No More Cold Calling

DECEMBER 14, 2017

Has digital communication killed traditional sales techniques? A sales VP was frustrated with her account based sales team, as they relied almost exclusively on technology for generating sales leads. Their outreach took too long. They spent plenty of time on social media and sent tons of emails, but they rarely reached actual decision-makers. She finally asked her team: “Did you ever close business over email?

Account 228

Account Face-to-face Decision Maker Social Media 228

Jill Konrath

DECEMBER 14, 2017

I never wanted to be in sales. I only entered the profession because I had an idea for a business. When I shared it with a consultant , he said it was a good plan and timely.

Tools 225

Tools Sales 225

Understanding the Sales Force

DECEMBER 14, 2017

As 2017 comes to a close and we prepare for 2018, there are two things I do each year that have been very popular. The first is to list the most popular articles of the year which I'll share below. And the second is to republish the popular Nutcracker/Sales article for those who haven't read it and those who find value in a reread. I'll republish the Nutcracker article early next week.

Closing 191

Closing Sales Sales Management 191

SBI Growth

DECEMBER 14, 2017

Joining us for today’s show is Milan Malivuk, the Director of Growth and Acquisition Marketing at Intellitix. We are going to take a deep dive into one of the hottest topics in B2B Marketing: Revenue Attribution. . Simply put, Revenue Attribution.

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Revenue Marketing B2B How To 168

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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.

B2B

MTD Sales Training

DECEMBER 14, 2017

How do you feel when your manager asks you to do more prospecting? Do you jump with glee at the thought of making several hundred more cold calls? Or do you close your eyes, utter a deep sigh and think ‘why did I choose this profession?’. It’s probably something in between those two extremes, but it’s not difficult to see how you can become excellent at prospecting, especially when sales are dipping or you’re experiencing a sales dip.

Prospecting 136

Prospecting Face-to-face Cold Calling Benefit 136

Increase Sales

DECEMBER 14, 2017

Now another simple increase sales leadership question: What is keeping you from changing that one behavior which would improve your results? Here is where as some say the rubber meets the road. Identifying what is keeping us from realizing the change we want requires us to look down deep inside and face the truth. This truth may not be pretty. Sometimes the fear of facing the truth is what prevents us from identifying what is keeping us from those desired results.

Sales Leadership 106

Sales Leadership Face-to-face Journal Facebook 106

Hubspot Sales

DECEMBER 14, 2017

Do I Need Social Media for Business? A professional social media presence is crucial for today's workforce -- especially salespeople. Use social media to build relationships with prospects, peers, and even your competition. This creates a personal brand and portfolio anyone can see, including the 70% of employers who view candidate social profiles during hiring.

Social Media 99

Social Media Media Ideal Customer Profile Hiring 99

Babette Ten Haken

DECEMBER 14, 2017

As the leader of your micro as well as small to midsize business (SMB), are you continuously reinventing wheels? Not only that. Do you assume that your activities represent progress targeting business growth, expansion and sustainability? If so, you end up like a hamster in a wheel, expending a lot of energy but getting nowhere else. Download my newest tool to find out whether you are targeting the right customer base for your SMB.

Strategy 78

Strategy SME Scale Lead Rank 78

The Center for Sales Strategy

DECEMBER 14, 2017

Do you know the rest of the quote? Well, here it is… " you just help enough other people get what they want." So, who said this? Perhaps you might think this came from the leader of a social services organization, or perhaps from clergy or some Eastern philosopher. But that's not where this quote came from. It actually came from a long time, well known motivational speaker in the sales arena.

Motivation 76

Motivation Analysis Sales Customer 76

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

Your Sales Management Guru

DECEMBER 14, 2017

Why Some Organizations Continue to Prosper. The most critical component in creating a high performance sales team is attracting and selecting the right level of talent, however, hiring correctly is still the number ONE problem in most organizations. While the jury is still out on the on college national signing day and their recruitment of high school seniors, and if you follow college football you saw Alabama again win the talent contest for football players.

Hiring 79

Hiring Lead Rank Lead Scoring Exercises 79

SalesforLife

DECEMBER 14, 2017

Business isn't bad. Why do so many people think it is? Coming from an upbringing of academics mixed with business, there was always a tug of war. But positive mindsets triumphed. Individuals that are constantly learning are changing business, the world. As the speed of change accelerates, impact grows from transforming together, but there are still too many silos.

Positioning 67

Positioning Sales 67

Engage Selling

DECEMBER 14, 2017

This is an interview supporting the book launch of Millennials Matter. Q: Thanks for joining us today, Danita. Give us a quick overview what you’re seeing and hearing about the importance of millennial salespeople in our companies.

Sales 59

Sales Company Customer Service Up-Sell 59

Pipeliner

DECEMBER 14, 2017

Off the Cuff Instant Interview Question: What one piece of advice could you offer salespeople who work for newer companies and must prospect with little to no budget? If you’re just starting out, I would focus on building relationships, first and foremost. At least for a moment, drop the whole “buy buy buy” mentality and actually listen to your customers.

Prospecting 61

Prospecting Commission CRM Pipeline 61

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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

Follow-up

Partners in Excellence

DECEMBER 14, 2017

Recently, I read an article entitled, “The One Key Question You Must Always Ask A Prospective Customer; This simple (yet often overlooked!) question makes selling to your ideal clients or potential customers far easier and more effective.” After the drum roll and the melodramatic scenario, the author stated: “What would you like to know most about ?

Strategy 56

Strategy Examples Customer Opportunity 56

SBI

DECEMBER 14, 2017

Until recently, a sales person’s toolkit included email, phone, maybe even some type of screen share technology. Meanwhile, marketing technology outpaced sales years ago: Since the early 2000s, marketing professionals have enjoyed things like website optimization tools, A/B testing, detailed performance statistics, and advanced lead scoring products.

Data 65

Data Lead Rank Lead Scoring Campaigns 65

Partners in Excellence

DECEMBER 14, 2017

There’s the old saying, “Behind every great individual is a great [Insert spouse, partner, mom, dad, family, mentor]. Let’s update this for modern time, we could say, “Behind every C player, there’s a …… ” Hmmm, troubling, isn’t it? But be honest with yourselves. You’re reading this, no one is watching you, you can reflect, privately, on your own performances as leaders and managers.

Distribution 52

Distribution Maximizer Coaching Relationals 52

Nyden on Negotiation

DECEMBER 14, 2017

There are six relationship principles that drive the Getting to We mindset in both negotiating the relationship and in the subsequent operation of the partnership. These guiding principles tell the parties how to act within the relationship. In earlier posts I’ve talked about the importance of trust and the necessary steps needed to build and […].

Negotiation 53

Negotiation ACT How To 53

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

Retail

Anne Miller

DECEMBER 14, 2017

'Tis the season. No doubt holiday greeting cards are beginning to trickle into your office and will likely become a flood in the next week or so. The last two weeks of December are an ideal excuse to again connect with past clients and also to.

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48

Vainu

DECEMBER 14, 2017

Scaling has probably been one of the most rewarding – but also challenging – things I’ve had to do as the co-founder of Vainu. While the rush of bringing on ambitious new team members or opening offices in new countries never gets old, getting to the point where our organization had a process in place for how to scale has been, admittedly, a challenge at times.

Scale 48

Scale Inside Sales Sales How To 48

Sales Evangelist

DECEMBER 14, 2017

Today’s episode is another snippet taken from one of our sessions over at the TSE Hustler’s League, where we primarily tackled the idea of closing, specifically, the need to close early. The most common mistake sellers make is they start at the beginning and they want to close the deal right away. But that doesn’t […] The post TSE 725: TSE Hustler’s League – “Close Early” appeared first on The Sales Evangelist.

Closing 40

Closing Sales 40

Hyper-Connected Selling

DECEMBER 14, 2017

The post Hyper-Connected Selling Idea #24 appeared first on David J.P. Fisher.

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56

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Campaigns

Mereo

DECEMBER 14, 2017

As the year comes to a close, you are probably finding yourself recapping what you and your team achieved in 2017. And while you may be considering many points of success and achievement, I’m sure your areas of desired improvement and goals for 2018 are just as long. This can either make you a pessimist or a good leader. How you communicate this to your team will be the deciding factor.

Positioning 31

Positioning Face-to-face ACT Quota 31

DataHug

DECEMBER 14, 2017

GVA Selects Datahug by CallidusCloud DUBLIN, Calif., Dec. 14, 2017 (GLOBE NEWSWIRE) — Callidus Software Inc. (NASDAQ:CALD), a global leader in cloud-based sales, marketing, learning and customer experience solutions, announced today that GVA, the UK’s leading and most diverse… The post GVA Selects Datahug by CallidusCloud appeared first on Datahug.

Software 20

Software Software Leads Marketing Qualified Lead 20

Sales Hacker

DECEMBER 14, 2017

Whoa did people get carried away with the whole cold calling vs social selling thing this year. In this article, I’m going to explain why cold calling has stood the test of time, along with my most actionable cold calling tips and techniques to help you improve your win rates. And look, I get it. You hate cold calling. Everybody does. Everybody, that is, except the salespeople using it to generate millions of dollars in actual sales today.

Cold Calling 100

Cold Calling Top of Funnel Objections Inbound 100

Pipeliner

DECEMBER 14, 2017

Once upon a time, a little child wrote letters every single year, addressed to a jolly old man residing at the North Pole. These letters politely requested greatly desired Christmas gifts, and based upon the child’s behavior in the preceding year (or, more usually, the past few weeks), the gifts would magically arrive on Christmas Eve. This tradition led those who followed it to believe, throughout our young lives, that good behavior was rewarded at Christmas with these incredible presents.

Influencer 69

Influencer Positioning Study Follow-up 69

Advertiser: ZoomInfo

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

Intent Data

Partners in Excellence

DECEMBER 14, 2017

Recently, I wrote, “Behind Ever C Player, There’s A…… ” One of my most astute readers made the comment, “If you rank on a curve, you have to have C players, who may also be great.” Mike is absolutely right, kind of…… With his permission, I’m going to tweak his comment a little beyond what he intended, but I think it’s an important discussion and distinction.

Lead Rank 59

Lead Rank Lead Scoring Quota Distribution 59