Membrain
JANUARY 23, 2019
Once upon a time, my youngest brother - who wasn’t very tech savvy at the time - worked with me selling enterprise IT automation software. He was very successful, far more than seasoned IT salespeople on the team, and I couldn’t quite explain why.
RAIN Group
JANUARY 23, 2019
There are common competencies every organization needs to build a truly successful sales organization. At RAIN Group, we organize these competencies around the Sales Competency Wheel SM.
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InsightSquared
JANUARY 23, 2019
Whether your sales and marketing teams are crushing their numbers or they are struggling to generate sufficient pipeline, there is always a desire for more leads at the top of the proverbial funnel. As the head of an inside sales team or a demand generation leader, you’re probably having frequent discussions about increasing lead volume or improving lead quality.
Connect2Sell
JANUARY 23, 2019
Being memorable in sales translates into making more sales. This 12-part series on how to be a memorable salesperson includes specific ways you can make yourself stand out to buyers. Each post in this CONNECT2Sell series includes research from a study with 530 B2B buyers and in-field observations from a sales coach. This post describes how to be more memorable by doing more collaborating with buyers.
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.
Understanding the Sales Force
JANUARY 23, 2019
Some really terrific news came across my desk this week when John Pattison, Objective Management Group's (OMG's) COO, showed me two graphs he had created. For the first time in recent memory, salespeople as a profession GOT BETTER! That's right, when we compared the results of the 85,000 or so salespeople that were evaluated in 2018 to the 80,000 or so salespeople that were evaluated in 2017, there was a measurable improvement in overall scores!
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Anthony Cole Training
JANUARY 23, 2019
In selling, properly qualifying a prospective buyer is crucial in order to move an opportunity through the pipeline and ultimately close in your favor. Highly effective salespeople do this through the art of asking great sales questions and not fearing the outcome if they challenge a prospect’s statement, or question, in order to gain clarity. In this blog, we cover the 3 things to remember about all prospects and how to fully understand and qualify their motivation to make a change.
Sales and Marketing Management
JANUARY 23, 2019
Author: Paul Nolan Helping others is energizing. Helping others as a team is invigorating and bonding, which is why corporate social responsibility (CSR) continues to be a popular component of offsite meetings and incentive travel programs. While figures from the Incentive Travel Industry Index show that inclusion of CSR in incentive events is lower overall than last year, the 24-month scenario and regional story are quite different.
Zoominfo
JANUARY 23, 2019
If you’ve worked in sales for any length of time, you know your success is dependent on the quality of your sales prospect lists. Think about it- you might be the most skilled salesperson at your company, but if you’re reaching out to the wrong people, your sales skills will have no impact on their desire to purchase your product. Although sales is a numbers game, most professionals caution against casting a wide net in the hopes of catching a sale.
John Barrows
JANUARY 23, 2019
They both need structure. I have an 8-year-old daughter and I’ve realized that if you don’t give kids any structure or guidelines/rules they go crazy. I know some friends who allow their kids to do whatever they want and are absolute nightmares because of it. The kids are the ones in control, not the parents. My wife and I give our daughter structure and I’m not saying she’s a saint but she’s a hell of a lot easier to deal with than most.
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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.
Women Sales Pros
JANUARY 23, 2019
Sales kickoff events are learning events. And even with online learning gaining prominence in sales organizations, these live, in-person events are still critical to skill development and sales results. Your annual sales kick off needs to serve as a learning experience, providing the content and connections that sellers need to win more business. These tips are focused on how to create the right learning environment for your sales teams.
Keith Rosen
JANUARY 23, 2019
There’s two parts of each of us that battle for the drivers seat of our lives. The Ego, and the Higher Self. In this podcast, I discuss the differences, and how you can transform to live from a place of abundance and peace; and how by making this shift to your higher self, you’ll build your personal power, and make better decisions that will lead to extraordinary success, joy and purpose.
Partners in Excellence
JANUARY 23, 2019
This morning, I’m doing work in a rare day in the office. A sales person calls. He’s actually pretty interesting, but I pause him mid-pitch, asking, “What caused you to call me now? Is there something that caused you to think it’s critical for us to talk about the issue this week, versus in 6-9 months.” I have to credit the sales person, he was at least honest with me, “Your company is on my call list for today, but I don’t know what you might be interes
Sales Hacker
JANUARY 23, 2019
Last week, I got a marketing email announcing a major promotion (three months free) about a product I had just purchased and paid full price for. When I contacted my Sales rep to ask about the promotion and see if they could grant me the discount, he said he knew nothing about it. Needless to say, this made him look bad in my eyes. I mean, why did I know more about his company than he did?
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.
LevelEleven
JANUARY 23, 2019
Employee recognition has been a hot topic, creating a buzz in all industries. A report released by the human resources association WorldatWork stated that in 2017, 85% of companies surveyed have employee recognition programs in place. But are all recognition programs created equal? Let’s explore the differences between public and private recognition, why you should implement an employee recognition program, and how LevelEleven can help!
Pipeliner
JANUARY 23, 2019
How do you reconcile pounding on hitting sales quotas and, at the same time building deep relationships with customers? We all know that quota behavior is substantially different than relationship behavior. Hitting a quota is very much a hard-hitting transaction activity where the salesperson looks to push solutions at the customer in rapid-fire hoping to maximize sales over the short term.
Seismic - Sales Effectiveness
JANUARY 23, 2019
Being a marketer isn’t easy. The profession carries its own unique challenges and problems. While Sales always has hard targets in mind, Marketing’s focus is a little more ethereal. There is a constant shift from focusing on the minutia to thinking about the larger picture. Sales and Marketing both require different skill sets, ways of thinking, and planning.
Allego
JANUARY 23, 2019
According to the technology market research firm The Radicati Group, 124.5 billion business emails were sent and received every day of 2018. Between 2014 and 2018, the average office worker received 90 emails a day, and sent 40. For a company of 1,000 employees, this equals 40,000 emails sent per day, and 10 million annually. In other words, a lot.
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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
The Digital Sales Institute
JANUARY 23, 2019
Sales training online can transform the delivery of sales training programs to a greater number of sales people to boost sales performance in the short to medium term. One of the many benefits around sales training online is that salespeople can learn new sales skills at their own pace, wherever they are and at a time that suits them. This channel for sales training fits perfect for inside sales, time restricted sales people, remote or dispersed sales teams and in the field sales professionals.
Cincom Smart Selling
JANUARY 23, 2019
The era of connectedness, facilitated by the Industrial Internet of Things (IIoT), is redefining the workplace both in terms of … Continue reading "IIoT Data Redefines How Sales Relates to Customers". The post IIoT Data Redefines How Sales Relates to Customers appeared first on Cincom Blog.
Bigtincan
JANUARY 23, 2019
Organizations discovered a long time ago that a little recognition can make a big impact. Offering up employee incentives for a job well done is proven to increase productivity, engagement, retention, and overall improve the health of the company. From an employee of the month program to incentives for completing employee training, you would be hard-pressed to […].
Xactly
JANUARY 23, 2019
Discover everything you need to know about variable pay in sales compensation.
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.
Guru
JANUARY 23, 2019
I’ve attended countless conferences, and while the attendees at most are lovely people I’d gladly make small talk over drinks with, I can usually count the really important professional relationships I’ve forged on one hand. We’ve all been there: you attend a conference, spend two days networking, and you naturally feel the pressure to meet lots of people in hopes of finding a few valuable new connections.
criteria for success
JANUARY 23, 2019
One of your top responsibilities as a sales leader is to ensure that your sales team represents your company correctly. This is something easy to forget, but to a client or prospect your sales team IS the company. Therefore, you and your team should strive to make the best impression possible. And as a sales leader, [ ] The post Improving Client Relationships Through Workability appeared first on Criteria for Success.
Hyper-Connected Selling
JANUARY 23, 2019
The robots are coming. And they’re here to take your sales job. At least, that’s what we’re afraid of. It might be true that technology can be integrated into many steps of the sales process. But it can’t do everything. For now, there are a number of skills that computers can’t learn. One of those is our human ability to create empathetic connections with prospects and customers.
Openview
JANUARY 23, 2019
The post What Do You Want? Learning How to Advocate for Yourself Professionally appeared first on OpenView.
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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
Fill the Funnel
JANUARY 23, 2019
We are living in the age of hype. 10x thinking has become a new buzzword and it is killing your chances of success. Salespeople are throwing their hard-earned commissions at this kind of hustle that people are putting out there. Times change but phony cures remain the same. I wrote a while back about the […]. The post Living In The Age of Hype – Seeking 10x Is Killing Your Results appeared first on Fill the Funnel.
MJ Hoffman
JANUARY 23, 2019
Hiring is frequently top of mind at the beginning of the year. But how do you find the best talent? As a manager, you want to hire someone who will be the best fit, and hit their quota successfully. Here are my three tips when looking into finding the best talent. Step 1: Make It a Habit to Ask Your Best/Top Performing Reps for Recommendations & References To Friends.
Selling Power
JANUARY 23, 2019
Based on our data, here are five common mistakes sales reps make when delivering product demos.
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