SBI Growth
JANUARY 11, 2018
Our guest today is Tiffany Nels, the Chief Marketing Officer for Lifesize. With 20 years of Tech B2B marketing experience, Tiffany is one of the top B2B revenue growth marketers. Tiffany played a major role in the successful demand generation.
No More Cold Calling
JANUARY 11, 2018
Is sales an art or a science? The Sales Hunter answers that question. I’m not a robot. You’re not a robot. Neither are account based sales teams. When they’re asking for referrals, they should never ask on social media or in any other digital format. If you want referrals, you need to bring your good old human self to the table. Most of my clients tell me they’re pissed (their words, not mine) when an account based sales rep sends a digital referral request and just assumes they’ll provide one.
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MTD Sales Training
JANUARY 11, 2018
It’s no secret that everything in the working environment is evolving. The biggest shifts that are happening in work are being driven by Artificial Intelligence, Globalisation and robotics. The generational gaps that we really didn’t have to concern ourselves about are now one of the most important aspects of every office’s working situations. The changes we see today are happening at the quickest rate we have ever seen.
Zoominfo
JANUARY 11, 2018
Now boasting 740 million users worldwide, LinkedIn has become the go-to platform for recruiters. This makes sense, since LinkedIn publicly displays virtually every piece of information a recruiter would need to make an informed hiring decision. It should be every recruiter’s dream, right? However, research shows this might not be the case. 52% of hiring managers claim that passive candidate recruitment has been less effective because recruiters on LinkedIn are all competing for the same candidat
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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.
Hubspot Sales
JANUARY 11, 2018
What does BANT stand for? The acronym BANT stands for: Budget: How much is the prospect able and willing to spend? Authority: Who is the ultimate decision maker? Need: Does the prospect have a problem your product can solve? Timing: Is there urgency? What is BANT? BANT is a sales qualification methodology that lets salespeople determine whether a prospect is a good fit based on their budget, internal influence/ability to buy, need for the product, and purchase timeline.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Hubspot Sales
JANUARY 11, 2018
How to Get a Real Estate License. Understand state licensing and education requirements. Take a pre-licensing course. Pass your state licensing exam. File a real estate license application. Find a real estate brokerage. Join the National Association of Realtors. Renew your license. So, you’ve decided to become a real estate agent? Congratulations! It’s time to get to work.
Increase Sales
JANUARY 11, 2018
Many small to mid size businesses cannot answer this question: What is the total value of each loyal customer? For these SMB owners are so busy working on yesterday’s issues and today’s issues, they fail to invest the time on tomorrow’s opportunities. To calculate this very important number begins by understanding your average revenue per order and knowing the total number of orders per year per customer.
Sales Hacker
JANUARY 11, 2018
At first glance, project managers and sales professionals don’t seem to have much in common. They inhabit different worlds and generally aim for different goals. Budget-conscious, time-crazed and snoopier-than-normal, the stereotypical project manager seems, at most, a very distant cousin of the freewheeling, outgoing and glib sales practitioner.
SalesforLife
JANUARY 11, 2018
As the world welcomes another new year, it's suddenly become clear that the futuristic-sounding date of 2020 is now only a mere 8 quarters away. Every company needs to start implementing changes now if they want to be running at peak performance by then. It's not hard for sales leaders to understand that competition is likely to be much more intense at that time, as developing technology continues to smash down the barriers to entry in every industry.
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.
Partners in Excellence
JANUARY 11, 2018
Recently, I was talking to a group about prospecting. I wanted to create a way they could visualize the importance of ALWAYS prospecting. They had reasonably good pipelines, most were consumed on working those deals. As you might guess, most were doing everything they could to avoid prospecting. They were using their pipelines and the work they were doing to close those deals as excuses not to prospect.
The Center for Sales Strategy
JANUARY 11, 2018
There certainly is a lot banter these days about how many contacts a salesperson must make in order to secure an appointment. We all know it takes more than 2 or 3 calls, but how many does it really take and why?
Pipeliner
JANUARY 11, 2018
Off the Cuff Instant Interview Question: What is the best way for a sales team or company to really narrow down their target audience? Research, research, research. Many companies and salespeople target prospects that are not a good fit for their service offering. The best way to target the right audience is to understand why your product or service is a good fit for an organization.
Cincom Smart Selling
JANUARY 11, 2018
CPQ Perspectives is a series of blogs designed to look at Configure Price Quote systems through the eyes of those who encounter them. We spend so much time talking about CPQ as it relates to sales folks and organizations engaged in the selling of products and services that we lose sight of the fact that CPQ extends well beyond those processes. Our second piece in this series will look at distributors—those businesses that are primarily concerned with delivering products into specific markets.
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Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.
Nyden on Negotiation
JANUARY 11, 2018
Asking your suppliers for innovation—or transformation—is a tall order and few suppliers accept the challenge. I think I know why. Innovation transforms something, whether a process or a machine. It is more than an incremental improvement—saving “fingers and toes” worth of time, effort or money. Innovation is, I believe, disruptive, as opposed to continuous improvements […].
Hyper-Connected Selling
JANUARY 11, 2018
The post Who Do You Trust? appeared first on David J.P. Fisher.
Sales Evangelist
JANUARY 11, 2018
One of the reasons people have a difficult time asking questions is they don’t feel confident they’re able to do it. They feel they’d come off as too disrespectful or they’re not worthy enough. They feel like they’re on a lower level to the prospect so they don’t have the right to ask them questions. […] The post TSE 745: TSE Hustler’s League -“Start…Stop” appeared first on The Sales Evangelist.
OnePageCRM
JANUARY 11, 2018
You can now reorder your custom field checkbox and dropdown labels in OnePageCRM. Simply click on the label you wish to move, it’s that easy! Custom fields allow you to log additional information associated with your contacts in dedicated fields in OnePageCRM. There are three types of custom fields : Contact custom fields, organization custom fields and deal custom fields.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
SBI
JANUARY 11, 2018
In this series, we ask tech executives to describe the why and how of their solution. We call it Sales Tech Simplified. This week I interview Steve Preston , CMO at Qstream. Nancy: Why does the industry need your solution? Steve: More and more companies are investing in sales enablement solutions, and as evidenced by your own SalesTech Landscape , there’s now a wide array of solutions and services for organizations to choose from.
Openview
JANUARY 11, 2018
Sales has never been more difficult. From the way you connect to new sales leads to the near automatic way of closing them, the entire landscape has changed. Failing to keep up will leave you at a distinct disadvantage compared to your competition. If you were to sell today like you did in the early 1990’s, you’d be eaten alive. There’s a good to fair chance you’d never make a single sale.
SalesFolk
JANUARY 11, 2018
I recently got several cold emails from the folks at Glassdoor, and the quality of those messages floored me. Here’s an impressive company that urges applicants to put their best foot forward when it comes to business communications. And yet not one but all of the messages I received were carelessly written and completely lacking in terms of specific benefits—cornerstones of a good cold email.
Hubspot Sales
JANUARY 11, 2018
If you’re not on the Google Chrome extension bandwagon yet, you will be once you start using some (or all) of these tools. The Chrome Web Store is perfect for people who love new tools, toys, and productivity hacks. To help you get started, I've gathered a few of my favorite Google Chrome extensions for salespeople below. Best Google Chrome Extensions for 2018.
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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.
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