Tue.Nov 05, 2019

Don’t Make It Sound So Negative

The Pipeline

By Tibor Shanto. Commodity, the word is like Kryptonite for salespeople, say it out loud, and you can see their social status and sales erode. Somehow over the years, the word has come to be something negative in sales.

Blow the Dust off Your Buyer Personas to Win More Deals

Sales Benchmark Index

As a sales enablement leader, you had probably developed buyer personas years ago. There was a big announcement and possibly some training sessions, but then everyone forgot about them, and the sales reps almost certainly stopped using them. Slowly but.

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Sell Better. Coach Better. Hire Better.

Anthony Cole Training

In today's blog or "vlog", we bring you our newest Anthony Cole Training Group's brand video.

Good Sales Recruiting is Like Selecting Movies and TV Shows

Understanding the Sales Force

Do you like movies and TV Shows? I love them! How do you go about selecting the next movie or show you will watch? Do you look for a specific show, watch the trailer and if you like the trailer, watch it?

Quota 198

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!

Why You Can Never Have A Slow Week

Anthony Iannarino

Despite the somewhat hyperbolic title, it is possible to have a slow week. But for that to be true, it would indicate that you are reactive and that you’ve found a way to avoid doing your work.

eBook 91

More Trending

At the Crossroads of Customer Privacy and Personalization


Are you leveraging prospect data, predictive analytics, and automation responsibly? Today, the availability of data helps us predict potential customers’ buying preferences. And automation helps us follow up on that potential with highly personalized engagement.

Data 81

3 Tips for Planning a Successful Sales Kickoff


Think about your last sales kickoff; the session that probably generated the most energy and attention was the “successes from the field” session, in which salespeople discussed their big wins. This content is popular with other sellers because they trust their peers.

Goodbye Opinions. Hello, Reality.


Years ago, I was running a business intelligence software company and everything was going right for it. Growth, employee retention and happiness, sales numbers, customer satisfaction, plus we just completed a successful round of funding. I couldn’t have asked for more.

CRM 77

CRM Selection


Does Underlying Technology Matter? This begins a series on down-to-earth criteria for selecting a CRM solution. For any company, selecting a CRM solution for a company is a major undertaking.

CRM 77

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.

Stop saying yes: four reasons you should start saying no


Sales reps want more and more prospects in their pipeline each day. And they want to close every single one of them. You know it. I know it. But closing prospects often comes with a caveat: saying yes to a prospect’s wants WAY too often. For many businesses that’s been the way forward for years.

Transforming Sales: Ensuring that Your Sales Process is Fluid and Enabled by the Right Tech Stack

Smart Selling Tools

Transforming Sales: Ensuring that Your Sales Process is Fluid and Enabled by the Right Tech Stack. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Joe Caprio , VP of Sales for Chorus.ai.

Aviso Selected For Third G2 Crowd Award This Year


At Aviso, we pride ourselves on our customer service, experience, and satisfaction. This is why we are thrilled to announce that we have been selected for our third G2 Crowd award this year. Earlier this year, we were recognized as a “Top 50 Sales Tools 2019” and a “G2 Sales Analytics Leader for Winter 2019.” […]. The post Aviso Selected For Third G2 Crowd Award This Year appeared first on Aviso. AI for Sales

7 Marketing Strategies for Targeting Millennials in 2020

Nimble - Sales

By population, they’re one of the largest generations in America — and a huge audience for brands. However, many companies have struggled with marketing to millennials. 2020 is a fresh start in a new decade — and for businesses, a chance to target millennials more effectively than ever.

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.

Hosting Effective Breakout Sessions at Your Sales Kickoff

Funnel Clarity

The typical sales kickoff will have information sessions that are relevant for the whole sales team and/or company. However, some things must be accomplished in smaller groups. These are known as breakout sessions.

Launching Your Sales Enablement Career


Sales enablement is a rapidly growing discipline. As of 2018, 61% of organizations have a dedicated sales enablement person, program, or function

Networking Effectively, Part One

Selling Energy

“If you're not networking, you're not working.” – Denis Waitley. networking

How to Structure a Sales Team with Maslow’s Hierarchy of Needs


You might be familiar with Maslow’s Hierarchy of Needs, Abraham Maslow’s psychological theory about human needs and development. But, have you ever applied this theory to your sales team structure?

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.

Five Seller Skills to Master When Offering Perspective

Miller Heiman Group

More than half of the deals that are forecasted to close don’t, according to the 2019 CSO Insights World-Class Sales Practices Study. And, for six years in a row, only slightly more than half of sales representatives—56% in 2019—met or exceeded their sales quotas, according to the 2018 CSO Insights Buyer Preferences Study.

Are You Building A Unique Brand?

Smooth Sale

Attract The Right Job Or Clientele: The art of building a unique brand applies to all businesses and individuals, too. The standalone knowledge of sales is not enough for remaining in business. Our uniqueness is to be on display every way possible.

InsideSales Rebrands to XANT


Originally posted on Silicon Slopes. Up and to the right- always. This is a quote that takes Chris Harrington to the next level. As CEO of XANT, formerly known as InsideSales, Harrington announced the rebrand and new direction of the company, with a new leadership team at the helm.

Gong Labs Live: The 3-Step Process to Handle ANY Sales Objection


Sales objections are inevitable. Let’s face it: If your prospect didn’t have objections (whether about price, value, or relevance), they would have already signed the deal. The most successful sales reps know how to overcome objection. And while there are lots of objection handling techniques , there’s one you probably don’t know about (but should). It’s called “the squeeze” and it’s a three-step process that will ensure that you 1) handle any objection, and 2) book the meeting.

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.

Utah company InsideSales announces rebrand, new CEO


Originally posted on Daily Herald. InsideSales announced a corporate rebrand to XANT Monday morning, as well as a new CEO and CMO, following months where several new executives have been hired.

Hosting Effective Breakout Sessions at Your Sales Kickoff

Funnel Clarity

The typical sales kickoff will have information sessions that are relevant for the whole sales team and/or company. However, some things must be accomplished in smaller groups. These are known as breakout sessions.

Let’s Play: Connections

KLA Group

Help the sales team ramp up Q4 efforts with a friendly game of Connections. Track all prospecting calls for a week to see who made the most calls, connected with the most people or set the most appointments. The loser buys coffee or doughnuts for the team. If the team achieves a specific number, the.

?? Fundamentals for Effective Sales


Host John Golden sits down with Andy Paul to discuss how to cuts through the noise of excessive mediocre sales tips in order to get to the effective sales advice that will make a difference for your sales in 2018.

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!

The Three Skills to Focus on at Your Next Sales Kickoff


Customer organizations are making strategic shifts into digital transformation, customer experience, and data-driven insights. As a result, sales professionals are increasingly positioning solutions that are dynamic, abstract, and broad.

?? Sales Presentation Secrets


An important aspect of selling to a group with a sales presentation is selling within the presentation. It’s one thing to sell one-on-one, where the person you’re selling to is going to be talking as much as you. But what does it look like when you as the salesperson are doing most of the talking?

Reverse Auction: What It Is & How to Crush It in Sales

Hubspot Sales

If you’re in the business of selling to other businesses, the competition to land the sale can be fierce. With 58% of B2B buyers doing their own research before engaging with sales reps , many buyers are over halfway through the sales process before even speaking with a rep. With customers having access to more information than ever, how can you make your offering stand out? By knowing how and when to implement a reverse auction strategy.