Score More Sales
OCTOBER 29, 2018
Years ago, our company name was intentionally changed to Score More Sales because of the great analogies between professional, collegiate, Olympic sports and professional selling.
SBI Growth
OCTOBER 29, 2018
Most companies acknowledge the merits of value-based pricing as an ideal. Why then, do so many companies struggle to execute it in practice? There are three reasons we frequently encounter: Confusing Product Value with Customer Value. Back in the early.
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Sales and Marketing Management
OCTOBER 29, 2018
Author: Ryan Gould In the context of content marketing, a product-agnostic approach is one that focuses on your expertise and knowledge around a product, technology or service rather than your brand. This kind of content positions you as a thought leader in a given field or industry, does not contain a sales pitch, and should never mention your company or brand except as the source of the content. 4 Examples of Product-Agnostic Content.
Hubspot Sales
OCTOBER 29, 2018
Buyers don't want to be prospected, or demoed, or closed. These steps add zero value to the buyer. Buyers are looking for additional information about your product that can't be found online. As a salesperson, you can personalize your sales process to the buyer's context by understanding the buyer's journey. In this blog post, we'll define the buyer's journey, and show you how to think through it when working prospects in your pipeline.
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 and Marketing Management
OCTOBER 29, 2018
Author: BRAD WILSTED Companies pour enormous resources into growth. From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. These efforts frequently end up with disappointing results, however, because most companies neglect the most powerful lever in their arsenal: their frontline, field-level sales managers.
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Sales and Marketing Management
OCTOBER 29, 2018
Author: TIM HOULIHAN Maybe we’ve met. Was it was at a trade show or a conference? You said you’ve built a lot of sales incentive programs as a manager, and, not to toot your own horn, but they have worked pretty darn well. So, why read this article? With 20-plus years and more than 1,500 sales incentive programs under my belt, I’ve got some experience to share.
Partners in Excellence
OCTOBER 29, 2018
There’s a disturbing trend in developing the capabilities of sales people. It’s the focus on providing answers, rather than developing skills. We see this manifested in all sorts of ways: Increasing focus on scripting–whether it’s written or spoken communications. This is often cloaked in interesting ways, “Tell me the questions I should ask… ,” but sales people don’t know what to do with the answers.
Sales and Marketing Management
OCTOBER 29, 2018
Author: Paul Nolan Before I began researching this issue’s cover story, I had no idea the lack of sales management training was as dire a problem as it is. We thought there was a gap in training for B2B sales managers, but quickly discovered that “gap” is actually a canyon (hence the cover image). In a 2017 report titled “Sales Managers: Overwhelmed and Underdeveloped,” CSO Insights reports almost 40 percent of organizations spend $500 or less annually on sales manager training.
Xactly
OCTOBER 29, 2018
In this digital age, we’re constantly hearing about the power of data. It is one of the most powerful tools in the business world. However, like any tool, the value of data analytics depend on how you use it. For sales organizations, sales performance data can be a useful tool to drive strategic planning and increase performance. . Using a sales performance management (SPM) solution to analyze sales performance data, organizations can gain vital insights into the landscape they operate in.
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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.
Sales and Marketing Management
OCTOBER 29, 2018
Author: Paul Nolan A new year means a new calendar, and new trends to incorporate into your go-to-market strategy. Forecasting, it is said, is the art of saying what will happen, and then explaining why it didn’t. It may be a fool’s errand to predict what B2B marketing strategies will emerge in 2019, but trendwatching is an important skill for business leaders across all industries.
The Center for Sales Strategy
OCTOBER 29, 2018
Deepak Chopra was an interesting pick as Keynote speaker to open the Inbound 2018 conference. Deepak brings to mind meditation and alternative medicine more than cutting edge marketing techniques. But he had a few insights that we can apply to business within his message of consciousness and healing.
MarketJoy
OCTOBER 29, 2018
Cold calling isn’t dead; neither is it on its deathbed. In fact, it’s one of the most effective ways to increase sales and drive revenue. Even the small businesses are on board that it’s one of the best ways to move their business forward. Do you want to know how to get good results from cold calling easily? Why not consider changing the way you prepare for and close these calls?
Janek Performance Group
OCTOBER 29, 2018
Last time, we discussed why, contrary to popular belief, top sales reps can at times, make not so great sales managers. Which naturally raises the subsequent question, “When should we make a sales rep a manager?”. That you’re asking this question is smart policy – after all, internal promotions can make for a much smoother transition. The rep-turned-manager is familiar with your products and processes, and being able to authentically tout your policy of internal promotion is a powerful incentive
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.
BrainShark
OCTOBER 29, 2018
When sales reps weren’t meeting quota, the healthcare company implemented a new approach to sales enablement that yielded results.
Selling Power
OCTOBER 29, 2018
In our integration work, we’ve found five common challenges sales organizations must address early to avoid losing great talent and failing to achieve the expected ROI.
Pipeliner
OCTOBER 29, 2018
The comparison of clientele and a beautiful garden came to mind as I was in conversation with a friend. Jane asked the question, “How do you handle difficult prospective and current clients?” She admitted it is difficult to be in the presence of some. My response was, Remove the weeds to make room for the fragrant flowers. Productivity and time efficiency are essential ingredients for successful sales.
LevelEleven
OCTOBER 29, 2018
AppExchange was officially launched in 2006 and has exploded into the #1 business app store in the world! Over 70% of Salesforce customers are using apps created in or acquired through the vast AppExchange marketplace. The question is: are all apps created equal? The answer lies in the difference between apps that are native to the force.com platform and those that are not.
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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
Growbots
OCTOBER 29, 2018
According to a Gallup study, 25% of sales reps garner 57% of sales increases. Higher customer engagement rates also go to a fraction of those high performers. The bottom 25% of underperformers is selling less than they did the previous year. READ 9 Most Common Sales Mistakes (According to Sales Experts). As recruitment and training processes take a long time and absorb your resources, you want to higher those 25% of high performers.
LevelEleven
OCTOBER 29, 2018
Salesforce’s AppExchange officially launched in 2006 and has since evolved into the #1 business app store in the world. According to the CRM giant, over 70% of Salesforce customers are using AppExchange solutions today. Which then begs the question: are all AppExhange solutions created equally? The answer lies in whether the solution was built natively on the force.com platform.
Accent Technologies
OCTOBER 29, 2018
Good communication takes time to master. But your efforts will pay off in the form of stronger client relationships and a steeper competitive advantage. Highly-successful organizations communicate effectively to their clients. To keep customers happy and loyal, it’s crucial for a company to stay open and connected with them. Excellent client communication, however, is hard work.
BrainShark
OCTOBER 29, 2018
It’s important to explore what sales enablement leaders can do to ensure their reps are always “audible-ready.”.
Advertiser: ZoomInfo
Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.
Cincom Smart Selling
OCTOBER 29, 2018
Manufacturers spend a lot of time analyzing and mitigating risk. Much of this activity is aimed at the internal processes … Continue reading "Ten Risks Customers Face When Doing Business With You". The post Ten Risks Customers Face When Doing Business With You appeared first on Cincom Blog.
criteria for success
OCTOBER 29, 2018
This week's Let's Talk Sales episode is all about sharing sales management tips! And today, we're focused on the questions, comments, and struggles sent our way via social media. As a reminder, this Q&A series is all about you! We want to help you to be the best that you can be--professionally and personally. So, [ ] The post Let’s Talk Sales!
Anaplan
OCTOBER 29, 2018
Sales Tech Star recently conducted a wide-ranging q&a with Jason Loh, Global Head of Sales Solutions at Anaplan. We’re reprinting it here. Tell us about your journey in sales and how you reached Anaplan.
Selling Fearlessly
OCTOBER 29, 2018
A dear friend of mine—we’ll call her Joan—has three grown children, two daughters and a son; all are happily married with children of their own; all are living successful lives, which, in my opinion, is concrete evidence that Joan and her husband did a fine job of raising them. The older daughter, the middle child—let’s call […].
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Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp
Growbots
OCTOBER 29, 2018
According to a Gallup study, 25% of sales reps garner 57% of sales increases. Higher customer engagement rates also go to a fraction of those high performers. The bottom 25% of underperformers is selling less than they did the previous year. READ 9 Most Common Sales Mistakes (According to Sales Experts). As recruitment and training processes take a long time and absorb your resources, you want to higher those 25% of high performers.
The SalesPro Leader
OCTOBER 29, 2018
Decision makers, as we all know, are busy people. They are often in and out of meetings, on conference calls, and traveling. Keeping your decision maker’s attention is paramount to effective B2B lead generation. The article, 5 Ways to Keep a Decision Maker’s Attention originally appeared first on SalesPro Leads - Connecting You with Tomorrow's Buyers.
Selling Energy
OCTOBER 29, 2018
As virtually any of my trainings will attest, making a sale in today’s environment is incredibly complex. It’s more important than ever to be aware of who the players are, what is most important to them, and how to speak their language, often while juggling several other tasks at once.
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