Mon.Jun 10, 2019

7 principles of branding that sales organizations need to know


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How to close deals when you have bad reviews

Every salesperson has to deal with sales objections. It’s part of the job. And with practice, you’ll become much more comfortable dealing with them. But there’s one objection that many salespeople have trouble with even after years of experience: "I heard your company sucks.".

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Go for the “No” Early in the Sales Process

Anthony Cole Training

In this article, we discuss the theory that a prospect might want what you are selling, if you (as the salesperson) are willing to walk away from the table first. It may sound counterintuitive but one of the keys for more effective selling is going for the ‘no’ early in the sales process.

Hard for you to say you’re sorry?

Sales and Marketing Management

Author: Tim Riesterer Have you ever had a service problem with a customer and worried about the damage it could do to your relationship and long-term revenue prospects? Maybe they won’t renew. Maybe they won’t buy more.

Remedy 253

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

Your Effort and Pulling Your Results Forward In Time

Anthony Iannarino

If you make 20 calls a day, you will have dialed 100 numbers in the course of a week. In a month with four weeks, you will have dialed 400 numbers, even if it would be an enormous mistake to dial 400 numbers once, believing that you are prospecting.

More Trending

Sales Success 101: Here’s What Separates Crazy-Successful Salespeople

Are you trying to take your sales success to the next level, but frustrated in your path to get there? If so, you’ve likely overlooked a simple concept: Sales success is a chain-link system. In a chain-link system, the performance of the whole is limited by the weakest link.

Video 99

PODCAST 61. Change the Job Process to Find the Right Candidate w/ Shireen Jaffer

Sales Hacker

This week on the Sales Hacker podcast, we speak with Shireen Jaffer , CEO at Edvo. Edvo helps people get the best jobs AND finds jobs they may need in the future. She explains how nightmarish the job process used to be and how Edvo strives to change the job search narrative.

Does Your Sales Approach Blow Off Profits?


Many experts agree that selling with perspective/insight improves selling performance, but most ignore the role played by business acumen. Business expertise is foundational to perspective selling success.

Sales Hacker Doubles Down: What We’re Focusing On 1 Year After Acquisition

Sales Hacker

12 months ago, Sales Hacker was acquired by Outreach. It was a huge moment for me personally and the Sales Hacker team. It was also the beginning of a new chapter for the entire Sales Hacker community.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

5 Simple Methods to Improve Your Active Listening Skills and Be Better at Sales

Janek Performance Group

We’ve often highlighted the importance of active listening. But that naturally raises the question – how can you become a better listener? What are the drills, the techniques, you can practice in order to listen to hear and understand? It’s an excellent question – one we’re here to answer today.

Data-Driven Sales: Why Data is Essential to Drive Growth


Sales organizations must continuously adapt their strategies to stay ahead of competition. Learn why data insights are essential to drive growth and revenue. Benchmarking Sales Performance Management

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How to Succeed at Building a Modern Training Program [Podcast]

Sandler Training

Wendy Gates Corbet, President of Refresher Training, speaker, and former global board member of ATD (Association for Talent Development), shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at creating and delivering training programs in your organization.

Ten Simple Sales Hacks the Pros Use to Close More Deals

Nimble - Sales

Many modern sellers, marketers, and representatives of other professions are oblivious to basic sales techniques and do not know how to close a deal in sales. Closing a Sale Closing the sale is tough. Indeed, at this stage, the client must make the final decision on the purchase.

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

How To Get A Career In Sales


If you are a driven person who loves the adrenaline of getting a sale under your belt – then a career in sales may be the best way forward for you. How do you find the perfect sales job? It’s certainly a competitive area.

Avoiding Product Launch Failures: Overcome Time Constraints and Ineffective Training


In Part 1 of this article, we saw how new technologies can reduce training costs and improve learning outcomes. In this part, we’ll look at how modern learning tools help you overcome the two other big obstacles to a successful product launch: time constraints and ineffective training methods.

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Social Media Marketing (Without the B.S.)

Selling Energy

Social media is now an indispensable part of running a successful business. However, when it comes to your online presence, is that all you want it to be - a presence? marketing

SaaStr Podcast Episode 216: CEO Dan Reich on Account Based Collaboration


Last year, our Co-Founder and CEO, Dan Reich, joined Harry Stebbings for an episode of the SaaStr Podcast. In the episode , Dan talks about how he found his way into the world of SaaS, ended up starting Troops, and built the ultimate Slack bot for sales teams.

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

3 Ways Your Sales Rep's Selling Style is Frustrating Your Buyers

The Brooks Group

Every salesperson will have a unique selling style and way they interact with prospects and customers. For most sales reps, the selling style they use is based on their own behavioral style, and what they’re most familiar and comfortable with.

Marketing and Sales Terms Every Professional Should Know

Mobile Locker

Marketing and sales professionals use a LOT of acronyms and other terms that can be hard to understand. Here are some of the most common along with clear and simple definitions of what they mean.

Sales process: Part 4 of Predictable Revenue’s outbound sales learnings from 2018

Predictable Revenue

A robust sales process considers the mindset by which reps attack their day (and their quotas), a nuanced understanding of the buyer mindset, and tactical schemes on how to juggle a significant volume of daily touchpoints. The post Sales process: Part 4 of Predictable Revenue’s outbound sales learnings from 2018 appeared first on Predictable Revenue. B2B Blog Book Sales Management Sales Process

The best sales advice I ever got

Selling Essentials RapidLearning Center

On the first day of my first job in sales, I received the most valuable advice I ever got about selling. I was 30 years old and had accepted a job as an account executive at Lewis, Gilman & Kynett — Philadelphia’s largest public relations agency.

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

Now is the time to "Buy an Appointment" for a Fall Pipeline Sale

Sales Lead Management Association

No one can deny that there is no better qualified lead than an appointment with the right person that is considering purchasing a product in their space. If you need to make your number by December, now is the time to consider buying an appointment. On average, at least one in four will close

Sensemaking: Sensemaking Within Our Own Organizations

Partners in Excellence

This post is the eleventh post in my series on Sensemaking. The previous posts focus on how we can align and become sensemakers in working with our customers. This will focus on how we look at our own organizations.

Let’s Talk Sales! Using Storytelling to Solve Problems – Episode 159

criteria for success

Last month's theme was storytelling. This month, although our focus has shifted to problem-solving, the following resource addresses both themes in a way that'll encourage you to implement one to strengthen the other. If you want to learn more about how you can become a better problem-solver by implementing stories in your sales process, you [ ] The post Let’s Talk Sales! Using Storytelling to Solve Problems – Episode 159 appeared first on Criteria for Success.

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Data Powers Digital Transformation and is a Corporate Asset

Cincom Smart Selling

The power of digital transformation does not reside in specific software, hardware or even business mission. Data is the power, … Continue reading "Data Powers Digital Transformation and is a Corporate Asset".

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How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

5 Sales Culture Differentiators You Need to Know


This guest post comes from Kayleigh Alexandra at Micro Startups. Every smart seller understands that a great sales team is more than the sum of its parts: it also showcases a well-honed sales culture that enhances productivity and wellbeing, making it possible for those people to outperform their comparably-competent competitors. What’s more, the process of building and maintaining such a team is vastly easier when you have such a culture in place.

State of Sales Performance Survey Report 2019

Sales Hacker

The post State of Sales Performance Survey Report 2019 appeared first on Sales Hacker: B2B Sales Tips, Strategy, Training, Technology. Ambition Certified Sales Expert Choice Factor 8 Gong Marquee Partner Platinum Sales Management Vidyard E-Books

Sales Lessons from a World Champion Poker Player

Smart Calling

There are many similarities between poker and sales. Art had the opportunity to be at a dinner with world champion poker player (and author, and Celebrity Apprentice finalist) Annie Duke.