The Pipeline
SEPTEMBER 11, 2018
By Tibor Shanto. I once did some work for Sears Canada and was surprised to learn, not sure why in hindsight, that the bulk of the work for the Christmas catalogue was completed in the spring. One person on the team mused “My Christmas last minute rush happens in April!” Good salespeople think the same way, understanding that time works differently for quota killers.
The Sales Heretic
SEPTEMBER 11, 2018
Let’s say you own a restaurant. And let’s say on your menu you have a Reuben sandwich. The Reuben is a classic, which is why it’s on the menus of approximately 98.7% of all restaurants. And therein lies the problem. If I’m in the mood for a Reuben, I can go literally anywhere to get [.].
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SBI Growth
SEPTEMBER 11, 2018
This Ain’t Your Daddy’s PE Firm! There are some very interesting features in today’s Private Equity landscape that are having a real effect on the PE/Portfolio company relationship. Deal size continues to trend upwards. Valuations are higher than they have ever.
Babette Ten Haken
SEPTEMBER 11, 2018
Social communication etiquette is going over the top. Have you noticed? In spite of the topics I scheduled on my editorial calendar, the theme of this week’s posts is rapidly becoming Communication. Communication between leadership, management and front line employees. As well as between clients and vendor partners. Then again, how about social communication patterns between social connections.
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.
Partners in Excellence
SEPTEMBER 11, 2018
Most Fridays, I take great joy in reading Hank Barnes #FridayFails. Hank features terrible prospecting emails, calls, LinkedIn messages and critiques them–always with a bit of humor. A lot of the emails inflicted on me are the subject of Hank’s columns. It always is fun to read them, chuckle, and ask oneself, “How could people be so clueless?
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Center for Sales Strategy
SEPTEMBER 11, 2018
From small businesses to international enterprises, most companies are dependent on effective sales to thrive. This is where sales integration tools come in. At the core of sales integration tools is the idea of sales intelligence. The goal of these tools is to improve the efficiency and quality of sales interactions for better conversion in the long run.
Customer Centric Selling
SEPTEMBER 11, 2018
Courtesy of Primary Intelligence, a CustomerCentric Selling® Partner. At the most basic level, win loss analysis helps sales, marketing, and product leaders understand the reasons for their organizational wins and losses so that they can increase their win rates and capture more business in the future. Win loss programs are important at all levels of the organization because it helps explain why buyers choose specific solutions and why they do not choose others.
BrainShark
SEPTEMBER 11, 2018
“Transformation” is one of the most overused words in business, and its popularity has left us with definitions that don’t always align with each other.
Sales Readiness Group
SEPTEMBER 11, 2018
On this Q&A episode: "What makes up the mindset of a top performing sales professional? What are the characteristics that help top performers stand out or that make them more effective?".
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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.
Jeff Shore
SEPTEMBER 11, 2018
By Ryan Taft. I have several pet peeves. It drives me nuts when I am at an airport in the baggage claim area and people stand right up against the baggage carousel as if no one else needes to pick up their luggage. I also get perturbed when someone takes up two parking spots with one car. My biggest pet peeve…is making a sale only to have it cancel.
The Brooks Group
SEPTEMBER 11, 2018
In today’s marketplace, competition is fierce and buyers have endless options available at their fingertips. Having a good product is no longer enough. Your sales representatives must be capable of selling not only your product, but also of selling themselves as strategic advisors capable of helping solve their prospects’ and customers’ business problems.
Hubspot Sales
SEPTEMBER 11, 2018
Of all the questions we receive at Gartner’s Sales practice, some of the toughest and most frequent revolve around key account management. “ How do we build a successful key account management program? ”. “ How do find effective key account managers (KAMs)? ”. “ How do we equip them to succeed? ”. “ How do we know which customers to put into the key account program in the first place?
Allego
SEPTEMBER 11, 2018
You’d never send a rookie baseball player out onto the field without sizing up their game using team drills and scrimmages. In the same way, you don’t want to wait until after sales onboarding when a new batch of reps are already out in the field putting up low win rates and discounting heavily before you assess their ability to handle key components of customer conversations.
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.
SalesLoft
SEPTEMBER 11, 2018
Much like eating an entire elephant, Information Security is hard and should be done one bite at a time. While both may result in indigestion, unlike eating an elephant, there are major repercussions if we fail to maintain sound Information Security controls.*. *No elephants were harmed in the writing of this post. In 2018, companies must defend against a seemingly endless number of threats and vulnerabilities to their infrastructure and data.
Bigtincan
SEPTEMBER 11, 2018
It’s the most wonderful time of the year – Apple’s big iOS announcement. This year, we are getting the gift of iOS12. However, with the excitement typically comes concern over the operation of user applications, especially for IT teams. It is not uncommon for applications to stop working or perform poorly after an OS update. […].
Pipeliner
SEPTEMBER 11, 2018
Once You Connect, What’s Next? In the last blog in this series , I drew an analogy between the Gotthard Base Tunnel (the longest tunnel in the world) and the seller-buyer relationship. The seller is tunneling in one direction looking for that perfect buyer, and the buyer tunneling in the other direction in search of exactly the right product or service, at a somewhat affordable price.
Allego
SEPTEMBER 11, 2018
You’d never send a rookie baseball player out onto the field without sizing up their game using team drills and scrimmages. In the same way, you don’t want to wait until after sales onboarding when a new batch of reps are already out in the field putting up low win rates and discounting heavily before you assess their ability to handle key components of customer conversations.
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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
LevelEleven
SEPTEMBER 11, 2018
We get it, you have been doing your job for a while now and it’s gotten a bit repetitive. In fact, 66% of employees that feel bored or underappreciated at work will quit their job. That number jumps to 76% in millennials. The bottom line? Boredom and lack of recognition is a big deal to your employees and if you want to keep them around, you need to shake things up.
Paul Cherry's Top Sales Techniques
SEPTEMBER 11, 2018
The #1 problem salespeople face today is distraction Think about it. We’re all working between 50-60 hours per week and we’re pushed and pulled in endless directions: Putting out fires Answering emails Preparing quotes Dealing with customer service issues And more We need to take control But get this! The average salesperson is only spending 7-10 hours a week either face-to-face or over-the-phone engaging their customers.
MJ Hoffman
SEPTEMBER 11, 2018
The month of September is strange for us in sales. Most of our colleagues and prospects are coming off of long relaxing vacations and suddenly the pressure is on with only 16 weeks left to sell this year. Many of us in spend the first few weeks of the month deferring to our prospects and giving them space while they “play catch up.” However what we must remember is that having a strong September is crucial in teeing-up the Q4 of our dreams.
Sales Hacker
SEPTEMBER 11, 2018
A 1×1 interview with Tomasz Tunguz, legendary VC and SaaS expert, to discuss the key operational paradigms leading to SaaS excellence. Tomasz made a name for himself through deep data-driven analysis of the best SaaS businesses and helping the SaaS community unpack the key drivers of growth across different operational frameworks. If you missed episode 23, check it out here: PODCAST 23: Optimizing Sales Productivity to Drive Exponential Growth.
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 Evangelist
SEPTEMBER 11, 2018
Every sales professional understands the importance of generating leads. In addition to those leads, we must focus on using technology to convert leads. Today on The Sales Evangelist, Patrick Shaw will talk to us about using technology to convert leads. If we use technology and software, we can work smarter and not harder. Patrick is […] The post TSE 918: Using Technology To Convert Leads appeared first on The Sales Evangelist.
criteria for success
SEPTEMBER 11, 2018
If you’re wondering how to build a productive learning culture, well—you’ve come to the right place! See, we’re talking about how to build a productive learning culture all month on the CFS blog. We’ve learned just how powerful a culture that values learning can be. (Yes, we’ve been very fortunate to have experienced this power [ ] The post How to Build a Productive Learning Culture in 5 Steps appeared first on Criteria for Success.
MJ Hoffman
SEPTEMBER 11, 2018
The month of September is strange for us in sales. Most of our colleagues and prospects are coming off of long relaxing vacations and suddenly the pressure is on with only 16 weeks left to sell this year. Many of us in spend the first few weeks of the month deferring to our prospects and giving them space while they “play catch up.” However what we must remember is that having a strong September is crucial in teeing-up the Q4 of our dreams.
LevelJump
SEPTEMBER 11, 2018
How do you improve your sales onboarding program over time?
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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
Selling Energy
SEPTEMBER 11, 2018
I am not a big fan of the free lighting audit. My feeling is if free lighting audits worked we wouldn't be in this mess.
Sales Hacker
SEPTEMBER 11, 2018
The post Curing Common Coaching: Everything You Need to Know to Coach Like a Pro appeared first on Sales Hacker.
OutboundView
SEPTEMBER 11, 2018
B2B Sales Consulting. Are you mystified by the B2B sales process ? Maybe you’re having problems finding new opportunities. Maybe you’re trying to be more successful with the opportunities you already have. Maybe you need an overhaul of your entire sales process. Whatever challenge you’re facing, you might be considering B2B sales consulting. But what exactly do such consultants do?
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