Membrain

MARCH 27, 2019

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Marc Wayshak

MARCH 27, 2019

How many sales meetings do you have to set per week to crush your sales goals? Turns out, the answer is 5. Watch this video to learn 5 great ideas to set 5 sales meetings per week. You’ll walk away with the know-how to schedule one quality sales meeting every workday. The post 5 Great Ideas to Set 5 Sales Meetings per Week appeared first on Sales Speaker Marc Wayshak.

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Sales Meeting Meeting Video Sales Goal 69

Understanding the Sales Force

MARCH 27, 2019

When you hear a phrase like the hard sell , do you instantly think of car salespeople? Insurance? Replacement windows? No offense intended to those of you in one of those three industries! While someone's reference to a hard sell may differ, the perception of the hard sell is fairly universal. After prospects state an objection, say they're not interested, or tell the salesperson, "No," prospects tend to raise their resistance.

Insurance 263

Insurance Insurance Objections Up-Sell 263

Sales and Marketing Management

MARCH 27, 2019

Author: Mike DeLeonardis, President, North America at beqom Seventy-nine percent of companies say that increasing sales productivity is a strategy they’re using to reach growth targets in 2019, but actually meeting this goal may be a challenge as only 35 percent of average-performing sales reps’ time actually goes to selling. These average-performing reps spend nearly five weeks a year, or 10 percent of their time, checking their commission reports, trying to understand them.

Strategy 223

Strategy Compensation Incentives Incentive 223

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

Zoominfo

MARCH 27, 2019

For those who aren’t familiar with the concept of technographics, allow us to explain. The term technographic data, or technographics , refers to the essential technologies and tools a business uses to function. Beyond that basic definition, more robust technographic data contains insight into purchase behavior, renewal dates, historical purchases and more.

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Report Data B2B Survey 222

Alice Heiman

MARCH 27, 2019

Many of us attend conferences for continuing education, but these can be great networking opportunities also if we have the right mindset. Approaching new people can be difficult because of the obstacles we put in front of ourselves as well as those innate to a conference setting. As a result, you sometimes leave events without making meaningful contacts.

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Conference Networking Trade Show Social Media 127

Hubspot Sales

MARCH 27, 2019

You've spent hours prospecting : researching, making warm calls , reaching out via email and on social media. If you have prospects who are dragging their feet or slowing a deal down, you might be working with a tire kicker. The Cambridge Dictionary describes a tire kicker as, "someone who appears to be interested in buying something and asks a lot of questions, but doesn't buy anything.".

Prospecting 123

Prospecting Strategy Sales Qualified Lead Lead Rank 123

John Barrows

MARCH 27, 2019

At Salesloft’s Rainmaker conference this year I delivered a workshop, a keynote, and I participated in a panel. In each of these presentations, my focus was on providing as much value as possible to the audience. The feedback was all positive, but something about the feedback this time stood out which has me concerned. The feedback mostly centered around my authenticity and “realness.”.

Margin 111

Margin Conference Competition Call-back 111

Gong.io

MARCH 27, 2019

Are you looking for the BEST discovery call tips? Ones that will set your sales calls on FIRE? Well, this might be the most important thing you’ll read this year. You’ll see why in a minute. But First… A Disclaimer: These tips are NOT for beginners. You have to know the basics of good discovery for these to work. If you don’t, you’ll misapply them. If you DO know the basics, these tips will take you to the next level.

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Call-back Face-to-face Buyer Follow-up 111

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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

InsightSquared

MARCH 27, 2019

Marie Kondo, the well-known author of the book “The Life-Changing Magic of Tidying Up”, often teaches aspiring organizers to take an objective approach to decluttering by asking oneself “does this item spark joy for me?” This simple methodology is the basis of her entire approach when she works with clients to feel more comfortable and secure living in their own home.

Lead Rank 90

Lead Rank Marketing Sales Qualified Lead Conference 90

Nimble - Sales

MARCH 27, 2019

Topic clustering is a popular content marketing plan – and a buzzword that has been thrown around the inbound marketing space in recent years. First of all, what exactly are “topic clusters?” This term refers to multiple pieces of content grouped together by a common topic or relevant subtopics (known as pillar content). As a […]. The post How to Implement Topic Clustering into Your Content Strategy appeared first on Nimble Blog.

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Strategy Inbound How To Exact 92

Grant Cardone

MARCH 27, 2019

If there is one iconic brand mascot, it’s the Energizer Bunny. It’s a pink, mechanical rabbit that beats a drum. It became so well known that the Energizer Bunny is now a term for anything that continues endlessly or has immense stamina. He keeps going and going and going…. And is a symbol of long lasting power. Energy bunnies work like horses. Persistent energy, in fact, is the Holy Grail of success in business and life.

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Energy Exercises Face-to-face Motivation 85

Troops

MARCH 27, 2019

Dry sales pitches that list product features don’t close deals. Because people don’t relate to features — they relate to stories. And that’s why storytelling is such a powerful sales tool. In this post we’re going to take a look at how you can make storytelling a part of your sales process. We’ll also reveal how we introduced a new way of telling customer stories here at Troops.

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Face-to-face Hiring Case Study ROI 80

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.

Cold Calling

Janek Performance Group

MARCH 27, 2019

Maybe you just graduated college and are looking for a career with great potential. Perhaps your current work leaves you unsatisfied and the dynamic, interactive nature of sales looks like just the fresh start you need. Whatever the case, it’s possible to become a sales rep without previous experience. You just need to approach it from the right angle.

How To 80

How To Sales 80

Mindtickle

MARCH 27, 2019

In a recent webinar with MindTickle and SiriusDecisions , Peter Ostrow, Senior Research Director, Sales Enablement Strategies for SiriusDecisions, and Paulette Greene, Vice President of Professional Services for MindTickle discussed how high performing organizations are approaching their sales knowledge transfer strategy. In the webinar, they presented tips and action items on how to build an enablement model that takes into consideration the needs of the sellers, leverages the appropriate selli

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Sales Enablement Webinar Metrics How To Buyer Persona 81

SBI

MARCH 27, 2019

Transforming Sales: Why Sales Organizations Need to Embrace Technology That Allows Them to Capitalize on the Explosion of Data. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Doug Erickson , VP of Sales, Americas at Zilliant. NANCY: WHAT ARE THE TOP AREAS OF FOCUS IN THE NEXT 12-24 MONTHS FOR ORGANIZATIONS THAT WANT TO TRANSFORM THEIR SALES ORGANIZATIONS?

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Data Case Study Churn Margin 76

Shari Levitin

MARCH 27, 2019

Sales can be a tough game. It’s full of rejection, stress, and self-doubt. But once you armor yourself with the structure to manage it all, you’ll find the rewards to be plentiful. The post Trekking to Outbound 2019: The Must See Event for Top Sales Reps appeared first on SHARI LEVITIN.

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Outbound Sales 76

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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

Data

RAIN Group

MARCH 27, 2019

I recently switched financial advisors for both my business and personal finances. In order to make an informed decision, I interviewed three different advisors before choosing. The approaches taken by each of them both before and during the meetings were wildly different and greatly influenced my overall choice.

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Conversion Influencer Meeting Prospecting 78

Pipeliner

MARCH 27, 2019

In recent years, personalization has become a major content marketing buzzword. Everyone actively uses this term, but just a few know what it’s actually all about. Most sales managers believe that personalization tactic is all about putting a customer’s name in the subject line of an email. But it’s much more than that. Using cookies, IP address, device ID, postal address, and other data sources, it’s possible to design content, which will perfectly address the customers’ needs.

Loyalty 75

Loyalty Competition Benefit Sales 75

The Center for Sales Strategy

MARCH 27, 2019

During a recent feedback session, I had a new hire ask what was potentially the most insightful question I have ever heard on one of these calls. She asked me if her intense talents, of which she had several, could get in her way. I was highly impressed with her insight because, yes, very strong talents can sometimes trip up a salesperson. When I mentioned a few possible obstacles, she agreed with each and said that she had in fact faced all of those.

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Hiring Conversion Sales Management Sales 65

criteria for success

MARCH 27, 2019

We’ve been talking and writing a lot about self-awareness on the CFS Blog this month – but did you know that increased levels of self-awareness are a result of improved emotional intelligence? Indeed, let’s shift from focusing on IQ to EQ – your Emotional Quotient, which is just as important for fostering better relationships, collaborating with [ ] The post 5 Must-Read Emotional Intelligence Books appeared first on Criteria for Success.

Motivation 66

Motivation Sales 66

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.

Sales Process

Selling Power

MARCH 27, 2019

Do your salespeople take the right sales approach when trying to win deals? Let’s identify which approach is the best among these three options.

Selling Skills 68

Selling Skills Sales 68

Closer's Coffee

MARCH 27, 2019

Have you ever followed up on a lead for 8 months without closing a deal then realized not only that your lead would not give you business but also that they could not? As a salesperson, you want to maximize the number of leads you convert to prospects by using minimum resources. Many salespeople approach this by increasing the number of leads they have.

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Sales Qualified Lead Leads Marketing Qualified Lead Decision Maker 63

InsideSales.com

MARCH 27, 2019

Learn how you can use technology to scale your sales team from Christopher Fago, Cloud Security Sales Manager of Palo Alto Networks. RELATED: Unraveling the Sales Technology Stack In this article: Introduction About My Guest — Christopher Fago, Cloud Security Sales Manager at Palo Alto Networks On Nailing and Scaling Sales Teams Secrets to Nailing […].

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Scale Networking How To Sales Technology 61

Anne Miller

MARCH 27, 2019

I started to use an online meditation app and was struck by the point in today’s session: Get rid of the Mental Trash in the closet that is your head. It made me think of the “mental trash” I see in some people’s heads when they have to present that keeps them from performing at their best. Here are three suggestions to eliminate that kind of self-defeating thinking.

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Sports Energy Objections Conversion 54

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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

Report

Bigtincan

MARCH 27, 2019

Gone are the days of departmental silos, where CMOs are responsible solely for the success of the marketing team. CMOs now juggle the goals and processes of multiple teams — marketing, sales, customer service, and more — to deliver a seamless, consistent experience for customers. And that’s just internally. CMOs, of course, are always looking […].

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Sales Enablement Customer Service Course Sales 52

Carew International

MARCH 27, 2019

Asking a customer for their business is a lot like a marriage proposal; getting to “yes” is all about what you do leading up to popping the big question. A sales professional who has done all the right things can have a high level of confidence in asking for the business. One key element for a successful sales outcome is the degree to which you make your customer part of the solution: 3 Steps to Higher Close Rates.

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Closing Customer Proposal Lead Rank 54

Funnel Clarity

MARCH 27, 2019

After Funnel Clarity performed a six-year study of more than 100,000 prospecting efforts by made by sellers from over 100 different companies, several things became quite clear. The first were the statistically proven best practices that we teach our clients , which deviate considerably from much of the rhetoric found on prospecting in the rest of the sales training industry.

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Prospecting Top of Funnel How To Funnel 51