Trending Articles

Sales Prospecting & Cold Calling Tips Techniques Tools Ideas & Methods

Inside Sales Training

Why You’re Turning Off Your Prospects. By Mike Brooks, [link]. Learn the best cold calling and sales prospecting tips, ideas, techniques, strategies, tools and methods on how to make effective successful business calls for sales. It happened just now. Phone rang at our office and I picked it up.

Eleven Ways to Boost Your Presentation Skills

The Sales Heretic

Whether you’re a salesperson, executive, or business owner, presentation skills are vital to your success. But presentation skills are rarely taught in school, and too many companies don’t invest in such training for their people.

B2B Sales Emails that Open Conversations with Executives

Sales and Marketing Management

Author: Sabrina Ferraioli When you try to call business executives, you’re up against some substantial hurdles — gatekeepers, voicemail, caller ID and their not-a-minute-to-spare schedules.

Confusing Customer Service Delivery with Customer Experience Delivery?

Babette Ten Haken

Do we really understand the difference between customer service delivery and customer experience delivery? Or, do we use the two terms interchangeably? At times, our self-focused perception leaves customer service delivery up to everyone with “service” as part of their job titles.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

Happy Gibberish Day!

Sales 2.0

Hi John, This is Nigel calling from Sales Software 2.0. We’ve created a unique AI solution that works with big data at a systems level to suggest the best methodology to use in your cloud CRM. We do this by using distributed geometric parallel processing.

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Data Shows 1st Year Sales Improvement of 51% in this Competency

Understanding the Sales Force

I've written extensively about how salespeople score in 21 Sales Core Competencies. Typically, both the articles and data are shared in the context of the difference between top salespeople and weak salespeople but rarely have I written about what happens after salespeople have been evaluated.

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Are You Tracking the Right Referral Metrics?

No More Cold Calling

Do you have the wrong KPI? If you’re like most sales leaders, you’re tracking the wrong referral metrics and spinning your wheels. Craig had only one referral KPI, and it was the wrong one: the number of prospect meetings that his reps conducted.

Open Ended Sales Probing Questions for Qualifying Prospective Clients

Inside Sales Training

A Simple Lesson From the NFL to Close More Business. By Mike Brooks, [link]. Learn the top strategies, ideas, ways and examples on how to increase sales qualified leads with the top open ended sales probing discovery questions for qualifying prospective clients. Ahhhhh…. The NFL is back!

Perfect Your Market Entry Strategy

Sales Benchmark Index

Joining us on hbspt.cta.load(23541, '39dd4f48-b0ca-486a-9fa5-4e1fb27489aa', {}); is Walt Megura, the Vice President of Emerging Industry Segments and Channels for Ericcson, one of the leading providers of Information and Communication Technology (ICT) to service providers, with about 40% of.

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

Announcing The JBarrows Certified Platform Partner Program

John Barrows

In 2012, during one of John’s month-long globe-trotting sprints delivering the Filling The Funnel and Driving To Close training on-site, we realized we were at terminal velocity. The number of customers and sales teams we could work within a given year was maxed.

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Agile Selling & Improved Efficiency Starts With Management Practices

Connect2Sell

To improve a sales team’s efficiency, I start by assessing the team’s sales enablement efforts. In many sales organizations, the attempts to enable are actually disabling sellers by creating staggering inefficiencies and, even worse, impairing sales effectiveness.

The Worst 4 Letter Words In Sales

The Pipeline

By Tibor Shanto. No need to go to the gutter right away, there is a lot to be said for words in sales before we have to go blue. Given that there so many words, every day bringing more, that the word we’ll focus on today is a proxy for words rather than just one guilty word. The word I am talking about is talk, and the often silly way sellers use words, but more specifically the obsession to be delivering words, talking, sometimes (usually), jusf for the sake of talking. Fear of Silence.

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Swag for Days: 13 Don’t-Miss Dreamforce Events 2018

DiscoverOrg Sales

Reading Time: 6 minutes One of you. 171,000 other people. 27,000+ sessions. 150 after-parties. Free swag for days. The cultural phenomenon that is Dreamforce – the Burning Man of the sales world – is a testament to the influence wielded by today’s sales and marketing professionals.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Lead Management: An Emerging Key Factor in Applying the Tech Stack to Sales

Sales Benchmark Index

Are you still stuck using legacy CRM’s to drive your Lead Management process? CRM’s have introduced a lot of fantastic features that over time have become staples of almost every sales and marketing organization. While they provide a lot of.

5 Video Meeting Mistakes To Avoid At All Costs

MTD Sales Training

Are you using video meetings in your sales process? More and more companies are going down this route especially those that sell software, SAAS products and online services (such as online sales training ). Sometimes it can save you a ton of time if you can jump on a video conference call with screen sharing capability and all that jazz! Do it correctly and it can work wonders for you. Do it wrong and it can ruin the sale completely! Here are 5 mistakes to avoid at all costs!

The Hidden Cost of Being Helpful

Smart Selling Tools

“Teamwork makes the dream work!” It’s common rally cry from managers, encouraging team members to work together and contribute to each other’s success. Generally, collaboration is a good thing.

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Your Ideal Buyer is Not Your Ideal Buyer

The Sales Leader

It’s time to forget about the idea of an “ideal buyer.” ” That’s right, forget about it. Times have changed. There is no longer a single person who starts and stops all buying decisions.

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Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Lean startup experiments: Hiring humans instead of building technology

Close.io

Back in the days when we ran our sales consultancy and sales outsourcing company, we did a lot of cold calling for Silicon Valley technology companies. One of our clients was selling software directly to doctors. And the main challenge we had with this was that doctors are really hard to reach.

You’re Done with the Revenue Plan; What’s Next?

Sales Benchmark Index

“Hello 2019, we’ll be right with you!”. Most of my clients have been in non-stop planning meetings since mid-August and earlier. Long days of adjusting and readjusting budgets and expectations. New tools make the process easier, however the resource allocation decisions.

Communicating Your Value

Membrain

It's truly amazing how seller's emphasize 'unique' features or benefits that, in the eyes of the buyer , look pretty much the same as their competition. Yet the way we say what we say makes a huge difference in what people perceive. Sales Management Sales Strategy

Sales Tech Game Changers: @Bigtincan – How to Learn Faster, Sell Smarter, and Win More

Smart Selling Tools

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 Patrick Welch , President and CMO of Bigtincan.

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How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

The “Chaotic” Buying Process

Partners in Excellence

We know the importance of the marketing and sales process. It provides us a structured, disciplined approach to engaging our buyers. In theory, it should help us help the customer in navigating their buying process.

What Every Founder Needs to Know About Survivorship Bias

Hubspot Sales

Have you ever heard someone say, “ Music was so much better in the 1960’s? ” It’s easy to scroll through a list of hits from this era and agree -- but this is a prime example of survivorship bias.

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The CMO’s Key to Return on Marketing Investment: Persona Driven Lead Generation

Sales Benchmark Index

The number one way to demonstrate Return on Marketing Investment (ROMI) is by driving revenue through Lead Generation. However, few CMOs are driving top-line revenue growth with their lead generation activity. The problem? It is in the statement. Activity. Activity.

Serving Toxic Demanding Customers is not a Business Growth Strategy

Babette Ten Haken

All of us have toxic demanding customers in our client bases. However, we do have control over the situation. Let’s explore. These customers pride themselves in making our business lives difficult. First, they are predictable: they will challenge all proposed solutions. Even the simplest ones.

Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.

From SDR to VP of Sales at One of the Best Companies Outside the Valley w/Dan Cook

Sales Hacker

Have you ever dreamed of becoming a VP of Sales? This is the podcast for you. This week on the Sales Hacker podcast, we speak to Dan Cook, SVP of Sales & Success at LucidChart, one of the fastest-growing SaaS companies in the US, about what it takes to become a sales executive at a top company.

Aligning With The Customer Buying Journey

Partners in Excellence

We know we have to align our marketing and sales processes with the customer buying journey. That used to be simple when we considered the buying journey to be relatively linear.

The Ultimate Guide to Entrepreneurship

Hubspot Sales

Entrepreneurship is the process of starting (or improving upon) a business with the ultimate goal of making a profit. It often involves great risk and uncertainty, but it’s also an opportunity to overcome those challenges and to manage multiple aspects of a business operation.