Sales and Marketing Management

SEPTEMBER 17, 2017

Author: Mike Scher The cold call is not dead, but it is living and breathing differently as social platforms become more important. It’s no longer enough to call a prospect, leave a voicemail and wait. In order to reach, pitch and ultimately close a deal, sales professionals need to be engaging with prospective decision-makers (6.8 per B2B buying decision) across social media platforms.

B2B 192

B2B Decision Maker Conversion Social Media 192

The Sales Hunter

SEPTEMBER 17, 2017

Who has fallen off your bandwagon? Do you have prospects who possibly got in touch with you at one time or who you simply haven’t connected with in quite awhile? Now is the time to boost your sales motivation and call the prospects who have possibly fallen off your radar. Check out the video to […].

Motivation 115

Motivation Video Prospecting Leads 115

Sales and Marketing Management

SEPTEMBER 17, 2017

Author: Tim Houlihan Sales leaders are always trying to figure out how to get the most out of their reps at the lowest cost, and incentives are excellent at revealing that sweet spot. Researchers have confirmed that paying too little is insulting and paying too much can cause reps to choke. But they’ve also shown that paying too little can be worse than paying nothing at all.

Incentives 184

Incentives Incentive Salary Pharmaceuticals 184

Increase Sales

SEPTEMBER 17, 2017

Believe it or not, some believe that adopting the most current buzz words will dramatically their increase sales. Right now the most popular buzz word is sales enablement. Before that we had trusted advisor, consultative sales, development specialist, relationship expert, you get the drift. In many instances, buzz words tell others how you do what you do and not what you do.

Decision Maker 109

Decision Maker Lead Rank Lead Scoring Banking 109

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.

Sales Cycle

Sales and Marketing Management

SEPTEMBER 17, 2017

Author: Tim Houlihan Sales leaders are always trying to figure out how to get the most out of their reps at the lowest cost, and incentives are excellent at revealing that sweet spot. Researchers have confirmed that paying too little is insulting and paying too much can cause reps to choke. But they’ve also shown that paying too little can be worse than paying nothing at all.

Incentives 166

Incentives Incentive Salary Pharmaceuticals 166

Aviso

SEPTEMBER 17, 2017

As a member of the sales or sales operations team, delivering an accurate forecast is one of the most important things you can do for your organization. Yet, knowing how critical it is to get the number right, far too many organizations still trust their forecast to CRM and spreadsheets — even when research shows […]. The post [Video] Top 5 Reasons to Stop Forecasting in Spreadsheets appeared first on Aviso.

Forecasting 48

Forecasting Video Sales Operations CRM 48

Hyper-Connected Selling

SEPTEMBER 17, 2017

The post Hyper-Connected Selling Idea #3 appeared first on David J.P. Fisher.

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72

Partners in Excellence

SEPTEMBER 17, 2017

Managers spend an inordinate amount of time in pipeline reviews. Largely, I think this is the result of lack of clarity of what they want to accomplish in pipeline reviews or too great a focus on the numbers and not what produces the numbers. (but these are topics for other articles.). Probably 95% of all pipeline reviews I sit in are wasted efforts.

Pipeline 48

Pipeline Top of Funnel Territories Coaching 48

Sales Evangelist

SEPTEMBER 17, 2017

Building value with a prospect is a common challenge among many salespeople. And at the core of this is showing respect to your customers. This week, I got the chance to speak at the Eastern Minority Supplier Development Council where I spoke about sales, specifically about how we can build value in every single conversation […] The post TSE 662: Don’t Insult Your Prospects appeared first on The Sales Evangelist.

Prospecting 40

Prospecting Conversion Customer Sales 40

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