Zoominfo

SEPTEMBER 22, 2022

In 2011, Scott Brinker compiled the first of many marketing technology “Supergraphics,” illustrating the rapid growth of companies supplying digital marketing tools. Do I have ‘shiny object syndrome?’ Integration is one of the most important considerations to make when re-constructing your tech stack.

Demand Generation Targets 130

Demand Generation Targets Top of Funnel Scale Marketing 130

Sales Training Connection

NOVEMBER 16, 2011

Handling objections. Initially the logic of not handling an objection immediately may sound counterintuitive – but when it comes to dealing with objections not only what you say but also when you say it is key to success. After all, what really is driving the customer’s objection? A cknowledge the objection.

Objections 117

Objections Construction Training Call-back 117

Zoominfo

JUNE 9, 2022

There was a list of objections that you would get and responses to those objections, and a little bit of a training manual too. And I realized, OK, it’s probably because I memorized all of these objections and what to say. But the construct is the same, right? That construct, that framework exists today.

Construction 130

Construction Up-Sell Exact Objections 130

Women Sales Pros

JULY 20, 2018

Ever since CEB/Gartner published The Challenger Sale in 2011, the book has attracted much publicity. The book also presents the concept of Challengers building “constructive tension” using three elements: Teach – Offers unique perspective and maintains two-way communication. Challenger. Hard Worker. Problem Solver.

Ideal Customer Profile 87

Ideal Customer Profile Hiring Analysis Face-to-face 87

Braveheart Sales

JANUARY 18, 2018

Ever since CEB (now Gartner) published The Challenger Sale in 2011, the book has attracted much publicity. Constructing Tension. The book also presents the concept of Challengers building “constructive tension” using three elements: Teach – Offers unique perspective and maintains two-way communication. Hard Worker.

Hiring 40

Hiring Ideal Customer Profile Construction Analysis 40

Sales Training Connection

AUGUST 10, 2011

Translating these three core performance skills into action can most effectively be achieved by remembering this simple construct: ask, listen, and then talk. You know what not to talk about so objections and awkward situations are less likely to occur. ©2011 Sales Horizons™, LLC. Why does “ask, listen, then talk” work?

Lead Qualification 67

Lead Qualification Sales Qualified Lead Face-to-face Construction 67

Sales Training Connection

SEPTEMBER 21, 2012

These videos can be used to address standard topics like: How to open a call, closing, objection handling, and asking questions. One template that works well is a “week-in-the-life” construct. ©2011 Sales Horizons™, LLC. Plus, more time needs to be allotted for planning and feedback.

Hiring 100

Hiring Training Exercises Video 100