Sales Hacker
MAY 2, 2018
In my first article of this series, I spoke about how to structure your discovery meetings. In part two, we took a nosedive into what a successful meeting opening looks like with ILPA (Introduction, Last Time We Spoke, Purpose, Agenda. It’s now time to talk about probing questions in sales. As we remember from ILPA, we have already set the expectation that you will have questions for the prospect.
The Center for Sales Strategy
MAY 2, 2018
I just sat there and watched. I was too stunned to really do anything else. It was the best needs analysis that I've ever seen.
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Partners in Excellence
MAY 2, 2018
I’ve stopped answering my phone–whether it’s my office, mobile, or home phone, I’ve stopped answering it unless: I recognize the phone number and it’s someone I know. I recognize the caller ID and it’s someone I’m willing to talk with–either someone I know or a company/person that I’m willing to talk with.
The Digital Sales Institute
MAY 2, 2018
A sales strategy plan is your strategic approach to winning new customers plus developing and retaining existing customers. It also outlines in detail your sales goals and objectives for the period it covers including all the major marketing or sales tactics to be used. To create real, lasting growth for your business, you need to create your own grand sales strategy plan and then make it happen.
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
MAY 2, 2018
Our guest on SBI TV is Robin Saitz, the Chief Marketing Officer at Avecto. Robin is a transformational marketing executive who knows how to get off to a quick start in a new role. In today’s show we demonstrate how to.
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The Sales Heretic
MAY 2, 2018
If you’re looking for new prospects, referrals are your best source. A person who is referred to you is five times as likely to buy from you as any other type of prospect because they already have some trust in you based on their friend who referred them. So how can you get more referrals? [.].
Sales and Marketing Management
MAY 2, 2018
Author: Ric Neeley Over $7 trillion in products are sold through wholesale distribution channels in the U.S. each year. Distribution channel partners are vital for most companies to get their goods and services to market. Distributors can wield enormous power carrying thousands of products and generating billions of dollars in annual sales. Many employ hundreds or even thousands of salespeople.
Connect2Sell
MAY 2, 2018
There are lots of activities that are labeled as “connecting” but fall short of being what I consider a true connection. So let's start there. When it comes to connecting buyers and sellers, what is a connection, anyway?
Sales and Marketing Management
MAY 2, 2018
Author: Paul Nolan I knew in my early teens that I wanted to write for newspapers. Initially, I thought I wanted to be a sportswriter. In college, my interests shifted to general features and becoming a columnist. I worked as a reporter for dailies in Washington state, Colorado and Massachusetts before moving to Minnesota and joining the world of trade publications.
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Jeffrey Gitomer
MAY 2, 2018
Ray Leone gave a seminar in Charlotte last week. For the fortunate 100 or so in the audience, they (and I) got a masterful lesson in the science of asking questions. Leone's insightful book, Success Secrets of the Sales Funnel , will be reviewed in the near future.
Sales and Marketing Management
MAY 2, 2018
Author: Ric Neeley Over $7 trillion in products are sold through wholesale distribution channels in the U.S. each year. Distribution channel partners are vital for most companies to get their goods and services to market. Distributors can wield enormous power carrying thousands of products and generating billions of dollars in annual sales. Many employ hundreds or even thousands of salespeople.
Jeffrey Gitomer
MAY 2, 2018
Stop managing, start leading. Sales managers beware. No one wants a manager, but everyone wants a leader. If you think about it, there are great world leaders, but no great world managers.
Sales and Marketing Management
MAY 2, 2018
Author: Tim Houlihan Recently, I met Robert Cialdini at a conference and told him, “Your work has positively impacted my consulting business. Thank you.” He smiled as if it were the first compliment he’d ever heard. “Thank you,” he said and opened up a conversation asking, “What do you do?” We talked for 20 minutes. I doubt that conversation would have happened at a book-signing event or in a security line at the airport.
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.
SBI
MAY 2, 2018
In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Jared Aho , Sr. Director of Product & Corporate Marketing for Zilliant. Nancy: What are the top 3 ways your solution changes the game for a sales organization?
Jeffrey Gitomer
MAY 2, 2018
Questions breed sales. Using questions to find facts is critical to creating an atmosphere in which a sale can be made.
Alice Heiman
MAY 2, 2018
Sales is Social. It’s funny to me that people forget that sales is a social process. Selling is mostly an interaction between people. Granted you can buy some products or services from a website and never need to talk to anyone. But, most B2B sales require humans to talk to other humans while understanding the buying process and determining problems that need to be solved.
Keith Rosen
MAY 2, 2018
Ever struggle to attain a goal? Do you experience resistance or a lack of fulfillment during the journey? Chances are, you’re focused on the wrong goal, which will inevitably lead to failure and disappointment. Instead of focusing on what you think you want or should do, here’s how to create value-based goals that align with who you are and the lifestyle you want, so you can achieve what matters most – and enjoy the process.
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John Barrows
MAY 2, 2018
I came up with that tagline a while back when I was working at my first startup. I was frustrated with everyone making excuses and accepting things as they were. It was specifically related to networking events in the summer in Boston and how few there were. The excuse I kept hearing was that it was the summertime and people were on vacation, which is why it wasn’t worth organizing them (since few people were likely to show up, or such was the excuse).
Igniting Sales Transformation
MAY 2, 2018
Much continues to change in the world of selling, and in this conversation, I talked with Allen Mueller, Chief Revenue Officer at the Miller Heiman Group about their data on what’s changing and what’s coming. As I do with most guests, we started out talking about Allen’s history and she landed in a career in sales. From there we dug into her role as Chief Revenue Officer at Miller Heiman Group.
Customer Centric Selling
MAY 2, 2018
Guest post by Primary Intelligence, CustomerCentric Selling® Partner. Any electrical socket around you provides a tap to a near endless supply of energy. Inside the wires, there is enough power to run a houseful of gadgets, recharge your electric car or deliver an awful shock (don’t try that at home). But, until you use the power to do something (turn on the lights, recharge your phone, etc.), it really doesn’t offer much value.
RAIN Group
MAY 2, 2018
There are a lot of opinions on what to do to drive sales success. I Googled the topic and found over 60 distinct pieces of advice for what to do and not to do, but most of the advice was, indeed, just opinions. Any references to research or proven success was tangential at best. You deserve better!
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.
Mindtickle
MAY 2, 2018
Research shows that an estimated $35 million are lost in Fortune 500 companies due to unshared knowledge. This demonstrates how important effective knowledge management is to your bottom line. Plus, according to CSO Insights 2016 Sales Enablement Optimization Study, only 49% of study participants had Sales Enablement Content Management solutions with adoption rates of 76% […].
Go for No!
MAY 2, 2018
Do you wait for anything now? It’s rare now isn’t it? Who was in that movie? I have the answer in twelve seconds via IMDB. Husband needs new pair of pants. I’ll have them fedex-ed and here tomorrow. Restaurant reservation after they’re closed? Doesn’t matter, I’ll handle it on opentable. “Patience is a virtue” used to be a popular saying.
Pipeliner
MAY 2, 2018
Faster than you can say Benedict Cumberbatch three times fast: In sales, you’re only as valuable as the data you’re operating upon. You may dive as deep as the shallow end of the kiddie pool. The true sales hunters will dive 10,000 leagues deep below the ocean and know what their prospects had for breakfast that morning. Show ’em you know ’em is a tale as old as time.
Babette Ten Haken
MAY 2, 2018
Qualifying customer experience is more important than quantifying CX. There. I’ve said it. Think about it. We can quantify anything. Just survey a bunch of people and draw conclusions based on either rock-solid (or fairly dubious) analytics. Publish the results. Then, hope that somebody who actually understands those numbers (and statistical techniques) does not question our findings.
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Accent Technologies
MAY 2, 2018
Are you being as clear as you could be with your sales reps? Never assume everyone has your same frame of reference. Take our advice on how to approach preventative feedback for reps that may not be picking up on your implied expectations. One of your reps is testing your limits. They’re not underperforming, but their work for the most part is average at best.
Janek Performance Group
MAY 2, 2018
In the pre-Internet age, field sales was the primary means by which sales reps not only gained new accounts, but the venue through which customers gained most of their information about products and services. That’s obviously changed since then, and the outside sales reps of today face challenges and responsibilities that would astound Willy Loman even in his prime.
Mindtickle
MAY 2, 2018
Research shows that an estimated $35 million is lost in Fortune 500 companies due to unshared knowledge. This demonstrates how important effective knowledge management is to your bottom line. Plus, according to CSO Insights 2016 Sales Enablement Optimization Study, only 49% of study participants had Sales Enablement Content Management solutions with adoption rates of 76% or better.
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