Women Sales Pros

AUGUST 2, 2019

She is the creator of the Ei Selling® System , a unique and powerful sales program that integrates emotional intelligence skills with consultative selling skills. Prior to starting SalesLeadership, she was vice president of sales for Varsity Spirit Corporation.

Sales Leadership 89

Sales Leadership Chemicals Face-to-face SalesForce 89

Women Sales Pros

NOVEMBER 1, 2019

She is the creator of the Ei Selling® System , a unique and powerful sales program that integrates emotional intelligence skills with consultative selling skills. Prior to starting Sales Leadership, she was vice president of sales for Varsity Spirit Corporation.

Sales Management 82

Sales Management Hiring Territories Coaching 82

Miller Heiman Group

JANUARY 31, 2019

Let’s explore three essential selling skills every salesperson should possess to maximize their long-term potential in large accounts: 1. This account plan should also utilize whatever assets possible from marketing, implementation, customer support, product development and sales enablement, etc., Conclusion.

Account 83

Account Decision Maker Maximizer Buyer 83

Sell Integrity

MAY 12, 2020

When we say ‘sales enablement’, many people immediately think of tools: technology, data, research, marketing content, product information and other elements that help sales get closer to the client. Sales Enablement Strategy: 2020 vs. 2019. Start With Defining Sales Enablement. What a difference a few months makes.

Sales Enablement 124

Sales Enablement Webinar Metrics Strategy Coaching 124

Women Sales Pros

AUGUST 23, 2019

The best salespeople are other-absorbed, not self-absorbed, and you can tell it by their marketing messages and sales conversations. The best salespeople are other-absorbed, not self-absorbed, and you can tell it by their marketing messages and sales conversations. Look at your sales and marketing collateral.

Collateral 83

Collateral Social Media Education Channels 83

Miller Heiman Group

OCTOBER 24, 2019

Today we feature a blog by Michael DeRosa, the director of professional development at Travelers Insurance, and one of our 2019 Miller Heiman Group Icons. Channel selling is a different breed of selling from direct sales. Use Sales Training to Differentiate in a Crowded Market.

Channels 51

Channels Sales Management Insurance Insurance 51

Emissary

SEPTEMBER 30, 2022

Although smaller in scale (40,000 in person versus 170,000 in 2019) Dreamforce was live and in-person. But it’s humans that sell –including humans in marketing, customer success, service and more. But in digging through my volumes of notes, here are a few of my takeaways for those in enablement: 1.

Sales Enablement 52

Sales Enablement Scale Hiring Buyer 52

Vengreso

APRIL 4, 2022

If you have any questions or doubts about using your LinkedIn profile as part of your marketing strategy – we’re here to help! Add to that this outstanding fact: 4 out of 5 LinkedIn users drive business decisions – no wonder it is the #1 rated social media platform among B2B sellers and marketers! Founder, and CEO of Vengreso. “To

LinkedIn 71

LinkedIn B2B Conversion Training 71

Miller Heiman Group

NOVEMBER 1, 2019

The 2019 CSO Insights World-Class Sales Practices Study found that only 26% of respondents consistently use call planning tools as part of their enterprise sales strategy, compared to 74% of world-class sellers. Throughout the customer lifecycle, buyers come into contact with various teams, from marketing to sales to service.

Competition 50

Competition Lead Rank Lead Scoring Decision Maker 50

Hyper-Connected Selling

JULY 9, 2019

These days it’s common for social media gurus and marketing experts to extol the virtues of video for sharing your brand message and engaging your audience. This is an especially important question for salespeople and other non-marketers who want to engage with their network. Native video on LinkedIn has become a hot topic.

Video 45

Video LinkedIn Networking Influencer 45

Gong.io

APRIL 14, 2021

If you’ve been following our podcast journey, then you’ll know that we launched ‘Reveal: The Revenue Intelligence Podcast’ back in 2019. They called it marketing or they called it something else. To sell effectively is serving at the highest level. . . . ENDURANCE. . . .

Call-back 118

Call-back SAP Revenue Sales 118

MEDDIC

MARCH 11, 2022

Each company has its own challenges: a market opportunity that is not going to last, pressure from the competition, ambitious goals set by investors, etc. TOOLS DON’T SELL; SKILLED SELLERS DO. This information is easy to understand and publicly available, but how many people actually do it?

Real Estate 52

Real Estate Quota Hiring Sales Qualified Lead 52

Hyper-Connected Selling

MARCH 17, 2020

So let’s look at some ways you can leverage sales coaching to drive online selling skills in your team. Digital Selling is Rarely Linear. And that’s why it’s so important for your salespeople to develop these skills. These are trends that aren’t going to disappear.

Social Selling 59

Social Selling Coaching LinkedIn Ideal Customer Profile 59

Vengreso

JUNE 10, 2022

Whether you’re a recent graduate, a newly-established freelancer who’s trying to generate leads, a job seeker in the market for a new job or position, or a seasoned sales professional, the strength of your LinkedIn profile can have a huge impact on your ability to attract and engage with the right audience. Talk About What You Do.

LinkedIn 105

LinkedIn Ideal Customer Profile Hiring How To 105

Gong.io

FEBRUARY 12, 2019

Looking for a list of the BEST sales blogs to read in 2019? Here are the 18 best sales blogs for 2019, from the horse’s mouth. Their blog caters to a 50/50 split of marketers and sales professionals and lets you dive into topics in whatever detail you need. Hubspot has long been a juggernaut in the marketing content space.

Hiring 133

Hiring Hubspot Inbound SalesForce 133

Sales Hacker

DECEMBER 20, 2018

Hosted by Outreach VP of Marketing Max Altschuler, VP of Sales Mark Kosoglow, and Senior Content Managing Editor Joe Vignolo, this show features real-life stories and best practices from revenue leaders doing the job day in and day out, in a casual, talk-radio-style show. Advanced Selling Podcast. Average Duration:15-30 minutes.

Top of Funnel 111

Top of Funnel Social Media Cold Calling Sales Qualified Lead 111

Gong.io

FEBRUARY 9, 2019

Imagine an email subject line that said: “Win the unfair share of your market”. Market dynamics and market share. That’s how you sell to the C-suite. PS: Get your FREE video training on selling to the C-suite by clicking the banner below: STOP RIGHT THERE! Avoid too much discovery early on.

Cold Calling 133

Cold Calling Call-back Objections Buyer 133

Gong.io

JANUARY 12, 2021

Meet Jared, Account Executive (AE) at Gong since April 2019. Meet Carolyn, Senior Sales Development Representative at Gong, since May of 2019. As a Senior Mid-Market CSM, Red uses Gong for note-taking, quick (non-email) escalations, points of interest, and personal growth. Go To Market (GTM) and enablement.

Follow-up 118

Follow-up Video Account Objections 118

Sales Hacker

JUNE 8, 2022

And a different Forrester study showed that between 2019 and 2020, the average number of touches it takes to close a B2B deal increased by 58% – from just 17 touches in 2019 to 27 touches in 2020. So sellers have to sell to a different kind of person, and they are managing much longer and more complex sales processes.

Face-to-face 93

Face-to-face Data Groups Commission 93

No More Cold Calling

JUNE 23, 2019

In fact, 87 percent of frontline sales reps and 82 percent of sales leaders agree that referrals are their best leads , according to an Influitive/Heinz Marketing survey. They don’t sit back and wait for the phone to ring or for marketing to send over a fresh batch of cold leads. That makes sense, considering 76.2 Because no one asked.

Referrals 297

Referrals Scale How To Lead Rank 297

LeveragePoint

APRIL 12, 2019

The tectonic plates have shifted between buyer and seller: Skilled sales teams are no longer necessary to provide product or solution information, except when online marketing content is inadequate. Richardson’s top 5 skills: Delivering a Compelling Value Proposition. Some Value Propositions are marketing mush.

Buyer 22

Buyer Case Study Marketing B2B 22

Allego

OCTOBER 22, 2020

But as 2019 began, it was not the best of times for the world’s seventh-largest orthopedics company. Allego really allowed us to transform how we go to market, reinvigorate our sales force, drive this higher ASP product in a commodity market, take market share from a competitor, and then ultimately grow the business,” said Lindley.

Hiring 71

Hiring Training Face-to-face Video 71

No More Cold Calling

JUNE 23, 2019

In fact, 87 percent of frontline sales reps and 82 percent of sales leaders agree that referrals are their best leads , according to an Influitive/Heinz Marketing survey. They don’t sit back and wait for the phone to ring or for marketing to send over a fresh batch of cold leads. That makes sense, considering 76.2 Because no one asked.

Referrals 228

Referrals Scale How To Lead Rank 228

LeveragePoint

APRIL 17, 2019

Given these origins in crisis, value selling is often characterized in its early stages by the following tendencies: Value selling is primarily reactive to customer demands, not proactive. Value selling is only deployed late in a sales cycle. Strong value selling skills are, at best, limited to a few members of the sales team.

Sales Process 22

Sales Process Case Study Sales Cycle Engineering 22

DialSource

JANUARY 16, 2020

For example, companies can now use marketing automation software to schedule and manage marketing tasks from a single hub. Through intelligent data leveraging, companies can assess what the market is yearning for. Instead, the younger generation is placing an emphasis on digital skills more suitable for the age of technology.

Ideal Customer Profile 41

Ideal Customer Profile Consumer Face-to-face Objections 41

SBI

NOVEMBER 7, 2019

Seismic , the market leader for sales enablement platforms, today announced the acquisition of Percolate, a leading marketing campaign orchestration and content management platform. San Diego, CA and New York, NY (November 5, 2019) –. Doug Winter, Seismic co-founder and CEO.

Top of Funnel 52

Top of Funnel Ideal Customer Profile Webinar Metrics Customer 52