Marc Wayshak
JULY 18, 2018
Here are 13 sales techniques that research shows will improve your selling approach, no matter your industry. Check it out now! The post 13 Sales Techniques You Must Know Right Now appeared first on Sales Speaker Marc Wayshak.
John Barrows
JULY 18, 2018
Too many of us get stuck going through the motions in life/business/sales and just do what we think we’re supposed to do. I have two examples, one personally and one professionally, that made me stop and think otherwise. First the personal story. I went to college a single man, had a blast and then found someone towards the end of my freshman year. I stayed with her through the rest of college, into my young professional life and we even moved back to Boston together.
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Connect2Sell
JULY 18, 2018
Your time is valuable. Every precious minute you spend with a prospect who will never be a viable buyer is a minute you’ve wasted. You need to qualify prospects to be sure they’re serious and capable, not just price shopping or browsing. The problem is that empowered prospects are impatient with your qualifying questions.
Understanding the Sales Force
JULY 18, 2018
Some of you might have seen Bryce Harper's incredible last-minute barrage of home runs in the 2018 All-Star game. It's one of the highlights of summer! Today I give you a barrage of my own with three killer videos and a powerful data-packed article.
Advertiser: ZoomInfo
One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.
Zoominfo
JULY 18, 2018
There’s no doubt about it—appointment setting is an important aspect of B2B sales and business growth. Landing an in-person appointment with a key decision-maker provides salespeople with the opportunity to respond directly to a prospect’s needs and pain points. Yet, scheduling B2B sales appointments is no easy task. Let’s review why: Complex Buying Committees: Selling to businesses is much more complex than selling to individuals.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Alice Heiman
JULY 18, 2018
What entrepreneurial journey did you take to get you where you are today? Recently, I was on the Entrepreneur Way Podcast with host, Neil Ball. We had a great conversation and I shared my entrepreneurial journey, my ideas for being a successful entrepreneur , and even provided some life tips! Click here to listen or read further for some highlights from the podcast. .
Hubspot Sales
JULY 18, 2018
When is it appropriate to use “ Dear Sir or Madam? ” In today’s business world that answer is “ Never. ” I’ll also accept, “ Fifty years ago ” and “ Hell no, ” for good measure. But it’s polite! It’s business formal! You’ve seen it done countless times! So, why should you avoid it? The average office worker receives approximately 121 emails each day and only sends about 40.
BrainShark
JULY 18, 2018
An increasing number of organizations are investing in sales readiness and enablement to help reps engage buyers more efficiently and effectively.
Miller Heiman Group
JULY 18, 2018
How satisfied are you with the rollout and adoption of your CRM system? When we ask sales leaders this question, answers often range from “not very” to “not at all.” In our 2018 Sales Operations Optimization Study conducted by CSO Insights, only 47 percent of respondents reported adoption rates of greater than 90 percent. While you might be satisfied if you’ve come anywhere close to that level of adoption, our research and experience in the field suggests that 90 percent adoption is the minimum
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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.
Igniting Sales Transformation
JULY 18, 2018
Inside Rule of 24, executives at 2Win! and authors Robert D. Riefstahl and Daniel J. Conway show you how to not only survive, but thrive and dominate selling software in the new digital landscape. In this interview, you’ll learn how the rules have changed —customers are more educated, resourceful and directive than at any other time in history.
Growbots
JULY 18, 2018
Sales is probably one of the most demanding jobs. Why is it tough? Because you’re under constant pressure to deliver. Entire organizations depend on sales departments and you have to work with people, which can be exhausting…. READ Coffee’s for Closers: How to Cultivate Habits of Highly Effective Salespeople. But working in sales is also super exciting.
Selling Power
JULY 18, 2018
Today’s post is by Roderick Jefferson, CEO of Roderick Jefferson & Associates, LLC. You’ve been hired as (or promoted to be) a sales enablement leader. Now what do you do? Where do you focus? How do you evaluate your team – or build a new one? Every company wants a world-class program, but what does world-class sales enablement look like? How many times have you been asked this question?
Openview
JULY 18, 2018
One of the biggest talent management challenges facing sales organizations today is the need to effectively manage a multigenerational workforce. In fact, as Rebecca Knight points out in an article for the Harvard Business Review, this is the first period in history where businesses have had to contend with five generations working side by side. Each generation has its own values, beliefs and preferences.
Advertiser: ZoomInfo
In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.
Predictable Revenue
JULY 18, 2018
On this edition of The Predictable Revenue Podcast, we welcome Brandon Bruce, Chief Operating Officer and Co-Founder of Cirrus Insight. The post Staying in The Game: How Cirrus Insights Co-Founder Brandon Bruce Still Finds Ways to Support His Sales Team After 7 Years appeared first on Predictable Revenue.
Membrain
JULY 18, 2018
Every year, sales organizations pour millions of dollars and tens of thousands of hours into developing sales strategies, and then sticking them in a binder on a shelf and ignoring them.
criteria for success
JULY 18, 2018
If you have sales reps working remotely, it's important to keep these ideas in mind. As technology progresses, expands, and improves upon itself everyday in the modern era, so does the world around it. As expected, the workplace has been evolving with the times. “Working from home” seemed to be too good to be true. [ ] The post Working Remotely: The Era of the Portable Office and How to Manage It appeared first on Criteria for Success.
Accent Technologies
JULY 18, 2018
Artificial Intelligence in sales enablement is here. But how do you make sure it's supporting your sales strategy and not misguiding it? Learn why the way you leverage AI matters and the dangers of misusing it. In 2014, Accent Technologies set out on a mission to build and assistive technology that actually helps reps sell. It wasn’t a mission to build a CRM but rather an extension of Sales Enablement and a dive into the Artificial Intelligence (AI) realm that would ultimately enhance the CRM.
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
Babette Ten Haken
JULY 18, 2018
Customer bombardment should be a no-brainer non-strategy. Especially when it comes to how not to create a positive customer experience. Yet what should be common sense often flies in the face of customer experience reality. Do you really know how many times customers receive notifications from your organization? First, blasts about upcoming webinars and seminars.
The Center for Sales Strategy
JULY 18, 2018
About a year ago I conducted a sales talent assessment for an up-and-coming college graduate who had very little sales experience but was loaded with both raw talent and a passion for sales. We’ll call her Ashley. The hiring manager, let’s go with Brenda, was thrilled to be able to get someone with such potential “on the cheap,” so she made her an offer right away, which Ashley quickly accepted.
SalesLoft
JULY 18, 2018
If your organization includes both inside and field (outside) sales professionals, coordination between the two teams is essential. When they work together, it creates a seamless process that promotes collaboration and contributes to overall sales success. To promote collaboration, organizations should invest in a Sales Engagement platform that allows for visibility between the teams, helps prioritize sales leads, and improves time management.
Jeff Shore
JULY 18, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Womba Mungoya and Jeff talk about what it means to stand out. When you work in a field, where what you sell is a commodity – like insurance – what separates you from your competitor? Unless your competitor is going to admit that you’re better, it’s not as simple as saying, “We’re better.
Advertiser: ZoomInfo
Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.
Miller Heiman Group
JULY 18, 2018
How satisfied are you with the rollout and adoption of your CRM system? When we ask sales leaders this question, answers often range from “not very” to “not at all.” In our 2018 Sales Operations Optimization Study conducted by CSO Insights, only 47 percent of respondents reported adoption rates of greater than 90 percent. While you might be satisfied if you’ve come anywhere close to that level of adoption, our research and experience in the field suggests that 90 percent adoption is the minimum
Sales Hacker
JULY 18, 2018
Three-fourths of customers report using multiple channels throughout their shopping journey. Consequently, if you don’t have omnichannel technology tools in your sales stack , you’re already behind competition. Fortunately, there are some great tools on the market to help businesses conquer omnichannel sales. With these solutions in place, you’ll be able to seamlessly take customers from the research phase to final purchase.
Force Management: The Seller's Command Center
JULY 18, 2018
We are asked frequently about handling request-for-proposals, especially by our Command of the Message Alumni. What if you're late to the RFP process? What if you know your prospect is going to issue one, but hasn't yet. How can you be ready?
Allego
JULY 18, 2018
In Part I of this series, we examined why traditional sales coaching often fails : because many managers struggle with it. This article focuses on why remote sales coaching systems are a better option for reps as well. Modern Sales Learning and Coaching Tools Are More Flexible. Flexibility is the first – and perhaps greatest – advantage of using a modern sales learning and coaching tool.
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.
Igniting Sales Transformation
JULY 18, 2018
I’m once again joined in this interview with co-host Carole Mahoney. We talked with Tracy De Cicco, Founder of Konposit about how to build meaningful client relationships. The importance of building and maintaining strong business relationships with prospects and customers is talked about often, and from my perspective this is an area of opportunity for salespeople, given how competitive it can be in selling today.
Xactly
JULY 18, 2018
In order to manage your sales performance, you need effective sales territory mapping. Sales territory design must be a thoughtful process that involves data and a balancing act to ensure every sales rep has adequate sales potential within their territory. The objective is to create logical and travel-efficient territories that meet the needs of the business and generate revenue opportunities.
Hyper-Connected Selling
JULY 18, 2018
Humans like putting things in categories. Whether it’s movies, music, or restaurants, it’s comfortable for us to parse things into different groups in our minds. It’s one of the traits that allows us to manage a world of staggering complexity. We also like to do it with our relationships. We put people into relationship buckets: he’s my work colleague, she’s my friend, he’s just an acquaintance, etc.
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