Membrain
OCTOBER 31, 2018
Sales automation is often touted as the next big thing for sales teams. It promises to increase efficiency, decrease costs, and improve bottom lines. And in transactional sales, it might even eliminate the need for human salespeople altogether.
Connect2Sell
OCTOBER 31, 2018
As a seller, your job was to deliver results. You were measured by and rewarded for performance. Your priority was to reach your sales quotas.
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Sales and Marketing Management
OCTOBER 31, 2018
Author: Carson Conant The use of sales and marketing technologies has become a critical piece of the puzzle for organizations looking to increase their sales productivity. Yet, chances are most organizations are missing out on a substantial opportunity to boost their sales revenue. In today’s modern marketplace, enterprises must be able to confidently quantify and convey which content and messaging should be provided to sales reps in order to drive revenue and engage buyers.
MTD Sales Training
OCTOBER 31, 2018
The excitement you feel when you get a positive response from your prospect is palpable. All that hard work, all that research, all that grafting and painstaking questioning and presenting has paid off and the prospect is heading towards buyers-ville. It’s all going so well. Then, when you ask the prospect for the order, they bring out another objection, or stall you for a few extra discount percentage points.
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
OCTOBER 31, 2018
If you’re reading this post, you already know it’s important to keep a finger on the pulse of marketing for new, innovative tactics. One such tactic? B2B influencer marketing. Proven to increase brand awareness and drive lead generation, influencer marketing is a vital marketing tactic for many B2C brands. Yet, its popularity has been slow to catch on in the B2B community.
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Alice Heiman
OCTOBER 31, 2018
CEO’s today must integrate sales into their culture if they want a healthy organization. In fact, they must lead, inspire, train, coach every employee about their critical role if they don’t want their company left for dead. Rate your organization to see how it stacks up. You have a scary sales culture if: 1. Sales is a “dirty” word for most employees.
Gong.io
OCTOBER 31, 2018
“Send us an invite for 3 PM next Tuesday,” said the VP of Sales. “I’ll get my CFO to join. But send your ROI study beforehand. He won’t join unless he knows how you’re thinking about ROI.”. I had just wrapped up a demo with a key account and could feel the momentum. I quickly sent the calendar invite for Tuesday. But while I juggled 30 other deals in my pipeline, I completely forget to send the ROI study.
RAIN Group
OCTOBER 31, 2018
There are only 24 hours in each day. Some people are able to achieve incredible amounts in that time seemingly effortlessly. Others put in massive amounts of effort, but don't seem to get where they want to be. What are those in the more productive group doing differently? How are they able to achieve so much more?
Partners in Excellence
OCTOBER 31, 2018
A sales manager was whining to me, “My sales people don’t do what I tell them to do! How do I get them to do the things I want them to do?” He went on a rampage describing how they weren’t meeting their commitments, how they weren’t doing the things that drove the best results, how they were not meeting the organization’s priorities.
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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.
Babette Ten Haken
OCTOBER 31, 2018
Collaboration skills are like sprinkles on the cupcake, aren’t they? I mean, collaboration. Really. The term is neither sexy nor exciting-sounding, is it? At their best, workforce collaboration skills directly impact organizational productivity and profitability. At their worst, lack of these skills keep organizations operating at half the capacity of What is Possible.
The Center for Sales Strategy
OCTOBER 31, 2018
It's easy for sales teams to get busy, get into a rhythm, or to get on a roll, and just do things the way you've been doing them. Sales managers can wear a lot of hats, and it can be easy when things are working to just keep them going the way they are going. Hey. nothing's wrong, right? Wrong. Ensure you and your team avoid these SPOOKY things to ensure everyone is effectively utilizing their time and efficiently managing their prospects and accounts.
Allbound
OCTOBER 31, 2018
For many, it seems that finding your perfect partner can be a real challenge. You know you want partners, you’ve heard how great they can be and how much they can help your business grow. But so far they have remained elusive, mythical business creatures. Hunting for your ideal business partner should not be as impossible as the quest for Sasquatch.
Sales Hacker
OCTOBER 31, 2018
Summary: You may have heard of persona-based emails , but are you using the technique for all it’s worth? Make sure you know your audience members and send them the type of content that will keep them coming back. At least 69 percent of businesses invest significant time and money into email marketing, according to a recent survey by business news website The Manifest.
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.
Predictable Revenue
OCTOBER 31, 2018
On this edition of a live Predictable Revenue Podcast, co-host Collin Stewart welcomes Max Altschuler, CEO, and Founder of Sales Hacker and Vice President of Marketing at Outreach. The post Understanding buyer psychology and how it fits into the sales process with Outreach’s Max Altschuler appeared first on Predictable Revenue.
Janek Performance Group
OCTOBER 31, 2018
One of the roughest sales realities is that the majority of your leads won’t pan out. The causes are seemingly endless: the timing isn’t right, something goes amiss with the qualification process, a decision maker vetoes the purchase, the customer gets cold feet, changes happen in the marketplace or at the target company, and sometimes you just simply get beat out.
Selling Power
OCTOBER 31, 2018
If you want to avoid investing in useless sales enablement content, here are some questions to ask yourself.
The Brooks Group
OCTOBER 31, 2018
At The Brooks Group, we train sales professionals to use a 3-deep questioning strategy during conversations with prospects and customers. The strategy (which we’ll outline below) allows a sales rep to uncover the wants and needs of the buyer—and even the unstated emotions that will ultimately impact purchasing decisions. We’ve witnessed the strength of this questioning approach working with hundreds of clients over the past 40+ years.
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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
Lead411
OCTOBER 31, 2018
Time is always a key factor in sales. Whether it is reaching out when a company is going through a growth trend, responding in a timely fashion to an RFP, or reaching out to renew an existing contract; timing can mean the difference between revenue and missed opportunity. However, there is nothing worse than reaching out and getting “ghosted” Never hearing back and having to deal with the anxiety of “do I reach out again?
Pipeliner
OCTOBER 31, 2018
All my clients seem to be inundated with bid requests right now. Request for proposals (RFP’s), request for information (RFI’s), request for quotes (RFQ’s) – the activity levels are at a fever pitch. Are you involved with an increased level of request for proposals? If so, I have several sales strategies that will make a noticeable difference in your close ratios.
Anne Miller
OCTOBER 31, 2018
Folded into the following story is the key to getting what you want in a meeting. I knew a woman who had friends who were very envious that she received the flowers she wanted from her husband on Valentines Day. They said things like, Every time.
Bigtincan
OCTOBER 31, 2018
by Stephanie Schalow Sales Enablement can be a huge beast to tackle, but its importance can’t be understated. Aberdeen tells us that companies with best-in-class Sales Enablement strategies achieve 84% quota attainment by reps. Sales Enablement can also help establish Marketing ROI, reduce time-to-productivity, and much more. Here are our top 7 quick tips to […].
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
OCTOBER 31, 2018
Sales Enablement expert Steven Wright provides a metaphor for onboarding by describing two completely different experiences of doing the same thing – boarding a plane. Calling all cattle. At the airport, ticketing is crowded as usual. There’s no option to pull up a boarding pass on your phone – since this is an international long-haul, the agent needs to see your passport.
Pipeliner
OCTOBER 31, 2018
What Rich People Know About Money That Poor People Don’t. Most people today don’t have a financial education. Because of that lack of education, those people want someone to tell them what they should do with their money. Kiyosaki asks the question: it better to take your money and put it in the bank, or is it better to take your money and invest in your financial education?
criteria for success
OCTOBER 31, 2018
Do your sales reps give product demos? Are you looking to help them give winning sales demos that close? Well, you're in the right place. Virtual demos are such a huge part of the way many businesses sell their products and services. And if you're not up to date on the best practices for doing [ ] The post How to Give a Winning Sales Demo That Closes appeared first on Criteria for Success.
Adaptive Business Services
OCTOBER 31, 2018
Key Account Management is a very complex and comprehensive process that generally addresses what happens after the sale. What we want to explore today is how we can leverage social selling in order to assist us in achieving our goal of breaking into major accounts. Nothing happens until somebody sells something. It is also important to note that, while any major account opportunity will certainly warrant comprehensive preparation and planning, the basic concepts that we will discuss should be ap
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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
Mindtickle
OCTOBER 31, 2018
Sales Enablement expert Steven Wright provides a metaphor for onboarding by describing two completely different experiences of doing the same thing – boarding a plane. Calling all cattle. At the airport, ticketing is crowded as usual. There’s no option to pull up a boarding pass on your phone – since this is an international long-haul, the agent needs to see your passport.
Markempa - Inside Sales
OCTOBER 31, 2018
Find out the biggest contributor to b2b revenue and 5 keys for creating the best inside sales development strategy with Trish Bertuzzi.
Sales Evangelist
OCTOBER 31, 2018
When you pursue prospects but don’t get responses, it can be intimidating. We don’t want to lose those prospects, but we don’t know why they aren’t responding. On today’s episode of Sales From The Street, we’re talking about loss aversion, and how it can be scary for sales reps to lose prospects, and also what […] The post TSE 954: Sales From The Street: “Scary Cat” appeared first on The Sales Evangelist.
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