Go for No!
SEPTEMBER 25, 2018
“ People who want the most approval get the least and people who need approval the least get the most. ” – Wayne Dyer. This quote got me thinking about rejection and the desire for approval. Often times when we get a ‘no’ and once the obvious and superficial sting goes away, the underlying subconscious feelings bubble up.
Artesian Solutions
SEPTEMBER 25, 2018
Optimise the customer journey with data driven insight. Earlier this year Aberdeen ran a fantastic webinar entitled Optimise the Customer Journey with Data-Driven Insight. The key finding of the Aberdeen study was that organisations today are rich in data but poor in insights. Capturing data alone is not enough, organisations must be able to take clear action from their data if they are to succeed.
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The Pipeline
SEPTEMBER 25, 2018
By Tibor Shanto. Sometimes it takes someone else to say something different about a familiar process, or thing, for us realize we are not as smart or executing as we thought. In this case, it was it was someone who was willing to take a technique even further in a way that leads to more significant results. In this case, how to improve voicemail success; specifically, in ways which lead to more returned calls when leaving messages.
Understanding the Sales Force
SEPTEMBER 25, 2018
Over the past 3 months, my wife and I have been up and down the east coast driving our son to and from baseball tournaments and college showcases. Invariably, each drive back home has taken twice the time it should have because of road construction. On Sunday, Waze, my favorite navigation app, said that the drive would take just 2 hours and 32 minutes. 4 traffic delays because of road construction delayed us for another 2 and 1/2 hours.
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.
Zoominfo
SEPTEMBER 25, 2018
Today, we’re sharing the ultimate list of sales podcasts. If you work in sales, it’s our hope that this list of sales podcasts provides you with some fresh listening material, newfound inspiration, and the tips and tricks you need to excel in the world of sales. Recently, we published The Ultimate List of Marketing Podcasts. So if you’re already familiar with the sales podcasts on this list, we recommend you check out that post as well.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
For Entrepreneurs
SEPTEMBER 25, 2018
There is much hand wringing in the startup ecosystem about various forms of signaling between the seed and A rounds. Conventional wisdom, and advice, abounds: entrepreneurs should never include a venture firm in their seed round because it’ll scare other VCs off from pursuing the A. After all, the “insider” VC has more information and.
SBI Growth
SEPTEMBER 25, 2018
It’s a late June morning and your shoes stick to the hot, gooey parking lot asphalt as you head toward your building. Despite the inferno underfoot, a chill progressively takes hold as you enter. When the elevator announces your arrival.
A Sales Guy
SEPTEMBER 25, 2018
I’m so tired of the stupid and annoying emails salespeople send to buyers and prospects and so are they. It’s time to stop. You’re emails and your cold outreach suck. They don’t offer value, they just beg your prospects and buyers for their time. It’s pathetic. I did this video to help you understand how to create emails and cold call messages that don’t make you a digital beggar and improve response rates.
Shari Levitin
SEPTEMBER 25, 2018
For as long as humans have inhabited earth, we have struggled with the tension between how we want our lives to be and how they really are. Where I went to be versus where I ended up. After studying top performers for over 30 years, I can assure you, top performers resolve this tension in entirely different ways from those they outperform. The post Are You the Smartest Person in Room?
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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.
Cincom Smart Selling
SEPTEMBER 25, 2018
The quality of the customer experience across the entire spectrum of market segments is plummeting in the face of a … Continue reading "Customer Experience Doesn’t Have to Suffer in a Tight Job Market". The post Customer Experience Doesn’t Have to Suffer in a Tight Job Market appeared first on Cincom Blog.
Tony Hughes
SEPTEMBER 25, 2018
Sales, the final frontier. Social, Mobile, Cloud and Big Data have dominated the ‘trend’ conversations in 2014, and all four will continue to gain momentum as change agents in B2B and B2C business. But in 2015 they will be accompanied by three complementary technologies – the dawn of AI (Artificial Intelligence; yes the scary self-learning type), micro predictive analytics (BI leveraging big data) and the maturing of mobility proximity (beacons and geo-fencing).
Jeff Shore
SEPTEMBER 25, 2018
By Ryan Taft. ?In my last blog, Handling Cancellations Part 1 , I laid out the framework for preventing a cancellation before it happens. If you missed it, click here to check it out. In part two, let’s tackle what to do when the buyer is actually canceling the sale. First and foremost let me address what not to do. Don’t get offended! Remember that from my last blog I said that buyer’s remorse is something everyone experiences at some point or another.
LeadIQ
SEPTEMBER 25, 2018
By: Ryan O’Hara. So you’ve probably at this point heard me talk about how brand archetypes can make it easier to build your brand online, how you can pull off a “Ruler” brand , and how Taylor Swift has built her empire being a “Lover” brand. Today I thought I’d show you how to brand yourself as rebel to build up your social brand.
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.
CloserIQ
SEPTEMBER 25, 2018
So, you’ve landed a sales job. Mazel tov! Now, it’s time to start working. If you want to succeed in your new position, you’ll need to do some early legwork so you get off to a strong start. Here are nine items for your to-do list: 1. Find a mentor and take advantage of their knowledge. An internal mentor is critical for helping you to get accustomed to company culture.
Pipeliner
SEPTEMBER 25, 2018
Rising Above the Status Quo in Business by Crushing Mediocrity. Mediocrity, in many ways, has become the new norm in business as we’ve lowered standards, and been overcome by a more casual culture. These tendencies, however, can be detrimental to success. Sticking with the status quo only serves to limit salespeople and their potential. Lisa Copeland, interviewed by John Golden, discusses crushing mediocrity to succeed in business. .
Janek Performance Group
SEPTEMBER 25, 2018
We here at Janek Performance Group were recently searching for a vendor for a specialized service. What we found was shocking – despite research showing that the response time to inbound leads should be an hour or less, the average response time was around 72 hours – 3 days after our initial inquiry. And that’s if the vendor even bothered to respond at all.
BrainShark
SEPTEMBER 25, 2018
Sales enablement leaders and sales managers might not be the ones closing new business, but they’re obliged to support their sellers however possible.
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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
Sales Hacker
SEPTEMBER 25, 2018
This week on the Sales Hacker podcast, we interview Andrea Gellert , one of the most respected marketing and sales executives on the East Coast. Andrea is currently CMO and CRO of OnDeck and has built an incredible career as a marketer over the past 20 years. Andrea started her career at American Express and worked extensively on the OPEN program there before making the leap to start-ups.
For Entrepreneurs
SEPTEMBER 25, 2018
There is much hand wringing in the startup ecosystem about various forms of signaling between the seed and A rounds. Conventional wisdom, and advice, abounds: entrepreneurs should never include a venture firm in their seed round because it’ll scare other … The post We’re Overthinking Seed Round Signaling Effects appeared first on For Entrepreneurs.
The Digital Sales Institute
SEPTEMBER 25, 2018
Insights into taking a sales prospecting training course with recommendations on course content, topics and learning outcomes. The essence of any sales prospecting training course is for the salesperson to learn how to engage prospects for lead generation and how to extend their influence for future sales opportunities. When properly executed sales prospecting improves a salespersons ability to research, select and then engage prospects which in turn leads to building valuable relationships.
Sales Result
SEPTEMBER 25, 2018
If you google “sales enablement” likely you’ll be bombarded with various CRM and sales process vendors, metric platforms, and consumption and training software. And all those things are great things if the strategy , content, and tools being used in via these platforms is right. In this blog, we outline key components you should consider prior to picking the right software and digital platforms for your company.
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.
Chorus.ai
SEPTEMBER 25, 2018
There are a plenty of similarities between sports and sales. Many hiring managers specifically seek out salespeople who played sports in high school and/or college. Why? Because having been on a sports team, these sales reps are very familiar with practice, they are used to being coached, and most importantly they are comfortable with competition. Practice makes perfect.
LevelEleven
SEPTEMBER 25, 2018
There are hundreds of sessions at Dreamforce, making it impossible to see them all! Although the agenda builder can be helpful, the amount of sessions is daunting and choosing which to attend is a challenge. That is why LevelEleven has gathered sessions that you won’t want to miss to report back to you. Keep reading to see what we recommend! Data Mapping Made Simple: Geographic Insights for Sales, Marketing & Operations.
Shari Levitin
SEPTEMBER 25, 2018
For as long as humans have inhabited earth, we have struggled with the tension between how we want our lives to be and how they really are. Where I went to be versus where I ended up. After studying top performers for over 30 years, I can assure you, top performers resolve this tension in entirely different ways from those they outperform. The post How Top Performers Get From Here To There appeared first on SHARI LEVITIN.
LeadIQ
SEPTEMBER 25, 2018
By: Ryan O’Hara. I had Carlos Scott on the Prospecting Podcast, and we discuss what has worked for him as a sales leader at Xeeva.
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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
criteria for success
SEPTEMBER 25, 2018
When you’re committed to creating a learning organization, it can be difficult to know where to start. Here’s are five things to remember. 1. Evaluate the current status. If you’re creating a learning organization, you need to start by understanding the current status of your organization. What’s your culture? Are people open to feedback, or [ ] The post 5 ‘E’s to Creating a Learning Organization appeared first on Criteria for Success.
Sales Evangelist
SEPTEMBER 25, 2018
When you tell stories, you capture the attention of the buyer and you build relationships. You also stand out from the competition, who isn’t using stories to grab the buyer’s attention. The key to marketing is helping clients tell their story. On today’s episode of Sales From The Street, Arty Gold from Animus studios talks […] The post TSE 929: Sales From The Street: “How We Increase Sales By Helping Clients Tell THEIR Story” appeared first on The Sales Evangelist.
ExecVision
SEPTEMBER 25, 2018
Anywhere from 53-67% of sales reps are missing quota. Many sales leaders have simply accepted this as fact, but do you know why your reps are missing their numbers? Most sales leaders have a list of metrics they track on a regular basis, but do those metrics accurately depict your team’s performance? Yes, meetings booked and deals lost/won are the basics that need to be tracked.
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