SBI Growth
JANUARY 17, 2020
Many are predicting that the U.S. will enter a recession in the next year. To prepare, we believe the most important thing a business leader can do is study and learn from the past. Here, we take a look at.
Sales 2.0
JANUARY 17, 2020
It’s uninspiring (and ineffective) for a sales person to email or call a prospect to “just touch base”. On the other hand, I’m all for sales people staying in touch. So what’s the solution? If you must email or call, what do you say? Here’s one idea: have an idea. In my life, I’m sometimes a buyer and sometimes a seller. When I’m sitting on the buyer’s side of the world I realize that buyers have plenty of problems.
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Connect2Sell
JANUARY 15, 2020
Check each box that applies. How many of these topics are covered in your organization’s sales training program on a regular basis?
No More Cold Calling
JANUARY 16, 2020
Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. Yep, most of us are lazy and lack discipline. I’m including myself here. It’s a lonely world for account executives. I’ve been there—given a quota (usually without my input) and a list of client companies, and then told to “go at it” and do whatever it takes to get meetings.
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 Sales Heretic
JANUARY 14, 2020
As a professional keynote speaker and trainer, I have a tremendous appreciation and respect for the power of words. The right words at the right time can solve problems, heal wounds, create connection, or move people to action. They are essential to your sales, business, and personal success. Whether you’re a salesperson, manager, or business [.].
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
JANUARY 14, 2020
By Tibor Shanto. In a previous life, I used to be a cab driver; as a result, I still use a lot of driving references. People who work with me know I believe in leaving your product in the car, makes for a better conversation. And when you think about it, we are a car culture, and in addition to going from point A to point B, we do other things in the car.
SBI Growth
JANUARY 13, 2020
The 2019 fiscal year is in the rearview mirror, and 2020 has officially started. Strategic planning is finished, and plans to get off to a fast start in FY20 are in motion. For many CEOs, the strategy and approach used.
Sales and Marketing Management
JANUARY 16, 2020
Author: SMM Sales managers rely on meticulous onboarding programs, continuous coaching and extensive product instruction to instill confidence in their sales reps. Turns out, one of the main challenges in successfully guiding a prospect through the buying process is the buyer’s own lack of confidence. Research recently released from Gartner revealed that overwhelmed B2B buyers face a crisis of confidence as they increasingly struggle to make large-scale purchase decisions.
Understanding the Sales Force
JANUARY 16, 2020
There are comparisons of apples to oranges, red or green, black or white, stop and go, and the most relevant and current of all, liberals to conservatives. In today's article, I'll share a hot/cold comparison of my own, but this one is about sales candidates. Back on January 9, my article about why 3 good salespeople failed and 3 so-so candidates succeeded , used the results of a top/bottom analysis to identify the reasons why.
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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.
MTD Sales Training
JANUARY 14, 2020
When selling on the phone, whether it’s our services or the specific products that drive our commission, we seldom get people who agree to make the decision to buy immediately. We know it’s a long-drawn-out process to go from initial discovery to firm commitment. Because we know there is a flow to the decision-making process that buyers make, we would find it difficult to by-pass the normal way that buyers deal with their challenges.
Anthony Cole Training
JANUARY 16, 2020
In this article, we discuss the "5 Keys to Sales Coaching", or 5 critical steps you must know and execute in order to get the best effort and results out of your salespeople, to help increase sales in 2020 and beyond.
Sales and Marketing Management
JANUARY 13, 2020
Author: Julia Petre Today’s sales process has evolved beyond the days of door-to-door salespeople armed with a Rolodex. Now, sales teams are using sophisticated customer relationship management (CRM) systems that combine disparate sources of data, accessible from anywhere, to provide accurate sales forecasting in a matter of seconds. This remarkable transformation of CRMs has been an integral part of improving productivity and, as a result, increasing sales.
Mr. Inside Sales
JANUARY 11, 2020
I read a great quote from Picasso (yes, the famous painter) the other day, and it really resonated with my sales philosophy. Here it is: “Learn the rules like a pro, so you can break them like an artist.”. You’re probably wondering what that has to do with sales, and it’s simple: Most sales reps’ instincts are to adlib when they get an objection or when they get into a sales situation that isn’t going their way.
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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
MTD Sales Training
JANUARY 16, 2020
Episode 42: Up-selling & Cross-selling, Improve Your Lack of Confidence & A Quote From Elanor Roosevelt. In this episode we look at upselling and cross-selling in the sales environment. Our Skills Pill takes a look at what to do when we feel we are lacking confidence, and our Inspire Me quote comes from Elanor Roosevelt. Take a look at this episode on [link].
Zoominfo
JANUARY 13, 2020
After running the gauntlet of the interview process, you’ve finally found the perfect candidate. You know you’re going to start salary negotiations at some point—and the candidate might not be the only one who is nervous about it. Negotiation is a delicate part of the B2B recruiting process. You want to hire great talent, but […]. The post How to Navigate Salary Negotiations During the Hiring Process appeared first on ZoomInfo Blog.
Sales and Marketing Management
JANUARY 16, 2020
Author: SMM Sales managers rely on meticulous onboarding programs, continuous coaching and extensive product instruction to instill confidence in their sales reps. Turns out, one of the main challenges in successfully guiding a prospect through the buying process is the buyer’s own lack of confidence. Research recently released from Gartner revealed that overwhelmed B2B buyers face a crisis of confidence as they increasingly struggle to make large-scale purchase decisions.
Anne Miller
JANUARY 15, 2020
Have you ever been in a social gathering where someone starts to tell a story and it goes nowhere? Perhaps they are interrupted early in the story and they never get their listener’s attention back. Or maybe they give so much detail and take so long to tell the story that the audience dwindles; those people who do stick around until the story’s bitter end do so either out of kindness or because they don’t know anyone else at the party.
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.
Membrain
JANUARY 15, 2020
Artificial Intelligence (AI) is all the rage in sales right now. But in my conversations with sales leaders, I’ve learned that AI is rarely delivering what it promises to sales organizations operating in a complex b2b environment.
Nutshell
JANUARY 14, 2020
By Cody Slingerland and Ben Goldstein. Selling something that your customers will never hold in their hands requires a very specific approach and a whole lot of practice. Software-as-a-service (SaaS) refers to any cloud software product that a company hosts and makes available to customers over the Internet, rather than offering it as a download onto their computers or mobile devices.
Grant Cardone
JANUARY 16, 2020
Let’s dive into history again this week and find out what made Mark Twain a terrible businessman and investor even though he was a brilliant writer. Because after all, no matter how successful you are, you’re capable of making terrible business decisions. Quick backstory: Mark Twain famously wrote The Adventures of Tom Sawyer and was one of the highest-paid authors of the 1800s.
Hubspot Sales
JANUARY 15, 2020
Imagine you’re a prospect, and you stumble across my profile. Which version feels more authentic, engaging, and ultimately, effective? Here’s version one, which doesn’t include a summary: And here’s version two, which does: Version two, right? The summary is one of the most important parts of your profile, since it’s a space to showcase your passion, enthusiasm, and most importantly, your track record of results.
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.
Corporate Visions
JANUARY 15, 2020
The post How to Make Sure Your Buyers Remember Your Message by Carmen Simon appeared first on Corporate Visions. The Science of Memorable Content. If you’re in Sales or Marketing, you’re in the business of influencing other peoples’ choices. Every time you communicate with your buyers, it’s an opportunity to move them in some way—to change, to choose you, or to stay with you instead of switching to a competitor.
Engage Selling
JANUARY 15, 2020
Good deals get stuck when you lack access to the right people to successfully close a sale. There are two ways that lack of access occurs.
Close.io
JANUARY 14, 2020
Quick question: how many business cards and sticky notes with important information are scattered around your desk currently? Maybe you’ve always had a problem with organization. Or maybe you’re getting so many new leads that it’s become harder and harder to keep up (if so, congrats!). Either way, it’s time for an upgrade. A customer relationship management system (CRM) is a way for you to store important prospect and customer-related contact information and data.
Sue Barrett
JANUARY 16, 2020
People love certainty, especially when it comes to business. Which is why sales forecasting and sales pipeline management can often be the bane of sales leaders and their sales teams’ lives with senior management constantly on their backs wanting to know what deals will land and when, and when the revenue will start to come […]. The post Crowdsourcing Sales Forecasting to deliver better certainty appeared first on Barrett Sales Blog.
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?
Partners in Excellence
JANUARY 16, 2020
Forgive my pure indulgence. This is primarily for me to help sort out some thoughts and deal with my profound grief. In the past 18 months, two of the people most important to me have died slowly. The first was my youngest sister, Kathy, who passed away about 18 months ago. The second is my best friend, mentor/hero, and wife of 38 years, Kookie. Kookie passed away two days ago.
Membrain
JANUARY 12, 2020
Without a doubt, sales people have a lot of things that distract them from being engaged with customers. The majority is probably imposed by their companies, a lot is self imposed (read avoidance and excuses).
Close.io
JANUARY 15, 2020
Let's face it: email can sometimes result in a slow response. For many of the organizations embracing inside sales today, sales are being lost due to a lack of persistent and strategic communication. Yet, it’s key to building strong relationships with prospects and eventually turning those relationships into signed deals. The best sales professionals reject the idea of being a one trick pony and relying JUST on email or just on cold calling.
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