Zoominfo
JUNE 10, 2018
As a B2B sales rep, you already know objections are an unavoidable part of your job. Yet, as we explained in a recent blog post , there are many tips and tricks sales reps can use to bypass common objections during the sales cycle. Research shows price objections are the number one objection sales rep face—but half of all price objections are phony ( source ).
SBI Growth
JUNE 10, 2018
The Chief Customer Officer is one of the newest roles to join the C-Suite in the past few years. Their charter is to drive customer-centricity throughout the enterprise. They are a customer advocate who cares about providing a good customer.
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Pipeliner
JUNE 10, 2018
Is anyone besides me tired of hearing complaints from salespeople about how much more difficult sales is today than 20 years ago? The usual complaints are, “The prospect is more educated, no one is picking up the phone, there is a ton of competition.”. It’s time to stop the pity party and conduct a reality check. Salespeople have more tools to be successful with today than 20 years ago.
Membrain
JUNE 10, 2018
Today’s case covers a common issue with a new sales hire’s ability to close deals consistently in a complex B2B sales environment. Pressed for time, new reps often prioritize the wrong activities, leading to bloated pipelines with poor close rates.
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.
Partners in Excellence
JUNE 10, 2018
Too often, we get caught up in the rush of everyday life. The press of everyday activity, the constant intrusion and interruptions drive what we do. These become standard, we go on autopilot–even as a coping mechanism. Most important we stop paying attention, we stop being present. This doesn’t mean we aren’t accomplishing things.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
KO Advantage Group
JUNE 10, 2018
In what ways do your products help your customers? Sure, you can simply say that your goal is to help your customers save more time, money, and energy. However, isn’t that exactly what everybody else says? How do you differ, then? It’s not enough to utter these. If your prospects hear the same offer as other people have, they won’t listen to another word you’ll say.
Bigtincan
JUNE 10, 2018
You will either step forward into growth, or you will step backward into safety – Abraham Maslow Abraham Lincoln, arguably one of the greatest Presidents in the history of America, only attended a year of formal education. Growing up on a farm in rural American at the time of his childhood meant focusing on farming, not […].
Selling Energy
JUNE 10, 2018
Read on for highlights from this week's blogs.
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