Tue.Apr 16, 2019

Beating your Stress Quota

The Pipeline

By Tibor Shanto. Stress is something we all deal with no matter what we do; what we stress over will vary, but we live in stressful times. Expectations we set, those set by others and ones life chooses to serve at random, all make for a daily dose of stress.

Quota 193

How to Respond to “We Don’t Work with Outside Vendors”

Funnel Clarity

As a seller, hearing “We don’t work with outside vendors” or “We don’t work with third parties” from a prospect is incredibly frustrating; and not just because its used so frequently.

What is a Sales Opportunity Management?


Sales opportunity management is absolutely essential for your business and its growth. Learn about sales opportunities, 3 benefits of using opportunity management, and how Pipeliner CRM makes all of this easier to visualize and track. The post What is a Sales Opportunity Management?

Being Preemptive Can Improve Sales Performance

criteria for success

Are you a sales leader under high pressure to produce? Are you worried about recent sales performance? If so, you’re probably doing a lot of heavy lifting to extract information from each salesperson on your team. It’s like pulling teeth.

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

How to Make Sales Content More Engaging


In the last few years, mobile video technology has transformed the way we learn and consume content at work. But modern learning technology by itself doesn’t drive better engagement and learning outcomes. To be effective, a training program must also incorporate modern learning practice.

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Beating your Stress Quota

The Pipeline

By Tibor Shanto. We live in stressful times , no matter what we do, stress will be a factor, especially in sales. What we stress over will vary. Expectations we set, those set by others and ones life chooses to serve at random, all make for a daily dose of stress.

Quota 212

How to Improve Your Marketing Campaign Execution

Sales Benchmark Index

Three Ways Digital Transformation Trends Apply to Sales & Marketing Behavior

Smart Selling Tools

Three Ways Digital Transformation Trends Apply to Sales & Marketing Behavior. If you asked 10 different business leaders to describe how digital transformation applies to their business, you would probably get 10 different responses.

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3 Ways Corporate Hierarchy Data Can Accelerate B2B Enterprise Sales

DiscoverOrg Sales

What is corporate hierarchy? It’s the business landscape upon which epic battles are fought. And there’s no question that B2B sales is a battlefield: Reputations, sales, and profits are lost and won. As with any battle, the key to winning is knowing the terrain on which the battle is taking place. Nowhere is this more critical than in enterprise sales, where understanding an organization’s corporate hierarchy can illuminate the battlefield.

How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

The Sales Playbooks Every Sales Team Needs


In our latest research done in partnership with Databox , marketers and sales managers agree that playbooks improve the effectiveness and efficiency of calls, help train new salespeople and ensure product and services are correctly positioned.

How to be a Thought Leader on LinkedIn

The Center for Sales Strategy

The starting point of being a thought leader on LinkedIn is to use social selling as a way to connect with high potential prospects.

Driving Growth

Partners in Excellence

Every executive I speak wants to see growth in their businesses. Growth drives revenue, it provides funding for new product or market development, which in turn drives more growth. As sales and marketing professionals, it’s our responsibility to identify and pursue those growth opportunities.

The Ultimate Conversational Marketing Playbook: What You Need to Know About the New Way Customers Buy


Conversational marketing isn’t about you. It’s about your buyers. It’s a new way of thinking because it’s focused on the buyer’s goals not your company’s goals.

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

Put Your Most Important Outcome First

Anthony Iannarino

Whatever is your most important outcome, do the work required until completion, or until you have made enough progress to reach a natural breaking point—and enough progress to stay on course.

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Techniques to Master When Selling to C-Level Executives

Miller Heiman Group

Picture it: you’re working on an opportunity you deeply want to win. Your solution best meets the client’s needs and you’re trending ahead of your competition. But you lose the deal over an objection from a C-level executive. What went wrong? The needs of the C-suite buying influence are often quite different from other stakeholders; sellers need to tailor their messages to them accordingly. These executives focus more on achieving the long-term vision of the company than on day-to-day tasks.

5 Tips and Tools for Finding When to Meet and Book Meetings

Hubspot Sales

How many meetings do you have today? I'm assuming you have a fair amount. In fact, 23% of professionals in the U.S. spend five or more hours in meetings per week.

Crafting Digital Communication Experiences Your Customers Will Love


So much of today’s customer experience happens online.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Sales Email Secrets | Secrets Of Email Prospecting To Increase Open Rates


In this post, we reveal the best sales emails practices we learned from analyzing over 15 million emails and compiled them in our book Secrets of Email Prospecting. Read on, and let us teach you some of the basics.

Precision of Sales Automation – for a Perfect Data Flow


There is a beautiful classical piece of music— Moldau by Czech composer Bedrich Smetana —which describes a spring that begins in the mountains, becomes a brook, a stream, a creek, a river and then reaches the ocean. In the business world, we want a perfect, precise flow of data. It begins with one data point, and moving forward gathers to it more and more data and specifications. In the end, we only want to know what kind of impact this data has.

Is Chat Marketing Killing the Traditional Landing Page?

Leading Results Rambings

The rise in voice search capabilities, chatbots, and changes in search behavior have left marketers and sales reps questioning how useful a traditional form and landing page are anymore.

Compressing Our Customer’s Buying Process

Partners in Excellence

I read a post about influencing and accelerating our customers’ buying decisions. The author thought trying to acclerate or “move in” the buying decision was wrong. I don’t disagree–usually, our motives for trying to do this is getting an order and making out numbers. Toward the end of a month or quarter, managers seem to always focus on, “What can we move in?”

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

Plan a Sales Enablement Strategy that Leads to Sustainable Revenue Growth

The Brooks Group

Approaching sales force enablement with a carefully crafted plan can have a significant impact on the success of your sales organization.

7 Steps to Improve Email Deliverability


Take a look at your inbox – how many unread or deleted messages do you have? And how many of them are from companies trying to catch your attention? This is the reality of email marketing today.

Schedule Follow-Up Visit In-Person

Selling Energy

At the conclusion of your first meeting with a prospect, do you schedule a follow-up visit before you leave… or do you wait and do it over the phone later? In my experience, it’s best to schedule the next session before you leave.

How Do You Combine Artificial Intelligence with Human Selling?

Smooth Sale

Attract the Right Job or Clientele: Our beliefs about combining artificial intelligence and human selling are in the beginning phase. The question is, are we willing to consider varying perspectives for a better conclusion? My Story. On my first sales job, I was expected to sell fax machines.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Want Forecast Accuracy? Get to Know Your Sales Information System

Sales Result

In parts 1 and 2 of this series, we discussed the importance of getting to know your client base from a variety of perspectives and using that knowledge to design a sales process that is aligned to their buying process.

Will automation in commercial lines insurance drive the role of the underwriter to extinction? Come join the debate

Artesian Solutions

Will automation in commercial lines insurance drive the role of the underwriter to extinction? In March, Forbes Magazine announced that underwriting is one of the jobs that automation will replace by 2030.

ringDNA Founder & CEO Howard Brown on BNN Bloomberg Video


Our Founder & CEO Howard Brown appeared on BNN Bloomberg to discuss AI in sales, the powerful sales data trapped inside of everyone’s sales calls, and his experience working with amazing investors like Goldman […]. The post ringDNA Founder & CEO Howard Brown on BNN Bloomberg Video appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales B2B sales B2C ringdna