The Sales Hunter
JUNE 28, 2017
It’s here — the 2nd half of the year is starting in just a few hours! Hey, I want you to keep pushing to grab all you can this half, but let me push you to look at a few things to adjust to increase your 2nd half results. Take a few minutes and take […].
MTD Sales Training
JUNE 28, 2017
Your ability to uncover needs in your customer’s business is one of the areas that will make you stand out from the competition. It can differentiate you, your services and your products because it offers a perspective that few buyers may be able to see themselves. That outsider viewpoint can make a big difference to the buyer, as they can often be immersed in the minutia of everyday business and miss the big picture.
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Increase Sales
JUNE 28, 2017
Every decade or so, another new term floats to the top of the business world. In sales, value creation has been front and center. Sales experts to sales training firms now educate salespeople on how they can create value. The undisclosed problem with value creation resides in this 3 letter word – EGO. When salespeople believe they create value, they are putting themselves and their egos before the buyer.
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.
Anthony Cole Training
JUNE 28, 2017
A guest post by Mark Trinkle, President, Anthony Cole Training Group.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
JUNE 28, 2017
There’s a fascinating discussion about the various dimensions of “value” driven by Deb Calvert’s article on Why Prospects Are Buying From Your Competitors. Here’s the link to the discussion , be sure to look at it. But there is a part of the discussion that really bothers me, it’s about the concept of Value Add. First, all of us have been raised to think about and sell our Value Add.
SalesProInsider
JUNE 28, 2017
Every year new research shows the impact of individual sales coaching. It seems most sales leaders “get” that we are supposed to coach our reps. Yet, it can be so hard…but does it have to be? The case for sales coaching is compelling, with the most recent I’ve seen from The Sales Management Association noting: Companies that support coaching development improve sales objectives by as much as 19%.
Close
JUNE 28, 2017
In the inside sales rep’s toolkit, LinkedIn is definitely a hammer. But as with any tool, if you’re not equipped with the training and knowledge to use LinkedIn correctly, you’re never going to reap the full benefits.
SalesLoft
JUNE 28, 2017
Your SDRs and AEs are referred to as a sales team for a reason. Just like any functional team, each member has their own position and their own responsibility. But the best way for any team to rack up points and achieve goals is by working together. The best teams depend on collaboration through the entire team to bring home a championship. A similar dynamic exists within successful sales teams because – all together now – “Teamwork makes the dream work.”.
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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.
Velocify
JUNE 28, 2017
Did you know that high-growth companies are more likely to be familiar with the different types of sales technologies on the market? In fact, given a list of current sales technologies, high-growth companies were more familiar with 95% of the categories listed than flat or declining revenue companies, which on average, were 56% more likely to be unfamiliar with each technology.
LevelEleven
JUNE 28, 2017
[…] we highly recommend that you define the key selling activities that make up your sales process (a quick guide on that here). Calculate how much of those activities you need to hit quota and then create personalized […].
Sales and Marketing Management
JUNE 28, 2017
Author: Tony Rodoni If you feel like it’s tougher to make a sale these days, it’s not your imagination. There’s a new breed of customer out there and they’ve made life more complicated for growing businesses. What makes these modern customers different? For starters, they don’t want to talk to your sales reps – at least not right away. First, they want to educate themselves about you and your competitors by doing extensive online research and consulting like-minded consumers via social media.
LevelEleven
JUNE 28, 2017
[…] guide on that here). Calculate how much of those activities you need to hit quota and then create personalized performance scorecards for each rep so that they can track performance against those goals. These will become an […].
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.
Sales and Marketing Management
JUNE 28, 2017
Author: Galina Sheveleva The ‘ABC: Always be Closing’ mantra has been drilled into the minds of sales teams. In Glengarry Glen Ross , Blake passionately proclaimed: more closing equals higher commission, and if you can’t close, “hit the bricks, pal!” . However, a lot has changed in the business world since 1992, and a different kind of sales strategy has emerged – one that can help you close more deals AND benefit your organization as a whole: ABC.Always Be Collaborating.
Contact Monkey
JUNE 28, 2017
Everything you need to know about how to track emails. Are you are in sales? Do you run a business? If so, you know that email plays a critical role in your business operations. Whether you’re engaging with customers or conducting outreach to cold prospects, email is a critical element of how you can build relationships without meeting each person face to face.
Sales and Marketing Management
JUNE 28, 2017
Author: Galina Sheveleva ABC: Old Matra, New Twist. The ‘ABC: Always be Closing’ mantra has been drilled into the minds of sales teams. In Glengarry Glen Ross , Blake passionately proclaimed: more closing equals higher commission, and if you can’t close, “hit the bricks, pal!” . However, a lot has changed in the business world since 1992, and a different kind of sales strategy has emerged – one that can help you close more deals AND benefit your organization as a whole: ABC.Always Be Collabo
Platinum Rules for Success
JUNE 28, 2017
For most people, negotiating can cause anxiety and be uncomfortable to deal with. The negotiation table can leave some people feeling like they lost a battle or got the short end of the stick. This week, Dr. Tony Alessandra gives us tips on how to treat negotiations as a collaborative effort. With these tips, we can learn how to make negotiations a “win-win” situation and solve problems together.
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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
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