No More Cold Calling
NOVEMBER 16, 2018
If you think referrals don’t scale, you’re just doing it wrong. Sales leaders often tell me that referral leads are their most qualified, most convertible leads. Then in the next breath, they tell me referral business doesn’t scale. Before I got really annoyed and was ready to blast them, I took a closer look at what scale means, anyway. Of course, there’s more than one definition.
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Engage Selling
NOVEMBER 16, 2018
?????????I’m doing some research on my new book, Right on the Money, and I found a study from Serious Decisions that said that 67% of all buying is done digitally.
Jeff Davis
NOVEMBER 16, 2018
I had the pleasure of attending Showpad’s first ever US conference - TRANSFORM18. The theme was “Reimagining Sales Enablement”. As a keynote speaker and business coach focused on strategically aligning Sales and Marketing, I attended because I wanted to see what the future of Sales Enablement looks like. I wanted to learn from industry experts and sales enablement practitioners alike to be able to share this knowledge with sales and marketing leaders that may/may not be fortunate enough to have
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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.
Partners in Excellence
NOVEMBER 16, 2018
Over the past week, I’ve been involved in several conversations that have the same underlying theme. It’s basically around the concept of Productive Conflict. I believe this is a critical concept–both in how we engage our customers and in driving change internally. At the same time, I believe it is misunderstood, avoided, and executed very poorly with horrible results.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Jeff Shore
NOVEMBER 16, 2018
By Jeff Shore ? Are the rumors of a changing market beginning to cause ripples in your organization, your sales team or even your own mind? Or perhaps, it’s escalated way past rumors and what was once a hot market is starting to cool way down. This leaves your customers wondering… “AAAAAAAAAHHH! IS IT HAPPENING AGAIN!?!?!” Or, at the very least, causes anxiety.
Marc Wayshak
NOVEMBER 16, 2018
Do you struggle to get a budget from your prospects? If so, then you must watch this short video on exactly how to get a specific budget from your prospects BEFORE you ever present you solution. This easy-to-use approach will work almost every time. The post “I don’t have a budget.” How ANY Salesperson Can Handle this Objection appeared first on Sales Speaker Marc Wayshak.
Sales Hacker
NOVEMBER 16, 2018
Growth is good. When growth occurs, so does the expansion. But growth brings new challenges. As leads pour in, it becomes challenging for your current sales reps to manage their book of business and properly prospect. As a sales manager, you have to ask yourself “Do I simply hire more salespeople, or is it time to implement an SDR program?”. Driving sales is such a vital component of every company’s strategy, so it may seem illogical to even consider outsourcing any part of your sales process.
The Center for Sales Strategy
NOVEMBER 16, 2018
- WHAT'S MOTIVATING US THIS WEEK -. "IT'S NOT YOUR CUSTOMER'S JOB TO REMEMBER YOU. IT'S YOUR OBLIGATION AND RESPONSIBILITY TO MAKE SURE THEY DON'T HAVE A CHANCE TO FORGET YOU.". -PATRICIA FRIPP. - WHAT WE'VE BEEN READING THIS WEEK -. Today, we're changing things up to bring you content only focused on video and how it relates to the sales process and sales performance.
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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.
LevelJump
NOVEMBER 16, 2018
How do you measure the effectiveness of your sales onboarding program? What are the metrics you want to show to prove that what you're doing from an onboarding and training perspective is actually having an impact on the business?
The Digital Sales Institute
NOVEMBER 16, 2018
What are the benefits of undertaking a social selling training course and what can a salesperson expect to learn? The impact of social selling on the sales process is something salespeople and especially sales management can struggle with. Any business in the B2B (and increasingly in the B2C space) can leverage social selling to drive increased customer or prospect engagement.
Drift
NOVEMBER 16, 2018
Let’s take a little trip down Sales Memory Lane. You’re a BDR or SDR cold calling prospects. Maybe you’re lucky enough to get one in 100 people to pick up the phone. But when they do, the prospect doesn’t even know why they’re being called. Then comes the heavy lift, especially for an inexperienced rep, to convert someone from interrupted to engaged.
CloserIQ
NOVEMBER 16, 2018
The CloserIQ Weekly Roundup is a list of some of the best content we’ve been reading recently. Check back every week to stay up to date on industry trends and advice on everything from sales and recruiting to tech and startup news. Featured Article. How to Navigate a Career Change in Enterprise Sales. It’s a great time to be in sales. Many industries—including SaaS, cybersecurity, and healthcare—are poised for growth.
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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.
criteria for success
NOVEMBER 16, 2018
Do you want to learn more about better sales targeting? This quote from Zig Ziglar is about the obstacles you will face with every sale. Read on to learn more about this week's Let's Talk Sales inspiration. Zig Ziglar Quote In this episode of Let's Talk Sales, it's all about this month's theme: sales targeting. [ ] The post Let’s Talk Sales!
Sales Evangelist
NOVEMBER 16, 2018
In this episode of The Sales Evangelist, I had the pleasure of speaking once again with Jeffrey Gitomer, The King of Sales, about the Law of Harmonious Attraction. Jeffrey is an author, speaker, and business trainer who writes and lectures internationally on sales, customer loyalty and personal development. He also hosts the very popular Sell or […] The post TSE 966: The Law of Harmonious Attraction appeared first on The Sales Evangelist.
LevelJump
NOVEMBER 16, 2018
Do you know how to measure training effectiveness metrics? Do you know what needle you need to move to drive business impact? You might have a long ramp time. Maybe you want to show that you're improving it, cutting it down. But you can't always wait six months to stand in front of your VP of sales to show, “Hey, our onboarding is getting better.”. So what do you do?
Showpad
NOVEMBER 16, 2018
This week Showpad hosted Transform18 , North America’s largest sales enablement conference. One of the highlights of the event was the first annual Transform Excellence Awards , a program designed to recognize and promote best-in-class sales enablement deployments from customers and partners who are true leaders and innovators in their industry. Nearly a dozen companies were nominated in the following three categories: Business Impact Excellence: A company that has heavily invested in their sale
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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
Selling Energy
NOVEMBER 16, 2018
It’s no secret that many salespeople are drawn to the energy efficiency and renewable energy industries because they want to make a positive impact on the environment. Helping businesses increase their sustainability profile is a worthwhile and noble cause. However, it’s not always wise to lead with the environmental agenda in business-related sales settings.
Hubspot Sales
NOVEMBER 16, 2018
What's your business' competitive edge? A value proposition helps businesses identify what sets it apart from competitors. But how can you tell if your business activities are creating the most value for customers and a great profit margin? A value chain is used to describe all the business activities it takes to create a product from start to finish (e.g., design, production, distribution, etc.).
Mindtickle
NOVEMBER 16, 2018
We know that sales coaching is an important part of sales management. It helps your reps become better salespeople overall, improves their skills, increases their engagement with your organization and, of course, improves your topline revenue. Studies have found that effective sales coaching programs can improve sales reps’ performance by up to 20%.
Mindtickle
NOVEMBER 16, 2018
We know that sales coaching is an important part of sales management. It helps your reps become better salespeople overall, improves their skills, increases their engagement with your organization and, of course, improves your topline revenue. Studies have found that effective sales coaching programs can improve sales reps’ performance by up to 20%.
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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.
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