Hubspot Sales
JUNE 29, 2018
What Is a Sales Cycle? “Sales Cycle” refers to the specific actions salespeople follow to close a new customer. Sales cycles are often confused with sales methodologies. A sales methodology, such as the “ inbound methodology ,” refers to the framework for implementing the sales cycle. The sales cycle is more tactical, and often includes stages such as “prospect,” “connect,” “research,” “present,” and “close.”.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Janek Performance Group
JUNE 29, 2018
One of the hot new buzzwords in marketing and prospecting in recent years is psychographics, or psychological metrics. The term was popularized by William Wells in his 1975 article for Journal of Marketing Research, titled “Psychographics: A Critical Review”. 40 years later, it experienced a resurgence in popularity after a Harvard Business Review article on the topic.
Smooth Sale
JUNE 29, 2018
Note: Today’s Guest Blog is provided by Kelcey Thompson, Applied Management Group. Kelcey’s Story About Building Business One Step At A Time. I started this business because I am good at what I do and I believe I can make a great life doing it. As a business owner I try to research before I make decisions, gather the information and be educated about the subject before I move.
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.
Hubspot Sales
JUNE 29, 2018
One-on-One Meeting Questions. "Tell me about last week.". "What do you think the problem is?". "What about this week? What are your plans and priorities?". "What's one thing that worked and one thing that didn't, last week?". "Do you have any feedback for me?". A few years ago, I wrote the book 1-on-1 Management: What Every Great Manager Knows That You Don’t.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Gong.io
JUNE 29, 2018
For any sales rep, picking up the phone to perform a discovery call is daunting. Even the most experienced reps consider discovery calls to be redundant, and sometimes awkward. But because discovery calls are a critical part of the sales process, it’s important to know what to say, and what to avoid. Our data team at Gong.io analyzed 519,291 sales conversations to discover what makes for a great discovery call, and how top reps determine whether or not the buyer on the other end is a goo
People.ai
JUNE 29, 2018
Sales is challenging. Yes, you heard that correctly. A marketer recognizing the plight of my sales brothers and sisters! With the advent of digital technology and the growth of digital channels, buyers are more informed and prepared to deal with the sales process, and as brands, we have to be ready to address this new informed buyer. That puts pressure on sales teams to be faster and more.
Gong.io
JUNE 29, 2018
For any sales rep, picking up the phone to perform a discovery call is daunting. Even the most experienced reps consider discovery calls to be redundant, and sometimes awkward. But because discovery calls are a critical part of the sales process, it’s important to know what to say, and what to avoid. Our data team at Gong.io analyzed 519,291 sales conversations to discover what makes for a great discovery call, and how top reps determine whether or not the buyer on the other end is a goo
Sales Hacker
JUNE 29, 2018
The post How to Maximize Revenue Efficiency as You Scale Your Sales Org appeared first on Sales Hacker.
Advertisement
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.
SalesHood
JUNE 29, 2018
Fast start the quarter with enablement and coaching by turning the first few days and weeks of a new quarter into a real competitive advantage. Let’s celebrate our successes from the last quarter, take a very short breather, and then get back to our focus of working customers, building pipeline, and closing deals. Don't [ ] The post Fast Start The Quarter With Enablement and Coaching appeared first on SalesHood.
Force Management: The Seller's Command Center
JUNE 29, 2018
In the fast-paced world of sales development, you’re often confronted with hot inbound leads that need follow-up fast. According to research, your odds of qualifying a lead decrease by 21 times after the first five minutes. However, despite the need for speed, you want to have background on the prospect before trying to engage them to ensure you can provide value even during your initial connection.
Selling Energy
JUNE 29, 2018
Can you imagine visiting your doctor to address a health concern, only to find that the physician is too shy or unsure of himself to ask you any personal questions related to your physical condition? Do you think this doctor would have much success getting to the root of your problem? Likely not.
Product Management University
JUNE 29, 2018
If your organization is making acquisitions to deliver more strategic value to the customer, some tactical product management might be in order before your next purchase. Acquiring a company can be a lot like buying your next electronic gadget. There’s the anticipation and excitement of “new” and the promise of many benefits. Then, just like your new gadget, the acquisition loses some of its sheen when reality doesn’t live up to the hype – and there’s never any shor
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.
Selling Energy
JUNE 29, 2018
Can you imagine visiting your doctor to address a health concern, only to find that the physician is too shy or unsure of himself to ask you any personal questions related to your physical condition? Do you think this doctor would have much success getting to the root of your problem? Likely not.
Accent Technologies
JUNE 29, 2018
Technology isn't just for work. Take advantage of these apps to make your personal life and this Fourth of July holiday a breeze. Technology plays a big role in our daily lives. Whether it’s keeping us safe, efficient, or simply for convenience…there’s an app for that. (more…).
Selling Fearlessly
JUNE 29, 2018
Once upon a time there was a painter who had just completed his course under the disciple of a great painter. The young artist decided to assess his skills, so he decided to give his best strokes on the canvass. He took three days and painted beautiful scenery. Suddenly an idea flashed in his mind […].
LeveragePoint
JUNE 29, 2018
It should be simple. Sales professionals are paid based on results. Value selling improves results. CRM data from B2B organizations adopting value selling show that opportunities where a Value Proposition is used have 5-15% higher win rates and 5-25% higher price outcomes. Adoption of value selling should be a no-brainer. But change usually takes a nudge, if not a strong push.
Advertisement
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
Lessonly
JUNE 29, 2018
It’s no surprise that the world of customer service is in the middle of astronomical change. As customers continue to demand more from companies, the role of a customer service team is more important than ever in order to keep satisfaction and engagement high. When expectations and technology move faster than the speed of light, leaders have the ability to inspire out-of-this world customer service.
criteria for success
JUNE 29, 2018
Are you looking for peace and balance in your life? Well, this quote from Thomas Kinkade is here to get you motivated! Read on to learn more about this week's Let's Talk Sales inspiration. Thomas Kinkade Quote In this episode of Let's Talk Sales, it's all about this month's theme: promoting a healthy work-life balance. [ ] The post Let’s Talk Sales!
The Center for Sales Strategy
JUNE 29, 2018
We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.
Pipeliner
JUNE 29, 2018
Change Management in the Modern Era of Sales. Change management is the concept of change, and how to keep abreast of these changes. Many times, salespeople are slow to change their methods or don’t realize the necessity of adapting to the newness of the sales world. This can have a detrimental impact on success. Alan O’Neill, interviewed by John Golden, explores change management.
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.
Expert insights. Personalized for you.
123 
Let's personalize your content