SBI Growth

MAY 12, 2019

You’ve led successful enterprise sales teams. Navigated through troubled waters to grow revenue and margin. Now, you’re looking for an even bigger challenge. As an experienced CRO, you now have your opportunity. You’ve been through an extensive vetting process. The.

Margin 207

Margin Enterprise Enterprise Revenue 207

The Sales Hunter

MAY 12, 2019

I bet you love getting referrals, but do you love just as much giving them? The next time you get a call for a job that just doesn’t quite fit you and your area of expertise, refer them to someone you know that does. By doing so, you’re helping others but also getting yourself excited. I am a better salesperson when I am eager to give referrals, because I know I am helping others see and achieve what they didn’t think was possible.

Referrals 194

Referrals Motivation Video Prospecting 194

Sales and Marketing Management

MAY 12, 2019

Author: Todd Caponi Negotiating an agreement with a client is often perceived as requiring the development of a completely different selling muscle: During the sales cycle, we’re doing things to add value to the buying journey, building trust and providing the information a buyer needs to make a confident, informed decision. . When the typical negotiation “event” happens near the end of the sales process, we tend to flip the script.

Negotiation 166

Negotiation Discount Proposal Face-to-face 166

Membrain

MAY 12, 2019

It’s a fundamental principle of value-based selling that whenever a prospective customer is unable to establish any meaningful difference between the options open to them, they are likely to choose what they perceive to be the cheapest or safest option.

Prospecting 107

Prospecting Customer Sales Methodology Sales 107

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

Gong.io

MAY 12, 2019

Google sales tactics and you’ll get plenty of articles with solid offerings. “Ask about pain points. Listen to your customer. Solve problems. Generate referrals.”. Yes to all those things. And a massive YES to specific sales tactics backed by data. Like the o nes from Gong.io. They have precise sales tactics , right down to the words you should (and shouldn’t) use at each stage of your sales process.

Cold Calling 107

Cold Calling Call-back Objections Buyer 107

Tony Hughes

MAY 12, 2019

Warren Buffett (main picture) is investor extraordinaire and focusses on key metrics that drive profitable growth. He inspired me to dig deeper into WiseTech, a cloud Software as a Service (SaaS) provider for the global freight and logistics industry. They listed on the Australian stock exchange in 2016 and their share price has risen more than 600% in the last 3 years. 99% of their revenue is 'recurring' (SaaS) and with less than 1% customer churn.

Revenue 65

Revenue Hiring Marketing NetSuite 65

Bigtincan

MAY 12, 2019

Last week (May 5-8), Bigtincan had a large presence at the 2019 SiriusDecisions Summit in Austin, Texas themed, “Together: Achieving High Performance by Aligning the B-to-B Revenue Engine.” As a Premier Sponsor of the event alongside Salesforce, we had a booth, made a major product announcement, hosted a variety of speaking sessions, and let loose […].

SalesForce 52

SalesForce Engineering Revenue 52

Pipeliner

MAY 12, 2019

Building a Strong Culture. Garry Ridge is the CEO and a board member at WD-40, a company that is recognized not only for its name but for having a remarkable culture. In this interview, Garry talks about how when you are a leader it’s not about you. It’s about the people you lead. This Sales Expert Interview covers: What does true leadership mean. Garry talks about what true leadership means to him and how this permeates the culture at WD-40.

Social Selling 49

Social Selling Coaching Lead Rank Lead Scoring 49

Selling Energy

MAY 12, 2019

Here are our favorite sales-enhancing tips from this week's Selling Energy Blogs.

Energy 40

Energy Sales 40

Advertisement

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