Close.io
SEPTEMBER 23, 2019
Do you have 100% confidence in your selling process? Are you sure that every step from lead generation to closing is as effective as possible? If not, you have some work to do. First, make sure that you've built your selling process from the ground up for success. If you've done that, you're ready for the next step: supercharging it. Let's start with a quick review.
SBI Growth
SEPTEMBER 22, 2019
Creation of a “Revenue Operations” Function.
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Sales and Marketing Management
SEPTEMBER 23, 2019
Author: Giuseppe D’Angelo Inside sales have never been hotter, and the sales field is experiencing considerable change. Much of this is due to the technology that is beginning to drive the sales process much the way it has driven marketing for the past several years. Also, we’re seeing generational changes. Millennials are entering the C-Suite and members of Gen Z, which makes up 10% of the world’s population, are entering the workforce.
Zoominfo
SEPTEMBER 23, 2019
It’s no overstatement to suggest that a unique selling proposition (USP) is the very soul of any marketing strategy. The notion dates back to the 1940s when advertisers started to explore the ways in which their marketing propositions influenced customers to buy from one company over another. . No matter what you sell, there’s a reason a customer with many options chooses your brand— and a fully-realized USP is integral to that decision.
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.
No More Cold Calling
SEPTEMBER 25, 2019
Your blood alcohol level endangers everyone around you. Our global team won a huge deal. We got emails and voicemails raving about how the team worked together, pulled all-nighters, and managed to get everything in sync for the big bake-off. The win was the largest in the company’s history. Wasn’t that fantastic? Sure, from a revenue standpoint. But here’s the rub.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
SEPTEMBER 27, 2019
Author: Tim Riesterer When it comes to creating lasting behavior change in salespeople, the assumption is that virtual sales skills training is a pale imitation of in-person classroom training. In a recent survey, 65% of companies told us they plan to spend more on virtual training, despite only 10% believing it was as good as classroom training. But what if an online training alternative could be proven as effective?
The Pipeline
SEPTEMBER 26, 2019
By Tibor Shanto. Prospects expect to see product/demo and pricing on the first call. Why? Rather than accepting this pathetic stat, our focus should be on changing the cause. I mean seriously, what are you saying to have these two things pop up so early in the cycle? Stop blowing half your first calls! [link]. The post Stop Blowing Half Your First Calls!
Understanding the Sales Force
SEPTEMBER 24, 2019
At Objective Management Group (OMG), we ask salespeople to record their elevator pitch and value proposition as part of the sales force evaluation. Some are OK, most are not, and for most companies, there are tremendous inconsistencies between each salesperson's messages. Elevator pitches and UVP's are usually so poorly constructed I have to wonder if anyone in sales leadership puts any time at all into formalizing their messages.
The Sales Heretic
SEPTEMBER 24, 2019
All buying is emotional. Even if you’re selling microchips to engineers, there’s still an emotional component to the transaction. Because as human beings, we feel more often, more easily, more quickly, and more deeply than we think. And those emotions play a huge role in all our decision-making. Often unconsciously. So whenever you encounter a [.].
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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.
Sales 2.0
SEPTEMBER 25, 2019
There’s still plenty to do. Back in 2006 I coined the term “Sales 2.0” (see the logo on this website). My concept of Sales 2.0 was, and is, “taking the sales profession to the next level”. In my opinion we’ve come a long way since 2006 but we still have a long way to go. The posts on this blog are going to continue to be about how sales people can sell more, and sell more easily, by using techniques and tools they may not be using today.
The Pipeline
SEPTEMBER 24, 2019
By Tibor Shanto. We know the filters we apply to given scenarios directly impact the outcome, more correctly, our view of the outcome. The more aligned we are to the buyer’s perspective, the more effective we can be in introducing insights. Insights that inform the buyer based on their objectives. Not an artificial view of the market designed to favor our product.
The Sales Hunter
SEPTEMBER 24, 2019
We cannot forget that not all prospects are created equal. Some prospects are actually not prospects at all, they’re just suspects in disguise. Everybody in sales cannot find enough time to prospect. If we’re already challenged for time, shouldn’t we focus our time on the best opportunities? Gain more insights in my video: One concept I strongly advocate is to qualify a lead fast to ensure that you’re quickly able to know who has potential and who does not.
Connect2Sell
SEPTEMBER 25, 2019
Sales success is often contingent on well-reasoned arguments and the seller’s ability to make a strong, compelling case to the buyer. In our last post , we mentioned a logical thinking fallacy that often plagues sellers. We’re going to take a closer look here at false dichotomies and other examples of oversimplification that interfere with sales success.
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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 25, 2019
When most marketers think outbound marketing, they think emails, paid advertising, and other digital campaigns aimed at engaging their target audience. We’ve written at length about how effective those tactics can be — but today, we’re talking about a different type of marketing campaign. Direct mail is one of the very first outreach strategies employed by businesses.
SBI Growth
SEPTEMBER 22, 2019
It’s September. You and the rest of the executive team are beginning to think about next year’s revenue plan. If you are like most companies, you are probably looking at 2019 performance as your baseline. This sounds good in theory.
The Sales Hunter
SEPTEMBER 27, 2019
In our on-line world today, it’s easy to think that relationships aren’t as important as they used to be. I feel strongly that it’s the opposite, actually. Relationships are more important than ever, because most everything else in life has become automated. The power of the relationship is trust and confidence as well as what that means both short and long-term.
Sales and Marketing Management
SEPTEMBER 24, 2019
Author: Tessa Burg The success of a B2B company once largely depended on the relationships and contacts of its salespeople. Now, B2B companies must implement digital marketing into their sales funnels. Why? Because buyer behaviors are changing. Just like the average consumer, B2B customers’ buying patterns have become more complicated over time. Purchasing decisions now involve increased touchpoints through multiple channels, more self-driven research, and less reliance on salespeople.
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.
Mr. Inside Sales
SEPTEMBER 27, 2019
The debate of whether to open your calls asking, “Did I catch you at a good time?” or “Is this time still good for you?” (for demo call backs), is alive and well—unfortunately. Just last week, I received this email question from a reader: “Hi Mike, question: After I send out information to prospects, and I come back to them with an idea do I ask them if they have a minute before going into my pitch?”.
Zoominfo
SEPTEMBER 25, 2019
When most marketers think outbound marketing, they think emails, paid advertising, and other digital campaigns aimed at engaging their target audience. We’ve written at length about how effective those tactics can be — but today, we’re talking about a different type of marketing campaign. Direct mail is one of the very first outreach strategies employed by businesses.
The Sales Hunter
SEPTEMBER 22, 2019
How do you look at success? What tools do you use to measure success? How do you define success? When you actually live and breath sweating and sacrificing making it a constant action, you achieve real success. Do you want to be successful? Think about what you will do this week to sweat and sacrifice. Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.
Hubspot Sales
SEPTEMBER 25, 2019
Transitioning to a career in sales can happen in a variety of ways, however, few roles can set you up for a successful career in sales like a sales associate role can. As a sales associate, you are often the first touchpoint potential customers have to your company, providing valuable experience that can set you up well for your career. Not only do you get hands-on experience selling directly to consumers, but you have the opportunity to represent your company and gain valuable knowledge about t
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.
Mr. Inside Sales
SEPTEMBER 23, 2019
It means the magic selling season has begun. It means that regardless of how your year has gone so far, the perfect time to turn it around, to make and exceed your yearly quotas, is here. Now. Fall. It means that this is the time to recommit yourself, to dedicate yourself, to dream goals as big as you can—because you can make them all come true over the next three months.
A Sales Guy
SEPTEMBER 23, 2019
Sales is suffering from 9 brutal ills: Number 5 in this 9 part series. The Bro Culture , . Lack of Coaching. Too Product-Centric and Not Problem Centric. Not enough salespeople understand the game/rules of sales. Too much reliance on selling tools. Upcoming: Not enough training in the industry/space. Too much activity management. Little respect for prospects and buyers time.
Membrain
SEPTEMBER 25, 2019
In ancient English lore, a Will-o-the-wisp is a mischievous spirit of swampy and dark places that uses a lantern-like light to lure unwary travelers off the path. Travelers may mistake the Will-o-the-wisp for a fellow traveler leading the way or for a kindlier spirit, such as a Leprechaun, who might lead them to treasure.
Nimble - Sales
SEPTEMBER 26, 2019
Data collection has become a priority for strategic marketers. Brands can collect information, as well as contextualize it in a way that allows them to understand what customers want and why. By incorporating customer data into your marketing plan, you can deliver highly personalized content to the right customers at the right time. Learn how […].
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 Cole Training
SEPTEMBER 25, 2019
There is an age-old debate about which came first, the chicken or the egg?
Sandler Training
SEPTEMBER 25, 2019
One of the most important ways to retain clients is to view an honest understanding of their interactions with your company. What are the different touch points and how well does your company act and react at all those points along the way? Read Time: 6 Minutes.
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