The Pipeline

NOVEMBER 2, 2017

By Tibor Shanto – tibor.shanto@sellbetter.ca. I spent the weekend with some friends who were planning an overseas vacation next spring. This is something they have wanted to do for some time, they have been saving up money, vacation days, and sacrificed in other ways, in order to make the trip everything they wanted. You can sense the energy of anticipation that is going into every element of the planning, and ensuring that the trip lives up to everything they imagined and more.

Travel 253

Travel Margin Buyer Exercises 253

No More Cold Calling

NOVEMBER 2, 2017

You should be focused on lead generation for 2018. Closing the sales year with a bang is nice, but signing new clients shouldn’t be the focus for account based selling teams in Q4. Sure, some companies have unused budgets you need to grab, but that is an unlikely scenario. Account based sales reps quarterback complex deals that rely on an exquisitely crafted, fine-tuned prospecting strategy—not a last-minute free-for-all.

Account 180

Account Closing Sales Qualified Lead Referrals 180

MTD Sales Training

NOVEMBER 2, 2017

If there was one quality or trait that you would think all great sales director share, what would you think it to be? I’m sure you’re thinking of many, and it would be difficult to disagree with any ones that you come up with. But if I had to choose one that would be top of the list, it would have to be the ability to manage change and risk. If there was something that could drive a company forward and help them to achieve more in the future, you would hard pressed to find a successful director

Competition 163

Competition Up-Sell Sales Benefit 163

Jill Konrath

NOVEMBER 2, 2017

People are always shocked when I share this one statistic that I highlight in More Sales, Less Time. And they should be.

Sales 194

Sales 194

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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.

B2B

Hubspot Sales

NOVEMBER 2, 2017

Best sales methodologies. SPIN Selling. N.E.A.T. Selling. Conceptual Selling. SNAP Selling. The Challenger Sale. The Sandler System. CustomerCentric Selling. MEDDIC. Salespeople are very aware of their quotas and the need to reach them. However, they're not always clear on the steps they should take. That's where sales methodologies come in. Top Sales Methodologies to Consider.

Sales Methodology 145

Sales Methodology Hiring Ideal Customer Profile Scale 145

SBI Growth

NOVEMBER 2, 2017

Compensation 189

Compensation How To Strategy Sales 189

Sales Hacker

NOVEMBER 2, 2017

Free trials are a great marketing tactic. Everyone loves free. Signing up for one is easy. A first name here, an email address there, and you have access. But as a business owner, there’s a massive gap between getting names and getting dollars. How many free trial users end up as paying customers? Depends on your conversion model: A Totango study in 2012 found an average of 50% when a credit card was required for the free trial, but only 15% when a credit card wasn’t necessary.

Lead Rank 103

Lead Rank Customer Churn Segment 103

Increase Sales

NOVEMBER 2, 2017

Each day probably most of us look into the mirror. We look to see if the hair is cut perfectly, the makeup is neat, the teeth are clean and white. Yet we don’t see what we really need to see during this daily mirror reflection exercise. What we fail to see is how much we actually like or better yet love ourselves. No, I am not talking about the narcissistic type of love, but rather a love for our own individuality.

Exercises 88

Exercises Facebook Company Coaching 88

Hubspot Sales

NOVEMBER 2, 2017

If you’re in sales, and this is your first year on the job, you should make it a priority to read the following 12 books. That's a book a month -- meaning you'll be fully ramped and selling like a pro by your one-year anniversary. Best Books for New Sales Reps. The 7 Habits of Highly Effective People. The 25 Sales Habits of Highly Successful People.

Handbook 101

Handbook Hiring Scale Up-Sell 101

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.

Sales

Product Management University

NOVEMBER 2, 2017

The B2B Product Manager Magazine October 2017 is now available. In this issue we discuss the value of listening as one of the most overlooked sales skills, and the value of business conversations. We also examine product usability and its impact on revenue, plus sales demo tips. Be sure to check out our brand new lineup of advanced training programs.

Buyer 80

Buyer Revenue B2B Training 80

Adaptive Business Services

NOVEMBER 2, 2017

If you are not familiar with the Charlie App, it was a neat little platform that would discover social, news, and bio information on your contacts. Where it really shined was when it integrated with your calendar events and would deliver these dossiers, via email, to you prior to a scheduled meeting. Recently, Charlie shut down but, over the last year, what it was really doing was morphing into Detective.

Tools 69

Tools Advertising Advertising Ideal Customer Profile 69

Engage Selling

NOVEMBER 2, 2017

As a sales professional, you have the privilege of coming into contact with a variety of different people and personality types.

Exact 78

Exact Sales Customer Service Up-Sell 78

SalesforLife

NOVEMBER 2, 2017

I think we all know that the customer has changed. I don’t think anyone needs to be reminded of that but how has enterprise sales been affected by this and what have sales organizations done to adapt to these changes?

Buyer 58

Buyer B2B Enterprise Enterprise 58

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SalesForce

The Center for Sales Strategy

NOVEMBER 2, 2017

Just like “sales” and “marketing” are not the same, “recruitment” and “selection” are fundamentally different as well. But I often hear managers use them interchangeably—an indication of a fundamental and expensive flaw in their approach to maintaining a talented sales force.

Hiring 57

Hiring Sales Marketing 57

BrainShark

NOVEMBER 2, 2017

To walk the walk, you need to talk the talk. Let this short sales enablement-centric glossary of common terms be your guide.

Sales Enablement 62

Sales Enablement Sales 62

InsightSquared

NOVEMBER 2, 2017

I recently joked with TrackMaven CEO Allen Gannett , suggesting when sales development reps, or SDRs, report to marketing, they send one perfect email per day. When they report to sales, SDRs send hundreds of lousy ones. As trends like account-based marketing (ABM) gain momentum, the productivity of SDRs becomes increasingly important, because ABM hinges on effective prospecting.

Account Based Marketing 54

Account Based Marketing Scale Report Pipeline 54

Partners in Excellence

NOVEMBER 2, 2017

It seems to be fashionable to talk about creating “frictionless buying experiences?” I suppose the concept draws readers, perhaps it’s an extreme expression of removing barriers to the customer buying process. But does the concept make sense? Is it what customers want? And if we looked at the concept of “friction in the buying process, what is the greatest source of friction?

Customer 49

Customer Energy Transportation Fashion 49

Advertiser: ZoomInfo

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

Competition

Jeff Davis

NOVEMBER 2, 2017

In today’s business environment it is becoming more and more important to have strong alignment between Sales and Marketing. The Aberdeen Group’s research shows that companies that optimize the marketing/sales relationship grow revenue 32% faster. This is clear evidence that the dysfunctional and sometimes toxic relationship between these two functions can no longer exist if the organization is to succeed against the competition.

Revenue 48

Revenue Lead Rank Lead Scoring Proposal 48

Sales Evangelist

NOVEMBER 2, 2017

Today’s episode is another snippet taken from one of our sessions over at the TSE Hustler’s League. Quick Hacks to Find Ideal Customers: Customer Support Best customers are the ones paying for products or services. This is an often overlooked area. If you’re new to an organization, go to customer support and ask which customers […] The post TSE 695: TSE Hustler’s League-“Defining The Ideal Customer” appeared first on The Sales Evangelist.

Customer 40

Customer Sales 40

Product Management University

NOVEMBER 2, 2017

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Revenue 40

Revenue Buyer B2B Conversion 40

Hyper-Connected Selling

NOVEMBER 2, 2017

The post Hyper-Connected Selling Idea #12 appeared first on David J.P. Fisher.

53

53

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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

OnePageCRM

NOVEMBER 2, 2017

Adults spend over 3 hours each day on a mobile device according to eMarketer. If the average person works 9-5, then these 3 hours could potentially account for approx 30% of one’s working day. 3 hours might sound a significant amount of time, however being the app of choice in this time frame can prove to be quite the battle field. Today there are over 2.8 million (Android) and 2.2 million (iOS) apps available to download from the app store, a competitive field as each app is fighting f

CRM 40

CRM Follow-up Up-Sell Constant Contact 40

The Bridge Group

NOVEMBER 2, 2017

BDRs, LDRs, SDRs - whatever you call them, the metrics that drive the SDR role are always in demand. Today, I'm excited to launch our latest research focused on Sales Development organizations. This is our seventh round of research since 2007. The key themes we'll explore include: Rep profiles: experience, tenure, ramp time, career path. Structure: in/out/blended, headcount, territories.

Research 28

Research Territories Compensation Quota 28

OnePageCRM

NOVEMBER 2, 2017

Adults spend over 3 hours each day on a mobile device according to eMarketer. If the average person works 9-5, then these 3 hours could potentially account for approx 30% of one’s working day. 3 hours might sound a significant amount of time, however being the app of choice in this time frame can prove to be quite the battle field. Today there are over 2.8 million (Android) and 2.2 million (iOS) apps available to download from the app store, a competitive field as each app is fighting f

CRM 26

CRM Follow-up Up-Sell Constant Contact 26

DiscoverOrg Sales

NOVEMBER 2, 2017

You just acquired a list of names, phone numbers, and email addresses. Time to plan your next marketing campaign, or start prospecting into your top accounts! But hold on. Take a deep breath. Where did this lead list come from? You’ve been in sales and marketing long enough to know it’s never quite that easy. You know a lot of those phone numbers are probably wrong, that many of those email addresses will likely bounce because people change jobs so frequently.

Data 133

Data Churn Hiring eBook 133

Advertiser: ZoomInfo

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

Account Based Marketing

Hubspot Sales

NOVEMBER 2, 2017

How to introduce yourself over email. Write a compelling subject line. Tailor your greeting to the industry and situation. Make your first line about them. Explain why you're reaching out. Provide value. Include a call-to-action. Say thank you. Writing an email to a stranger is easy. Writing an email to a stranger that gets a response? Not so easy. The typical professional gets so many messages on a daily basis it’s a feat if they even open yours -- let alone reply.

Hubspot 144

Hubspot Hiring Fashion Government 144