Bernadette McClelland

MARCH 16, 2017

My family always plays games on Christmas Day and one of our favourites is Charades. Not only do we find it massively amusing, but the person who is up front generally gets so bemused and frustrated at why their simple label cannot be guessed in such a relatively short time-frame, especially considering all the clues they are giving. And like many of us, we know what we are conveying yet wonder how something so simple, complete with our own clues and instructions, cannot be understood by those w

Hiring 236

Hiring Case Study Sales Leadership Face-to-face 236

No More Cold Calling

MARCH 16, 2017

Lead generation shouldn’t be that tough. Let’s be honest. Cold calling is bottom-of-the-barrel prospecting. It can take eight to 14 touches to just to reach a prospect who isn’t expecting a call from your sales rep. He’s “dialing for dollars” (read: “wasting time”), and who has time to waste? There has to be an easier way to score qualified sales leads!

Sales Qualified Lead 232

Sales Qualified Lead Cold Calling Lead Rank Lead Scoring 232

The Pipeline

MARCH 16, 2017

By Tibor Shanto – tibor.shanto@sellbetter.ca . Not everything prospects say that does not align or agree with your view is an objection, and more importantly, you shouldn’t react to everything as if it was. On the other hand, you also know that there will be some specific objections that are going to come up, and how one deals with that often separates the high performers from the also-rans.

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Objections Buyer Prospecting Groups 228

SBI Growth

MARCH 16, 2017

Joining us for today’s show is Eric Schwab, a Chief Revenue Officer who knows a thing or two about revenue growth. Today’s topic is incentive compensation planning to hit your revenue goal. To follow along download our 10th annual workbook, How.

Compensation 176

Compensation Workbooks Incentives Incentive 176

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

Sales

Score More Sales

MARCH 16, 2017

What sales competencies do the top sales professionals have - SDRs, BDRs, ADRs, account managers? Can sales people be built or are we born to sell? These questions fuel many discussions in board rooms around the world. It is a universal challenge to find the top sellers for your company’s sales team. But how to go about it?

Account 156

Account Sales How To Sales Leadership 156

The Sales Hunter

MARCH 16, 2017

It’s time we challenge conventional thinking with regard to who owns the lead generation process. In the last several years, a lot has been written about how Sales and Marketing need to come together if we ever expect to resolve the issue of generating leads. In keeping with my habit of challenging the norm, let […].

Leads 135

Leads Marketing Qualified Lead Marketing Lead Generation 135

MTD Sales Training

MARCH 16, 2017

I have recently been running some training with a very successful client and we have been working on the negotiation skills of their salespeople and sales managers. One person in the group raised an interesting issue about one of his clients. They have been negotiating for a large contract, where they have been dealing with people at different levels; technical, financial, production, customer support etc.

Discount 120

Discount Negotiation Face-to-face How To 120

Zoominfo

MARCH 16, 2017

The simplest way to find out how you won over or lost a customer is to ask them. A win/loss analysis reveals why and how a sales opportunity turned into a new customer (or not). Making the most out of this feedback, by creating a report, is crucial to improving future sales processes. What Is A Win/Loss Analysis? A win/loss analysis is the process of studying past business deals to evaluate why sales opportunities became wins and losses.

Analysis 100

Analysis How To Hiring Report 100

Engage Selling

MARCH 16, 2017

Does your sales team know the difference between conversation and combat? Far too often, salespeople will get into verbal hostilities with their potential buyers. They hear a question or an objection and automatically go on the defensive!

Conversion 104

Conversion Objections Buyer Customer Service 104

Advertiser: ZoomInfo

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

Competition

SBI Growth

MARCH 16, 2017

Sales Enablement 185

Sales Enablement Marketing Sales Strategy 185

Cincom Smart Selling

MARCH 16, 2017

If you asked a any modern business how it would want to improve, there’s no doubt the sales cycle would come up. This cycle represents the critical stages of bringing on new customers, the art of moving a lead to a sale. When it moves slowly, so does business growth. According to Implisit , the average B2B sales cycle is 102 days, with 84 of those days allocated for the lead-to-opportunity process, and 18 days for the average opportunity to close.

Sales Cycle 54

Sales Cycle Software Software Tools 54

Julie Hanson

MARCH 16, 2017

Many salespeople don’t speak with as much energy or personality in business as they do in their personal lives—we tend to flatten things out, pull them in, tone them down. Why? Because they’ve been conditioned to go into “business mode.” What’s business mode, you ask? Think of the soothing voice of an NPR host, a golf announcer or a flight attendant.

Energy 54

Energy ACT Exercises Call-back 54

Partners in Excellence

MARCH 16, 2017

Long time readers will be surprised. I’ve raged against the posts predicting the death of sales. I’ve shifted my views, we are killing ourselves! The issue isn’t whether our customers no longer need sales people. They are hungry for information, more importantly they are starved for help! Our customers’ worlds are increasingly complex.

Fashion 52

Fashion Face-to-face Education Channels 52

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Sales

The ROI Guy

MARCH 16, 2017

Storytelling in sales and marketing has long been touted as effective, and we now have the science to prove why. According to a new study, when presented with a story, the storyteller and listeners brains actually synchronize – termed brain coupling. Brand new research from Drexel University, using new tools to more easily and accurately measure real time brain activity between different subjects, found that a listener’s brain activity (in brain areas associated with speech comprehension) mirror

ROI 55

ROI Study Buyer Research 55

Partners in Excellence

MARCH 16, 2017

There are just too many stupid conversations about the digitally savvy customer going on. Yes, we know customers are self educating, yes we know they are self diagnosing (that by itself is a frightening prospect), yes we know they don’t want to talk to sales people who simply parrot what they already find thought Google. We can know, expect, and encourage 100% of our customers to be self-educating.

Customer 48

Customer Forecasting Education Inbound 48

LevelEleven

MARCH 16, 2017

[…] But you don’t have to. Feedback from reps and managers also helps determine what might be good secondary metrics and creates buy-in from the whole […].

Sales 48

Sales 48

BrainShark

MARCH 16, 2017

Sales Coaching 98

Sales Coaching Coaching Sales 98

Advertiser: ZoomInfo

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

Account Based Marketing

Sales Evangelist

MARCH 16, 2017

This is Part 2 of the snippet which I’ve pulled out from one of our sessions over at the TSE Hustler’s League where we talked more about appropriate questions your customers would want you to ask so you can get to the real pain of your prospect and make sure you’re able to bring the […] The post TSE 530: TSE Hustler’s League-“Questions Your Customers Want You to Ask – Part 2” appeared first on The Sales Evangelist.

Customer 40

Customer Prospecting Sales 40

The Bridge Group

MARCH 16, 2017

Do your SDRs often remark about how much they love using Salesforce? Do they feel bad for peers at other companies with poorly configured CRMs? Are they thankful that, unlike those poor sods, they aren’t drowning in manual steps and byzantine processes. I suspect this isn’t a sentiment you hear very often. I’ve asked dozens of SDRs to describe the experience of doing their jobs inside Salesforce.

SalesForce 30

SalesForce Travel Report Strategy 30

Klozers

MARCH 16, 2017

On the 26th January 2017 Klozers , in partnership with Genoa Black and fatBuzz , launched their new Sales & Marketing Academy to help reduce Graduate unemployment in Scotland. With the support of Scottish Enterprise and the Royal Bank of Scotland the first cohort of 25 Sales & Marketing graduates started the 12 month programme, which is free to any Employer who recruits an unemployed Graduate.

Hiring 22

Hiring Marketing Banking Enterprise 22