Sales 2.0

MAY 26, 2014

Sales people have had automation for a long time but the traditional form of automation aligned with the traditional view of the sales job. But now email has become an incredibly popular sales tool (maybe too popular but that’s a discussion for a different post.) In a typical selling day other things interrupt.

Social Selling 231

Social Selling Marketo Hubspot Construction 231

Score More Sales

JUNE 30, 2014

Knowing how to speak up on behalf of what your customer needs is one of the most important things you can do as a seller. If you are around other sellers on your team who complain about how things are but don’t have a better, detailed strategy that would be a win for the company and clients, then you see the wrong way to speak up.

Ideal Customer Profile 194

Ideal Customer Profile Construction Up-Sell Twitter 194

Hubspot Sales

AUGUST 24, 2020

The landscape of sales has shifted radically over the past decade or so. While phone calls, meetings, and other familiar sales staples still have a place in the field, digital sales tactics — techniques conducted through virtual channels — have emerged and started taking up some serious space. Leverage social media.

Social Media 124

Social Media Webinar Metrics Case Study How To 124

Vengreso

DECEMBER 21, 2023

Ever felt like you’re on a treadmill, running after sales targets but never quite catching up? Sales training : two words that hold the potential to change your game entirely. This post is your metaphorical guide through different types of sales training programs available and their benefits.

Training 52

Training Revenue Lead Rank Retention 52

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. When done right, they can improve your team’s performance and help you move closer to your sales goals. Why sales training is important. The different types of sales training programs. The 15 best sales training programs.

Training 92

Training Lead Rank Hiring Course 92

Sales Gravy

DECEMBER 18, 2020

On this inspiring episode of the Sales Gravy podcast, Jeb Blount (Virtual Selling) talks to Brian Knox, owner and founder of B Knox Photography. This young entrepreneur leveraged Fanatical Prospecting to quickly ramp up his successful and fast-growing photography business that he started this year. I was averse to it.

Prospecting 95

Prospecting Pivotal Cold Calling Incentives 95

Showpad

MARCH 19, 2020

As economic uncertainty, remote workforces and other obstacles caused by COVID-19 transform day-to-day operations, organizations are learning they must pivot their sales strategies – and quickly – to confront the challenge. Supporting Remote Selling. Companies around the world are forced to face a rapidly changing business landscape.

Company 71

Company Strategy Face-to-face SalesForce 71

Increase Sales

AUGUST 3, 2012

Now some sales training coaching experts to organizational development consultants will focus on this new sales skill to increase sales or to new strategic systems wide continuous process improvement. There is one word in business that usually secures a negative reaction (has a tons and tons of baggage) and that is sales.

Competition 156

Competition Small Business Small Business Infusion 156

Hubspot Sales

MAY 4, 2020

And much like keeping up with proper nutrition and fitness, networking can be a lot harder when working remotely. Sales is people-oriented. You'll be able to find several like-minded, curious sales and industry professionals interested in your perspective. They're generally not hard to find and well-worth keeping up on.

Networking 114

Networking Social Media How To Media 114

Sales Hacker

JUNE 7, 2021

Sales customer insights. What are the characteristics of organizations that are likely to make them a good fit for the products and solutions your company sells? This is important for anyone who prospects or handles inbound calls – could be both inside sales and field sales. Persona insights and intelligence.

Conversion 107

Conversion Ideal Customer Profile Customer Face-to-face 107

Chorus.ai

JULY 16, 2020

In 2016, the NBA’s Sacramento Kings completed construction and moved to Golden 1 Center, a state-of-the-art indoor arena complex in an emerging lifestyle, entertainment, and retail neighborhood in Sacramento, known locally as DOCO, or Downtown Commons. It’s hardly surprising then that the Kings sales organization is big on technology tools.

Sports 62

Sports Coaching Call-back Inside Sales 62

Mr. Inside Sales

JULY 16, 2016

Top Characteristic Part Six is difficult for many sales people to develop and practice, yet it’s one of the most important of skills to cultivate. And it is: Top Characteristic Part Six: Learn to build rapport before, during and after a sale. Years ago, my first sales manager (my older brother, Peter), taught me an important lesson.

Referrals 120

Referrals Construction Prospecting Conversion 120

Chorus.ai

MARCH 24, 2020

From the field to inside sales, from enablement to management, sales has seen its share of change, and savvy pros are always ready to roll with it. The good news is that you can ramp up your remote team faster than you might think, because tech stacks were born to drive and accommodate change. End with Action Items.

Revenue 73

Revenue Face-to-face Construction Video 73

Sales Evangelist

SEPTEMBER 2, 2019

There are three great closing questions that salespeople often ask because everyone in the sales arena wants to make sure that we’re closing effectively. Albert Alexander has been a partner in a construction equipment sales company that makes parts for excavators and bulldozers for 11 years now. There are challenges in closing.

Closing 49

Closing Construction Objections Inside Sales 49

Cincom Smart Selling

JUNE 30, 2015

My recent screed regarding intrusive telemarketing calls ( Selling? That’s Not Selling ) was greeted with many constructive comments and a surprising number of positive reactions on the part of sales folks. Many of these folks correctly guessed or figured out that I have been involved in sales myself.

Prospecting 48

Prospecting Construction Promotion Telemarketing 48

Sales Hacker

SEPTEMBER 23, 2019

This week on the Sales Hacker podcast, we talk to Kevin Egan, VP of North American Sales at Slack. Kevin’s sales career has taken him from Oracle, to Dropbox, to Salesforce, and now, to Slack. How experience as a sales engineer can play into your role as a sales leader. Subscribe to the Sales Hacker Podcast.

Lead Rank 52

Lead Rank Hiring Oracle SalesForce 52

Partners in Excellence

OCTOBER 1, 2016

The Filter Bubble : I’ve written about this in the past, but wanted to bring it up again. First, he discusses the importance of aligning the story with where the customer is in their buying process/where we are in the selling process. After that foundation, he goes in to great detail in how to create powerful sales stories.

Top of Funnel 48

Top of Funnel Conference Funnel Inside Sales 48

Distribution Pricing Journal

SEPTEMBER 20, 2023

Even distribution companies – long held up as examples of companies who require large amounts of on-premise work – have turned to remote and hybrid work for certain types of employees. Pricing requires a lot of collaboration with all the teams inside of your company, from sales to finance to purchasing.

Distribution 97

Distribution Infor Face-to-face Hiring 97

DialSource

JULY 26, 2018

We at Dialsource know there’s no way to get rid of mandatory sales meetings, but there are ways to make them a better use of time. That’s why setting an agenda is essential to an effective sales meeting. To be honest, up until that point I often didn’t touch the agenda until the day of the meeting.

Sales Meeting 28

Sales Meeting Meeting Exercises Face-to-face 28

Score More Sales

NOVEMBER 18, 2013

In talking with a wide number of sales pros in the last week it hit me that our profession keeps us somewhat isolated. How else would you follow-up other than the way you do now (or don’t)? Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling.

Inside Sales 215

Inside Sales Decision Maker Lead Rank Lead Scoring 215

Tony Hughes

MARCH 7, 2018

What do complex sales and the radioactive decay rate of atoms have in common? 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. Then draw another horizontal line or watermark halfway up the Y axis to express the status quo.

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66

Tony Hughes

FEBRUARY 22, 2018

It is dangerous to implement basic social selling techniques. I wanted to take a moment to express a word of caution in applying a cure-all or over-simplified approach to strategic selling within social mediums. The folly of Sales 2.0 or Social Selling is it's often missing the context of the coming Web 3.0

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

Jonathan Farrington

MARCH 7, 2012

Management, and particularly sales management, operates on and obtains its results from the staff that are managed. Information coming to Sales Managers is of all kinds – from verifiable facts to rumor. Having both the desire and the ability to ornate and develop constructive ideas. • Selling’ Company Policies.

Policies 35

Policies Face-to-face Inside Sales B2C 35

Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. They do this by first identifying and focusing on the sales motions that are best for their product, team, and customer. Inside sales. Inside sales. Low-touch sales.

Top of Funnel 108

Top of Funnel Examples Lead Rank ActiveConversion 108

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. We’re often encouraged to hide, toughen up, and bury our emotions. Bring your feelings, gut instinct, experience, and constructive emotion into the boardroom and sit at the table. What is one a-ha moment you’ve had in your sales career? Anything less is failure.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

DialSource

JANUARY 16, 2020

To keep up, companies must align their operations with the demands of today’s digitally-driven society. Digital Transformation in Sales. How is the digital uprising, and the concurrent shift to the knowledge economy, impacting the sales environment? The digital era is upon us—and it’s here to stay.

Ideal Customer Profile 41

Ideal Customer Profile Consumer Face-to-face Objections 41

Score More Sales

JUNE 28, 2012

Here are some resources for sales professionals who are on the front lines, generating conversations, listening to prospects and customers online, and engaging with them by email, phone, video, and in person. This post was a combined effort from the whole team at Score More Sales after a team meeting where we shared resource ideas.

Resources 170

Resources B2B Social Media Twitter 170

Sales Hacker

MARCH 19, 2019

At the beginning of March, we announced the winners of the 2nd annual Sales Hacker Top 50 Awards, presented by Bravado. So this week, we’re sharing some of the runners-up: the folks who didn’t get a billion nominations, but who clearly crushed it in 2018. Honorable Mentions from The 2019 Sales Hacker Top 50 Awards.

Hiring 96

Hiring Scale Sales Qualified Lead Top of Funnel 96

Sales Hacker

APRIL 10, 2019

Over the past 12 months, I’ve talked with hundreds of sales reps, sales leaders, and ops people about sales process, and a few patterns emerged. In this guide, you’ll learn everything you need to know about mutual action plans, from what they are to how you can use them in your sales process to save time and create more wins.

Sales Process 81

Sales Process Top of Funnel Forecasting How To 81

SaaStr - Sales Strategy

MARCH 12, 2019

As for Erica, under her CRO role, she leads all go-to-market functions including Marketing, Sales, Operations, Customer Success, Services, and Support. How does the move to enterprise fundamentally impact the sales team? How does the structure of the sales team change with the move? Where do many go wrong?

Scale 81

Scale Enterprise Enterprise Oracle 81

Sales Hacker

AUGUST 25, 2020

This week on the Sales Hacker podcast, we’ve got Alyssa Merwin , Vice President of Sales Solutions for LinkedIn, North America. She runs Sales Navigator and is perhaps one of the most important people selling sales engagement and sales software in the world. Subscribe to the Sales Hacker Podcast.

Pivotal 72

Pivotal Face-to-face How To LinkedIn 72