The Pipeline
MARCH 13, 2018
By Tibor Shanto. Those who are regular visitors to this blog will know that I am a proud card-carrying member of the “Hire Slow – Fire Fast” school of recruitment. No better time to embrace and adopt this philosophy than at this point in the fiscal year. Given that March Break will waste a week, Easter Friday, and a couple of unexpected calls, and Q1 is practically over as you read this.
SBI Growth
MARCH 13, 2018
Our guests on SBI TV are Clayton Collins, the CEO, and Jacob Gaffney, the Editor in Chief, of HousingWire. As the authority voice for mortgage and banking news to the finance industry, HousingWire is here today to share the top.
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The Sales Hunter
MARCH 13, 2018
Full disclosure. I did not always like sales. In fact, just saying the word “sales” sounded creepy. While in one of my first sales jobs, I did not call myself a sales rep. I called myself a “marketing rep.” To me, marketing was a good term, but “sales” was everything evil. Funny thing happened to […].
Zoominfo
MARCH 13, 2018
Source of hire—its arguably the most important recruiting metric, yet often the least understood. In fact, 96% of recruiters say source of hire is an important metric, but 60% of them rated the metric as less than 90% accurate ( source ). So that begs the question, why is source of hire so important– and why do so many recruiters get it wrong? And, how can we improve the accuracy of our source of hire data?
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.
SBI
MARCH 13, 2018
The Sales Signals We’re Ignoring Could Be Worth Millions. We’ve all heard the line, “If a tree falls in a forest and no one is around to hear it, does it make a sound?” It typically leads to discussion on observations and perception, and the idea that if something is not heard, is it even there? Now, let’s apply it to sales. “If data about your customers and prospects isn’t entered into your CRM, does it even exist?”.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Hubspot Sales
MARCH 13, 2018
Creative Sales Ideas. Create a Website for Referrals. Form Strategic Alliances. Attend Your Customers' Events. Send Them a Book. Offer Complimentary Consulting Sessions. Serve as a Matchmaker. Start or Join a Niche Group. Try a Direct Mail Campaign. Sales success largely depends on routines. There are only so many hours in a day to sell -- the more practiced salespeople are at completing everyday tasks, the more time they can allocate to high-value activities like meeting with prospects or learn
Jeff Davis
MARCH 13, 2018
I've talked to many leaders about the need to align B2B Sales and Marketing. Through those exchange of ideas, I've learned a lot about where a majority of companies are in their journey toward alignment. Now that a significant amount of attention has been directed at alignment, we are starting to see more research that helps us better understand its impact on revenue.
Hubspot Sales
MARCH 13, 2018
Online Reviews. When customers buy your product or service they can leave you or your company an online review. This review might be about their buying experience, how satisfied they are with the product/service, or how happy they are with your customer service. These online reviews are usually posted either on your website or a third-party aggregator.
SalesFolk
MARCH 13, 2018
Recently I asked some folks on LinkedIn to share their sales prospecting emails with me so that I could do some live feedback and edits. For this particular email, I chose to just do feedback rather than edits, since I didn’t have enough context to do more serious revisions. Take a look at my feedback to see how the sender can improve their sales prospecting email and targeting in order to get more positive responses from qualified leads.
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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.
Hyper-Connected Selling
MARCH 13, 2018
There’s the old, tired cliche that all things being equal, people do business with those they know, like, and trust. …Here’s the thing, it’s an old, tired cliche because it’s FRICKIN’ TRUE. If you are trying to build your sales success by taking shortcuts and not creating that trust, that emotional bond, with your prospects and customers, you are building a house on a foundation of sand.
SalesforLife
MARCH 13, 2018
Innovations come in clusters. The mobile revolution couldn’t take off until it was supported by a vibrant app ecosystem, more powerful processors in phones and reliable cellular service virtually everywhere.
The Center for Sales Strategy
MARCH 13, 2018
Recruiting and hiring top talent is a tall order! But it is critical for success in a sales organization.
Allego
MARCH 13, 2018
Think about the last time you attended a company sales training programs for onboarding, sales kickoff or any other corporate event. Now, compare that to your high school or college learning experience. Chances are, the two are vastly different. Students don’t become subject matter experts from simply attending one lecture. You need to study up a bit, do some homework and take a couple follow-up tests and quizzes on the material.
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.
The Brooks Group
MARCH 13, 2018
Whether your organization has a dedicated Account Management team, or your salespeople are in charge of managing their own accounts, it’s important to establish some performance measures focused on account management. At the end of the day, strategic account management should be all about responsiveness, problem-solving, customer satisfaction, and building long-term relationships that lead to additional revenue.
Showpad
MARCH 13, 2018
Today’s B2B buyers have started to act more like consumers. Companies like Amazon, Apple and Netflix have given us simple and convenient customer experiences that we as consumers have come to adore. And now B2B buyers are starting to expect the same from their interactions with sellers. But are today’s salespeople delivering? Unfortunately, the answer is no.
Sales Hacker
MARCH 13, 2018
The post Consultative Selling: How To Win Your Prospects Without Really Trying appeared first on Sales Hacker.
Sales Evangelist
MARCH 13, 2018
Sometimes, your customers shouldn’t buy from you. We don’t often think about that as sales professionals, but we should. Sometimes, their objections are correct. In today’s episode, we discuss why you should empathize with your customers and put yourself in their shoes. The more empathetic we are, the more likely we are to persuade them […] The post TSE 787: Why They Should NOT Buy appeared first on The Sales Evangelist.
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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
Costello
MARCH 13, 2018
In the traditional sense, sales has been viewed as an individual sport. Sure, sales leaders host all-hands meetings, weekly sales huddles, and beginning-of-year sales kickoffs that are typically centered on a group learning environment. However, after each meeting wraps, individual contributors are on their own again: making prospecting calls, creating proposals, and handling objections to improve upon their personal KPIs.
SugarCRM
MARCH 13, 2018
Each year, it feels like sales leaders face a new host of challenges as they must navigate people, processes, and technology to meet their goals. Modern CRM is designed to help businesses overcome some of these challenges. For example, CRM helps organizations gain a holistic view of their business, uncover actionable data, and generate accurate pipeline reports.
Funnel Clarity
MARCH 13, 2018
It’s our responsibility to change the negative connotations buyers attach to sellers. Without integrity, our profession is doomed.
DataHug
MARCH 13, 2018
Whether you work in sales or not, you’ve likely heard the age-old saying: Sales is a numbers game. And, it’s true—the success and failure of a sales team is often based on numbers like revenue, close rates, and profit margins.… The post 6 Sales Metrics to Track in 2018 appeared first on Datahug.
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 Hacker
MARCH 13, 2018
Contrary to popular belief, it’s not always just about how you say it. . What you say still matters, too. . In fact, the most decisive difference between superstar sales reps and everyone else comes down to what they say during their sales conversations. For the longest time, the dos and don’ts of sales conversations have been passed down from sales team to sales team.
Pipeliner
MARCH 13, 2018
What is sustainable value ? Stated simply, it is “value that keeps on giving.” For the customer it is that quality of a product, service or company that always delivers, that is always there. For the seller, it is an opportunity or an account that pays for itself over and over. Sustainable value should be the highest aim of a seller—for keeping and expanding one customer is far more cost-effective than obtaining a new customer.
Tony Hughes
MARCH 13, 2018
Can you close million dollar deals with social selling fully inside? Yes. Here are the top 25 ways how you can actually do it. It's being done right now in the field by a sales team near you [perhaps a competitor], it's remarkable and it's not for the faint of heart. Get a good night of sleep and unleash your inner advanced strategic social selling 'beast mode' tomorrow.
Pipeliner
MARCH 13, 2018
1. “Mine’s Better”. In technology sales, salespeople are often trained to focus on their product’s or service’s “bells and whistles” (features). This is done in an effort to convince potential buyers that their offering beats their competitor’s. The focus is put onto the technical (often slight) differences and advantages of their technology, instead of its value.
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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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