Your Sales Management Guru

SEPTEMBER 2, 2014

One of the best ways to teach: skill building, strategy development and presentation skills is the use of a Case Study. The case study allows multiple salespeople to work together on a project basis and compete against other members of your team. Sales Leadership: You are the Practice Squad. Limited financial objectives.

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Sales Leadership Case Study Study Exercises 91

Sales Hacker

JULY 26, 2023

There are many ways AI can be used in sales to revolutionize the sales landscape, transform traditional methods, and equip AEs with an advanced toolkit. Love it or hate it, artificial intelligence is massively changing the game in sales — and has huge potential for account executives. Trust me: I’m an AE who’s embraced the change.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Lead Scoring Proposal 52

Anthony Iannarino

AUGUST 1, 2020

Whether you use a more traditional approach, asking questions that allow your contacts to share the areas in which they believe they need improvement or a modern approach that helps your client learn something about themselves and their company, understanding what should cause them to change improves this part of the sales conversation.

eBook 105

eBook Conversion Up-Sell Prospecting 105

Sales Hacker

FEBRUARY 2, 2021

Sales representatives can achieve this by advertising their product/service on social media sites such as Facebook and Instagram, blogs, and even podcasts. Before we dive into sales cycle management, let’s first focus on what a sales cycle is and the sales cycle steps. What Is a Sales Cycle? What Are the Seven Steps of the Sales Process?

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Sales Cycle Ideal Customer Profile Strategy Sales Qualified Lead 105

Mindtickle

DECEMBER 1, 2021

In this blog, we’ll talk through why you can’t effectively enable your salesforce with an LMS or onboarding tool. And while their organizational and competitive challenges vary, there’s one common challenge for every sales leader: ensuring sellers are ready to hit sales goals. And it’s no surprise. An LMS is not built for sales enablement.

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Sales Enablement Hiring Exercises Scale 52

Mindtickle

NOVEMBER 3, 2021

In this blog, we’ll talk through why you can’t effectively enable your salesforce with an LMS or onboarding tool. And while their organizational and competitive challenges vary, there’s one common challenge for every sales leader: ensuring sellers are ready to hit sales goals. And it’s no surprise. An LMS is not built for sales enablement.

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Sales Enablement Hiring Exercises Scale 52

Gong.io

JUNE 8, 2022

Here’s what this discovery-oriented sales process uncovers about each one: Metrics : This focuses on the economic impact of your solution. Is an abbreviation enough to save your sales team? This one just might be. Meet the MEDDIC sales process. . It helps you qualify buyers so the right ones end up in your sales funnel.

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Sales Process Top of Funnel Sales Methodology Sales Qualified Lead 62

Customer Centric Selling

AUGUST 13, 2018

Especially at the beginning of the discovery process, Marketing must take increased responsibility for engaging and nurturing prospects. Courtesy of Primary Intelligence, a CustomerCentric Selling® Partner. So, what should companies selling to the B2B market know before they engage with their buyers? Selling to the B2B Market.

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B2B B2C Buyer Persona Marketing 49

Hubspot Sales

MAY 25, 2018

Unless your solution is so radically different from and superior to the competition’s, which I hate to tell you is rarely the case, it is very hard to come across as a consultative, value-creating salesperson when you’re tardy. Sales leaders and businesses are paying a hefty price for not developing the selling skills of their people.

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Vendor Lead Rank Lead Scoring Call-back 111

Pointclear

APRIL 28, 2015

In this blog we'll tackle #3: How to appropriately follow up on a lead. You have, no doubt, read that prospects are impatient with sales reps that ask a lot of discovery questions (especially if the information can be found with a little research). Following the prayer, the quarterback threw a quick pass over the middle to score.

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Follow-up Lead Rank Lead Scoring Sales Qualified Lead 100

Growbots

JULY 30, 2021

Outbound sales prospecting is essential to business growth, but vastly different from traditional marketing. Outbound sales is highly proactive — it’s all about finding just the right customers and convincing them to work with you. Differences between Inbound vs. Outbound Sales. How to Make First Contact in Outbound Sales.

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Ideal Customer Profile Outbound B2B How To 64

LeadFuze

JANUARY 1, 2022

The first thing we need to understand is what a sales cycle looks like and the different steps that it contains. In here, we will discuss the sales cycle definition, stages, and strategies for accelerating sales. Need Help Automating Your Sales Prospecting Process? Go through a variety of filters to zero in on the leads you want to reach.

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Sales Cycle Strategy Ideal Customer Profile Hiring 52

CommercialTribe

JUNE 25, 2018

Firstly, you can fire a CEO because they’ve done something really naughty and they’ve been caught. The only other reason you fire a CEO is they didn’t meet the forecast.” – Neil Rackham, SPIN Selling. And so CRM software was born in the early 90s—the first meaningful piece of technology used by salespeople. But it’s not for lack of effort.

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Forecasting Software Software Engineering 53

Vengreso

JANUARY 13, 2023

I’ll be the first to admit it! 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 sales book collection is mounting, thanks to the privilege of hosting Vengreso’s Modern Selling Podcast. So, there you have it!

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Paid Content Conversion Top of Funnel Hiring 81

Vengreso

DECEMBER 19, 2018

I’ll be the first to admit it! 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. The Selection Process. What selection process did I use?

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Conversion Paid Content Hiring Pivotal 112

Anthony Iannarino

AUGUST 2, 2019

To control the process, you must make a case for the next meeting after each meeting. Weak Discovery and No Exploration. One of the challenges in traditional discovery is that it isn’t as potent as it once was when it comes to compelling change. We have to unpack this a bit to explore what’s behind this question.

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ACT Up-Sell Lead Rank Lead Scoring 96

Anthony Iannarino

APRIL 24, 2020

This is especially true when it comes to the concept and execution of discovery in sales. But first, let’s take a look at what’s wrong with the way we engage in discovery now. Inadequate Discovery Processes and Methodologies. Inadequate Discovery Processes and Methodologies. Enter Integral.

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Decision Maker Banking eBook Industry 85

Anthony Iannarino

JUNE 20, 2020

The value of discovery is critical to winning deals. Past Discovery. This is true for discovery. In the past, discovery meant finding your prospective client’s “pain points” or their “dissatisfaction,” an idea encapsulated in the single question, “So, what’s keeping you up at night?

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Competition Trends Conversion Prospecting 75

Anthony Iannarino

DECEMBER 14, 2019

The Discovery Initiative. There is still a lot to be gained by using a traditional approach to discovery. In boxing, the aggressor is on their front foot, driving the action. Even though boxing is different from many other sports, being on your front foot indicates you are on offense. Selling requires you take initiative.

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Lead Rank Marketing Qualified Lead Call-back Sales Qualified Lead 82

Marc Wayshak

JULY 16, 2021

Years ago, a term came along that has since become a ubiquitous buzzword in the world of sales : solution selling. I can’t tell you how many salespeople tell me, “I use solution selling” or “My focus is on being a solution salesperson.” That’s why I put together this video. This is central to solution selling.

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Solutions Selling Objections Call-back Decision Maker 118

Hubspot Sales

JULY 17, 2023

5 Use Cases of AI Sales Assistants 12 Best AI Sales Assistants What is AI sales assistant software? Of top-performing sales organizations , 57% have harnessed AI for forecasting, understanding customer needs, and competitive intelligence. And, over 45% of them report a major improvement in these areas and beyond. It’s no wonder why.

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Forecasting Hiring Hubspot Analytics 76

Anthony Iannarino

OCTOBER 9, 2019

If you are in sales, you are a combative diplomat , so why not argue your case and teach the stubborn clients who cling to the lowest price? If you are in sales, you are a combative diplomat , so why not argue your case and teach the stubborn clients who cling to the lowest price? Make Them Walk Backward. Heads I win, tails you lose.

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Lead Rank Lead Scoring How To eBook 98

Sales Hacker

JUNE 11, 2020

Outbound , often referred to as ABM or account-based marketing , is what many consider the traditional approach to developing leads. And yet, while many sales teams celebrate closing deals , very few spend time defining, experimenting, and executing on a quality prospecting strategy. Choose a Primary and Secondary Sales Strategy. Your Buyer.

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Inbound Outbound Ideal Customer Profile Top of Funnel 100

Hubspot Sales

JUNE 13, 2018

To win larger, consultative deals, Rackham argues salespeople must abandon traditional sales techniques. If you’re a B2B salesperson, you’ve probably heard about SPIN Sales. It’s one of the most well-known -- not to mention oldest -- selling systems. You can use SPIN principles along with your current sales methodology. Stages of SPIN Sales.

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Decision Maker Objections Benefit Lead Rank 145

Tony Hughes

MARCH 19, 2018

Just having a discovery or qualification process doesn’t mean that the information in the tool is going to be able to deliver insight because often that information is inaccurate, untested and not validated. Here is the inside scoop on how we did it. I don’t know about you, but if a salesperson comes to me and says: “This deal’s strategic."

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Forecasting Epiphany Competition Lead Rank 70

The ROI Guy

MAY 4, 2011

The survey responses indicated a decided lack confidence in newer tactics like social media, blogs and videos, and even some stall worth tactics such as white papers and case studies. Even print magazines, case studies, eNewsletters and webcasts are ineffective or less than effective for more than 40% of respondents.

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Marketing Case Study Survey Social Media 94

Chorus.ai

APRIL 21, 2020

Or it can be both, as was the case for me earlier this year. So, I had to pivot fast and transform what would have been a traditional face-to-face, four-week program into a process suited for the new world of remote work we were all pushed into, essentially overnight, due to the pandemic. I joined Chorus.ai No pressure, right?

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Ideal Customer Profile Hiring Face-to-face Buyer Persona 62

PandaDoc

SEPTEMBER 2, 2020

We’ve reached out to influencers and compiled a list of the industry’s leading blogs below. Adaptive Business Blog. Adaptive Business Services focuses on B2B selling, primarily outbound, and that includes weaving social selling strategies and techniques into traditional selling methodologies.

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Top of Funnel Sales Management Hiring Lead Rank 98

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started. AB Testing. Account Executive.

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Lead Rank Top of Funnel Ideal Customer Profile Sales Qualified Lead 99

Product Management University

FEBRUARY 25, 2020

What is Portfolio Product Management and How Does It Differ From Traditional Product Management? What is Portfolio Product Management and How Does It Differ From Traditional Product Management? In a traditional product management model, everything starts with a product. In other words, see them the same way they see themselves.

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Lead Rank Marketing Segment Face-to-face 52

The ROI Guy

JUNE 29, 2011

Overall, buyers continue to prefer documents such as research briefs, white papers and blog posts as the most important form of content along each stage in the buyer’s journey. However, since buyers have been impacted by successive downturns and forced to “do more with less”, they are more pressed for time than ever before.

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Buyer B2B Comparison Buying Cycle 82

LeveragePoint

APRIL 12, 2019

While seller decision making will likely remain under human control despite the algorithms, payment systems, online purchasing options and automated contracting are circumscribing the traditional sales role as ambassador between buyer decision makers and seller decision makers. The internet has changed the fundamentals of B2B sales.

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Buyer Case Study Marketing B2B 22

Sales Hacker

DECEMBER 8, 2017

It’s that time of year again. 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. Facing the Reality of A.I.

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Trends Outsourcing Services Top of Funnel Account Based Marketing 97

Costello

DECEMBER 20, 2018

A more traditional office suite, Microsoft’s online version of Office can also be used for meeting scheduling via Outlook’s calendar. A more traditional office suite, Microsoft’s online version of Office can also be used for meeting scheduling via Outlook’s calendar. And I bet you didn’t expect to see that some people use another CRM.

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Hubspot Paid Content CRM Top of Funnel 102

Cience

MAY 7, 2019

Let’s talk about the unicorns of sales development: high-quality sales leads. They’re just like the amazing magical creature — equally admired and desired but unlike the unicorn, they exist. High-quality sales leads are the heart of our business at CIENCE — the very best we give our clients. What is a Sales Lead? Sales Lead Quantity.

Ideal Customer Profile 58

Ideal Customer Profile Lead Rank Lead Scoring Sales Qualified Lead 58

Sales Hacker

OCTOBER 7, 2021

It has little to do with the work itself, and more to do with the societal pressure, norms, and bias that exist in 2021. We’re often encouraged to hide, toughen up, and bury our emotions. The expectation is that we can “do it all.” Anything less is failure. For lack of better words…f*ck that. Heck, stand at the head of it.

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Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Cience

MAY 7, 2019

Let’s talk about the unicorns of sales development: high-quality sales leads. They’re just like the amazing magical creature — equally admired and desired but unlike the unicorn, they exist. High-quality sales leads are the heart of our business at CIENCE — the very best we give our clients. What is a Sales Lead? Sales Lead Quantity.

Ideal Customer Profile 40

Ideal Customer Profile Lead Rank Lead Scoring Sales Qualified Lead 40