Understanding the Sales Force

DECEMBER 14, 2016

I've talked a lot about excuse making and the powerful difference between using your index finger, which points outward, versus your thumb, which points inward. Today, Brandon Steiner wrote a great little article about taking responsibility.

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Sales 177

Pointclear

DECEMBER 14, 2016

Should marketing and sales agree on the definition of a lead? They should, but mostly don’t. According to James Obermayer ( Sales Lead Management Association ), the fact that there is no agreement between marketing and sales on lead definition results in these problems: Salespeople say that they are not getting enough qualified leads. Per sales, a qualified lead is based on criteria they understand, but marketing is in dark.

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Account Based Marketing Sales Qualified Lead Marketing Decision Maker 122

Anthony Cole Training

DECEMBER 14, 2016

Sales management, sales leadership and sales presidency require special diligence this time of year. Actions taken now will assure successful sales results in the coming year. In order to transition smoothly, here are 7 sales management steps that should be completed before the end of the year.

Sales Management 120

Sales Management Sales Leadership Sales 120

Increase Sales

DECEMBER 14, 2016

Social media is a marketing platform used by many especially those selling real estate. Quite a few realtors have a significant presence on Facebook where they showcase their listings. Yet these same real estate agents ignore this other significant marketing platform which truly doesn’t make sense. Credit www.pixabay.com. First for clarity, a marketing platform is essentially a very detailed marketing plan that includes: Ideal customer (demographics and psychographics).

Real Estate 100

Real Estate Webinar Metrics Ideal Customer Profile Social Media 100

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

Sales Training Connection

DECEMBER 14, 2016

Selling to C-Suite Puzzle. In major accounts sales success at the C-level is a “do or die” proposition. What makes it particularly challenging is “one strike and you’re out.” There’s no second chance to get it right. Successfully selling to senior executives is a book with many chapters. However, three footnotes are particularly important: When do you sell to senior executives?

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Buying Cycle Referrals Influencer Competition 88

SalesLoft

DECEMBER 14, 2016

In the past six months, we’ve shared over 40 videos filled with sales tips for the modern sales professional. From advice on how to shift to Account Based Sales Development , to pro tips for executing email personalization at scale, and hacks to improve your Salesforce instance skills , we’ve run the gamut on ways to make you, the modern sales professional, more motivated, educated, and inspired to do what you do best: connect with customers.

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Scale SalesForce Video Education 52

Mindtickle

DECEMBER 14, 2016

This post is based on a webinar on how to accelerate new hire productivity for consistent production with sales onboarding. You can listen to the entire webinar here. CrowdStrike is one of the fastest growing technology companies in Silicon Valley. It is on a mission to stop breaches through next-generation anti-virus, endpoint detection and response (EDR) and managed hunting – all in the cloud.

Hiring 52

Hiring Conversion Webinar Metrics SalesForce 52

Partners in Excellence

DECEMBER 14, 2016

Failure, for the most part, doesn’t happen over night. Sure, there are catastrophic events, things far beyond our control. But I’m not talking about those. The failure I’m speaking of is systemic performance issues–perhaps not big when taken individually, but collectively cause us to fail. Stated another way, failure takes work, for the most part, it doesn’t just happen.

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Hiring Maximizer Pipeline Margin 48

Mindtickle

DECEMBER 14, 2016

This post is based on a webinar on how to accelerate new hire productivity for consistent production with sales onboarding. You can listen to the entire webinar here. CrowdStrike is one of the fastest growing technology companies in Silicon Valley. It is on a mission to stop breaches through next-generation anti-virus, endpoint detection and response (EDR) and managed hunting – all in the cloud.

Hiring 52

Hiring Conversion Webinar Metrics SalesForce 52

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Sales

Jeff Davis

DECEMBER 14, 2016

Leaders of most B2B companies know the reality of fierce competition in this space. Customers are being blasted by vendors on a never-ending basis. Research shows that they are getting quite annoyed by it. No one probably feels the pressure of trying to make things happen more than B2B salespeople. In fact, a recent survey found that connecting with a prospect now takes 18 or more phone calls, callback rates are below 1%, and only 24% of outbound sales emails are ever opened.

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Face-to-face Survey B2B Groups 48

Sales Evangelist

DECEMBER 14, 2016

Learn how to change your sales game through “soulful selling,” which is something our guest today, Dr. Stephanie Burroughs, has done to reach the level of success that she has attained right now. Stephanie is the President of Stephanie Speaking. She is an inspirational speaker, trainer, and she does a number of digital programs, whether […] The post TSE 464: Sales From The Street-“I Changed My Sales Game” appeared first on The Sales Evangelist.

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Sales How To 40

Hyper-Connected Selling

DECEMBER 14, 2016

The post The Problem with American Idol appeared first on David J.P. Fisher.

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Competition 45

Customer Centric Selling

DECEMBER 14, 2016

Sales Tips: Best Practices for Handling Inbound Opportunities. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. In our annual survey this year, gaining access to higher levels is still one of the top challenges for salespeople. Failure to get to the right levels often means sellers must rely upon internal people doing the selling to get decisions made, never an optimal situation­.

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Inbound Opportunity Vendor Proposal 63

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