Direct Dials: More than Meets the Eye

DiscoverOrg Sales

This was just bang the phones, get the decision makers, sell the deals. And so we were trained to seek out a direct number for every prospect on our call list. Empower the sales team to target higher-level decision makers.

So It’s Your First Day as the CMO…

DiscoverOrg Sales

From assessing which channels perform the best, to evaluating existing tracking capabilities or implementing new attribution solutions, establishing key milestones ensures you are continuously providing value for your business. First days can be stressful.

Sales Training Online

The Digital Sales Institute

Sales training online can transform the delivery of sales training programs to a greater number of sales people to boost sales performance in the short to medium term. Sales Training Online. Sales training online is also very useful as sales skill reinforcement solution.

The Ultimate List of YouTube Channels for Sales Professionals


Not too long ago, we compiled a list of top-notch YouTube channels for HR and recruitment professionals. Now, on to the ultimate guide to the YouTube channels producing the best sales content today! If you’re in need of a sales reboot, check out the Criteria for Success YouTube channel.

Smart Selling Visions: Up-Close with Top Revenue Leader Greg Sherrill, CEO of @ChannelRocket

Smart Selling Tools

This week I interview Greg Sherrill, CEO and Co-Founder of Channel Rocket. Nancy: What does Channel Rocket do? Channel Rocket is a SaaS sales enablement platform that helps manufacturers grow sales through their direct and indirect sales channels.

Five Ways to Amp Up Direct Sales

Sales and Marketing Management

In this context, I’m referring to companies that sell their products and services directly to their customer base rather than selling through retail or other sales channels (distributors, value-added resellers, system integrators, and so on).

Sales Tips: A Critical December Tactic

Customer Centric Selling

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. Limited availability to decision makers due to the Christmas holidays. After Friday the 23rd you’ll find that many decision makers are gone for the holiday.

Sales Tips: 5-Step Execution Plan for Q4

Customer Centric Selling

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. Limited availability to decision makers due to the Thanksgiving and Christmas holidays. Sales Tips: 5-Step Execution Plan for Q4.

6 Top Reasons Sales Leaders are Scared of Social Selling

Sales Benchmark Index

84% of B2B decision makers begin their buying process with a referral. You’ve trained your assistant to prevent them from getting through. This is an important decision for you. LinkedIn is the predominant channel right now. Trust is the name of the game in sales.

Social Selling on LinkedIn

The Digital Sales Institute

Social selling on LinkedIn is an additive process to existing sales tactics to connect with decision makers and influencers. The Presentation, Negotiating and Decision stages etc in the sales process is not part of social selling.

Sales Tips: Understanding "No Decision" Losses

Customer Centric Selling

Sales Tips: No Decision Losses - The Good, Bad & Ugly. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. No Decision is a decision to do nothing or to maintain status quo.

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5 Ways Marketing Can Contribute to Social Selling Excellence

Sales Benchmark Index

Yet many reps struggle to get that critical first meeting with a decision maker. Social Selling training budgets increased 48% in 2013. TURN REPS INTO MARKETING CHANNELS. Once optimized, each rep’s LinkedIn page becomes a marketing channel.

8 Ways to Use BASHO Emails in Cold Email Outreach – With Examples

DiscoverOrg Sales

A “BASHO email” is a fancy-pants name for a very personalized B2B email , usually addressed to a decision maker at a high-value account. When your prospect is a decision maker. One decision-maker at his target account, Matt, had recently changed jobs.

Three Key Metrics for Your 2015 Selling Effectiveness

The ROI Guy

Each stakeholder may be at a different point in the decision making process – some early: just getting a handle on the issues, and some late: already with a clear solution in mind. 2) Training Effectiveness: In the US, companies will spend more than $5B on sales training last year (SPI).

4 megatrends for sales organizations from McKinsey

Sales Training Connection

Some 74% of B2B decision makers, for example, use LinkedIn for business reasons, while 42% use Twitter. Sales leaders need to develop frictionless and personalized models to connect with the customer across any channel.

Sales Skills Course

The Digital Sales Institute

Research shows that the mindset of the salesperson is actually more important that any sales skills because if the mindset of the sales person is not right, no amount of sales training will work. Sales Training Class. Decision making skills.

Smart Selling Visions: Up-Close with Top Revenue Leader Brian Leach, CEO of @unboxedtech

Smart Selling Tools

In everything we create—from our learning management system and custom training content to our m obile sales apps and observation tool —the user experience is ridiculously simple and highly engaging. Decision makers know there’s no silver bullet to increase sales.

Prospect like a pro: Tips every sales team needs


All too often, the individuals who are the decision-makers within a company are scattered across departments. people may be involved in a buying decision. Sometimes that means reaching out on different channels (both online and offline!)

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How to Make the Number with Less People

Sales Benchmark Index

Establish a fun atmosphere with good feedback channels. Training your sales team how to social sell will immediately improve your sales pipeline. 84% of decision makers begin their buying process with a referral (source: Edelman Trust Barometer).

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Bringing Your Authentic Self to Sales

Igniting Sales Transformation

Decision makers can feel the insincerity of the reps focused solely on achieving quota. More than a few training companies insist that we (sellers) should NEVER bring up a potential problem, issue or objection that the buyer might have before they do.

10 Most Important Sales Trends That Will Define 2019 (And Predictions)

Sales Hacker

I think we’ll start to see more training and conversations trending in this direction. Companies to watch: Educational resources like Sales Hacker, new training and copy companies like CopyShoppe , and intent data companies like LinkedIn , Bombora , Signal HQ , and Demandbase.

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A Different Approach to 2014

Sales Benchmark Index

They also know how they make a purchasing decision. They create their own opportunities by using unclogged channels such as LinkedIn. They maximize opportunities by getting warm introductions with key decision makers, inside target accounts.

Are your Customers Outpacing your Sales Team?

Sales Benchmark Index

Buyers have been trained to expect speed, availability, and a self-directed buying experience. More selling is done virtually – buyers are making decision without a rep in the room. Sellers facilitate vs. closing – buyers are more educated and make a decision to buy.

5 Ways to Supercharge Your Sales Enablement Efforts

DiscoverOrg Sales

In particular, consideration needs to be given to how customers make their decisions, how they can utilize the products or services sold to them, and specific obstacles. “Align all your efforts to what really matters, which is how your potential customers approach challenges, make buying decisions, and implement or use your products and services,” says Tamara Schenk , research director at CSO Insights. Training, training, training.

How to Communicate Winning Sales Techniques With Automated ‘Win Reports’


Once the report has been reviewed, it can easily be shared with the sales team in a channel or via email. For more information on sharing success across your organization, read our blog on how to get rock star sales reps to train their peers. .

How to Protect Your Email Efforts from Extinction

Sales and Marketing Management

Despite chat platforms such as Slack gaining popularity, most companies still rely on email to discuss formal matters and companywide decisions. A full 72 percent of American consumers reported to MarketingSherpa that email is their preferred communication channel for business matters. Any decision maker at a company with more than $5 million in annual revenue gets an influx of solicitation emails every single day. Author: T.J.

Want Sales Success in 2018: Here Are the 7 Surefire Skills of the Sales Sherpa

Hyper-Connected Selling

Basically, they need to help their prospects make better decisions than they could on their own. Studies show that the more information we have, t he harder it is to make decisions. Identify the decision-makers, the pain points for each of them, and what objections they might have.

Sales Tips: 5 Ways to Make Your Year-end Number in Q4

Customer Centric Selling

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. that you would like to focus your energies and your company’s resources to provide them with the information they need to make an informed purchase decision by December 14th.

The Top Sales Trends of 2018

Hubspot Sales

Greater emphasis on SDR training. The hardest thing to do when prospecting for new business is to stand out in a sea of salespeople who are constantly calling and emailing decision makers. Want to jump on this train now? 2) More front-line training.

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48 Shocking Social Selling Statistics


The truth is, most sales reps haven’t received any formal training in this area. 93% of sales executives have not received any formal training on social selling ( source ). Over 70% of B2B purchase decision makers use social media to help them decide ( source ).

PowerViews with Jamie Turner: Mobile Marketing Leads the Way


Click to start video at this point — Social media and mobile markets are more than just ways of boosting one''s reach within LinkedIn, Twitter, and Facebook, there are real robust tools for utilizing and analyzing these marketing channels, Jamie expressed.

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Sales process templates: Essential stages for 8 common B2B pipelines


Verify that the point-of-contact is the primary decision-maker; if they’re not, determine who else would need to sign off on the purchase. Verify that the point-of-contact is the primary decision-maker; if they’re not, determine who else would need to sign off on the purchase. Verify that the point-of-contact is the primary decision-maker; if they’re not, determine who else would need to sign off on the purchase. Secure buy-in from all decision-makers.

All Salespeople Must Learn These 4 Marketing Tactics to Increase Sales in 2019

Sales Hacker

They know what blogs they read, what newsletters they subscribe to, what slack channels they’re active on, and they spend time and money to make sure their brand is also present in those channels. Bonus: Choose a channel and start to build your own community.

Top Selling Challenges of 2019


Each decision maker has an individualized sense of value. Moreover, after a sales professional begins a dialogue with a customer they also face challenges in maintaining a consistent cadence of contact across multiple channels and getting to the right stakeholder. Buyer’s Decision: We asked sales professionals what challenges they believe their customers face when making a purchasing decision.

How Enterprises Are Adopting Social Selling


But at a very base level, it’s how a salesperson uses social media to listen and engage with decision makers that are on these networks, asking questions and looking for help.”. How do you reach out to the decision makers and buyers in the different social media platforms?

11 Actions Sales Management Must Take Now!

Your Sales Management Guru

Analyze and profile the sales team and distribution channels that you need to penetrate your markets. . Your channel partner strategy should complement the efforts of your team, not cannibalize them. Quantify the results of each partner, and keep senior channel management updated.

In Search of the Perfect Sales Tech Stack (Here’s What’s Working Today)

Sales Hacker

Enablement : Sales Enablement is centered around getting the right people in the right conversations with the right decision-makers in the right way. As prospects move from awareness to consideration to decision, it’s critical that you track the sales metrics that matter most.

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Sales Skill-Sets vs Sales Tool-Sets

Smart Selling Tools

Our decisions are colored by the history and experiences that shape our perspective. So it’s not surprising that each time I talk with my friends on the sales training front, they tell me that the path to increasing sales is to improve selling skills.

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Sales Hacker’s Top Sales Trends & Predictions You MUST Be Aware Of In 2018

Sales Hacker

YoY Increase in CAC leading to increased reliance on channel partnerships. The role of text messaging and other unconventional communication channels in sales prospecting and customer success. Review Sites Continue to Influence Decision Makers in a Powerful Way.

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[VIDEO] Whiteboard Wednesday: Increase Retention in Sales – with Data (Steve Waters)

DiscoverOrg Sales

Considering ramp-up time is 3+ months for new SDRs … well, let’s just say if it seems like you’re spending a LOT of time training newbies these days, you’re not imagining it. Welcome to another Whiteboard Wednesday, hosted by Steve Waters , DiscoverOrg’s Director of Sales.