Understanding the Sales Force

MARCH 2, 2018

Can you imagine attaching a snow plow to a Lamborghini and hiring yourself out to clear parking lots? Back in April I wrote that we had gotten a new puppy. He's a year old now and has grown - a lot - but could you imagine putting a saddle on him and selling rides on the beach? Could you imagine if the US arsenal of nuclear weapons consisted of putting 1,000's of firecrackers into a plastic cylinder and then saying to North Korea, "try us!".

Hiring 159

Hiring Examples Sales How To 159

MTD Sales Training

MARCH 2, 2018

Gone are the days when you had to wait for your company to build your leads for you. You know what I mean; walking into that sales meeting and anticipating with bated breath what your manager would hand down to you. Those golden nuggets of information that would give you your next sale. Today’s sales professionals know that they themselves are in charge of lead generation.

Lead Rank 154

Lead Rank Lead Scoring Leads Marketing Qualified Lead 154

The Sales Hunter

MARCH 2, 2018

Three people reached out to me in the last few days and each one shared a common problem. Each person felt that due to problems they’ve had in the past in sales, they would never be successful in the future. Each person was quite serious in their phone call or email, and each one appeared […].

Sales Leadership 132

Sales Leadership Sales Selling Skills 132

Hubspot Sales

MARCH 2, 2018

Common Sales Objections. "It's too expensive.". "There's no money.". "We don't have any budget left.". "I need to use this budget somewhere else.". "I don't want to get stuck in a contract.". "We're already working with another vendor.". "I'm locked into a contract with a competitor.". "I can get a cheaper version somewhere else.". "I'm happy with your competitor.".

Objections 145

Objections How To ROI Call-back 145

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

Increase Sales

MARCH 2, 2018

Confusion in business creates poor sales results and a continual drain on the bottom line. From not knowing the purpose of business to executing actions not in alignment with the overall strategic plan impact productivity especially sales. One of my mentors once shared with me these wise words that I now use with my clients: “People confuse motion with progress; activity with results.” .

Small Business 106

Small Business Small Business Advertising Advertising 106

Pipeliner

MARCH 2, 2018

The job of a sales manager is to provide a succeeding environment for salespeople. Part of that is the provision of intrinsic competitive value in the product or service being sold. Beyond that, it’s providing viable territories and targets, proper support levels, tools for training and enablement, demand generation leadership, and the removal of internal roadblocks.

Sales Management 94

Sales Management Hiring Demand Generation Agencies Territories 94

Hubspot Sales

MARCH 2, 2018

What Are Sales Resume Skills? A history of achievement: Use specific anecdotes and numbers to tell a story of what you've achieved in your career and how you've achieved it. Intellectual curiosity: Show you're not afraid of the unknown in sales -- and demonstrate how you tackle learning and becoming an expert in new things. Appetite for closing: Avoid vague accolades like President's Club in favor of percent of goal, activity board metrics, and proof that you continually close larger deals. “ Go

Hiring 86

Hiring Ideal Customer Profile Enterprise Enterprise 86

SalesforLife

MARCH 2, 2018

Nature vs. nurture. Talent vs. skill. Destiny vs. willpower. It's one of the oldest unanswered questions that still confounds science: How much of an individual's potential is realistically achievable?

Sales 78

Sales Training Sales Management 78

Pipeliner

MARCH 2, 2018

“You can’t handle the truth!” is a favorite movie line that was delivered by Jack Nicholson in the movie A Few Good Men. Some people have difficulty handling not only the truth but also creative answers, and not just for business but in social settings, too. I recently learned that an old friend, John, now is responsible for determining if someone qualifies as a patient for the psychiatry ward.

Gatekeeper 61

Gatekeeper Face-to-face Sales Qualified Lead Negotiation 61

Advertisement

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

Sales

Engage Selling

MARCH 2, 2018

I’ve been inspired by the athletes at the recent Winter Olympic games in PyeongChang. Their grit, tenacity and their ability to perform under pressure are all takeaways for sellers.

Facebook 48

Facebook Video 48

Vainu

MARCH 2, 2018

As a salesperson, your most valuable asset is time. It’s better to spend it on a few high-quality prospects than spreading yourself thin processing a large number of poor opportunities.

Ideal Customer Profile 48

Ideal Customer Profile Customer Opportunity Prospecting 48

Engage Selling

MARCH 2, 2018

???In my line of work, I’ve noticed that the vast majority of sellers don’t prepare for sales calls and leave opportunities on the table.

Sales Meeting 49

Sales Meeting Meeting Exercises Strategy 49

The Center for Sales Strategy

MARCH 2, 2018

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

Sales 48

Sales Inbound Marketing 48

Advertiser: ZoomInfo

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

Cold Calling

Sales Result

MARCH 2, 2018

Many CEOs come to us looking for answers. When sales are stagnant or taking a dive—especially with older companies that have been around for a while—it usually can be traced to two root reasons.

Margin 45

Margin Company Sales Strategy 45

SugarCRM

MARCH 2, 2018

Not to be outdone by another awards show happening this weekend that you may have heard about, SugarCRM announced the winners of its fiscal year 2018 global partner awards last week at the company’s annual sales kick off (SKO) event in Sorrento, Italy. For the past nine years, SugarCRM has recognized the leadership and achievements of its partner community through a series of partner awards.

SugarCRM 48

SugarCRM CRM Channels System 48

Sales and Marketing Management

MARCH 2, 2018

Author: Judi Hand Contact center employees have one aim: using the information at their disposal to solve a customer’s problem. Companies provide these workers with data, contact history, service history, and so on to help them answer whatever questions the customer asks. But companies focus so much on the relationship between customers and data that they often ignore how smart data practices affect employees.

Data 180

Data Scale Customer Trends 180

PandaDoc

MARCH 2, 2018

Everyone says that time is money. But this statement is especially true for sales reps. Commission-based jobs know no time restraints. Hustling is good. But there’s also a point of diminishing returns. Another 80 hour week doesn’t necessarily mean you’re crushing it. It probably means you’re taking meetings you shouldn’t. You’re doing too many repetitive admin tasks.

Proposal 72

Proposal Hubspot Call-back Scale 72

Advertisement

In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

Data

Openview

MARCH 2, 2018

If there’s one thing that’s always a constant in an organization’s sales pipeline , it’s change. While that’s a positive factor when deals are progressing forward and are moving from discovery to proposal to closed won, change is also often negative, caused by deals going dark or falling out of the pipeline altogether. Sales leaders have the incredible challenge of keeping up with all of this change and are simultaneously held to forecasts usually set at the beginning of the year, the quarter, o

Forecasting 65

Forecasting Sales Forecasts How To Sales Cycle 65