BrainShark

SEPTEMBER 10, 2023

Today’s sellers are dealing with the high expectations of savvy B2B buyers, decision-by-committee, disruptive technology, M&A, product innovations… and more. Reps need to know A LOT to be at their best in front of buyers, but has your sales training strategy kept up with the times? What about sales training programs?

Training 62

Training Hiring Objections Coaching 62

Zoominfo

SEPTEMBER 25, 2018

According to the iTunes show notes for this podcast, here’s what you can expect, “Today’s buyer is more informed and more skeptical when it comes to buying. You’ll learn sales techniques that you can use today. 9. Selling Disruption Show. Sales is a thinking process. Sales Influence—Why People Buy.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

PandaDoc

JULY 1, 2020

Prospecting is the process of searching for potential buyers (the prospects) that are good fits for your service or product and then communicating with them in a way that moves them to the next stage of a sales pipeline. The goal of prospecting is to convert leads (contacts) into prospects (potential buyers) into clients.

Ideal Customer Profile 98

Ideal Customer Profile Prospecting Social Media Referrals 98

Vengreso

JANUARY 3, 2019

The buyer is better at buying than the seller is at selling. And, therefore that means sellers are at a disadvantage. However, you choose to listen, the point is that podcast content is as easy as it gets to contribute to your continuous learning to get better at being the modern seller the modern buyer demands.

Scale 111

Scale Outside Sales B2B SalesForce 111

Score More Sales

JANUARY 17, 2013

In addition to the tool investment itself, some things (think CRM, for example) need a part-or full-time analyst on staff working with the sales team to set up and then support the activities necessary for results. The Good News – Tools Can be Easy to Try Out and Implement. Some even offer immediate results.

Tools 230

Tools Hiring Report Face-to-face 230

Gong.io

JUNE 8, 2022

If you deal with buyers whose complex, internal politics and buying processes feel like a black box, the MEDDIC sales process gives you a clear path forward. It helps you qualify buyers so the right ones end up in your sales funnel. It stops un-qualified buyers in their tracks at the top of your sales funnel.

Sales Process 62

Sales Process Top of Funnel Sales Methodology Sales Qualified Lead 62

Sales Hacker

OCTOBER 29, 2020

The science of it relies on the psychological triggers you can leverage to land more contracts. In fact, in a case study performed by Disruptive Advertising , they saw nearly double the conversion rates just by changing their headline from: “Find The Right Accountant For Your Business Needs”. Leverage Specificity. Specifics sell.

Closing 88

Closing Guarantee Case Study Sales Qualified Lead 88

SBI

JUNE 4, 2014

Welcome to our biweekly blog feature. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry. Nancy: How does your solution uniquely address the problem (or in what way do other solutions fall short from solving the problem)? That’s Qstream.

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

PandaDoc

JULY 1, 2020

Prospecting is the process of searching for potential buyers (the prospects) that are good fits for your service or product and then communicating with them in a way that moves them to the next stage of a sales pipeline. The goal of prospecting is to convert leads (contacts) into prospects (potential buyers) into clients.

Ideal Customer Profile 52

Ideal Customer Profile Prospecting Social Media Referrals 52

Increase Sales

DECEMBER 14, 2015

Marketing is about attracting positive attention and beginning to build a relationship so people (ideal customers) will reach out to you or you can reach out to them. Of course both parties (the realtor and the home seller) would have to agree to price that probably would not be favorable to the me as the seller.

Real Estate 70

Real Estate Direct Mail Marketing Commission 70

LeadFuze

AUGUST 12, 2021

The big hitters share some of the best tips that can boost an individual rep’s performance or even transform an entire team and organization for the better. Episode 099: Social Selling Vs. Social Commerce: How They are Not the Same Thing. A Minute to Think, with Juliet Funt. Sellers and their CRM, with Pouyan Salehi.

Top of Funnel 98

Top of Funnel Lead Rank Twitter Lead Scoring 98

Vengreso

JUNE 16, 2022

All by now have implemented virtual sales training or online sales training programs that have had a better impact on sellers’ behavior than a face-to-face training session ever was able to achieve. That sales teams can have sales success with virtual sales training. Is Online Sales Training Effective? What’s the point?

Benefit 59

Benefit Training Retention Ideal Customer Profile 59

SBI

MARCH 26, 2013

As I read both books, I asked myself what they tell us about how and what our prospects go through when they make decisions (either to believe in an idea, or to make a change). Decisive (available March 26), asks and answers the questions: How do people make choices and how can we make better choices.

Marketing 123

Marketing Report Vendor Webinar Metrics 123

Mindtickle

MAY 30, 2017

This addresses the top challenges sales leaders face today: The inability of sales reps to connect their offerings to the needs and challenges of their buyers. Resolving these issues is not easy, but the new Sales Knowledge Transfer framework lays out how to approach each challenge. I don’t think so. Programs.

Buyer Persona 52

Buyer Persona Sales Enablement Face-to-face Buying Cycle 52

Mindtickle

MAY 29, 2017

This addresses the top challenges sales leaders face today: The inability of sales reps to connect their offerings to the needs and challenges of their buyers. Resolving these issues is not easy, but the new Sales Knowledge Transfer framework lays out how to approach each challenge. I don’t think so. Programs.

Buyer Persona 52

Buyer Persona Sales Enablement Face-to-face Buying Cycle 52

Artesian Solutions

JANUARY 22, 2020

When Arthur Miller penned Death of a Salesman no-one could have imagined just how pressured and complex the world of B2B sales would become – and how technology would change everything! Look to the future – The Augmented Seller. So what does the next decade hold for B2B sales, marketing and customer engagement?

B2B 52

B2B Customer Social Media Lead Rank 52

Mindtickle

JUNE 9, 2022

Establishing a 360-degree view of the buyer. Hannah : And, as today’s guest reminds us, having the capacity to understand multiple perspectives at once can be an invaluable skill in today’s market. But we all know that understanding the business through both a sales and marketing lens can be a challenge.

Ideal Customer Profile 52

Ideal Customer Profile Engineering Buyer B2B 52

Zendesk Sell

MARCH 28, 2019

The Society for Human Resource Management found that the entire process for one employee can have a price tag of around $240,000. And that can determine whether you hit your targets and generate revenue. And that can determine whether you hit your targets and generate revenue. How will this position differ? Title info.

Hiring 77

Hiring How To Sales Qualified Lead Lead Rank 77

SBI

JANUARY 29, 2020

Using a modern, agile approach they can effectively bridge the gap between globally distributed teams with video collaboration tools that enable reps, managers, and SMEs to work together easily and asynchronously. The menus on the platform can now be localized automatically, so the entire experience is displayed in each user’s local language.

Industry 65

Industry Webinar Metrics Collateral SAP 65

SBI

JUNE 3, 2014

Welcome to our biweekly blog feature. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry. Nancy: How does your solution uniquely address the problem (or in what way do other solutions fall short from solving the problem)? That’s Qstream.

Up-Sell 57

Up-Sell Revenue Closing Buying Cycle 57

Tony Hughes

MARCH 4, 2018

Soon the capital of Earth will be Silicon Valley as no industry is immune: complete and utter global disruption of 'everything' is predicted! Technology acceleration creates massive confusion that only a hand held by human guidance can weather. Boggles my mind just thinking about it.

Hiring 68

Hiring Top of Funnel Lead Rank Lead Scoring 68

Chorus.ai

FEBRUARY 4, 2020

You have no idea how to scale your sales organization structure in order to replicate that same success at the next level. By following a few basic principles, you can build a sales team that is readily scalable from day one, equipped not only for the challenges of sales today but for tomorrow as well. How do you know if you’re ready?

Scale 73

Scale Hiring Top of Funnel How To 73

Partners in Excellence

NOVEMBER 18, 2022

Selling is about creating value… Well, yeah, … but we have differing views of value, which often focuses on us and not the value customers need… To most sellers, it’s fitting the customer’s budget and winning because we might have a few more features than the alternatives, or are cheaper.

Lead Rank 105

Lead Rank Lead Scoring Ideal Customer Profile Customer 105

Sales Hacker

MARCH 2, 2020

As a lifelong learner, I turn to books whenever I want to expand my thinking or improve my performance. Here’s how you can find the sales books that are most relevant to you. There are only about 10–15 books in each discipline, so you can easily read up on the books you’re likely to need or want. Buyer-Centered Selling.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Sales and Marketing Management

JUNE 22, 2020

In a blog post about pricing in the pandemic for marketing research firm Forrester SiriusDecisions, Lisa Singer says companies trying to rebound from the disruption of the COVID-19 pandemic must look for opportunities to offer low-cost or free offerings. These are anything but normal circumstances.

Margin 194

Margin Discount Incentives Incentive 194

InsideSales.com

JUNE 12, 2020

This includes of course B2B buyers. These B2B buyers can complete 62% of their buying process without ever talking to a salesperson ( Forrester Research ). For today’s buyers, a link to an online resource is perfectly adequate–when they need a voiceover they ask for it. B2B Customers are Already Digital.

Face-to-face 94

Face-to-face Travel Call-back Infor 94

Zendesk Sell

NOVEMBER 28, 2017

During our conversation, Jeb shared his 5 Step Telephone Framework, three ways to turn objections around, how to develop sales EQ and so much more. Q: Tell us a little more about Sales Gravy – how did it get started and what are the goals of the organization? Can you walk us through that? That’s called a ledge.

Cold Calling 95

Cold Calling Face-to-face Prospecting Influencer 95

Sell Integrity

OCTOBER 28, 2020

How important is integrity in business? employees strongly agree that they can apply their organization’s values to their work every day. So, what can you do to make sure business integrity is more than just words on a values statement in your lobby or break room? The Value Of Integrity. This is a big deal.

Lead Rank 90

Lead Rank ACT Lead Scoring Company 90

Bigtincan

DECEMBER 8, 2021

Note: Though Bigtincan is our own platform, we’ve taken care to present you with our honest opinion of the benefits and capabilities of Bigtincan and a brief discussion of other Highspot Competitors so that you can make an informed decision on which platform to use. So all content, regardless of where it lives, can be accessed from one place.

Analysis 59

Analysis Collateral Telecommunications Sales Enablement 59

Tony Hughes

MARCH 7, 2018

Believe it or not, I always think of these decay rate charts, a phenomenon occurring in many natural systems, when I'm looking at enterprise selling. Ask yourself this question, how many opportunities have hit the "half life" and are hiding, decaying in your pipeline? Think as big as you can, then think bigger.

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66

Sales Hacker

OCTOBER 7, 2021

The expectation is that we can “do it all.” Questioning what we can achieve and how far we can stretch is a tactic to evaluate our choices. If you do something constructive with your doubt, and use it to advance yourself, it can be an asset. You can take more risks. Anything less is failure.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Sales Hacker

DECEMBER 8, 2017

The race to the 2017 finish line is in full throttle – While last minute closed deals are still trickling in, B2B organizations are researching how to shape next year’s sales strategy to align with the top sales trends that are expected to emerge in 2018. Executive Changes: Re-Thinking Key C-Level Roles.

Trends 96

Trends Outsourcing Services Top of Funnel Account Based Marketing 96

Artesian Solutions

APRIL 9, 2018

Ten ways Artificial Intelligence is helping shape highly successful seller behaviours. But the world of B2B sales is fast moving, and since we published our blog significant developments in tech innovation, particularly artificial intelligence have resulted in dramatic changes to ways in which sellers sell. Great listeners.

Lead Rank 40

Lead Rank Ideal Customer Profile Data Sales Qualified Lead 40

Tony Hughes

MARCH 12, 2018

It's paramount to think and express only in terms of annual commitments, minimum thresholds and visionary partnerships. You can easily lose control of deals without knowing these points and inserting them carefully into your sales process. Great sellers get to the root. That's how powerful a strategic seller's role is.

Social Selling 67

Social Selling Government Top of Funnel Call-back 67

Pipeliner

APRIL 7, 2020

In my last blog, I described using this “shut-down” time for reflection, for perhaps learning some lessons about where we’ve come from, and about where we’re going. I can only relay what I myself have learned and am learning, and this is very subjective because it is how I see the world. Are We Working More Together than Ever?

Government 72

Government Skype Scale System 72

Mindtickle

AUGUST 3, 2022

In our 2022 State of Sales Readiness Report, we found that only 43% of sellers hit their quota. Of course, effective sales enablement can drive more revenue for your company. Sales enablement can expedite onboarding for new salespeople. Sales enablement can reduce sales rep turnover. Links to training modules.

Sales Enablement 52

Sales Enablement Top of Funnel Revenue Sales Qualified Lead 52

Showpad

NOVEMBER 4, 2021

It’s Alex, an SDR from Flover, a disruptive flowertech company built on blockchain and AI. That’s how you pump your numbers up regardless of prospect vacations. One B2B buyer we spoke to lambasted the practice, saying: “This makes the entire company lose credibility, in my view. Do you know how most B2B buying journeys start?

Face-to-face 52

Face-to-face Referrals Outbound Cold Calling 52