As a sales rep, you’re no stranger to rejection. You’ve made hundreds if not thousands of prospecting calls in your career, and regardless of how well you prepared or how perfect the prospect was for your offering, some of those dials resulted in hang-ups. MORE
Article Sales Strategy "A-Player" acquire talent enthusiasm exceed your quota keep it simple make it rain Marc Odenweller quota sales managers sbi sense of urgency superstar talent acquisition talent assessment talent management MORE
This is a series of posts aimed at helping you survive in a new sales territory. Maybe you get a new sales job or took over a new “greenfield” opportunity in your existing position. Either way you’ve got a big challenge ahead. MORE
The Influencer Channel is often overlooked. If utilized correctly, it can help you: Learn about opportunities earlier in the sales cycle, Win more deals, while also…. Increasing the cost of sales for your competition. This combination is the sales equivalent of a hat-trick. MORE
Consistently outperforming the competition is a real feat. In this episode, Stephanie Ciccarelli, Co-Founder and Chief Brand Officer for Voices.com, shares how she used the power of re-branding to do just that. In the interview with Matt Sharrers, CEO of SBI, Stephanie demonstrates. MORE
Jeff Bezos is famous for his “customers come first” philosophy. In a world where choices are ample, and the customer rules, Bezos has done amazingly well putting the customer first. He has developed a systematic way to understand and anticipate. MORE
Closing calls are sexy. They’re the calls where a deal gets moved across the line, contracts get signed, and you earn your commission checks. But closing calls are a bit of a fait accompli. Depending on who you sell to and what you sell, you could have already spent 10 to 20 hours with your prospect. MORE
One of the hardest things about being a sales rep is knowing if you’re doing a good enough job. But what is “good enough?” You might feel like you’re crushing it with your cold email campaigns only to find out your competition is getting double your response rate. In sales, knowledge is power. MORE
Let’s agree that the goal of your marketing team should be to help your sales team. Sound good? Awesome. But as sales professionals, how can you feed your sales intelligence in to your marketing team and how can they use that intelligence to better help you close sales? MORE
What is Leadership Coaching? Leadership coaching is the fastest growing phenomenon today! Leadership coaching is a detailed process designed to help facilitate leadership development and personal growth resulting in improved performance of executives. Leadership coaches lead their clients towards the fulfillment of specific professional goals. Today’s executives are experiencing unprecedented change. MORE
Why have a career in sales ? Tune in to episode 12 of the Sales Hacker podcast with Jaimie Buss , VP of Sales, North America for Zendesk as she talks about startups careers and transitions! What You’ll Learn. Building your career in startups and managing different career transitions. MORE
Increase the top line while reducing expense—it’s what every CEO wants—and what their sales and marketing leaders are looking for as well. Many execs are realizing that meeting this goal involves increasing investment in sales and marketing with a renewed focus on gaining market share instead of just stabilizing it. Companies that execute this strategy more effectively than the competition will grow faster, more profitably—and individuals responsible for these achievements will be rewarded. MORE
Author: John Ruhlin Decades ago, sales professionals hit upon a mantra to understand how to woo prospects: “What’s in it for me?” But too many salespeople today forget that this question comes from the customer’s point of view, not their own. Want proof of this attitude reversal? Look no further than a recent DiscoverOrg study on buyer personas. MORE
The post How to Create an Integrated Sales Enablement Strategy for Your Sales Team appeared first on Sales Hacker. Choice Partner Sales Enablement Showpad Webinars MORE
Salespeople are only as good as the people they know. When is it time to toss the technology and start talking to people? When internet leads and a call script no longer reap new business. When it interferes with the most powerful tool in your toolbox—you. Don’t get me wrong. MORE
Our guest today is Jamey Heinze, the Chief Marketing Officer at iGrafx. Jamey has a unique background with significant experience in sales for the first 1/3rd of his career, and then product management for nearly a decade, and now as. MORE
After reading a recent post from Dave Kurlan about The Latest Data Shows that Sales Managers Are Even Worse Than I Thought made me want to immediately publish a plea to company leaders and heads of sales to enable sales managers to do more and better coaching. Using research from 9,000 sales managers and their sales teams, the findings are grim. sales leadership sales coaching MORE
By Tibor Shanto. For such a small word, ‘NO’ seem to cause a lot of havoc. Tidal waves of fear leading salespeople to imagine they will spiral endlessly to failure just at the sound of NO. MORE
In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Larry Warnock , CEO and President of Olono. MORE
Overcoming Objections: “We are already working with someone.”. By Mike Brooks, [link]. Learn cold calling techniques for handling and overcoming the most common objections in telemarketing phone sales including the best call rebuttal responses for “not interested.” MORE
Children are not pawns to be used to achieve a political agenda! I am ashamed to see children held hostage in detention centers as means to force decisions on securing our nation’s boarders. MORE
Episode 57 of the Make It Happen Mondays podcast featured Chris Orlob of Gong.io and it was filled with so much value, we decided to try something new and transcribe it as a blog post. If you enjoy this format, please let me know in the comments or by hitting me up on social. MORE
Author: Dan Seidman Ten thousand baby boomers turn 65 every day. This is why a start-up company hired me to build their training department. The firm was targeting the senior market by offering solutions to keep these older people safe in their own homes rather than empty bank accounts to move into senior housing. I could relate, as I just had two elderly parents move into assisted living at a cost of $8,700 a month. I created our 10.5 MORE
When you watch the news these days, it seems like all you hear is Russia, Immigration, North Korea, FBI, DOJ, liars and leakers, and the latest celebrities to be disgraced by their behavior. You would think there wasn't anything else going on! You might be having a similar experience with my recent articles as I have been sharing lots of data about salespeople - to the degree where you might think that nothing else matters. MORE
Article Corporate Strategy Revenue Growth Assessment Revenue Growth Methodology competitor deal desk deal terms kpi KPIs larger deals management software personas plays problem proposal language revenue desk revenue desk strategic planning tool sales cycle spencer anderson standardize win rates MORE
By: Ryan O’Hara. Confession time?—?I I haven’t always been amazing at writing emails. But…but…but…Ryan, this can not be! You’re a humble genius. MX records look to you for direction”. MORE
You have a nagging feeling that your post sale teams really own customer retention. However, you do not want to rock the boat, go against the grain and do things differently. MORE
Lacking sales motivation? These 11 sales motivation ideas will get you excited to sell—so you can crush your goals. Check it out now. The post 11 Sales Motivation Ideas to Get You to Make That Next Call appeared first on Sales Speaker Marc Wayshak. Blog sales motivation MORE
You already know that effective follow up is crucial to closing sales. But how can you follow up with prospects without annoying them to the point where they scream, “Leave me alone!” The key is to deliver value in your follow up efforts. MORE
Your pipeline is your Holy Grail for future leads. If you don’t keep the leads coming in thick and fast, you run the risk of sales running dry over the next weeks. So, what would be the best ways to keep fresh leads coming in and generating opportunities for new business? Here are a few tips: Divide your territory in a way that makes sense. MORE
I celebrated my first Father’s Day as a dad two years ago. My wife and I had our first baby, a beautiful girl – Grace. At that same time in 2016, DiscoverOrg was going through a growth spurt. MORE
The Sales Heretic
JUNE 19, 2018
You already know that effective follow up is crucial to closing sales. But how can you follow up with prospects without annoying them to the point where they scream, “Leave me alone!” The key is to deliver value in your follow up efforts.
John Barrows
JUNE 20, 2018
Episode 57 of the Make It Happen Mondays podcast featured Chris Orlob of Gong.io and it was filled with so much value, we decided to try something new and transcribe it as a blog post. If you enjoy this format, please let me know in the comments or by hitting me up on social.
Sales 2.0
JUNE 16, 2018
This is a series of posts aimed at helping you survive in a new sales territory. Maybe you get a new sales job or took over a new “greenfield” opportunity in your existing position. Either way you’ve got a big challenge ahead.
Sales Benchmark Index
JUNE 19, 2018
Consistently outperforming the competition is a real feat. In this episode, Stephanie Ciccarelli, Co-Founder and Chief Brand Officer for Voices.com, shares how she used the power of re-branding to do just that. In the interview with Matt Sharrers, CEO of SBI, Stephanie demonstrates.
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Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.
Sales Benchmark Index
JUNE 18, 2018
Jeff Bezos is famous for his “customers come first” philosophy. In a world where choices are ample, and the customer rules, Bezos has done amazingly well putting the customer first. He has developed a systematic way to understand and anticipate.
DiscoverOrg Sales
JUNE 15, 2018
I celebrated my first Father’s Day as a dad two years ago. My wife and I had our first baby, a beautiful girl – Grace. At that same time in 2016, DiscoverOrg was going through a growth spurt.
Sales and Marketing
JUNE 19, 2018
Author: John Ruhlin Decades ago, sales professionals hit upon a mantra to understand how to woo prospects: “What’s in it for me?” But too many salespeople today forget that this question comes from the customer’s point of view, not their own. Want proof of this attitude reversal? Look no further than a recent DiscoverOrg study on buyer personas.
Understanding the Sales Force
JUNE 18, 2018
When you watch the news these days, it seems like all you hear is Russia, Immigration, North Korea, FBI, DOJ, liars and leakers, and the latest celebrities to be disgraced by their behavior. You would think there wasn't anything else going on! You might be having a similar experience with my recent articles as I have been sharing lots of data about salespeople - to the degree where you might think that nothing else matters.
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Find out why waiting for perfection is costing you money.
Steven Rosen
JUNE 20, 2018
What is Leadership Coaching? Leadership coaching is the fastest growing phenomenon today! Leadership coaching is a detailed process designed to help facilitate leadership development and personal growth resulting in improved performance of executives. Leadership coaches lead their clients towards the fulfillment of specific professional goals. Today’s executives are experiencing unprecedented change.
Sales Benchmark Index
JUNE 15, 2018
The Influencer Channel is often overlooked. If utilized correctly, it can help you: Learn about opportunities earlier in the sales cycle, Win more deals, while also…. Increasing the cost of sales for your competition. This combination is the sales equivalent of a hat-trick.
The Pipeline
JUNE 19, 2018
By Tibor Shanto. For such a small word, ‘NO’ seem to cause a lot of havoc. Tidal waves of fear leading salespeople to imagine they will spiral endlessly to failure just at the sound of NO.
Sales and Marketing
JUNE 15, 2018
Author: Dan Seidman Ten thousand baby boomers turn 65 every day. This is why a start-up company hired me to build their training department. The firm was targeting the senior market by offering solutions to keep these older people safe in their own homes rather than empty bank accounts to move into senior housing. I could relate, as I just had two elderly parents move into assisted living at a cost of $8,700 a month. I created our 10.5
Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems
World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.
Sales Hacker
JUNE 20, 2018
Why have a career in sales ? Tune in to episode 12 of the Sales Hacker podcast with Jaimie Buss , VP of Sales, North America for Zendesk as she talks about startups careers and transitions! What You’ll Learn. Building your career in startups and managing different career transitions.
Score More Sales
JUNE 18, 2018
After reading a recent post from Dave Kurlan about The Latest Data Shows that Sales Managers Are Even Worse Than I Thought made me want to immediately publish a plea to company leaders and heads of sales to enable sales managers to do more and better coaching. Using research from 9,000 sales managers and their sales teams, the findings are grim. sales leadership sales coaching
Sales Benchmark Index
JUNE 19, 2018
Article Corporate Strategy Revenue Growth Assessment Revenue Growth Methodology competitor deal desk deal terms kpi KPIs larger deals management software personas plays problem proposal language revenue desk revenue desk strategic planning tool sales cycle spencer anderson standardize win rates
Smart Selling Tools
JUNE 19, 2018
In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Larry Warnock , CEO and President of Olono.
Speaker: Ray Makela, CEO Sales Readiness Group
Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.
MTD Sales Training
JUNE 20, 2018
Your pipeline is your Holy Grail for future leads. If you don’t keep the leads coming in thick and fast, you run the risk of sales running dry over the next weeks. So, what would be the best ways to keep fresh leads coming in and generating opportunities for new business? Here are a few tips: Divide your territory in a way that makes sense.
Sales Hacker
JUNE 14, 2018
The post How to Create an Integrated Sales Enablement Strategy for Your Sales Team appeared first on Sales Hacker. Choice Partner Sales Enablement Showpad Webinars
Hubspot Sales
JUNE 18, 2018
Closing calls are sexy. They’re the calls where a deal gets moved across the line, contracts get signed, and you earn your commission checks. But closing calls are a bit of a fait accompli. Depending on who you sell to and what you sell, you could have already spent 10 to 20 hours with your prospect.
Sales Benchmark Index
JUNE 17, 2018
Article Sales Strategy "A-Player" acquire talent enthusiasm exceed your quota keep it simple make it rain Marc Odenweller quota sales managers sbi sense of urgency superstar talent acquisition talent assessment talent management
Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc
Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.
LeadIQ
JUNE 18, 2018
By: Ryan O’Hara. Confession time?—?I I haven’t always been amazing at writing emails. But…but…but…Ryan, this can not be! You’re a humble genius. MX records look to you for direction”.
Close.io
JUNE 18, 2018
One of the hardest things about being a sales rep is knowing if you’re doing a good enough job. But what is “good enough?” You might feel like you’re crushing it with your cold email campaigns only to find out your competition is getting double your response rate. In sales, knowledge is power.
Marc Wayshak
JUNE 20, 2018
Lacking sales motivation? These 11 sales motivation ideas will get you excited to sell—so you can crush your goals. Check it out now. The post 11 Sales Motivation Ideas to Get You to Make That Next Call appeared first on Sales Speaker Marc Wayshak. Blog sales motivation
Hubspot Sales
JUNE 20, 2018
As a sales rep, you’re no stranger to rejection. You’ve made hundreds if not thousands of prospecting calls in your career, and regardless of how well you prepared or how perfect the prospect was for your offering, some of those dials resulted in hang-ups.
Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Fast Lane Digital
More than 8 analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. In hundreds of organizations, the sales enablement function is run differently, with a different focus, responsibilities, and initiatives. To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving. Clearly, something is missing.” What’s missing is a clear focus on driving measurable improvement in sales performance and the expertise required to truly move the needle on the metrics that matter. Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement? Then join sales transformation expert Mike Kunkle for this webinar (where your questions are welcomed and expected!)
Sales Benchmark Index
JUNE 14, 2018
Our guest today is Jamey Heinze, the Chief Marketing Officer at iGrafx. Jamey has a unique background with significant experience in sales for the first 1/3rd of his career, and then product management for nearly a decade, and now as.
Partners in Excellence
JUNE 19, 2018
Children are not pawns to be used to achieve a political agenda! I am ashamed to see children held hostage in detention centers as means to force decisions on securing our nation’s boarders.
Babette Ten Haken
JUNE 20, 2018
You have a nagging feeling that your post sale teams really own customer retention. However, you do not want to rock the boat, go against the grain and do things differently.
Pointclear
JUNE 15, 2018
Increase the top line while reducing expense—it’s what every CEO wants—and what their sales and marketing leaders are looking for as well. Many execs are realizing that meeting this goal involves increasing investment in sales and marketing with a renewed focus on gaining market share instead of just stabilizing it. Companies that execute this strategy more effectively than the competition will grow faster, more profitably—and individuals responsible for these achievements will be rewarded.
Speaker: Pat D'Amico, Founder and CEO, About-Face Development
Video learning is not new, but the marriage of video learning and today’s technology is transforming our ability to achieve skill mastery in sales. Join us as we delve into how technology advancements in learning are changing the game and why it’s critical to sales success.
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