SBI Growth

JANUARY 13, 2017

Your sales strategy sets direction with an operational plan to achieve revenue growth objectives. It also determines which sales programs you will invest in to accelerate sales efforts, and which programs you will forgo. Evaluate if your sales strategy is a problem, download.

Strategy 219

Strategy Objections Revenue Sales 219

Pointclear

JANUARY 13, 2017

ABM drives bigger, better deals. Most marketing and sales folks I talk to agree … in theory. Many are still trying to figure out how to put ABM principles in place. If you fall into this category, and are looking for actionable how-tos, take a look at the account-based marketing primer just published and available now on SlideShare. The deck outlines the 5 steps you need to apply the super-targeted approach to reaching out to prospects that is ABM: Identify Targets and Target Roles.

Account Based Marketing 157

Account Based Marketing Account PointClear Cost per Lead 157

The Sales Hunter

JANUARY 13, 2017

It’s the start of the new year and everyone has a tendency to think this is the year they’ll achieve more than ever. I’m no different. I find myself thinking the same way too. This year I’m pushing myself to say “no” to more than I say “yes” to. My feeling is it’s too easy […].

Sales 131

Sales Selling Skills Sales Leadership 131

Mr. Inside Sales

JANUARY 13, 2017

Back in the office after two weeks on the road training in CA (shout out to my clients there!), and during both weeks – in L.A. and Oakland – it rained! My wife tells me I can no longer say it doesn’t rain in CA. It does, and I was there! While preparing their training programs, there was one important similarity that I think applies to any sale. And that is identifying and asking the most important (value statement) question to get buy-in from your prospect up front.

Call-back 123

Call-back Motivation Prospecting Up-Sell 123

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

SBI Growth

JANUARY 13, 2017

Forecasting 241

Forecasting Sales Forecasts Strategy Sales 241

Engage Selling

JANUARY 13, 2017

It’s really common for people to set goals. In sales, if you don’t set goals yourself, you’ll probably have someone setting them for you anyways.

Sales 65

Sales Analysis Sales Goal 65