Sales and Marketing Management
JULY 13, 2016
Issue Date: 2016-07-01. Author: Scott Benedetti. Teaser: Are account-based marketing (ABM) and predictive analytics nails in the B2B salesperson's coffin? Hardly, but salespeople do need to internalize a new level of technical smarts and bond with their marketing counterparts. Are account-based marketing (ABM) and predictive analytics nails in the B2B salesperson's coffin?
Understanding the Sales Force
JULY 13, 2016
Image Copyright 123RF Stock Photo. Verne Harnish is the President of Gazelles - the coaching organization that helps fast growth companies. In addition to his best-selling books, Mastering the Rockefeller Habits and his latest, Scaling Up , he writes the Weekly Insights, which I always read from top to bottom. In his June 30 insights, Verne included a quote from Greg Brenneman, author of Right Away and All at Once - 5 Steps to Transform Your Business and Enrich Your Life.
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Increase Sales
JULY 13, 2016
Being connected within the sales community, I receive a lot of emails. This past week I received an email from a colleague who was seeking either my direct business or sales referrals. Credit www.picjumbo.com. The content of his email (see below) took me by surprise because we had actually spoken. While I don’t know yet if our training methods are right for you and your company, I thought the best place to start would be a short conversation, allowing me to get to know you better.
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Sales Training Connection
JULY 13, 2016
Sales Strategy. When you listen in on strategic account review sessions between Sales Managers and sales reps all too often the conversations is primarily about what has gone wrong – “Why did we lose that big sale?” or “How come the forecast figures are off?”. While it’s certainly important to diagnose what’s gone wrong – it’s equally important to analyze success.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SalesLoft
JULY 13, 2016
July has been a big month for our product team over here at Salesloft, and we’ve been working hard on some big new releases coming to your desktops soon! But to tide you — our loyal users — over, we knew we couldn’t keep everything under wraps for too long. So, we decided would share some of the Salesloft product enhancements we’ve pushed live in the meantime: 1.
Partners in Excellence
JULY 13, 2016
Over the past 5 years, we’ve been trying to understand sales performance. As part of this, we’ve conducted a comprehensive study of several hundred organizations, including 0ver 30,000 sales managers/executives. The results of this study are stunning–though they reaffirm beliefs we held. What surprised us was the magnitude of the performance differences.
Customer Centric Selling
JULY 13, 2016
Sales Tips: Why Sellers Should Always Stay Curious. By John Holland, Chief Content Officer, CustomerCentric Selling®. There are many successful professionals I know that would struggle in a selling role. The skill set needed to be a successful B2B salesperson is daunting. When people are asked what the requisite characteristics of a successful salesperson, one of the most common responses is having “nice way” with people.
Sales Evangelist
JULY 13, 2016
We’re living in a very competitive world today and the major question is how do you stay up front of the curve? You could say you have the best product but others say the same thing too. How can you truly differentiate yourself from the rest of the guys out there? Today, I’m talking with […] The post TSE 354: Sales From The Street-“Humanity In Sales” appeared first on The Sales Evangelist.
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Factor 8
JULY 13, 2016
This month Factor 8 turned 8 years old. I’d have missed it completely if I hadn’t gotten your LinkedIn Congratulations. Thanks you guys! So it’s on this auspicious occasion that […]. The post A Thank you Note to the Worst. Boss. EVER appeared first on Factor 8.
Sales Evangelist
JULY 13, 2016
How do you better establish value? How do you create valuable conversations with your prospects? How do you move conversations to the next level? Today, I pulled out a snippet from one of our training sessions at the TSE Hustler’s League which focuses on the idea of establishing value. I’m giving a concrete example of […] The post TSE 355: TSE Hustler’s League-“Valuable Conversations” appeared first on The Sales Evangelist.
Sales Evangelist
JULY 13, 2016
Are you doing the things you need to be doing to close that sale? Or are you doing too many things that you’re actually getting off track? Or is the goal to close that deal putting too much pressure on yourself to the point that your motivation and resilience are being tested to their limits? […] The post TSE 356: Activity Based Selling With Pipedrive appeared first on The Sales Evangelist.
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