Anne Miller

JANUARY 7, 2024

It seems counterintuitive, but read how one clever professional actually used metaphors to find the NON-metaphoric solution to her problem. Although those terms were appropriate for communications among sophisticated financial professionals, Susan figured the ordinary folks among his readers might struggle to understand them.

Engineering 126

Engineering Up-Sell Follow-up Exact 126

Zoominfo

OCTOBER 5, 2023

In a perfect world, sales professionals would spend most of their time talking with eager prospects who’ve done the homework, seen the marketing campaign, and asked for a meeting. And doing it well, at scale, is a skill that separates the best sales reps from the rest. Let’s see how. Is that fair?

Cold Calling 130

Cold Calling Scale Lead Rank Lead Scoring 130

No More Cold Calling

JANUARY 13, 2022

I understand that predictive analysis tools can be accurate at forecasting business trends and sales performance. But what will happen in 2022? That depends on whom you’re talking to and what their biases are. Hopeful outcomes sound like this: Sales and marketing will learn to play nice. What’s (Not) New in 2022?

Trends 356

Trends Margin Cold Calling Outbound 356

Smooth Sale

APRIL 6, 2024

No matter what the market looks like, there is always opportunity in real estate, which is why so many choose to pack up other careers and focus entirely on real estate instead. Your business stands to endure the test of time by getting help from professionals and delivering the value clients seek.

Real Estate 93

Real Estate Social Media How To Media 93

Partners in Excellence

MARCH 17, 2024

Like many others, selling wasn’t something he naturally gravitated to. But over a career, he eventually found himself thrilled with selling. One line stood out, “But the most powerful reason is because sales make me feel useful.” And that explains why I didn’t get into sales when I was young.

Engineering 73

Engineering Study Software Software 73

Hubspot Sales

DECEMBER 5, 2023

As we enter the age of AI, one thing is for sure - the relationship between sales pros and their prospects will never be the same. When I surveyed 1,477 global sales professionals to determine the top trends and challenges that teams were facing , one key finding became apparent.

Buyer 101

Buyer Data Survey Sales Cycle 101

Anne Miller

APRIL 7, 2024

Podcast, blog, speech, or product, how do you entice someone to listen to you when what you have to say is serious but not an instant attention grabber? A simple, but powerful, attention grabbing “imagine” metaphor that ultimately got people to register. How in the world did this happen and what can be done?

System 62

System Face-to-face Guarantee Report 62

Partners in Excellence

MARCH 8, 2024

I’ve been getting a variety of people telling their stories on, “ Why I Am So Interested In Selling.” The response from ChatGPT was pretty much what I expected. What was fascinating was the sharp contrast with the dozens of responses from outstanding sales practitioners I’ve been sharing.

Incentives 77

Incentives Incentive Compensation Salary 77

Partners in Excellence

MARCH 4, 2024

Since then, we have constant conversations–and a few debates—about selling. Why am I so interested in selling? by: G Page Singletary Dave Brock understands ‘selling’ at a level few ever will. Those are the days when you discover how good you are at selling and whether you genuinely love it.

Hiring 73

Hiring Up-Sell Energy Engineering 73

Hubspot Sales

JULY 7, 2023

As technology advances and becomes more accessible, businesses are leveraging artificial intelligence (AI) to improve their sales processes. AI has the potential to revolutionize the way sales teams operate, giving them valuable insights and predictive analytics to drive more revenue. Are sales teams investing in AI?

Data 110

Data Lead Rank Hubspot Survey 110

Partners in Excellence

MARCH 11, 2024

Don’t get me wrong, these tools are very powerful and helpful. There are prompts for “researching and understanding” any role you might be selling to. Hacks for structuring and measuring an entire sales organization. There, I said it, I got it off my chest. My feeds are filled with tricks and hacks.

Ideal Customer Profile 108

Ideal Customer Profile Face-to-face Engineering Industry 108

Zoominfo

SEPTEMBER 25, 2018

Today, we’re sharing the ultimate list of sales podcasts. If you work in sales, it’s our hope that this list of sales podcasts provides you with some fresh listening material, newfound inspiration, and the tips and tricks you need to excel in the world of sales. The Ultimate List of Sales Podcasts. Listen here.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

BuzzBoard

MARCH 22, 2024

Get More Context: Gain more powerful insights into your prospects, and uncover their underlying thoughts and needs through generative AI-powered tools. Create Content That Sells: Generate meaningful content that sells with the help of purpose-built tools that match your agency offerings. It’s frustrating, right?

Scale 101

Scale Ideal Customer Profile Sales Qualified Lead Lead Rank 101

Hubspot Sales

OCTOBER 12, 2022

If you're in sales, you know that finding prospects isn't easy. In fact, it can be the tallest hurdle in the sales process. The HubSpot Blog surveyed 500+ sales professionals to uncover the top social selling trends to reach more prospects and close more deals — all at your fingertips. The same can be true online.

Social Selling 118

Social Selling Trends Social Media Data 118

Janek Performance Group

NOVEMBER 29, 2023

What if everything we think we know about habits is wrong? We’ve heard that it takes “21 days to create a habit” and “10,000 hours to become an expert,” but what if it’s not a one-size-fits-all for habits? This article explores sales habits—the good, the bad, and the science.

Energy 77

Energy Intent Exercises Journal 77

Hubspot Sales

MAY 23, 2023

Based on this stat alone, it's no surprise why so many sales teams are folding AI into their workflow — and saving time in the process. Here, we'll explore how salespeople are harnessing the power of AI in their day-to-day work with insights from our 2023 State of AI Report. How Sales Professionals Are Using Artificial Intelligence 1.

Data 103

Data Lead Rank Lead Scoring Hubspot 103

Hubspot Sales

JANUARY 29, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Sometimes, the insight you get can help you shape more sound, thoughtful sales efforts — giving you a framework to help you better understand your prospects and how to cater to them. And you're in sales?

Remedy 77

Remedy Software Software Up-Sell 77

Janek Performance Group

MARCH 12, 2024

Sales executives and sales managers would agree that their sales teams need ongoing training, coaching and support to get to the top of the game and stay there. In a fiercely-competitive market, your sales reps should challenge themselves to learn more, achieve greater results and embrace new strategies.

Outsourcing Services 62

Outsourcing Services Training Hiring Workbooks 62

Smooth Sale

MARCH 9, 2024

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: What Do You Need to Know About SEO? Even if you’re outsourcing your marketing or hiring a professional to manage things, it’s worth knowing what it is and why it’s so important. Do you sell women’s clubbing clothes?

Paid Content 98

Paid Content Outsourcing Services Lead Rank Lead Scoring 98

Autoklose

MARCH 18, 2024

Having a well-versed and highly-skilled sales team is an essential ingredient when it comes to the success of your entire business. When you’re starting out, and it’s just you and maybe another salesperson, it’s not difficult to make a sales strategy, implement it, and learn from the results. Do you have a sales process in place?

Hiring 98

Hiring Training Cold Calling How To 98

Hubspot Sales

MAY 9, 2023

Since generative AI tools are becoming more popular and salespeople perform many demanding tasks, AI-generated sales emails and messages might become a new norm. This study consists of 1,350+ business professionals in the U.S. Sales emails are an integral part of the sales process. What AI Can Do for Sales Emails 1.

Data 87

Data Hubspot Survey Social Media 87

Nutshell

APRIL 26, 2023

Table of Contents What is CRM? What is a CRM system in marketing? Imagine a locally-owned store operating in a small town—a simple, familiar place where the shopkeep knows your name and knows precisely how to help you find what you need. What is CRM? What are the three types of CRM?

Marketing 171

Marketing SugarCRM CRM Campaigns 171

Vengreso

JULY 5, 2023

As the world of sales continues to evolve, Digital Sales Referrals have emerged as a powerful tool for driving business growth. In this comprehensive guide, you will gain insights into the transition from traditional to modern selling techniques and understand the impact COVID-19 has had on sales strategies.

Referrals 89

Referrals Maximizer Ideal Customer Profile Social Media 89

Sales Hacker

MARCH 8, 2024

Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. What you’ll get at ELG Con: Case studies from companies like Data, Cloudera, and more. In sales, teams can use partner data to generate higher-quality leads and shorten the sales lifecycle.

Lead Rank 93

Lead Rank Referrals Lead Scoring Ideal Customer Profile 93

Vengreso

JULY 20, 2023

Being a sales superstar requires more than just knowing the key benefits and features of the product or services that you’re selling. So, let’s consider the question: what makes a great salesperson consistently achieve success? Why Is it Good To Have A Positive Mindset in #Sales?

Positioning 105

Positioning Coaching Up-Sell Sales Coaching 105

Partners in Excellence

MARCH 22, 2024

Preface : Orrin Broberg has such a diverse and fascinating background in selling. His final sentence sums things up: “Call it sales if you want, but to me, it is connecting, understanding, educating, and solving problems. ” How I Ended Up in Sales – And Why it Worked I never wanted to be in sales.

Hiring 73

Hiring Retail Engineering Call-back 73

Awarathon

APRIL 12, 2024

Understanding the role of Generative AI in training The rise of Generative AI is transforming fields with the ‘adapt or perish’ mantra, and sales training is no exception. Generative AI is on the cusp of revolutionizing sales training programs.

Coaching 52

Coaching Training Ideal Customer Profile Face-to-face 52

Smooth Sale

AUGUST 30, 2023

Photo by Mary1826 vis Unsplash Attract the Right Job or Clientele: Do You Realize the Power of Promotional Materials Success in today’s highly competitive corporate environment depends on a solid marketing strategy. Our guest blog offers insights regarding the power of promotional materials.

Promotion 98

Promotion Apparel Demographics Webinar Metrics 98

Hubspot Sales

DECEMBER 13, 2023

When I think about different types of sales calls, some of the first terms that come to mind are terms like warm calling or cold calling. Sales professionals not only convert prospects into buyers, they hold the power to negotiate, upsell, and even problem-solve after the initial purchase is made.

Negotiation 96

Negotiation Telecommunications How To Software 96

Janek Performance Group

NOVEMBER 8, 2023

Artificial Intelligence (AI) in sales can be both an asset and a liability for professional salespeople. This dynamic interplay prompts a critical question: can sales AI and human sales expertise coexist harmoniously? The future of sales lies in amplifying human capabilities with automation, not replacing them.

Analysis 62

Analysis Scale Lead Rank Lead Scoring 62

Partners in Excellence

FEBRUARY 28, 2024

Introduction: Several weeks ago, I wrote, “ Sellers, Are You Really Interested In Selling? ” My good friend, Christian Mauer , challenged me, “Dave, why are you so interested in selling?” ” It was a great question and he caused me to reflect, I wrote, “ Why I Am Obsessed With Selling.

Lead Rank 102

Lead Rank Lead Scoring Ideal Customer Profile Customer 102

Alice Heiman

SEPTEMBER 9, 2020

In our last book round-up , I shared 3 sales books you could recommend to your sales leadership for cost-effective learning opportunities and book clubs. Below are 4 more great sales books I recommend for you and your team. . Blount has written multiple bestselling sales books. I hope they read a few. By Jeb Blount

Negotiation 164

Negotiation Cold Calling Compensation Exact 164

MEDDIC

JANUARY 4, 2024

Ken Olsen had a view about the sales function that many engineers shared but rarely kept that vision when they became the top guy at the company (or never became the top guy because of that vision). Ken Olsen : You could say that what is commonly believed is almost always wrong. Your satisfaction comes from doing your professional job.”

Commission 52

Commission Insurance Insurance Engineering 52

Nutshell

APRIL 3, 2024

Table of Contents Why you need a CRM as a consultant What is a consulting-specific CRM? Advantages of a consulting-specific CRM What is a general-purpose CRM? If you make sales, whether you sell products or services, an efficient sales pipeline will help you stay on track and manage your time and resources effectively.

CRM 71

CRM Scale Lead Rank Software 71

Hubspot Sales

DECEMBER 7, 2023

It’s here, the biggest sales quarter of the year. The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. Sales professionals who are doing their best work in Q4 are executing their sales processes to perfection.

Data 117

Data Discount How To Quota 117

Hubspot Sales

DECEMBER 12, 2023

We expect the sales game to change every year, but 2023 has stood out as a uniquely transformative one. There's AI — obviously — and all the ways it's changing how we sell. To help you stay ahead of the curve, I spoke with top sales professionals to get their tips for selling in 2024. Let's dive in.

Lead Rank 98

Lead Rank Lead Scoring Sales Qualified Lead Scale 98

Sales Hacker

MARCH 23, 2023

Sales is the transfer of conviction and inspiration: The person who is most certain during the interaction will win. Which means your sales conversation will either inspire in them the certainty to say yes — or it will reinforce their uncertainty, and they will say no. On a sales call, attitude and conviction are your two superpowers.

Closing 98

Closing Harvest Top of Funnel Lead Rank 98