Understanding the Sales Force

APRIL 2, 2018

Several recent LinkedIn posts have urged readers to pick up the phone instead of trying to find new opportunities by using social media. I wrote a very popular article about using the phone 3 years ago called, The Next Can't Miss Game Changer for Sales. I have data that shows that the very people who don't score well at hunting (reluctant, ineffective or both) also score poorly at Social Selling while those who score the highest for Hunting score higher for Social Selling too.

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Social Selling Data Social Media Up-Sell 272

Partners in Excellence

APRIL 2, 2018

With the advent of fancy algorithms and analytics, online content is as curated and relevant to the individual as it’s ever been. Hop on Twitter at any given moment and you’ll be met with sports highlights, news bits, and 6 second videos of (arguably) funny people. Spend a couple weeks on the platform, and Twitter will begin to figure out that you’re more of a sports guy, and that you can’t help but click on a couple cute cat videos every once in a while.

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Social Media Twitter Sports Video 68

SalesforLife

APRIL 2, 2018

Social selling tactics have taken over the world of sales. In fact, 98 percent of companies say they plan to implement social selling tactics in the near future if they haven’t done so already. A large number of businesses have already made this strategic move.

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Sales and Marketing Management

APRIL 2, 2018

Author: Jeb Blount There is no easy button in sales. Prospecting is hard, emotionally draining work, and it is the price you have to pay to earn a high income. Fact: Most sales professionals are not too keen on prospecting. No surprise there. But great reps suck it up and prospect, prospect, prospect; crushing their numbers as a result. These top-earning sales stars are relentless, unstoppable and obsessive about keeping their pipeline full of qualified opportunities.

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Prospecting Face-to-face Sales Qualified Lead Channels 198

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

The Center for Sales Strategy

APRIL 2, 2018

More people than ever before are working from home. According to a Gallup survey, 43% of employees said they spent time working remotely in 2016. That number is up 4% since 2012.

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Promotion Survey How To Retention 62

Zoominfo

APRIL 2, 2018

Every sales manager wants their team to be successful– but sometimes, that’s easier said than done. Sales reps face a number of obstacles that can keep them from their goals and it’s your job as their manager to help them overcome these challenges. To put it simply, sales reps are only as effective as their managers enable them to be. Today’s post breaks down five ways you can support your sales team to become more productive.

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Sales Qualified Lead Penetration B2B Face-to-face 207

SBI Growth

APRIL 2, 2018

Sales Operations has a lot to do. But they also have a lot they shouldn’t be doing. A Sales Ops Charter helps the organization know what they can ask for from Sales Ops. It’s like hanging a sign on your.

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Sales Operations Sales Analytics Data 159

Jeffrey Gitomer

APRIL 2, 2018

You lost a customer. You've probably lost lots of customers. You don't want to think about them. It's painful. In fact, you're reading this and have already had a few instant thoughts about this one or that one.

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Customer Objections Sales 121

Hubspot Sales

APRIL 2, 2018

Things to Say On the Phone. “I wanted to follow up on the proposal.”. "Do you have any questions about the contract?". "Have you had time to read through the proposal?". “I just wanted to introduce myself.". “Thanks for the introduction, [coworker]. I’m looking forward to working with you [prospect].". “Great to meet you [prospect]! Let me know if you have any questions.”.

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Prospecting Call-back Proposal Follow-up 130

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.

Sales Cycle

Costello

APRIL 2, 2018

Richard Harris, owner of The Harris Consulting Group , got his start in sales back in the mid 1980’s when he landed his first sales job at the GAP during high school. It was while selling clothes that he learned his first sales process, which GAP referred to as “GAPACT” in which sales associates would Greet, Approach, Share Product Knowledge, Add-On, Close, and Thank the customer.

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How To Call-back Inside Sales Face-to-face 106

Customer Centric Selling

APRIL 2, 2018

By John Holland, Chief Content Officer, CustomerCentric Selling®. As a salesperson one of my best customers was a large insurance company in downtown Boston. Their CIO was an astute businessman who wasn’t very current with technology. He depended upon his staff to handle technical details. The company had two IBM mainframes whose performance was bottlenecked because processor memory (Bill still referred to it as “core”) was maxed out.

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Insurance Insurance Buying Cycle Advertising 69

Hyper-Connected Selling

APRIL 2, 2018

I hope you’ll indulge me for a moment. I want to brag a little. (But I promise there’s a point.). I’ve been using a phone app to learn Spanish, which has been a goal of mine for over a decade. It usually takes me about 10 minutes a day, so it’s not a huge investment of time. But it’s something. And a few weeks ago, I hit my 365th day in a row practicing Spanish.

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Intent Opportunity 67

SalesStar

APRIL 2, 2018

Not coaching a sales team is like putting 91 petrol into a high-performance car. It’s going to strain the engine, reduce its performance and make it less economical to run.

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Coaching Sales Coaching Engineering Sales 63

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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.

Sales

Shari Levitin

APRIL 2, 2018

Artificial intelligence should be very much like the sous chef for a chef, with the chef being a salesperson: artificial intelligence does all the prep work, and the salesperson conducts the primary tasks involved in selling. There are two things humans can do that artificial intelligence will never be able to do. The post How Do We Humanize the Sales Process?

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Sales Process Sales 54

Mindtickle

APRIL 2, 2018

Products, customer behaviors, and industry dynamics change quickly in today’s sales environment. This means that even the most seasoned sales reps require ongoing knowledge and skill development. Every rep in your sales force has a different background, skills set, knowledge, and experience. Because of these variables, one size does not fit all when it comes to sales training.

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Training How To Comparison Exercises 52

Xactly

APRIL 2, 2018

Whether a company is trying to grow or has reached the Enterprise level, the right sales commission structure can be the difference between hitting your goals or falling flat. Since sales is tasked with increasing revenues, incentives are an important part of achieving those goals. Plus, commissions work well for SMBs who don’t have the resources to pay up-front base salaries.

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Commission Small Business Small Business Enterprise 56

Mindtickle

APRIL 2, 2018

Products, customer behaviors, and industry dynamics change quickly in today’s sales environment. This means that even the most seasoned sales reps require ongoing knowledge and skill development. Every rep in your sales force has a different background, skills set, knowledge, and experience. Because of these variables, one size does not fit all when it comes to sales training.

Training 52

Training How To Comparison Exercises 52

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.

Cold Calling

Sales Hacker

APRIL 2, 2018

The post Where’s The ROI on Events? It Starts With This Event Strategy Template appeared first on Sales Hacker.

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ROI Webinar Metrics Strategy Sales 65

PandaDoc

APRIL 2, 2018

According to Forbes magazine, being an Event Coordinator is the 5th most stressful job. Event coordinators juggle lots of moving parts like keeping tabs on multiple clients, meeting tight deadlines, and dealing with unforeseen last-minute problems. So when it comes to choosing a venue for their client, this should be the simplest of their tasks. But a lot of that depends on the sales process an Event Sales Manager of the venue provides.

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Proposal Software Software Collateral 45

Sales Hacker

APRIL 2, 2018

The post Modern Sales Coaching in 2018: Goodbye Fluff, Hello Processes appeared first on Sales Hacker.

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Sales Coaching Coaching Sales Webinar Metrics 66

Sales Evangelist

APRIL 2, 2018

Sales professionals rarely use humor to improve rapport and improve negotiations. For some reason, when we walk through the doors at work, we’re all business. Research shows, though, that people who incorporate humor into their business are more successful. We gravitate toward people who seem more like us, and humor helps accomplish that. On today’s […] The post TSE 803: Can Being Funny Improve Your Rapport Building Skills & Negotiation?

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Negotiation Research Sales 40

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

Retail

Altify

APRIL 2, 2018

In my last post Ideal Customer Profile: Mining Your Customers , I showed how your existing customers are a great place to start to discover your ICP. This built on the previous post Ideal Customer Profile – Part 1: Introduction , where I introduced the concept of the Ideal Customer Profile. The attributes of your Ideal Customer Profile can be separated into the three categories: Firmographics: Who should you call?

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Ideal Customer Profile Customer Telecommunications Segment 40

Sales Gravy

APRIL 2, 2018

There are two main reasons why talented and intelligent salespeople are poor performers: a. Scatter and b. Lack of Strategy. Did you know that top sales performers spend between 75% and 95% of their time on high-payoff or 'worth-it' actions?

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Strategy Sales 40

Selling Fearlessly

APRIL 2, 2018

Coach Paul “Bear” Bryant said, “It’s not the will to win that matters—everyone has that. It’s the will to prepare [my emphasis] to win that matters.” I often fantasize how I would perform in other professions. As a college basketball coach, for example, what I’d say to my team before the first practice, so they’d […].

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Coaching Examples 28

Pipeliner

APRIL 2, 2018

Pipeliner CRM conducts a regular Twitter chat on sales issues. This fast-paced (no more than 30 minutes) multimedia series provides leading strategies, tactics and thinking for sales professionals worldwide. It connects you to an entire community of sales experts, and is a great forum to learn more about sales and to establish yourself as sales expert.

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PointClear Twitter Social Media Sales Cycle 14

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.

Sales Process

Sales and Marketing Management

APRIL 2, 2018

Author: Theresa Thomas, VP Strategic Solutions, Hinda Incentives Have you ever daydreamed about cloning your top sales performers? Think of it. No more endless recruiting to find a salesperson like Jane who qualifies and closes sales in record time. All your customers would have the pleasure of only dealing with your best of the best. It would spell the end of those awkward review meetings.

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Incentives Incentive Churn Exact 205

Sales Hacker

APRIL 2, 2018

While an earlier post talked about automating the sales process with bots , this article shows you how you can take control of your sales data, documentation process, and contracts to get started with sales automation. You want to speed up your sales process. Who doesn’t? After all, faster processes mean shorter sales cycles, quicker time-to-revenue, and less waiting on cash flow.

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