Sales Hacker

JUNE 6, 2018

Sales is all about relationships—we know that. However, the focus tends to be on external relationships with customers. After all, that’s where the deals come from. But what can easily get overlooked are the many internal relationships in an organization. Today’s sale is difficult and complex —and it’s near impossible if you try to go it alone. Sales leadership, sales engineers, customer success, and marketing all play crucial roles in getting a deal to closed-won.

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Decision Maker Engineering Account Pipeline 54

John Barrows

JUNE 6, 2018

Cars can drive themselves. Filmmakers can replace actors with CGI. Conversations can be automated with a computer program. For years, we’ve needed a human element to get where we want to go, to build connections with people, and to communicate with others, and everywhere you look, that human element is becoming more and more irrelevant. What’s more, it’s starting to wreak havoc in the sales industry.

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How To Social Media Social Selling Lead Rank 96

Connect2Sell

JUNE 6, 2018

I've noticed that there’s an increasingly blurred line between the discovery process and the buyer qualification process. Discovery, also known as needs assessment or needs analysis, is meant to be about the buyer’s primary needs. By contrast, qualifying questions are about the buyer’s needs for you and your product plus their ability to buy at this time.

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Analysis Sales Qualified Lead Buyer Lead Qualification 169

Zoominfo

JUNE 6, 2018

In today’s digital world, recruiters use a variety of platforms for candidate sourcing. But, there’s one place that nearly all applicants will end up: The career page on your company website. In fact, recent studies show that 77% of job seekers visit company websites to look for jobs, and career sites are the top source of hires at 27.35% ( source ).

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Hiring Analytics Google Analytics Engineering 250

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

Understanding the Sales Force

JUNE 6, 2018

I can't remember a spring where the pollen was worse than in 2018. You go to the car wash and an hour later your beautiful car is covered in yellow crud and you're out $20. A waste. Perhaps you have an irrigation system with a rain sensor that tells the controller that your lawn and flower beds don't need to be watered today because it is pouring outside.

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Data CRM Distribution Study 223

MTD Sales Training

JUNE 6, 2018

You know well how customer don’t buy on price alone. The risk that is taken when they buy the cheapest option is sometimes too great and so other components are taken into account when decisions are made. We often say that we should sell the concept of value, as it appears in the eyes of the prospect. But how can you generate that value? How do you know what would be valuable to a client?

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Customer Up-Sell Competition Benefit 203

SBI Growth

JUNE 6, 2018

You have now been the CEO for eighteen months. You were brought in to right the ship. You have gone through the playbook and introduced new vision, values and objectives for the 3-5 year plan. You have trimmed some of.

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Objections Strategy Marketing Sales 159

Close.io

JUNE 6, 2018

Here's the recording of today's webinar about how to build a scalable sales process (no matter the stage you're in today). Tune in below! Whether you realize it or not, you (and your sales team) have a sales process. It might not be well-documented, replicable, thoughtful or very successful, but you've got one. In today's webinar, we covered everything from the basic steps to building out a sales process that won't break as you grow, to actionable strategies for getting team buy-in, motivating y

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Webinar Metrics Sales Process How To Outbound 125

Score More Sales

JUNE 6, 2018

Do you ever feel confused over sales technology tools?

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Sales Technology Tools Sales Sales Enablement 145

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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.

Sales

Jeff Shore

JUNE 6, 2018

In This Episode of The Buyer’s Mind with Jeff Shore: Doug and Jeff talk about the importance of respect in the purchase decision. As a salesperson, we know that likeability leads to trust (from Robert Cialdini) but respect can lead you to long term relationships which can increase your sales over time. How do you earn that respect? Learn all about it from Doug and his book – How Clients Buy.

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Banking Survey Groups Motivation 110

Alice Heiman

JUNE 6, 2018

There are more than 467 million members on LinkedIn. Are you and your sales team? I would hope so! Social selling is critical for the modern seller. Social selling provides new opportunities for salespeople to break through all the noise out there and connect with their ideal customers. 90% of top decision-makers say they never respond to cold calls.

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LinkedIn Ideal Customer Profile How To Social Selling 94

Marc Wayshak

JUNE 6, 2018

Want to learn some easy closing sales tips that can actually increase your sales? Check out this video to learn the 17 strategies that will turbocharge your selling approach. The post 17 Easy Closing Sales Tips appeared first on Sales Speaker Marc Wayshak.

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Closing Video Sales Strategy 94

Membrain

JUNE 6, 2018

U.S. companies spent $90.6 billion on training in 2017 *. Of that, about $20 billion was spent on sales-specific training, representing an average expenditure of about $5000 per representative per year *.

Training 89

Training Sales Company Sales Coaching 89

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

Hubspot Sales

JUNE 6, 2018

80/20 Rule in Sales. Also known as the Pareto Principle, the 80/20 Rule is a formula stating 80% of sales are made by 20% of sales reps. It can feel impossible for underperforming reps to crawl out from under -- but it's not. Artificial Intelligence makes it easier than ever to flip the 80/20 rule on its head and make all reps high performers. The 80/20 rule in sales, sometimes called the Pareto Principle, has been around forever.

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Hiring Face-to-face Channels Hotels 86

RAIN Group

JUNE 6, 2018

There is no magic way to achieve sales success. However, there is one significant concept that helps the companies and sellers who embrace it—those who make it part of the fabric of who they are and who their sales organization is—experience wildly successful sales results. If you want to boost sales and join their ranks, you must become a Value-Driving Sales Organization.

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Margin Sales Talent Revenue Sales 84

Igniting Sales Transformation

JUNE 6, 2018

A passionate believer in ongoing learning and development, I talked with Roxana Radulescu, Founder of All Personal about why our sales skills are just like muscles. If you aren’t focused on staying sharp at your sales game every day, you will find yourself being left behind. We started off talking about Roxana and how she came to found her company. Then we jumped into the meat of out topic.

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Microsoft Twitter Coaching Google 59

KO Advantage Group

JUNE 6, 2018

If there’s one question we often expect from our clients to come up but we almost always never have a response prepared, it would be any question pertaining to price discounts. “Can you do it for 10% less?”. This question tends to put us on the spot. We know in one way or another this will come up during the negotiation process and yet we’re still unsure how to respond to it.

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Discount Negotiation How To Closing 54

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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

Data

SalesLoft

JUNE 6, 2018

Sales teams typically have an annual kickoff at the beginning of the year. They conduct training, create goal alignment, and generate excitement. However, sales training is not a one-off activity. Being consistent is important. Having a process in place helps to ensure feedback and coaching are year-round activities. In this video, John Libretto, a Sales Executive at Salesloft, shares tips on how to maintain SKO-level engagement all year.

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Video Training Scale Face-to-face 52

Selling Power

JUNE 6, 2018

Most tech vendors say they want to be seen as trusted partners, not faceless product pushers. And many of their ultimate customers (CIOs) also say they are looking for more from their vendors than transactional relationships. They want and expect more.

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Vendor Customer 52

Partners in Excellence

JUNE 6, 2018

A friend forwarded me an article entitled, “Giving People More Time To Sell Is BS.” Intrigued, I clicked on the link. The article started with a statement to the effect of “ill informed pundits quoting data that sales people spend only 10-30% of their time F2F with customers.” I thought, “Hmm, that must be me…” I’ve used that data, but so have a lot of others.

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Up-Sell Revelation CRM Buying Cycle 52

Xactly

JUNE 6, 2018

Your company’s sales plan drives the overall sales strategy and is vital to drive growth. As one of the most successful sales organizations in the world, Salesforce has optimized their approach to sales planning using tools such as Xactly to manage their global sales force and drive company growth. Nearly 70 percent of Xactly customers use Salesforce to manage their sales force compensation plans, and Salesforce is a long-standing Xactly customer (since 2010), using Xactly Incent to manage more

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SalesForce Webinar Metrics Compensation Incentives 53

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

Selling Power

JUNE 6, 2018

Most tech vendors say they want to be seen as trusted partners, not faceless product pushers. And many of their ultimate customers (CIOs) also say they are looking for more from their vendors than transactional relationships. They want and expect more.

Vendor 48

Vendor Customer 48

Babette Ten Haken

JUNE 6, 2018

I developed a SOGOP Policy for a variety of reasons. You just may want to do the same. Early in my career, I worked on teams with, and for, other people. As a result, I was saddled by quotas, KPIs and corporate values. At the end of each fiscal quarter, everyone was consumed within a quota-attainment frenzy. Sound familiar? With everyone chasing anything that vaguely looks, smells and sounds like an opportunity, we waste time and energy being busy.

Policies 48

Policies Demand Generation Agencies SME Energy 48

The Digital Sales Institute

JUNE 6, 2018

Mapping out the sales process steps is secondary to knowing what a sales process is, when it comes to acquiring, developing and maintaining customers. In the digitally influenced sales process, the goal is no longer so focused so much on giving pitches and pricing, but to offer value propositions personalized to each client. The modern sales process is void of any unnecessary complexity or obstacles in customer interaction.

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Sales Process Ideal Customer Profile Sales Methodology Case Study 49

Close

JUNE 6, 2018

Here's the recording of today's webinar about how to build a scalable sales process (no matter the stage you're in today). Tune in below!

Webinar Metrics 52

Webinar Metrics Sales Process How To Sales 52

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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

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Carew International

JUNE 6, 2018

Graduation season always reminds me of the most compelling and memorable commencement speech I have ever heard. The speaker acknowledged that the audience of high school seniors was graduating because they had mastered Math, English, Science and other core subjects. Their performance in these areas was the driver of the grades and standardized test scores that were so critical to college admission and scholarships.

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Commence Motivation Sales Positioning 46

Growbots

JUNE 6, 2018

What is an email subject line if not your email’s first impression when it lands in a prospect’s inbox? And emails are big business. Marketers sent over 838 billion emails in 2013 (that’s all the stars in the Milky Way times three). That’s 838 billion subject lines. And with that many emails landing in prospects’ inboxes, they’re getting savvier than ever.

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Guidelines Google Outbound Follow-up 45

Pipeliner

JUNE 6, 2018

Putting More Women In Sales Management. “We have enough boy’s clubs. It’s time to have a girl’s club.” Despite being 51% of the population, women only make up 39% of the sales industry. Lauren Bailey, interviewed by John Golden, explores why there aren’t more women in sales management roles, and how to change things. In this expert sales interview, Lauren Bailey discusses: The importance of having women as part of the sales force.

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Sales Management Lead Rank Film Groups 45