The Pipeline
OCTOBER 1, 2019
By Tibor Shanto. I have often said that the schoolyard taunt “ sticks and stones can break my bones, but words can never hurt me ,” doesn’t hold up in sales. Words can kill you, your pipeline, and career. We don’t want that, so to help, here are four four-letter words to banish from your sales vocabulary. This will take work, like quitting smoking (how many times have you done that?
Bernadette McClelland
OCTOBER 3, 2019
OK, I won’t make you read to the end here so comes an early spoiler alert! For Salespeople, that behaviour is Responsibility , and to complete the equation, for the Sales Manager it is Accountability. Both in equal doses! What if I was to tell you the difference between the top 1% of over a million salespeople evaluated and the bottom 1%, 94% of the top 1% of salespeople choose to take responsibility for their results, yet only 20% of the bottom 1% choose to take responsibility for their results
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Close.io
OCTOBER 1, 2019
The last quarter of the year is often considered the most important. It’s when goals become realities and tough decisions are made. Ideally, you will come out of Q4 with morale through the roof and your team excited to come back and start the next year just as strong. But preparing for the pressure and emotions that come with Q4 can be challenging. The key is to ensure that you’re fully prepared for the uncertainty that lies ahead.
Sales and Marketing Management
SEPTEMBER 29, 2019
Author: Henry Jones A mentor is someone who sees more talent and ability within you, than you see in yourself, and helps bring it out of you. – Bob Proctor. There is often a regular debate that goes on in organizations: the debate to decide which team plays an important role in actually achieving the company goals. While some say it’s the operations and the admin team, most say that it is the sales and marketing team that earns the money for the company.
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.
SBI Growth
SEPTEMBER 28, 2019
As marketing leaders, it makes sense to explore multiple channels to reach your target audience. With so many options, it quickly becomes not only expensive but also difficult to manage. How do you decide which channels will be worth the.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
OCTOBER 3, 2019
The Pipeline Guest Post – Scott Miller. Like most in our profession, I am a big fan of account-based sales and marketing. According to the ITSMA, 87% of respondents agreed Account-Based methodologies deliver a higher ROI than other marketing activities. Account-based isn’t new – but it is en vogue. Quite simply, it is a methodology that focuses on an organization’s sales and marketing efforts on a select number of accounts that are most likely to buy your products and solutions.
Jill Konrath
OCTOBER 1, 2019
If you’re like most sellers, you envision finding the perfect way to position your products/services. You want ONE perfect phrase that’s so attractive to prospects that they immediately respond to your voicemail or email—literally begging you to meet with them as soon as humanly possible.
SBI Growth
OCTOBER 2, 2019
You see it all the time. An executive leader is scared to make bold decisions required to grow the firm. We call it “Incrementalism.” They quickly review minor successes of the past year and re-up. The meagerly reallocate funds towards.
No More Cold Calling
OCTOBER 1, 2019
Here’s what you might have missed from No More Cold Calling. Q4 has now begun, which means it’s time to build your sales pipeline for Q1. I know what you’re thinking: “Hold on, Joanne, that’s not how it works.”. Yep, it’s counterintuitive, but Q4 is 25 percent about closing business for this year and 75 percent about building business for next year.
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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.
The Sales Hunter
OCTOBER 4, 2019
This morning, during a call with a business owner, he shared with me about their latest product upgrade. As he talked, I could hear passion in his voice about how his product could help others. Without hesitation, he stated why his solution was better than his competitor’s offering. In this compelling conversation, he convinced me to believe. There is a major parallel between prospecting and leading.
Understanding the Sales Force
OCTOBER 1, 2019
You bought a really nice, new, laptop computer and you thought to yourself, "Now I'm all set!" But are you? You needed a case to carry it around, a thumb drive for quickly moving files from your laptop to another, and a printer and if you have a Mac notebook, a port that will serve as adapters to your various cables. These are your accessories.
SBI Growth
OCTOBER 4, 2019
As Summer wraps up and a successful third quarter draws towards a close, it’s time for sales leaders to start looking towards 2020 and beyond as part of the annual planning process. Amongst the plethora of reports and discussions to.
The Sales Heretic
OCTOBER 1, 2019
It’s a common trope in science fiction and fantasy stories: a hero begins their training buts gets interrupted. The hero then must either return or find someone else to “complete” their training. Which brings up an interesting question: When do you complete your training? The answer is… Never. Training—in sales or anything else—is an ongoing [.].
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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
Zoominfo
SEPTEMBER 29, 2019
Have you ever tried to set up a meeting with a senior-level executive? If so, you know how tough it is to connect with busy executives who are never in their office, rarely answer their phones, and seldom reply to voicemail or e-mail. To add insult to injury, executive-level assistants are trained to be gatekeepers. They are paid to protect the C-level from unnecessary interruptions— meaning, if you don’t reach your intended target directly, your message might never make it to them.
The Sales Hunter
OCTOBER 1, 2019
So, you think you have a great prospect; however, why do you think they’re even interested in you or what you sell? Sales is a two-way street. You can have all the feelings you want, but the customer’s feelings are really what matter. Get over yourself and your feelings, because they don’t count! A key way to measure how the prospect feels about you and your potential to help them is by how much information they’re willing to share with you.
Sales 2.0
SEPTEMBER 28, 2019
When I first started writing about sales in 2007 my main angle was that we should “bring science to selling”. As an engineer, I could not understand how we had applied virtually no science to how we sold. Everything seemed to be left up to the individual sales person. Today, we’ve had a lot of improvement. Some great thought leaders have written and spoken about this so much, that some actual change has occurred in real sales organizations.
SBI Growth
OCTOBER 1, 2019
Mapping the Customer Journey Is Complex – but It’s Worth the Effort.
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.
Zoominfo
OCTOBER 2, 2019
Once upon a time, startups with a billion-dollar valuation were so unique that they were deemed unicorns. However, the unicorn startup landscape has shifted dramatically since the term was coined by VC Aileen Lee in 2013. . Many of today’s unicorn companies are younger, more diverse, and experiencing faster growth than the startups of yesterday. And, they’re multiplying at a staggering rate.
Connect2Sell
OCTOBER 2, 2019
Developing your mental prowess requires mastering new techniques and approaches. It’s as much about your mindset as your skill set.
The Sales Hunter
SEPTEMBER 29, 2019
Do you have goals and aspirations? That’s great, but if you don’t have an action plan to go along with them, they’re just dreams. Your action plan is the foundation of what you will achieve. Action creates achievement. What are the steps you need to take this week to achieve your action plan in order to reach your goals, dreams, and aspirations?
MTD Sales Training
OCTOBER 2, 2019
Episode 36: Small businesses versus large, summary statements and a quote from Zig Ziglar. In this episode we look at how a smaller businesses differ from larger ones you may be dealing with. Our skillspill outlines the benefits of summary statements with buyers and how they can build trust and progress the sale. And a quote from Zig Ziglar. Take a look at this episode on [link].
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 Cole Training
OCTOBER 1, 2019
In this article, Tony discusses the Sales Probability Scorecard, the second tool in our 9 Sales Productivity Tools series.
Hubspot Sales
SEPTEMBER 30, 2019
There are nearly 15 million salespeople working in the United States, and they spend weeks or even months training for success in their role. Given the different responsibilities, industries, and team structures salespeople encounter, it’s hard to recommend a one-size-fits-all approach to sales training. Your reps need to learn and retain all of the company-specific skills and knowledge in order to succeed in their jobs.
Zoominfo
OCTOBER 2, 2019
All ZoomInfo products and services are fueled by a comprehensive database of companies and business professionals. Our business profiles are a valuable source of sales intelligence and contain information on 20 million organizations. Our customers use ZoomInfo’s tools to search for specific companies, employees within certain companies, revenue information, recent web mentions, financial details, and more.
Membrain
OCTOBER 2, 2019
You know that scene in The Matrix when Neo wakes up in a metal tank and discovers that his entire life has been a lie and that he is merely a battery helping to power a world run by machines?
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?
SalesProInsider
OCTOBER 2, 2019
When I was about 8 another kid told me a scary story about a woman who lived in closets and attacked children. Every night for months I was afraid that “Mary” was in my closet…and no matter how many times my mom and dad opened the closet door to show me there was nothing inside, I was terrified and ended up in their bed at some point. Our mind is powerful.
Hubspot Sales
OCTOBER 2, 2019
As a sales leader, your ability to develop and retain your sales reps is important to your company’s bottom line and future success. Employee retention in the sales field continues to be an issue. In 2018, the average sales professional tenure was reported to be 1.5 years , down by half from 2010. Furthermore, the average sales professional turnover rate is 35% — a dramatic number compared to the average turnover rate of all industries, which is just 13%.
Grant Cardone
OCTOBER 2, 2019
I want to talk to you about something near and dear to everybody’s heart: Money. Why you don’t have it, why you’ve struggled with it, why I struggled with it…. Money—what is it worth really? Who decides what it’s worth? Warren Buffett says people that learn how to earn passive income will be free one day from having to work for earned income, meaning the goal is to have more passive income than earned income.
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