The Pipeline

JULY 30, 2019

By Tibor Shanto. I’d like you to take a look at the marketing material or collateral you use to prospect and sell. For many, you will find one piece or set aimed at your market. Some will have iterations based on the role of someone in the decision process. Others may reflect the size of the target company or a couple of other demographics. But there is a singular erroneous assumption that goes into pieces, making them all but useless, and often get in the way of selling.

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Buyer Collateral Harvest Demographics 277

The Sales Hunter

JULY 30, 2019

Ask salespeople what their number one issue is and you’ll probably hear, “getting good prospects.” Here’s a simple fact: you can’t close a sale until you have someone to sell to. So what does it take to successfully prospect? As I’ve worked with thousands of salespeople and written the book, High-Profit Prospecting, I have narrowed it down to what I like to call the “10 Keys to Prospecting”: Check out the video where I discuss these 10 keys: 1.

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Prospecting Sales Qualified Lead Social Media Lead Rank 210

MTD Sales Training

JULY 30, 2019

One of my consultants was carrying out a ‘discovery’ session with a sales team recently, to discuss what areas they find most challenging when it comes to selling their products. One gentleman stood up at the start of the session and said, ‘I’ve been selling for over 30 years…what can you teach me?!’. My consultant simply asked him if he had changed his way of selling over the years.

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Up-Sell Buyer Trends Exact 150

Hubspot Sales

JULY 30, 2019

Salespeople get a bad rap. In HubSpot Research's newest study, Buyers Speak Out: How Sales Needs to Evolve , respondents were asked to submit the word they most associated with salespeople. The #1 response? "Pushy.". Yikes. Persistence is part of being a salesperson. In fact, 80% of sales require five or more follow-ups. And there's an obvious difference between consistently adding a bit of value with each check-in and doggedly pursuing prospects who have, in no uncertain terms, told you they're

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How To Objections Buyer Intent 108

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

Nimble - Sales

JULY 30, 2019

No matter how good or revolutionary your product is, you have to be a great seller to succeed. Lead generation is a top challenge for 61% of marketers. As generating sales leads ideas can be a challenging task for anyone, we have some proven methods to share with you. So, let’s get started. Defining a […]. The post 15 Ways to Generate Sales Leads if You Don’t Have Marketing Support appeared first on Nimble Blog.

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Leads Marketing Qualified Lead Marketing Lead Generation 106

Hubspot Sales

JULY 30, 2019

Failure is common in sales. In many circles, people like to reframe failure as “learning” and, in many cases, that’s true. From an early age, we learn how to do things by making mistakes. When we start to walk, we fall -- a lot. When we learn to ride a bike, we experience missteps and crashes (depending on how hands-on your helper chose to be). The idea of learning through failure is a principle that has inspired many people to persevere when the going gets tough.

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Sales Goal Hiring Lead Rank Retail 93

G2Crowd - Sales Blog

JULY 30, 2019

If you’re just starting out as a real estate agent, it can feel daunting to envision building your client base from the ground up.

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Real Estate Banking Marketing Sales 100

Partners in Excellence

JULY 30, 2019

While it’s trite, I have to start with some basic assumptions about time. Time is virtually the only thing each of us face, that is fixed or finite. Regardless how much we might wish or try, we cannot make more time. We can only think of how we reallocate what we do with time and how we use the time that we have. We seek to get the most out of each minute we have, wasting as little as possible (though “wasted time,” may actually be some of the most useful time, more later.).

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Buying Cycle Face-to-face Pipeline Examples 80

A Sales Guy

JULY 30, 2019

Sales is suffering from 9 brutal ills: The Bro Culture , . Lack of Coaching. Too Product-Centric and Not Problem Centric. Not enough salespeople understand the game/rules of sales. Too much reliance on selling tools. Not enough training in the industry/space. Too much activity management. Little respect for prospects and buyers time. Not enough humility.

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Sports Influencer Commission Buyer 85

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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

InsideSales.com

JULY 30, 2019

Client relations begin when the sales rep gives a prospect the impression that they matter—the most important form is remembering their names. This list of tips will give you the edge in forging trust at the very first handshake and turning succeeding follow-ups into a long-term relationship. Read on to find out more. RELATED: Salesperson […].

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Relationals Follow-up Prospecting Inside Sales 75

Sales Evangelist

JULY 30, 2019

Supporting a cause as part of your business model can help you establish your brand and create a personality for your company, and “cause marketing” can draw customers who want to do business with you. Cause-based marketing stems from a business or a business owner that champions a cause that they believe helps with their personal branding as well as the company’s brand.

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Cancellation Marketing Banking Small Business 73

Showpad

JULY 30, 2019

Consumer packaged goods (CPG) companies with innovative Sales and marketing teams grow at 4.1 percentage points faster than lagging companies, according to McKinsey. But achieving growth and innovation and increasing market share is no simple feat. Promoting collaboration between Sales and marketing is the catalyst for success in the CPG industry. We took a look at common growth challenges for CPG companies’ marketing and Sales teams and how Sales enablement solutions help them connect wit

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Consumer Trends Scale Sales Enablement 70

Pipeliner

JULY 30, 2019

How can you create evangelists within a company, and scale such an operation? It can certainly be a challenge. But as we’ve discussed in previous posts in this series, evangelism is something that can indeed be taught and learned, once people have decided that is what they want to do. Evangelists are people who go out and spread the word about their company, their products and services, and most importantly as we’ll see, their messages.

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Scale Pipeline Course Commission 69

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

Sandler Training

JULY 30, 2019

Landing the right enterprise account is a big achievement, with new revenue and healthy margins being two obvious things to celebrate. But unlike smaller account wins, the real significance of the victory is the huge potential for growth over time. Read Time: 6 Minutes.

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Enterprise Enterprise Account Margin 68

The Center for Sales Strategy

JULY 30, 2019

Much has been written about the importance of company culture. Most has been ignored. Here’s a list of some of the things impacted either positively or negatively by company culture: Recruitment. Retention. Employee satisfaction and happiness. Attendance (absenteeism). Innovation. Creativity. Problem-solving. All these items listed above have a direct connection to performance, profitability, and cash flow.

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Retention Resources Positioning Company 63

Miller Heiman Group

JULY 30, 2019

In the past, manufacturing sellers could succeed by working with one or two decision-makers, developing friendships with handshake deals were agreed upon at the ballgame, on the golf course or during extravagant dinners. All this has changed. Now according to CSO Insights’ 2018 Buyer Preferences Study , sellers face an average of 6.4 buying influences per deal, spread across many roles in different departments and each with unique interests and pain points.

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Influencer Decision Maker Government Face-to-face 61

Allego

JULY 30, 2019

We don’t normally think of budget cuts and belt-tightening as good things. Less may be more in fields like architecture and design, but in sales training, less money translates into fewer services and smaller (overworked) staffs. But when the sales training team at one medical device maker was facing budget cuts, they decided to respond differently.

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Training Hiring Scale Exercises 59

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Data

Highspot

JULY 30, 2019

The right tools can make all the difference. Just as James Bond needs his gadgets, or a baseball player needs a quality bat, sellers will be most productive with a strategic tech stack. The sheer volume of sales software available, however, makes deciding which platforms to invest in a daunting task. That’s why you need a simple decision framework and a clear understanding of which tools can make the greatest impact.

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Sales Tools Tools Scale Hiring 63

criteria for success

JULY 30, 2019

We've said it before and we will say it again: sales and marketing must be aligned. Learn how market research insights can keep your sales team ahead of industry trends. Staying on top of industry trends is more possible than ever today. There are countless publications-- case studies, reports, articles--available for your benefit. While you [ ] The post 3 Market Research Insights To Get Your Sales Team Ahead of Trends appeared first on Criteria for Success.

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Trends Research Case Study Marketing 59

Janek Performance Group

JULY 30, 2019

Requests for Proposals (RFPs) can be a significant source of revenue for many sales organizations. But they’re also time- and labor-intensive, and using the wrong strategies in pursuing them can result in a net negative to the bottom line, the hidden costs exceeding the revenue gains of won deals. So it’s worth examining both how to choose which RFPs to respond to and how to reduce the resources sink for the ones you do pursue.

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Guidelines Proposal Revenue Resources 54

Anne Miller

JULY 30, 2019

Riddle : Three frogs are sitting on a log. Two decide to jump off. How many are left on the log? Answer : Three, because deciding to do something is not the same as actually doing it. Everyone feeling good at the end of a meeting is not by itself advancing to a next step. Closure. only happens when your PROSPECT agrees to DO something at a SPECIFIC TIME , which then advances the sales process.

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Closing Decision Maker Objections Travel 54

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

Chorus.ai

JULY 30, 2019

Sales leaders, managers, enablement:

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Conversion Sales Sales Leadership Strategy 95

Xvoyant

JULY 30, 2019

Our latest episode features Joel Rackham, SVP, Global Head of Direct Sales at Marketstar. Joel shows us how culture is more than foosball tables and free soda; it is made up of getting the right process at procedure first. Once you have that set, then consider the environment, made up of the physical and psychological aspects of the workplace. This creates an environment where your sales representatives can flourish and have hope.

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How To Sales 48

Guru

JULY 30, 2019

When you have a company that’s growing rapidly (hello, fellow SaaSters!), you have to nail your employee onboarding experience. But what does that look like?

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Company 48

Selling Energy

JULY 30, 2019

Email is one of the most powerful marketing tools we have at our disposal. It’s also one of the most difficult to use effectively. Consumers have become increasingly adept at determining when they’re being “sold” to, and according to a study done by ExactTarget, people take an average of only 2.7 seconds to decide whether they’re going to read, forward, or delete an email.

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How To Consumer Study Tools 40

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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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Predictable Revenue

JULY 30, 2019

Unlike physical pain, business pain isn’t always obvious to those suffering from it. Here are 13 responses to keep a conversation going when your prospect says “we don’t have that business pain”. The post 13 Responses When a Prospect Says “We Don’t Have That Business Pain” appeared first on Predictable Revenue.

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Prospecting Revenue Conversion 27

Lessonly

JULY 30, 2019

Did you know that contact center turnover hovers between 30-45% annually? This number is double any other occupational turnover in the U.S. So many factors contribute to this number, but the root of all of them is this—agents typically feel unsupported and unprepared. And they have low job satisfaction because of it. There are a lot of ways a great customer experience platform provides a better, more encompassing onboarding experience for agents.

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Customer Service Software Software Customer 20

SugarCRM

JULY 30, 2019

Last week we held the latest webinar in our “CRM Blueprint Series.” These webinars focus on ensuring the success of your CRM deployment – from evaluation all the way through to deployment, driving adoption and measuring success. This week, we had a chance to talk with a great customer Tetley Harris, one of the leading food service providers in North America.

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Brainsell Webinar Metrics SugarCRM Customer 20