Alice Heiman

NOVEMBER 14, 2018

Many leaders take advantage of the holidays in November, December, and January to read the latest books about sales and leadership. But which titles from 2018 are really worth your precious time? Best Books to Read Over the Holidays. This book shows how to build, orchestrate, and lead sales enablement as a sustainable system.

Decision Maker 126

Decision Maker Handbook Lead Rank Lead Scoring 126

Hubspot Sales

MARCH 30, 2018

That’s how prospecting can sometimes feel, especially if you’re using outdated sales tactics that drive buyers crazy. We know prospecting can seem daunting, and a string of unreturned calls and unanswered emails is discouraging, to say the least. The 3 Key Elements of Good Sales Prospecting Emails. So, we’ve got your back.

Prospecting 100

Prospecting Buyer Persona Face-to-face Call-back 100

Hubspot Sales

DECEMBER 26, 2017

SDR/BDR Skills for 2018. Video prospecting. We’re about to turn the corner into 2018. 1) Video prospecting. Video prospecting” is a buzzword, but at HubSpot, we’ve seen great results. Of course, that’s probably one month before video prospecting starts to lose its impact …). Highly customized outreach.

Hubspot 141

Hubspot Lead Rank Call-back Sales Qualified Lead 141

Hubspot Sales

JANUARY 31, 2018

But being a salesperson in 2018 is very different than being a salesperson in 1987. Although it’s arguably more difficult to sell effectively in 2018, it’s easier for top performers to differentiate themselves. 18 Outdated Sales Tactics to Kick to the Curb in 2018. The first thing you need to do? The first thing you need to do?

Cold Calling 145

Cold Calling Social Media Inbound Face-to-face 145

Hubspot Sales

AUGUST 19, 2018

It analyzed three year’s worth of data,100,000 call attempts, six companies, and 15,000 leads and synthesized findings to bring salespeople scientific answers to age-old questions like “ What are the best days to call my prospects? ” Is there a time, date, or approach to calling your prospects that’s scientifically better than the rest?

Follow-up 110

Follow-up Sales Qualified Lead Referrals Survey 110

Adaptive Business Services

AUGUST 8, 2018

The author of this book, Weldon Long, had me at his dedication page …. This book is dedicated to the passionate and hard-working men and women who eat what they kill in the sales profession. It starts with your prosperity mindset (the foundation of many of his books) which Weldon calls F.E.A.R. Every Lead. Every Time”.

Lead Rank 89

Lead Rank Guarantee Lead Scoring Buyer 89

Your Sales Management Guru

DECEMBER 6, 2017

Preparing for 2018. During the session I lead a panel discussion on “ Killer Strategies for Prospecting ” and I spoke separately on “ Leveraging Your Business by Partnering”. During the session I lead a panel discussion on “ Killer Strategies for Prospecting ” and I spoke separately on “ Leveraging Your Business by Partnering”.

Lead Rank 54

Lead Rank Lead Scoring Ideal Customer Profile Top of Funnel 54

Mr. Inside Sales

APRIL 8, 2018

MIS was awarded the “2018 Service Provider of the Year Award” in the category of Sales Script Development! For all of you who have supported me over the years, I’d like you to give a free sample from my new book, Power Phone Scripts. What to do if the prospect takes only emails. A better opening than “How are you today?”.

Gatekeeper 73

Gatekeeper Cold Calling Inside Sales Prospecting 73

Vengreso

DECEMBER 19, 2018

I’m not a book reader in general and prefer consuming content in short, small bites. In fact, I find books a little overwhelming at times. Even so, my book collection is mounting, thanks to the privilege of hosting Vengreso’s Selling With Social Podcast. That’s how I created The Best Sales Books list of 2019.

Conversion 112

Conversion Paid Content Hiring Pivotal 112

Sales Hacker

MARCH 1, 2019

Big news today: my colleagues at Outreach and I wrote a book (yes, a physical book), and it’s now available for pre-order! Why a Book on Sales Engagement? In December of 2018, I made ten predictions of how sales will continue to change in 2019. The book will be released on March 12, 2019. Books-A-Million.

Scale 58

Scale Microsoft Marketo Commission 58

The Pipeline

JULY 17, 2018

On the run this week, so I thought I would share a quick but important thing you should incorporate into your prospecting, followed by a couple of things you need to know about and act on. Next time someone says they are not doing anything till next year, try this: July 16, 2018. Prospect: “We started in September”.

Maximizer 149

Maximizer Prospecting Call-back ACT 149

Pipeliner

FEBRUARY 7, 2018

Sales Metrics that Matter in 2018. And how do they know they’re the RIGHT opportunities, both for the company and for the prospects? What should they be in 2018? Recorded on 8th February 2018 9am PST. Which sales metrics matter in 2018 and how can the right ones be identified effectively? Episode Questions.

Social Media 60

Social Media Telecommunications Health Care Media 60

Hubspot Sales

DECEMBER 15, 2017

That’s why I’m sharing my 3-step process to preparing for a strong start in 2018. 1) Dig out your “not-now” prospects. When a prospect says “this might not be the best time” for them, I set a task to follow up with them around the end of the year. 3) Research your prospects before calling.

Hubspot 91

Hubspot Decision Maker Follow-up CRM 91

CloserIQ

NOVEMBER 9, 2018

Top Sales Books for Enterprise Account Executives. These sales books offer a full curriculum on enterprise, tackling everything from C-suite lingo to common objections: Read more > Career + Job Advice. ” A Comprehensive Guide on Sales Prospecting (Abigail White of Inside Sales). Featured Article.

Hiring 49

Hiring Loyalty Enterprise Enterprise 49

Hubspot Sales

FEBRUARY 16, 2018

After a long day of sales calls, juggling what feels like a million prospects, and filling out endless CRM fields -- it’s easy for salespeople to slip into bad work habits. Avoiding Prospecting. But 2018 is all about team selling. Avoiding prospecting. Block off time for prospecting every week. Bad Habits at Work.

Top of Funnel 108

Top of Funnel How To Hiring Face-to-face 108

Hubspot Sales

FEBRUARY 12, 2018

But that’s to your advantage: A Valentine’s Day-themed email will stand out in your prospects’ work inboxes, make them curious, and ultimately, earn you the opens and replies you’re looking for. Prospecting emails. If you’re interested, you can book some time on my calendar here: [Link to Meetings tool.]. goals in 2018.

Prospecting 93

Prospecting Lead Gen Referrals Hiring 93

Sales Hacker

SEPTEMBER 24, 2018

Rev up your sales process with the best sales books. Need a reason to pick up a new sales book? Do you struggle to settle down with a good sales book? Here are a few tips: try reading first thing in the morning, taking a book along on your commute, or adding a “reading meeting” to your calendar. That’s not a coincidence.

Strategy 67

Strategy Influencer Ideal Customer Profile Handbook 67

Hubspot Sales

JANUARY 3, 2018

Already been ghosted by a few prospects this holiday season? Planning, budgetary shifts, and vacation are all reasons we lose track with prospects at the end of the year -- but it matters how and when you follow up in January. To help, I’ve outlined five tips for re-engaging with prospects and clients after the new year.

Hiring 127

Hiring Prospecting Trade Show Vendor 127

SalesHandy

JULY 15, 2018

After spending around 70+ hours on LinkedIn, observing & analyzing hundreds of profiles of Sales Influencers or Sales Gurus we have mindfully put together the list of 20+ Sales LinkedIn Influencers/Gurus that you must follow in 2018. Steli Efti is mainly known for his selling skills and his attitude of never giving up on a prospect.

Influencer 76

Influencer LinkedIn Social Media Demand Generation Agencies 76

Hyper-Connected Selling

DECEMBER 11, 2018

Offices are half empty, customers are hard to get in touch with, and in 2018 it’s a weird, 3-day work-week. Successful people usually have a list of books waiting for them when their schedules give them a moment. ” Grow in 2018. How to Maximize the Last Week of December. – Danny Schuman. – Joanna Wiebe.

Hiring 99

Hiring Top of Funnel Lead Rank How To 99

Sales and Marketing Management

DECEMBER 21, 2020

In the scheme of things, everything that happens before a prospect reaches out to a sales rep and after a deal is closed are both just as important as the actual interaction between the sales rep and prospect. He joined the Mediafly team in 2018 through the acquisition of the company he founded and led, Alinean Inc.

Face-to-face 177

Face-to-face ROI Proposal Fashion 177

Hubspot Sales

DECEMBER 8, 2017

Get real time notifications of when prospects or customers open your emails. Scores of potential prospects lost in one fell swoop. When a prospect is ready to commit to a contract, a rep is going to get them to sign, come hell or high water. Calculate this along with a slew of other profit-based metrics with Profit Story.

CamCard 145

CamCard Hubspot Microsoft Ideal Customer Profile 145

DialSource

MAY 9, 2018

The third annual UNITE 2018 will bring together all sales roles for a learning and celebration event unlike anything else! Book by May 28th, 2018 to enjoy the special rate. According to SiriusDecisions, it takes an average of eight calls to reach a prospect. The post Join Us for UNITE 2018 appeared first on DialSource.

Hotels 28

Hotels Discount Negotiation Guarantee 28

DiscoverOrg Sales

JUNE 13, 2018

Of course, one thing hasn’t changed: The majority of my team has joined since the beginning of 2018. Because of their efforts, we are able to book demos with more than 50% of inbound leads; and 35% of our inbound leads go on to become opportunities. It’s a bad day when half of the demos we book are 3+ days out.

Lead Rank 276

Lead Rank Inbound Lead Scoring Sales Qualified Lead 276

Mr. Inside Sales

JANUARY 8, 2018

Want to make 2018 your best year ever? Listen for if you’re using the right rebuttal to the objection your prospect or client just gave you. So there you have it: the five ways to get better at handling objections and improve your 2018 sales experience. And, by the way, that you’re going to get all year long.). You should, too.

Objections 157

Objections Guarantee Energy ACT 157

No More Cold Calling

JANUARY 28, 2018

With the 2018 Winter Olympics starting soon, we’re already hearing about the amazing athletes who will wow us next month. Here are two options for you to learn, grow, and win Gold in 2018: The B2B Sales Summit is a unique online opportunity to hear 28+ sales leaders share their perspectives on timely sales topics. Yes, I’m one of them.)

Referrals 166

Referrals Cold Calling Lead Generation Sales Qualified Lead 166

Hubspot Sales

JUNE 22, 2018

Prospecting is hard for most salespeople. In fact, getting a response from prospects was identified as the hardest part of the sales process in the 2018 State of Inbound Sales Report. They are also top-notch experts at prospecting. Set Yourself Up for Sales Prospecting Success. Plan your prospecting approach.

Buyer 106

Buyer Prospecting Top of Funnel Ideal Customer Profile 106

A Sales Guy

DECEMBER 21, 2019

I have to say that your book literally closed a gap in my career and way of thinking. Let’s get to the impact of GAP Selling since integrating it at the end of 2018: Avg Sale improved from $45k in 2018 to $105K in 2019. Next, the closest salespeople sold $380k and $290k for the 2018 year.

Hiring 88

Hiring Promotion Retention Trends 88

Sales and Marketing Management

APRIL 30, 2018

A few of my favorite questions to ask are: Where is this prospect at in their buying process and why do you think that? Davis is the president of TopLine Leadership and the author of "The Sales Manager's Guide to Greatness," which has been named the 2018 Axiom Business Book Award Winner, Silver Medal.

Sales Management 268

Sales Management Hiring Motivation Construction 268

Sales Hacker

JANUARY 27, 2024

Common Room supercharges your GTM motion by bringing all of your product usage data, social media signals, community activity, and CRM insights together so you can surface high-intent prospects, convert customers faster, and drive more revenue. He then took over as VP of Marketing for rapidly growing Outreach.

Positioning 88

Positioning Top of Funnel Ideal Customer Profile Intent Signal 88

Zoominfo

APRIL 16, 2018

Keenan’s book shares how the rules of the industrial age no longer work and that if you want to be successful, you must learn the new rules for success. Administrative tasks and prospect research eat up a ton of time that reps could spend selling. Reason Number Six: Keenan is a 2018 Growth Acceleration Summit Speaker.

Journal 171

Journal Influencer Case Study Sports 171

Close.io

JULY 23, 2018

Sales reps today are more empowered than ever with technology that allows us to connect with prospects, build relationships, and close sales. On jumping from prospect to prospect. You feel the need to prove yourself constantly, which usually means closing more deals, calling more prospects, and chasing quantity.

Scale 94

Scale Sales Qualified Lead Networking Lead Rank 94

Nutshell

AUGUST 27, 2018

There are hundreds of different sales tactics that you can use to find prospects, qualify leads, and make a sale. Prospecting. What is prospecting? What is prospecting? Prospecting is the process of finding and reaching out to potential customers for your business. Scour Yelp for potential prospects.

Sales Qualified Lead 126

Sales Qualified Lead Closing Lead Rank Lead Scoring 126

Sales and Marketing Management

APRIL 1, 2019

Examples of skills and attitudes in your success profile could include: Prospects consistently, strong work ethic. Davis is the author of "The Sales Manager's Guide to Greatness," which has been named the 2018 Axiom Business Book Award Winner, Silver Medal. Consistently develops new sales opportunities within existing accounts.

Motivation 314

Motivation Hiring Ideal Customer Profile Guidelines 314

Hubspot Sales

JANUARY 17, 2018

The most popular question for prospective SDRs was, “Can you walk me through a recent challenge or challenging deal?” Other interview questions included: “What’s the most recent sales book you read?”. “Do Need help narrowing in on the best interview candidates? The 4 Most Popular Questions. Do you tend to take things personally?”.

Hiring 81

Hiring Motivation Intent Research 81

EyesOnSales

JANUARY 30, 2018

3 Ways to Ensure Your Tech Is Keeping Up With Your Prospects. Any time you spend out of contact with your prospects — or being inefficient with your contact — is money lost from your goals. Leveraging technology that can keep up with your prospects’ changing habits. Prepping Your Plan of Attack.

Outsourcing Services 72

Outsourcing Services Prospecting Cold Calling Sales Qualified Lead 72

Close.io

APRIL 27, 2018

Watch this cold email teardown session I conducted at Enterprise Rising in April 2018. And in case you want a more structured step-by-step guide to writing better cold emails, download a free copy of my book Cold Email Hacks. Don't overwhelm a prospect with all the benefits you could potentially provide them with.

Enterprise 123

Enterprise Enterprise Sales Qualified Lead Lead Rank 123