No More Cold Calling
AUGUST 16, 2018
The best prospecting strategies require a human touch. Buyers know everything about our companies, products, and solutions before they ever speak to a salesperson. Believe that? Far too many sales reps do. They think that digital rules. So, they spend most of their time staring at screens—doing demos, sending emails, and interacting on social media.
Sales Hacker
AUGUST 16, 2018
When a high-stress job meets low emotional intelligence (EI), doomsday happens. That’s what research, experience, and common sense will tell you. And that’s why achieving your success potential in sales is directly proportional to your emotional intelligence in sales. Sales is tough, but even that is an understatement. Regardless of role, most sales professionals work well beyond 40 hours per week based on a HubSpot study.
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Sales and Marketing Management
AUGUST 16, 2018
Author: Patrick Foster Emails are an incredibly effective selling tool. They’re affordable, scalable, and personalizable – they form the backbone of every good marketing strategy. Email can spread your brand message, promote special offers or events, and boost those all-important sales for your store. But nailing the formula for an effective sales email can be tricky.
SBI Growth
AUGUST 16, 2018
I had been warned this would come, it happens on almost every consulting project we are on. After a week of working with a new Client the CEO asked: “John, what do you think of Vick; is he the right.
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
Pointclear
AUGUST 16, 2018
Your sales team likes nothing better than getting leads with a high probability of closing soon. So much so that many reps often ignore every lead they don’t consider hot. Long-term leads often prove to be more valuable than those slated for a short-term decision. It may seem counter intuitive, but there are three key reasons why B2B companies need to pay more—not less—attention to opportunities not yet ready to close: 1.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Zoominfo
AUGUST 16, 2018
In an ideal world, all incoming leads would be ready to buy—unfortunately, that’s not always the case. In fact, 73% of all B2B leads are not ready to purchase the first time they interact with your brand. Yet, up to 80% of those prospects will be ready to buy from you – or a competitor – within 24 months ( source ). The trick to bridging this gap is to prevent these leads from going cold.
Gong.io
AUGUST 16, 2018
Dominating your competition today is not a “nice-to-have,” it’s a necessity. The battleground for competitive differentiation has shifted. The name of the game used to be having a unique product. Now, that’s nothing more than a ticket to play the game. It’s hardly a winning strategy by itself ( read more about why that is here ). Instead, sales conversations — what salespeople say, do, and write during the sales process — are where the perception of difference is c
SBI
AUGUST 16, 2018
In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Carson Conant , Founder & CEO of Mediafly. NANCY: WHAT ARE THE TOP 3 WAYS YOUR SOLUTION CHANGES THE GAME FOR A SALES ORGANIZATION? CARSON: Mediafly is one of the first solutions truly designed with the salesperson in mind.
Fill the Funnel
AUGUST 16, 2018
You know your customers want more … and they wanted it yesterday! That’s how fast, they consume information. That’s how fast they want to click and buy. And that’s how fast, YOU need to think, create, publish and broadcast your message so they can click and buy from you. Check it out here. Today, the […]. The post You Know Your Customers Want More … and They Wanted It Yesterday!
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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
Smooth Sale
AUGUST 16, 2018
Attract the Right Job or Clientele. Most people who are new to sales believe that if they take the trainer’s advice to heart, they will be among those who sell best. However, one quickly realizes that sales are a large puzzle comprised of many small pieces in need of fitting together. My Story About What Sells Best. There are two opposing approaches to sales.
Janek Performance Group
AUGUST 16, 2018
The story of Benjamin Franklin is one of our most American – and not only because he’s one of the country’s Founding Fathers. Born into poverty in a family of 17 children, with very little formal education, he became one of the most famous, intellectually revered, and richest men in the world. Among his many accomplishments was a forerunner of today’s self-improvement industry when, at just 20 years old, he devised a self-enhancement program, targeting 13 virtues.
Predictable Revenue
AUGUST 16, 2018
On this edition of The Predictable Revenue Podcast, we welcome Mitch Coopet, CEO and Co-Founder of Minneapolis’ Rambl. The post Why Rambl’s Mitch Coopet believes sales and product teams are actually two sides of the same coin appeared first on Predictable Revenue.
Openview
AUGUST 16, 2018
Every new year brings with it trendy buzzwords related to sales – (like freemium ), but one word has show up time and time again: data. With phrases like data analytics, sales data, big data and data sets, the collection of information is driving everything from sales coaching and productivity to predictivity technologies and marketing campaigns. No matter how big your business, if you’re not using data analytics to drive your sales, you’re going to fall behind your competition.
Advertiser: ZoomInfo
One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.
Veelo
AUGUST 16, 2018
In one of our earlier posts, we examined 10 Terrible Tactics That Will Tank Your Sales Cycle. And while one-and-done sales skills training is high on that list, it’s time to explore this topic in more details. Some of the best companies in the world focus their sales enablement programs on sales skills training. It’s simply […]. The post How To Destroy Your Sales Skills Training appeared first on Sales Enablement Software | Veelo.
SalesLatitude
AUGUST 16, 2018
If you are in sales management, sales enablement, sales consulting or sales training, you’ve likely asked your sales people to embrace change driven by new tools, processes and procedures. Do they dig in and resist, or do they give it a chance? Your answer will likely depend on the type of sales people you have on your team. When a company pays sales people a salary, they expect them to do their jobs.
Xactly
AUGUST 16, 2018
In any vocation, they say it’s important to love what you do. Of course, not everyone is in a position to hold the job of their dreams–still, they need to make the best of their role if they have bills to pay. Even if employees don’t love their jobs, having fun at the workplace can help them to stay longer, work harder, and make the right choices when problems arise.
The Digital Sales Institute
AUGUST 16, 2018
Free sales training videos. Here are five free sales training videos covering sales skills, a sales strategy plan, cold calling tips, sales prospecting tips and effective sales techniques. Sale Training video 1. Key Sales Skills. Most of the key sales skills a salesperson needs to be successful in today’s selling environment are very different from the ones they would have used 3 or 5 5.
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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.
Babette Ten Haken
AUGUST 16, 2018
We throw around our job title or professional degree like confetti at a New Year’s celebration. These labels are our standard responses to the question: “So, what do you do?” Which, in turn, is thrown out there like a jump ball at meetings and social gatherings. First, does the person we are speaking to understand what our job title or professional degree “means”?
Jeff Shore
AUGUST 16, 2018
By Jeff Shore . What is more important: skillset or mindset? Come on – you know the answer. You can have all the techniques in the world, but if your head ain’t on straight, it’s over before you get started. The best of the best (and that’s you, right?!) actively work on building and sustaining the proper mental approach. Call it the X-factor, that part of your achievement drive that will not be tamed.
Repsly
AUGUST 16, 2018
We're approaching the end of Q3, and 2019 is looming on the horizon. As you execute the rest of your plan for this year, there's no doubt you're already building initiatives for after the flip of the calendar. But what good is a plan if you don’t stick to it? If you ask Trent Moffat, owner of Gotham Brands, he’d probably tell you what he told us: “If you’ve got a plan and you don’t do anything with it, it’s a waste of time.”.
SalesLoft
AUGUST 16, 2018
With so much noise, getting customers to hear you can feel like yelling at a band during a sold out concert. Instead of shouting through a megaphone, why not stand out as a familiar face in the crowd? Building strong, meaningful relationships requires getting to know customers on a personal level. An effective way to establish that connection is through personalization.
Advertiser: ZoomInfo
Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.
The Center for Sales Strategy
AUGUST 16, 2018
A research study by McKinsey Global Institute reported that salespeople on average spend less than 13 hours a week actually selling. Considering that going out and selling solutions is what salespeople actually are best at, and what is most profitable for them and the company they work for, it’s a little disheartening that so much time is spent doing other things like office tasks, answering emails, researching leads, and internal communication (I’m guessing this includes one too many meetings a
Pipeliner
AUGUST 16, 2018
Hiring is too important to leave to a seat-of-the-pants approach. You should have a hiring process to ensure you hire the right sales crew. A hiring process should employ a series of time-tested steps. A person within the organization should be assigned responsibility for each step and a timeframe followed. Here is a seventeen-step recommendation on how to hire the right sales crew: Complete a job role worksheet.
Fill the Funnel
AUGUST 16, 2018
You know your customers want more … and they wanted it yesterday! That’s how fast, they consume information. That’s how fast they want to click and buy. And that’s how fast, YOU need to think, create, publish and broadcast your message so they can click and buy from you. Check it out here. Today, the […]. The post You Know Your Customers Want More … and They Wanted It Yesterday!
Nutshell
AUGUST 16, 2018
Definition of Cold Calling: Cold calling is a form of telemarketing in which a salesperson attempts to solicit business from potential customers who have not previously expressed interest in the seller’s product or solution. For outbound sales teams, cold calling is often the first—and arguably the most important—step towards creating sales opportunities.
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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
Allego
AUGUST 16, 2018
In a world where sales training professionals possess unlimited resources and total control over hiring, onboarding becomes a relic of the past. In this world, whenever an organization needs new reps, training and enablement professionals simply scan the globe to recruit veteran superstars with photographic memories. With the right incentive packages – and 30 minutes to digest every scrap of information about the company and its products – new hires are ready to blaze paths to glory.
Keith Rosen
AUGUST 16, 2018
I’m not arguing the title is fairly ambiguous, if paradoxical. Therein lies the lesson. Do you have both eyes focused on achieving results and goals, or do you have your eyes in the present moment. What’s going to lead to greater success? The answer may surprise you. Pre-Order, Sales Leadership now & get 7% off , plus $1,250 worth of resources free when you receive the book!
Allego
AUGUST 16, 2018
In a world where sales training professionals possess unlimited resources and total control over hiring, onboarding becomes a relic of the past. In this world, whenever an organization needs new reps, training and enablement professionals simply scan the globe to recruit veteran superstars with photographic memories. With the right incentive packages – and 30 minutes to digest every scrap of information about the company and its products – new hires are ready to blaze paths to glory.
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