Marc Wayshak
JULY 11, 2018
Solution selling in today’s market is the single best way to close more sales. Check out these 15 quick solution selling tips to beat your goals this year. The post 15 Quick Solution Selling Tips to Close More Sales appeared first on Sales Speaker Marc Wayshak.
John Barrows
JULY 11, 2018
Nothing is more frustrating than prospecting all day long to find that needle-in-the-haystack potential client who finally agrees to schedule a meeting with you only to have them never show up. A close second on the frustration scale is when they do show up but dive right in with questions about specific features or pricing without even giving you the chance to ask the right qualifying questions.
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Sales and Marketing Management
JULY 11, 2018
Author: Patrick Foster Using Facebook Messenger as a sales channel has become an incredibly popular option recently, and for good reason. People primarily use their phones to send and receive messages, and moving your value propositions into that conversational space is a great way to capture their interest. But as with any element of marketing, it isn’t enough to simply have a Messenger chatbot – you need to execute it properly.
Jeffrey Gitomer
JULY 11, 2018
Cold calling is one of the most difficult parts of selling. To be successful at the science of cold calling you must first define the elements, functions and formulas that comprise the call. Then, like all other sciences, experiment (practice) until you have a method that works.
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.
SBI Growth
JULY 11, 2018
CMOs are constantly balancing expectations to enable organic revenue growth, capture market and/or wallet share, and provide the foundational platform to ensure successful entry into new markets. This makes for a highly complex environment that requires a very technical approach.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Connect2Sell
JULY 11, 2018
One simple question will help you with overcoming sales objections and change the way you handle them. You’ll be far more effective if you use this simple technique.
Understanding the Sales Force
JULY 11, 2018
If you happened to read the article about most salespeople being fired or arrested if they worked in accounting then this is the sequel - Arrested 2!
Jeffrey Gitomer
JULY 11, 2018
The Carolina Business Fair is September 29th and 30th at the Merchandise Mart. Are you going? BuyGitomer, The Business Journal and more than 200 businesses will exhibit. And I'll give you 7,500 reasons why.
Hubspot Sales
JULY 11, 2018
Entrepreneurs used to be those who had an idea, started a company, and made money. They wrote a business plan, circulated the document to a bank, and worked tirelessly to scale their company and drive profits for themselves and their investors. But in 2018, we’re a startup nation. Actually, we’re a startup world. Entrepreneurs have different motivations for starting a business just as consumers have different motivations to buy.
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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.
Alice Heiman
JULY 11, 2018
The Heat is On! There’re triple-digit temperatures across the nation. Everyone is trying to stay cool and some are on vacation. This might give your salespeople a signal to slow down because they think everyone is out of the office. Granted, having the 4 th of July on a Wednesday did make for a funky week. Crazy thing is, I reached a lot of people. Did your salespeople?
Hubspot Sales
JULY 11, 2018
According to TOPO, prospects open less than 24% of sales emails. That means three out of four emails you’ve agonized over and sent to buyers in the past month were likely not worth writing at all. Salespeople today rely on email more and more in their prospecting efforts. And this makes learning how to write a sales email people want to respond to more important than ever.
Repsly
JULY 11, 2018
As a sales manager, you’re constantly looking for ways to improve the performance of your team. There are many schools of thought as to what the best strategies are to boost your numbers. Should you be more results- oriented or focus more on the process? How much freedom should you grant your reps in their daily activities? While these types of questions may not have a clear answer, everyone agrees that you as a manager must put the best tools and technologies in your reps’ hands to empower them
Julie Hanson
JULY 11, 2018
I work with several inside sales teams who deliver their pitch strictly over the phone. While not a formal presentation, discussing your product, idea or service over the phone still requires the same thoughtful planning, preparation and execution. There are some additional challenges sellers face when pitching over the phone however, like not being able to see your prospect (and vice versa) or have a deck or visuals to support your message.
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.
Igniting Sales Transformation
JULY 11, 2018
Being excellent at the craft of selling isn’t just about understanding how to use technology to your advantage, or having the best sales skills to do the job. Important? Yes. But, often, without realizing it, we get in our own way. Hidden biases and beliefs could be hindering our ability to reach our full potential. Inner work may be required, which can only happen if we stop long enough to evaluate what’s going on.
Close.io
JULY 11, 2018
Episode #16: Close.io Women in Sales Series. Listen: Soundcloud | iTunes | Your Favorite Podcast App ??. Watch: YouTube. Previous Guests: All Episodes. Zainab Allawala is a Customer Success Account Executive at Help Scout. Zainab worked as a Strategic Account Executive at Survey Monkey and as an SMB Account Executive at Asana. She’s also previously worked as a recruiting coordinator for the Kiva.org Fellow Coordinator, at Facebook, and Google.
Allbound
JULY 11, 2018
Content is a proven sales and retention tool, but there are three significant challenges to using content in your partner program. 1. Creating quality content that helps partners and customers make decisions. 2. Making sure content is seen by the right people at the right time. 3. Understanding that channel marketers may need to create content to bring on new partners, to help those partners sell, and to help end users be successful.
Babette Ten Haken
JULY 11, 2018
Let’s face it, executing business strategy is a real pain to sustain. Even from day to day, let alone from month to month and quarter to quarter. For starters, executing strategy takes a solid process and a lot of professional discipline. Then, strategy is dependent on commitment to that strategy: yours, your team’s and your workforce’s. And, from your own professional experience, you may be far more committed to executing a particular strategy than anyone else on your team is.
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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
Membrain
JULY 11, 2018
Everybody knows that value conversations are important to sales success, but remarkably few sales teams consistently execute on the concept. It can be frustrating to teach reps the importance of value-based selling, to enroll them in training, and to watch them continue to try to sell features or have generic sales conversations that go nowhere.
Sales Hacker
JULY 11, 2018
We’ve gathered a list of the best lead generation tools on the market today. These providers use the most advanced methods to boost your response rates. We’ve also included pricing in our rundown to make sure you find a solution that works within your own budget. Building a successful business starts with great leads. The right contact information can be key to closing deals.
The Brooks Group
JULY 11, 2018
Focusing more on customer experience and customer satisfaction is a smart goal for any sales organization. According to research from Deloitte , companies who use a customer-centric strategy are 60% more profitable. But in order to yield these results, customer centricity has to be more than words on a page. It must be part of your core values and truly integrated into your company culture and daily operations.
SalesLoft
JULY 11, 2018
It should come as no surprise that Sales Engagement software is a big value-add to sales organizations. Whether it’s to gain visibility into pipeline activity or decrease ramp time, enterprise sales platforms provide an opportunity to improve efficiency and get the most from your sales team. In fact, research shows that top-performing reps use data, intelligence, and productivity tools 30% more than average performers.
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.
Miller Heiman Group
JULY 11, 2018
Forty years ago, Strategic Selling® changed the sales industry forever, giving organizations a powerful and proven methodology to win complex deals and create stronger customer relationships. Now, we’re changing the sales industry again by introducing an update to our core methodology to meet the challenges of today’s sales industry. And this time, it’s all about perspective.
The Center for Sales Strategy
JULY 11, 2018
Even when you are intentional about removing surprises and skilled at talking about price, you may still encounter objections during the sales process. Listening for objections along the way and handling each one as it comes up helps you avoid trying to address all the objections while you are presenting your proposal.
Miller Heiman Group
JULY 11, 2018
When we launched Scout by Miller Heiman Group , our powerful sales analytics platform, we promised it would change the way you sell. By combining data-driven technology with our trusted and updated sales methodology, Strategic Selling® with Perspective, we said that Scout would make technology relevant and useful for your sales team. Instead of burdensome CRM tasks, your reps can now access practical insights and see the moves that move the deal. .
Anne Miller
JULY 11, 2018
How frustrating is it when prospects drag out the sales process? You think you have done a good job presenting your value and then they want more information. So, being the responsive professional you are, you bring them the requested information.
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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
Pipeliner
JULY 11, 2018
We all face disasters in life. Sometimes when people have disasters, they don’t embrace it as an opportunity. They don’t move forward, and they let the disaster negatively define the rest of their lives. However, this doesn’t have to be the case. Adrian Gilpin, interviewed by John Golden, shares his story about how his disaster transformed his life for the better.
Showpad
JULY 11, 2018
While Augmented Reality has existed for some time (Oakley was experimenting with the tech as far back as 1997 ), we’ve only seen real applications of the technology manifest in the last several years. And most of these applications have been geared toward consumers – elevating the physical world by introducing digital data and images to it to improve their shopping experience, to take photos with some dog ears or to play games that encourage you to go outside and catch little monster
Xactly
JULY 11, 2018
As a sales professional, one of the most common things you hear from prospects is an objection. From not having time to talk or not needing what you offer, it is a common problem facing many salespeople. In sales, objections come every day. What sets a strong sales rep apart from someone with less-experienced reps is how the rep handles objections when they are meeting face-to-face or cold calling.
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