Connect2Sell

NOVEMBER 7, 2018

It's human nature to focus on self. On top of that, the perception (fair or not) is that sellers are even more self-oriented than people in most other professions. To overcome this perception and temper that human nature, sales managers and sales trainers who want to enable sales may find real value in developing a stronger orientation to others. This is part of what I call selling with emotional intelligence.

Training 157

Training Buyer Sales Management Selling Skills 157

Membrain

NOVEMBER 7, 2018

“Grind till you shine.” “The price of success is hard work.” “Success is 1% inspiration and 99% perspiration.”.

Sales Management 114

Sales Management Sales 114

Pointclear

NOVEMBER 7, 2018

Thinking back on my career, I realized early on that marketing spending of any sort, whether for people or programs, must be rooted in my ability (and our marketing department’s ability) to justify the expense. Nothing else made sense to me then or now. If you intend to spend the investor’s money (AKA company money) based on notions and intuition, without a plan to report the results, you are misleading management.

Lead Gen 184

Lead Gen ROI Leads Marketing Qualified Lead 184

Zoominfo

NOVEMBER 7, 2018

As important as it is for job candidates to make a good first impression, it’s equally important for the hiring company to do so, too. To help you impress job applicants and attract top talent, we give you seven ways to improve your B2B job descriptions. With just a few small changes to your job descriptions, you can improve the quality of your candidates and the efficiency of the hiring process.

B2B 130

B2B Hiring Social Media Sales Qualified Lead 130

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

A Sales Guy

NOVEMBER 7, 2018

Well, it’s finally arrived. Gap Selling is available for pre-order on Amazon. The most relevant, impactful and insightful sales book since The Challenger Sale: No blue suits, blue shirts, blue ties or blue sheets. No gimmicks or tricks. No 90’s selling tactics. No, not your dad’s sales book. Gap Selling is selling for the 21st century.

Sales 140

Sales 140

Zoominfo

NOVEMBER 7, 2018

As important as it is for job candidates to make a good first impression, it’s equally important for the hiring company to do so, too. To help you impress job applicants and attract top talent, we give you seven ways to improve your B2B job descriptions. With just a few small changes to your job descriptions, you can improve the quality of your candidates and the efficiency of the hiring process.

B2B 100

B2B Hiring Social Media Sales Qualified Lead 100

Alice Heiman

NOVEMBER 7, 2018

The Giving Season. I can feel the season changing. The air is finally getting colder, the trees are almost bare, the leaves are crunching beneath my feet as I take my morning walk and as I walked into Whole Foods the other day a giant inflatable snow globe was being set up. You know what that means. The holiday season is here, the season of giving. We give thanks, give gifts and give people way too much to eat.

Referrals 124

Referrals Film Social Media Cold Calling 124

RAIN Group

NOVEMBER 7, 2018

"Can you send me a proposal?". Sellers love to hear these 6 words from buyers. Once you submit a proposal, you can move forward to the win. While a good proposal summarizes what you've already discussed and agreed to, a proposal is, at its core, a persuasive document that communicates to buyers why they should buy, and why they should buy from you.

Proposal 109

Proposal How To Buyer Consultative Selling 109

Selling Power

NOVEMBER 7, 2018

Today’s post is by Michelle Vazzana, CEO and a founding partner at Vantage Point Performance, a leading global sales management training and development firm. She is co-author of Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance. Her newest book is Crushing Quota: Proven Sales Coaching Tactics for Breakthrough Performance.

Quota 89

Quota Survey Sales Coaching Coaching 89

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

Repsly

NOVEMBER 7, 2018

Product merchandising needs more than a low price tag. But how can your campaigns distinguish themselves from the monotony of paper towel pyramids? We broke down 19 of the best trade promotions to inject life into your marketing strategy.

Promotion 79

Promotion Examples Buyer Campaigns 79

Anne Miller

NOVEMBER 7, 2018

Can you unscramble these letters to make a real word? KIPYN Thats your challenge in a popular word game called JumbIe. It is a great word game and I admit I am a Jumble addict. More importantly, I would suggest thatJumble type thinking can save.

Sales 78

Sales 78

Topline Leadership

NOVEMBER 7, 2018

Successful sales managers recognize that while they likely have the best sales skills of anyone on their team, the key question is not how good a salesperson they are. Instead, the crucial question is how effective that sales manager is at coaching salespeople to learn what the manager already knows about selling. Here are 5 [ ] The post 5 Important Things Successful Sales Managers Do Differently appeared first on TopLine Leadership.

Sales Management 79

Sales Management Coaching Sales Sales Leadership 79

Xactly

NOVEMBER 7, 2018

This blog is the second in a series of sales planning fundamentals being written by Xactly Chief Sales Officer Marc Gemassmer. . Understanding sales rep ramp time and anticipated attrition rates is crucial for effective sales planning. However, as outlined in my initial post, “ Sales Planning Fundamentals Part One: Driving the Right Approach ,” the way that you manage planning functions— including ramp and attrition —makes the difference between success and failure.

Hiring 79

Hiring Enterprise Enterprise Compensation 79

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

The Center for Sales Strategy

NOVEMBER 7, 2018

We're partially through the 4th quarter of the year, and as planning is in the works for the following year, it’s a great time to do an account review with your team. After all, their success equals your success, so it’s vital that you help them set a strategy that helps them meet their goals.

Prospecting 73

Prospecting Account Meeting Strategy 73

Sales Hacker

NOVEMBER 7, 2018

Intent data has become one of the hottest topics in the B2B sales and marketing space. However, it remains under-utilized by many sales practitioners. A 2018 ABM Benchmark Report found only 25% of companies were using it. Let’s explore what it is, why it matters, and how to make the most of it. What the heck is intent data? Intent data is a relatively new term our industry has adopted to encompass signals and data about prospective buyers or businesses actively researching products or serv

Intent Data 75

Intent Data Intent Outsourcing Services Buyer 75

BrainShark

NOVEMBER 7, 2018

As sales enablement leaders face the challenge of keeping reps engaged with learning and training, how can they better reach and teach their salespeople?

Sales Enablement 76

Sales Enablement Training Sales 76

Babette Ten Haken

NOVEMBER 7, 2018

Being comfortably uncollaborative has its workplace advantages. Apparently, you are as risk-averse as they come. In fact, when decisions need to be made, you often are invited to meetings for the sole purpose of stalling projects and delaying decisions. As a result, you become the company “naysayer.”. Then again, are you “known” for being intentionally unimaginative and unknowledgeable?

SME 69

SME Ideal Customer Profile Margin Retention 69

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

The Brooks Group

NOVEMBER 7, 2018

Part of improving sales enablement and maintaining a strong customer-focus is being aware of the buyer’s journey and how it aligns with your sales process. Once your reps are able to connect the two they can: Improve the buyer experience. Build value for your product or service . Increase win rate, and. Move prospects more quickly through the sales funnel.

Sales Process 73

Sales Process Top of Funnel How To Buyer Persona 73

Close.io

NOVEMBER 7, 2018

Two-factor authentication (2FA) is now available to all Close.io accounts. This adds an extra layer of security ensuring your customer and business data is well-protected. Get started right away or read on to understand why this is important to you and your customers. What is 2FA? Two-factor authentication adds an extra layer of security on top of your user passwords.

Account 68

Account Google Exact Data 68

Marc Wayshak

NOVEMBER 7, 2018

Overcoming objections in sales is a headache. But with these 7 proven tips to overcoming objections in sales that you hear constantly, you’ll never get blindsided again. Check it out! The post 7 (Proven) Tips to Overcoming Objections in Sales That You Hear Constantly [Avoidance] appeared first on Sales Speaker Marc Wayshak.

Objections 65

Objections Sales 65

Corporate Visions

NOVEMBER 7, 2018

The post You Don’t Need a Better Sales Process – You Need a Better Sales Message by Corporate Visions appeared first on Corporate Visions. When Sales needs to hunker down and improve its performance, what do you typically hear from sales management? “We need a better sales process.” Then, your sales management team and your sales training experts spin the dial to pick one of the many options available in the marketplace – in hopes that it will help you rise above the economic p

Sales Process 68

Sales Process Survey Competition Solutions Selling 68

Advertiser: ZoomInfo

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

Sales Process

criteria for success

NOVEMBER 7, 2018

Are you a sales profession looking to learn how to prospect on LinkedIn? Well, you’re in the right place! LinkedIn is a treasure trove for opportunities. All you need to do is make sure you’re using the right strategies and looking in the right places. Now, prospecting on LinkedIn doesn’t have to be a blind [ ] The post How to Prospect on LinkedIn to Close More Deals appeared first on Criteria for Success.

LinkedIn 56

LinkedIn Closing Prospecting How To 56

Corporate Visions

NOVEMBER 7, 2018

Want to wow your sales team for kickoff? Try some new approaches that could help reps have value conversations customers want to have. Tis the season for picking sales meeting kickoff themes for sales and marketing organizations around the world. You definitely have to set the dates, confirm the budget, find the location, and get executive buy-in. But when it comes to the content for the sales kickoff meeting, don’t settle for a new version of the same checklist you may be using.

Meeting 64

Meeting Lead Rank Sales Cycle Lead Scoring 64

Carew International

NOVEMBER 7, 2018

Your Checklist for Effective Sales Negotiations. Regardless of our individual political views, we can all celebrate the end of a painful campaign season! Watching the contentious political landscape, one might wonder if the art of negotiation is dead; it certainly seems to be a lost art on Capitol Hill. For sales professionals, negotiation skills are essential for success – not only for the deal at hand, but for the long-term health and productivity of our customer relationships.

Negotiation 43

Negotiation Campaigns Objections Positioning 43

Selling Energy

NOVEMBER 7, 2018

Here are some additional active listening tips. Realize that restating what the speaker has said indicates you've heard them. But what if they say something negative? Do you want to repeat that? I don't think so. You want to put a positive spin on what they’re saying , so while you let them know that you heard it, you should also let them know it might not be a completely negative thing.

Positioning 40

Positioning 40

Advertisement

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

Report

Infoteam Consulting

NOVEMBER 7, 2018

Conventional classroom Sales Training doesn’t work. This might sound peculiar coming from someone like me who has been involved in Sales Training most of my professional life. But the more organisations we work with the more I realize that it’s not how good a training is that matters, it’s how much they act on quickly that makes the difference. Companies like Infoteam have to offer new ways of delivering their services to overcome the learning-doing gap.

Coaching 40

Coaching ACT Training Industry 40

MJ Hoffman

NOVEMBER 7, 2018

I’m often asked what books I’m reading, or what I recommend as continued learning for sales reps. My favorite sales books are ones that I return to again and again. A mix of sales, business, and marketing books, these are titles I would recommend reps RUN (don’t walk) out to purchase. . Here’s a condensed list of my top five books sales and why I recommend them!

Territories 40

Territories Influencer Competition Collateral 40

Carew International

NOVEMBER 7, 2018

Your Checklist for Effective Sales Negotiations. Regardless of our individual political views, we can all celebrate the end of a painful campaign season! Watching the contentious political landscape, one might wonder if the art of negotiation is dead; it certainly seems to be a lost art on Capitol Hill. For sales professionals, negotiation skills are essential for success – not only for the deal at hand, but for the long-term health and productivity of our customer relationships.

Negotiation 40

Negotiation Campaigns Objections Positioning 40