this on to others in your company who also may have problems navigating past the gatekeeper.
Anthony Cole Training
JUNE 13, 2019
The most successful salespeople are always challenging and adapting their personal sales process to be more effective, but they don’t challenge the notion of the importance of making prospecting their A priority every week.
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.
The Sales Hunter
JUNE 9, 2019
What does failing do for you? It develops character, perseverance and resilience. Failing shows that you actually tried. It means that you took a step and went for it. Failures will get you one step closer to being successful, because they always teach you something. Learn from your failures. Fail fast and learn even faster. Copyright 2019, Mark Hunter “The Sales Hunter.
No More Cold Calling
JUNE 13, 2019
Do you really need to sleep with your phone? Call or text me anytime. You won’t disturb me. My phone and smartwatch are turned off when I’m sleeping. They’re nowhere near me. They’re in the kitchen charging. There’s nothing so urgent in my business that my sleep needs to be disturbed. We still have a landline, just in case our kids or grandkids need to reach us.
Zoominfo
JUNE 11, 2019
B2B marketers beware: Marketing vanity metrics are easy on the eyes but only skim the surface when it comes to actual value. Although vanity metrics make you feel good about your marketing efforts, these surface-level metrics only reveal part of the story. But, fear not dear marketer! If you turn your attention to the metrics that matter, you can improve your marketing strategy and communicate the important insights to leadership.
Hubspot Sales
JUNE 13, 2019
Your sales close rate is a number you need to keep a close eye on -- out of all the deals in your pipeline, what percentage do you actually close? Sales close rates let you know how efficient and effective you are as a sales rep. And it's a good way for managers to measure sales rep and sales team performance. The higher the close rate, the better your rep and team are at converting opportunities in the pipeline into revenue.
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?
Chorus.ai
JUNE 11, 2019
Did you know that people who schedule fewer tasks accomplish more than people who cram their calendars full of tasks and meetings? Less is more, yet many salespeople continue to cram every prospect interaction with a million different sales techniques in the vain hope that something will stick.
Alice Heiman
JUNE 12, 2019
No Decision. Do ing nothing seems to be the most frequent reason for losing a complex sale these days. Deals stall, and the buyers go silent. . I was talking to the founder of a company that was concerned about sales. Although his company was generating plenty of leads, and meetings were being set, the close ratio was extremely low. He felt that his salespeople had adequate training in the product and were able to clearly articulate the value proposition, so he couldn’t understand the low close
Zoominfo
JUNE 9, 2019
When it comes to B2B sales calls, the primary goal of the sales rep is to extract valuable information from the other person on the line. If you’re a seasoned sales professional, you already know the best way to get information is to ask smart questions. But this is often easier said than done. Good questions and the answers they produce can make a huge difference in your ability to close deals faster.
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