DiscoverOrg Sales
MAY 8, 2018
“HOW THE %$#@ DID YOU GET THIS NUMBER? Take me off your call list!”. … Not really the cold-call response you’re looking for! But you’ve been pursuing this company for almost a year. You finally found a direct phone number for the perfect decision-maker – AND a hot tip that the company finally got funding in place to purchase a solution like yours.
The Center for Sales Strategy
MAY 8, 2018
Before you can have a serious conversation about desired business results, you need your prospects to open up and tell you about their problems and challenges. When you meet someone for the first time, it can be challenging to get them to let their guard down when they don’t know you.
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Openview
MAY 8, 2018
The very idea of sending cold emails may cause you to shy away from even considering it. You may wonder if you’re wasting your time. Does it even work? With the cold email open rate being lower than that of an opt-in email list, and it sounding a little like cold- calling , it’s understandable that some companies aren’t excited about giving it a try.
The Pipeline
MAY 8, 2018
By Tibor Shanto. I do a lot of work with organizations trying to improve their prospecting, and the piece they look to from me is the telephone component of a robust prospecting routine. The ones that do best are the companies where the leaders understand that they need their people using all tools available to them, not cherry pick the ones they like while ignoring the ones they don’t hate, like the phone.
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.
The Sales Heretic
MAY 8, 2018
We tend to think of talking as the most important element of communicating, and thus, the most important element of sales, leadership, relationships, etc. But communication is a two-way street, and as Tony Alessandra points out in his book, Charisma, “When you want to win someone’s confidence, listening is just as important as speaking. Good [.].
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Zoominfo
MAY 8, 2018
Branding. If you’ve worked in business for any period of time, you likely hear this term thrown around a few times a day. But branding is a fluid, subjective concept that we don’t always take the time to quantify—a must in today’s competitive business landscape. Today, we explain the importance of a data-driven branding strategy and why contact data hygiene is the key to branding success.
SBI Growth
MAY 8, 2018
Our guest today is Bernie Kassar, Chief Customer Officer for Xactly Corporation. Bernie pioneered the field of Customer Success as one of the first SVP’s of Customer Success five years ago. As companies scramble to catch up, Bernie is a.
SBI
MAY 8, 2018
There’s so much talk about Salespeople refusing to use sales tools. I’ve heard people reason that salespeople are lazy, that they aren’t tech savvy, that they’re stubborn. Those things may or may not be true for your sellers. Regardless, those aren’t the reasons salespeople don’t adopt tools. It’s really not complicated.
Hubspot Sales
MAY 8, 2018
In the past 30 years, I’ve listened to a lot of smart sales leaders and experts tell me breakup emails are effective. I respect these people deeply -- but none of them have ever convinced me. If it were up to me, salespeople would never send breakup emails. How Breakup Emails Work (In Theory). Quick summary to make sure we’re on the same page: A rep sends a breakup email after she’s attempted to contact her prospect several times with no response.
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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.
Jeff Shore
MAY 8, 2018
By Amy O’Connor. Selling your final few of anything is often tricky. From a sales person’s perspective, we are often sick of looking at whatever it is and are ready for our next, fresh batch of widgets to sell. ?From an operational perspective, management just wants them gone to focus on what’s next. But to buyers, the final few are often seen as valuable and desirable if we position the sales strategy correctly.
Hubspot Sales
MAY 8, 2018
Important Sales Reports. Contacts Report. Leads Breakdown. Revenue Summary. Companies Report. Wins/Losses Report. Custom Reports. Many salespeople spend their time focusing outward on prospecting. However, the most successful salespeople also look inward -- at the treasure trove of information just waiting in their CRM. Salespeople often struggle to understand lead behavior across different channels.
CloserIQ
MAY 8, 2018
For modern customers, there’s almost always more than one option when it comes to making a purchase. That makes it even harder for sales teams to close deals. But when customers are inundated by countless messages everyday, personalization can help. Buyers don’t want to feel like they are part of the herd. They want to feel special and taken care of.
Connext Digital
MAY 8, 2018
After a few minutes of browsing for shoes online, you will begin to notice footwear ads appearing on the succeeding pages you land on. Surprisingly, ads about places you’ve been to also appear everywhere you go. This may appear odd or even downright invasive, but this is one of the many ways businesses are trying to find out everything they can about their customers to stay ahead of the competition and directly market their products or services.
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.
PandaDoc
MAY 8, 2018
Salespeople make their living by understanding the unique problems and challenges faced by their clients and effectively presenting the features and benefits of their product in a way that promises to solve the pains of the prospect. Most sales professionals wish they could spend more of their time pitching to prospects, but the reality is that outbound sales start with lead generation – the tedious and ongoing process of identifying, qualifying, and booking sales appointments with qualified lea
Showpad
MAY 8, 2018
The world of sales and marketing technology is an exciting space to be in. The market has grown rapidly and over the past seven years we’ve helped our customers realize incredible benefits from aligning their sales and marketing efforts. With all the progress that’s been made, we’re excited about the future of this space, the innovations yet to be developed and the new ways technology will drive sales and marketing success.
Accent Technologies
MAY 8, 2018
"Sales enablement" can mean different things to different people. Avoid missing the mark in these 5 areas by expanding your knowledge of today's Sales Enablement solution options and best practices. Often we sit down with clients to evaluate their sales enablement goals and are surprised to hear their definition of “Sales Enablement.” For some, the definition includes a broad spectrum of objectives and strategies to ensure the sales team is trained, equipped and supported.
SalesLoft
MAY 8, 2018
So, you think you’re ready to become a sales account executive? You have the sales experience under your belt, and it’s time to take the next step in your career. How do you know if you are ready for the transition? Fortunately, we have a resident expert. Abby Reiter recently joined the Sales Executive Team here at Salesloft. After spending more than a year as a sales development rep, Abby was ready to take her knowledge and experience to the next step.
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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
Mindtickle
MAY 8, 2018
Sales engineers play a crucial role in the sales process for complex products. With their deep technical expertise, they bring to life the value your product adds to customers. But many sales organizations make the mistake of bringing them into the process too early or too late. When you’re in the discovery stage, customers don’t need an engineer’s level of expertise, they just need to qualify that your product may be right for them.
SalesforLife
MAY 8, 2018
Sales departments have been under increasing scrutiny in the last few years. Many sales professionals are looking for ways to grow top line revenue, especially in the face of stiffer corporate goals. Even when social selling and digital selling strategies are adopted for the business, corporate goals may remain out of reach.
Allbound
MAY 8, 2018
Once you've secured a discovery call, it's important to understand if your candidate is genuinely interested. Companies get approached all the time. What makes your deal unique? It's also an opportunity to learn if your candidate has any blockers, as companies have existing terms, partners, and agreements that may prohibit a partnership.
Mindtickle
MAY 8, 2018
Sales engineers play a crucial role in the sales process for complex products. With their deep technical expertise, they bring to life the value your product adds to customers. But many sales organizations make the mistake of bringing them into the process too early or too late. When you’re in the discovery stage, customers don’t […]. The post Integrating the role of sales engineers into the sales process appeared first on MindTickle.
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.
Allbound
MAY 8, 2018
Once you've secured a discovery call, it's important to understand if your candidate is genuinely interested. Companies get approached all the time. What makes your deal unique? It's also an opportunity to learn if your candidate has any blockers, as companies have existing terms, partners, and agreements that may prohibit a partnership. A discovery call will help you understand the scope of these blockers.
Sales Readiness Group
MAY 8, 2018
Every sales executive is focused on how they can make their sales organization more effective. After all, we would all like to sell more, reduce our sales cycles, improve win ratios, and have more productive sales teams. The problem, of course, is that the concept of sales force effectiveness is so broad that it makes it difficult for sales executives to figure out what needs fixing.
Sales Hacker
MAY 8, 2018
On this episode of the Sales Hacker podcast, we talk with Marc Jacobs , SVP of Sales and Customer Success at CB Insights about the secret to incredible sales management and building a sales coaching culture. What You’ll Learn. How to instill a coaching culture in an organization. Building a professional development program resulting in high quota attainment for SDRs turned Account Executives.
Sales Readiness Group
MAY 8, 2018
I’ve often been asked as the CEO and co-founder of Sales Readiness Group, what does “sales readiness” really mean. In today’s hyper competitive sales environment, companies are looking for their sales organization to consistently deliver great results. Sales readiness is the work that needs to take place up front so that your sales organization can produce those results.
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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
Carew International
MAY 8, 2018
Marketing automation software (MAS) has been a game-changer for sales and marketing alike in terms of lead connectivity, engagement, reach and efficiency. As sales leaders, it is important that we have a clear understanding of the power and limitations of marketing automation. This insight will allow members of our sales teams to fully leverage this powerful tool and also understand their role in bridging the gap to foster sales success.
Sales Evangelist
MAY 8, 2018
Depending on how you’re using it and what you’re trying to accomplish, Twitter is alive and well. In fact, Jared Easley, known as a “noticer,” believes Twitter is full of people who are starving for true connection, and he believes you can use it to grab prospects’ attention. Today on The Sales Evangelist, we’ll discuss […] The post TSE 828: How To Use Twitter To Grab Prospects Attention appeared first on The Sales Evangelist.
DocSend
MAY 8, 2018
Value propositions. If you trusted the insight of middle-management types, you’d probably end up believing that value propositions are all that matter, as if consumers made all their decisions through a consistent and rational process of worth assessment. They don’t, of course. The reasons behind our purchasing decisions are quite varied, often intrinsically emotional, and colored by many different factors.
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