Score More Sales
JANUARY 10, 2018
It was time to visit a newer client of ours and this meeting would be at least two hours to go over our findings about their sales leadership, sales reps, sales process, and pipeline. Because we leave plenty of time as a buffer so that we are never late to clients, we ended up with thirty minutes to spare.
Sales and Marketing Management
JANUARY 10, 2018
Author: Michelle Vazzana, CEO, Vantage Point Performance Frontline sales managers have a difficult job. In fact, we think they have the hardest job in any sales organization. Unfortunately, they're also a neglected role in most of the companies we know. Despite the varied and intense demands put on sales managers, they are given relatively little guidance or training on how to actually do their job.
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MTD Sales Training
JANUARY 10, 2018
When we ask salespeople how they prepare for making sales calls, most say they might check the company’s website and possibly check the contact’s Linked-In profile, but that’s about it, really. This surprises us, as the quality of the preparation can make or break your opportunities with a new prospect. Here are some tips that you might consider to make your preparation that much better and more successful.
Connect2Sell
JANUARY 10, 2018
A few months ago, someone asked me a fascinating question via LinkedIn. The question, based on a post about my DISCOVER Questions® Get You Connected book , was "In your experience, what are the toughest questions to ask a prospective customer ?".
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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.
Pointclear
JANUARY 10, 2018
A Story From Yesteryear About Reader Service (aka Bingo) Cards. According to Wikipedia: “a reader service card or bingo card" was a reply card inserted in a magazine and used by readers to request free samples and literature from businesses who advertised in the issue. Many advertisers were listed on the reply card. Readers circled the advertisers they were interested in and mailed back (or faxed back) the card to the publisher which then provided their advertisers with the appropriate leads.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Alice Heiman
JANUARY 10, 2018
Whether you’re setting your sales goals or in the thick of delivering on them, here are three steps you can take to ensure sales success this year. . 1. Plan to Succeed. Spend more time planning to succeed. We all have very long to-do lists and we tend to just ‘go do’. If we spent more time planning we would be more successful. In order to build a strong sales plan, you must start with a strong strategic plan.
Membrain
JANUARY 10, 2018
In the five years since we launched the Membrain platform (time flies!), the sales industry has seen a lot of new technologies grow popular. Software like marketing automation and online collaboration tools, as well as better hardware like smartphones and tablets, have made a big impact. Some of these new technologies, when used as part of a solid sales effectiveness strategy, can be critical to improved performance.
Hubspot Sales
JANUARY 10, 2018
While sales is undoubtedly the lifeblood of any organization, the thought of implementing a successful sales training program is enough to give even the strongest business leader pause. Many organizations invest heavily in sales training ( Training Industry reports $300 billion is spent globally on training programs and activities, with $161 billion spent in the U.S. alone) -- but most continue to struggle with the intricacies of managing and developing productive sales talent across various age
A Sales Guy
JANUARY 10, 2018
Supply and demand, you get it. The lesser the supply, the greater the demand. So why are you playing in the high supply side? Why do you look like everyone else, every other salesperson, every other marketing manager, every other sales VP, every other accountant, dog walker or software developer? Why? Why do you insist on looking like, acting like, working like and doing your job like everyone else, yet get frustrated that you’re not considered for promotion more often, that it takes you m
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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.
EyesOnSales
JANUARY 10, 2018
From Hero to Zero. By Mike Brooks, [link]. Being in sales is kind of like being a professional football player… In football, each result can either be celebrated (or not) for a very short time. If you win the game, you get about a day to enjoy the victory, and then it’s on to the next game where you need to win and prove yourself all over again.
BrainShark
JANUARY 10, 2018
“The biggest mistake I see organizations make when it comes to managing sales objections is that they lump objections into one big category. And they handle objections as obstacles,” Brainshark’s Chief Readiness Officer, Jim Ninivaggi, says.
Connext Digital
JANUARY 10, 2018
Customers are at the very heart of a business. Aside from the fact that your products or services are made for them, they contribute to the growth and success of your business. Through time, it is important for any business to continually add new customers to achieve constant growth and profitability. Acquiring new customers means understanding their needs at a deeper level and implementing strategies that are relevant, cost-effective and well-thought-out.
Customer Centric Selling
JANUARY 10, 2018
Sales Tips: Stop Measuring Customer Satisfaction. By Connie Schlosberg, Primary Intelligence.
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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.
SalesforLife
JANUARY 10, 2018
With endless website options that can enhance the user experience and create more value for visitors, how should you evaluate and prioritize opportunities? Which enhancements among dozens of choices will keep your brand competitive, while impacting the bottom line and supporting sales?
Babette Ten Haken
JANUARY 10, 2018
Everyone has a professional expiration date. That date marks the distance between the start and end of your tenure with an organization. How long is yours compared with the rest of the folks seated around the table? Not only does a professional expiration date reflect individual performance. Employee churn, based on average expiration dates of each function, impact overall company performance, especially when it comes to retaining newly acquired customers.
Aviso
JANUARY 10, 2018
Across the tech industry, on either Mondays or Fridays, sales executives are typically consumed with lengthy forecasting calls. Just about every sales leader spends too many hours doing top-down forecast calls, and along with his or her sales operations partner, plugs notes and numbers into their forecast spreadsheets. After hours of phone conversations listening to […].
Allego
JANUARY 10, 2018
Sales teams around the globe are dotting their i’s and crossing their t’s as they wrap up 2017 and dive into the new year. Meanwhile, sales trainers are looking back on whether their sales organizations performed as expected or failed to deliver. They’re closely evaluating what worked and what didn’t in the past 12 months as they craft their training strategies for the coming year.
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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
SalesLoft
JANUARY 10, 2018
Automation and personalization are both key factors of a successful sales experience for your new customers. That said, it can be difficult to identify the best times to use automation. You’d hate to lose any of the precious hyper-personal touches that set you apart. But you’d also hate to sacrifice volume for the sake a just a few personalized conversations.
Pipeliner
JANUARY 10, 2018
In the 2002 movie Minority Report , there was a scene that blew me away. Tom Cruise’s character John Anderton is pacing nervously through a shopping mall, and while he’s doing so personalized holographic advertisements are being thrown at him left, right and center. He is literally being offered services by hame as his eyeballs are read by a scanner.
SalesFolk
JANUARY 10, 2018
People are always asking me how many follow-up emails they should be sending in order to maximize their chances of getting a positive response from a prospective customer (or whoever else they’re cold emailing). I’ve also seen a lot of sales and marketing organizations sending too few follow-up emails in their sales campaigns, along with plenty of other folks sharing incorrect or outdated advice about sales emails.
Marc Wayshak
JANUARY 10, 2018
Want sales tips that will actually help you close more sales? Watch this video to learn the 17 quickest, most powerful tweaks you can make to your selling strategy. The post Sales Tips – 17 Super-Quick Tips to Close the Sale appeared first on Sales Speaker Marc Wayshak.
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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.
The Center for Sales Strategy
JANUARY 10, 2018
If you put a bad apple in a bushel of good apples, the bad apple won’t become good. In fact, w hen a bad apple starts to rot, it emits a gas that can indeed start to rot the good apples. But even if the bad doesn't completely rot the good apples, it's important to lock on to the fact that the bad won't get better by being with the good.
Partners in Excellence
JANUARY 10, 2018
We are barely a week into the New Year, but yesterday I found myself in a conversation with an executive team about the forecast. They were looking at the January forecast and starting to think about the quarterly forecast. Sales executives are obsessed with forecasting and forecast accuracy. In my past lives, as a sales executive, I don’t know how many hours I spent looking at the forecast.
Vainu
JANUARY 10, 2018
Are you still prospecting with static prospecting lists from one of the many list providers out there? If you answered yes, it’s seriously time to step up your game. I’ll be straight with you: In today’s hyper-competitive sales landscape where consumers are getting smarter and more selective by the minute, static prospecting lists don’t cut it for salespeople who want to reach quota (and don’t we all?).
Adaptive Business Services
JANUARY 10, 2018
January 10, 2018 – Boise, Idaho. NetWorks! Boise, a business-to-business networking organization that meets weekly for lunch, announced today that Virginia Cunningham has entered into an agreement with Craig M. Jamieson where she will gradually be assuming ownership of the group. This transaction will take place over the next four to five years.
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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
Sales Evangelist
JANUARY 10, 2018
Today’s guest is David Tabb. He is a franchise owner for Welcomemat Services, a marketing company that specializes in new mover mailing. He does door to door sales. And in his industry, this is what works effectively. In this episode, he’s sharing some insights which you can apply to you own process, no matter what […] The post TSE 744: Sales From The Street-“Door-to-Door Selling” appeared first on The Sales Evangelist.
Sales Gravy
JANUARY 10, 2018
The way you pose the question is hampering you and preventing any likelihood of finding the right answer. It?s time to reframe your thinking. Selling isn?t easy.
Sales Hacker
JANUARY 10, 2018
The post How to Measure Key Metrics That Drive Sales Results appeared first on Sales Hacker.
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