DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

SBI Growth

DECEMBER 4, 2017

It’s that time of year again when you receive your annual target. A big number is dropped in your lap and you are left putting the puzzle together of how you will hit your number.

Sales Forecasts 176

Sales Forecasts Forecasting Strategy Sales 176

The Pipeline

DECEMBER 4, 2017

By Tibor Shanto. While politics may be dominating populism these days, it does not hold a monopoly on populism, it is part of, if not the driving force for any like-minded group. While most tend to limit their exploration of populism to political and social movements, populism, with all it’s positive possibilities and ugly realities, permeates and exists in other tribal groups and movements, like sales.

Cold Calling 174

Cold Calling Groups Positioning Examples 174

MTD Sales Training

DECEMBER 4, 2017

Many people are under the impression that LinkedIn is generally only used as a recruitment tool, as it is very common to find job advertisements posted all over the site, and obviously LinkedIn’s main function is to provide each member with a professional (and searchable) profile. But recruitment is not the only service LinkedIn can provide and as a business owner or sales professional you should now realise what a fantastic tool LinkedIn can be…if you know how to use it.

LinkedIn 154

LinkedIn Prospecting Ideal Customer Profile Decision Maker 154

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

The Sales Hunter

DECEMBER 4, 2017

As you reach out to prospects, they may want to wait till after the first of the year to meet. Push for a meeting NOW, not later. There’s still a lot of business to be had before the year wraps up, but you have to go get it! Don’t let up on your prospecting efforts. […].

Prospecting 148

Prospecting Motivation Video Meeting 148

Increase Sales

DECEMBER 4, 2017

To increase sales leadership results begins not on the outside by attending some sales seminar or reading some sales or business book but on the inside. During the next couple of weeks, I will be posting 12 questions you can ask yourself. These are questions of self reflection where you probably won’t find the answer in a book or a motivational speech.

Sales Leadership 86

Sales Leadership Journal Facebook Sales Coaching 86

Hubspot Sales

DECEMBER 4, 2017

Are your social media and inbound efforts generating enough quality leads to keep your sales pipeline healthy? If so, you cannot get better than that. However, for most salespeople, they must proactively prospect on top of other initiatives to make sure they achieve their goals. Prospecting is an emotional as well as intellectual endeavor. When your energy and enthusiasm for pursuing new business lags, you may be suffering from sales call reluctance.

Cold Calling 98

Cold Calling Social Media Motivation Promotion 98

Frontline Selling

DECEMBER 4, 2017

You’ve probably heard of LinkedIn‘s Social Selling Index (SSI) if you’re in business and using social to build your sales. In case you haven’t heard of it, or wonder what it. The post Social Selling Index: Adjust Your Thinking appeared first on FRONTLINE Selling.

Social Selling 89

Social Selling LinkedIn Sales 89

The Center for Sales Strategy

DECEMBER 4, 2017

I think most sales managers would agree that coaching their salespeople to get better at their craft is a good investment of time. I talk to scores of managers in my practice, and there seems to near universal agreement that coaching is important, and most sales managers do invest some time and energy to make it happen. That said, what constitutes coaching?

Coaching 64

Coaching Energy Sales Management Sales 64

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Sales

SalesforLife

DECEMBER 4, 2017

Most sales professionals are not contextualizing their outreach enough—they only have basic information about the company and buyer they wish to connect with. With the rise of sales automation, often times sales professionals default to the provided >, > or > as a form of personalization.

Research 60

Research Sales Automation Buyer Company 60

The Brooks Group

DECEMBER 4, 2017

The end of the year can be extremely busy for salespeople who are trying to close up last minute deals to meet their Q4 target. With many clients and prospects out of the office, however, there are opportunities for your entire sales team to assess what’s going well and where there’s room for improvement. Make the most of any downtime your team has this month to focus on improving sales effectiveness to hit the ground running in the New Year.

Territories 61

Territories Pipeline Follow-up Meeting 61

Hyper-Connected Selling

DECEMBER 4, 2017

In a conversation with a client recently, I shared that I had been regularly journaling for the past 15 years. He asked me what I found valuable about writing out my thoughts. I told him that for me, a lot of the value lay in the ability to go back months or years, and spy on what younger D. was working on mentally and emotionally. His next question was what I had learned by going back and looking through those journals. “I learned that I keep working on the same s**t over and over.”

Journal 56

Journal Conversion 56

InsightSquared

DECEMBER 4, 2017

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. It’s that time of year again. Days are getting shorter, nights are longer, and the holidays are right around the corner. With that comes a brand new year with changes on the horizon. In the six or seven years I’ve worked in sales operations, every year seems to have brought bigger and bigger changes, and I have no doubt that 2018 will be no different.

Sales Operations 48

Sales Operations Hiring Trends System 48

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

Paul Cherry's Top Sales Techniques

DECEMBER 4, 2017

Due to the overwhelming success (and praise) of the initial publishing of Paul Cherry’s first book, Questions That Sell – The Powerful Process for Discovering What Your Customer Really Wants, the second edition is being released. Indispensable Addition to Your Selling “Toolkit” Ask the questions — and get the sale. As a salesperson your product knowledge is extensive, but that’s not enough.

Coaching 45

Coaching Training Closing Customer 45

SugarCRM

DECEMBER 4, 2017

Outdated and cumbersome, legacy CRM systems typically provide you with simple storage of customer data, and a few relevant fields and tasks for sales to follow up on. Most of the time, those fields are confusing, overwhelming and unstructured. Simply put, legacy CRM systems are not up to today’s business standards, and they don’t fit the needs of most people in the modern workforce.

CRM 50

CRM System Trade Show Analysis 50

Sales Evangelist

DECEMBER 4, 2017

Thinking about social selling and hiring a digital marketing firm to do it? Not so fast, though. Today’s guest is Veronica Romney and she’s going to shares with us some insights about what you should do and know before selecting a digital marketing company. Veronica is the President and CEO of LoSoMo, Inc., a digital marketing […] The post TSE 718: The Secret to Selecting the Perfect Digital Marketing Firm to Help Increase Sales appeared first on The Sales Evangelist.

Hiring 40

Hiring Marketing Social Selling Sales 40

Sales Gravy

DECEMBER 4, 2017

Proactively dealing with distractions is one of the best ways to add more hours to your overloaded day. Did you know that distractions consume an average of 2.1 hours each day? What a waste of time.

Consumer 40

Consumer Sales 40

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Sales Hacker

DECEMBER 4, 2017

The post How to Build a World-Class SDR Team appeared first on Sales Hacker.

How To 40

How To Webinar Metrics Sales Sales Management 40

Hubspot Sales

DECEMBER 4, 2017

How to sell over the phone. Define your purpose: What do you want to achieve? Prepare questions: What do you need to ask? Prepare answers: Summarize answers to likely questions. Practice: Use a voice recorder to hear how you come across. Visualize: Put up a picture of your caller or another person. Imagine you are talking to a person rather than a disembodied voice.

Prospecting 111

Prospecting Face-to-face Call-back Course 111

Nutshell

DECEMBER 4, 2017

“There are two hard problems in computer science: cache invalidation, naming things, and off-by-one errors.” —  Leon Bambrick. In 1986, computer architect Fred Brooks published a paper called “ No Silver Bullet ,” in which he observed that software engineering wasn’t producing the same productivity gains compared to hardware engineering. Brooks argued that when it comes to making software, there were two major barriers to overcome: accidental complexity and essential complexity.

Software 120

Software Software How To Engineering 120

Sales Hacker

DECEMBER 4, 2017

Slack. Everybody wants a little. From busy executives to stressed-out millennials. Good thing more than six million users are now getting some. To make sense of all this Slack madness, we’ve decided to breakdown our top picks of slack integrations for sales & marketing productivity. It seems like there’s a slack integration for everything these days – even bots who can order pizza , analyze market data, and keep you humble on a daily basis.

Marketing 67

Marketing Ideal Customer Profile Social Media Google Analytics 67

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.

Sales Process

Cincom Smart Selling

DECEMBER 4, 2017

Why should you care about CPQ and multi-channel sales? The short answer is: growth. Organic growth can be an elusive goal for manufacturing enterprises. Yet, when companies identify their goals and objectives for a given year, growth is nearly always included near the top of the list. This is especially true for local and regional enterprises that are trying to expand their footprints into more highly diversified markets and larger geographical national or global markets.

Channels 48

Channels Enterprise Enterprise Face-to-face 48

Cincom Smart Selling

DECEMBER 4, 2017

Why should you care about CPQ and multi-channel sales? The short answer is: growth. Organic growth can be an elusive goal for manufacturing enterprises. Yet, when companies identify their goals and objectives for a given year, growth is nearly always included near the top of the list. This is especially true for local and regional enterprises that are trying to expand their footprints into more highly diversified markets and larger geographical national or global markets.

Channels 48

Channels Enterprise Enterprise Face-to-face 48