Alice Heiman
SEPTEMBER 5, 2018
Setting an overall sales goal for a company is relatively easy. The leadership team decides how much growth is needed in real dollars as a percentage over last year’s sale. That’s a great starting place. To actualize that goal , build a sales strategy that breaks it down so that everyone understands what they need to sell by when and the best way to make that happen. .
Connect2Sell
SEPTEMBER 5, 2018
Here’s a crash course in improving the accuracy of your sales forecast. Unfortunately, these issues may have not been addressed in sales manager training courses you’ve attended.
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MTD Sales Training
SEPTEMBER 5, 2018
We all know the benefits of using quality questions in uncovering the current position our prospects are in. The better the quality of the questions, the more information you will gain. Now, imagine if there was one simple question you could ask that would uncover a whole load of information. One question that, when answered, would help you build value in your presentation and enable you to overcome most objections.
SBI Growth
SEPTEMBER 5, 2018
News flash to all CEO’s. Gone are the days of the 5 year strategic plan. While market-leading companies still typically possess a strategic road map, SBI’s research shows that they have shifted, they have adopted a new motion. We refer.
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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.
Zoominfo
SEPTEMBER 5, 2018
Consider this scenario– you’re taking a road trip to a destination you’ve never been before. You think you know the directions, so you take off without a map or navigation system. Before you know it, you’ve gotten lost—and wasted time and money in the process. Attempting to grow your business without market intelligence is a lot like driving without directions.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
DiscoverOrg Sales
SEPTEMBER 5, 2018
Welcome to another Whiteboard Wednesday! I’m David Sill , Head of Sales Enablement at DiscoverOrg. Today we’re going to be discussing emotional intelligence; more specifically, four things that you can try to marshal your emotions towards greater sales success. Check out the video version on YouTube ! As sales leader Jeb Blout says about sales emotional intelligence : “Mastery of sales-specific emotional intelligence (Sales EQ) explains why one person becomes an ultra-high sales perf
Babette Ten Haken
SEPTEMBER 5, 2018
How are your best value added customer experience efforts sabotaged, both pre- and post-sale? What you do, when you are not actively selling, engineering, coding and serving, adds value to each customer’s experience of how it is to work with you. Like the key players on a sports team, what they do when they do not have the ball makes all the difference in the outcome of the game.
DiscoverOrg Sales
SEPTEMBER 5, 2018
Reading Time: 7 minutes Welcome to another Whiteboard Wednesday! I’m David Sill , Head of Sales Enablement at DiscoverOrg. Today we’re going to be discussing emotional intelligence; more specifically, four things that you can try to marshal your emotions towards greater sales success. As sales leader Jeb Blout says about sales emotional intelligence : “Mastery of sales-specific emotional intelligence (Sales EQ) explains why one person becomes an ultra-high sales performer while anoth
Jill Konrath
SEPTEMBER 5, 2018
I trudged into the coffee shop, ordered a large mocha and sat down in the corner. I was dripping professional discouragement. It's been five months since I published my weekly newsletter—something I've done religiously for over a decade.
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.
BrainShark
SEPTEMBER 5, 2018
Sometimes people buy from people they like. But more often, customers buy because a product will provide them value – and because it will help them solve a specific problem.
Membrain
SEPTEMBER 5, 2018
In today’s coaches corner, we’re discussing how to move your sales team upstream from making small sales to small business, to engaging and closing enterprise business, without adding necessarily new members to the team.
Women Sales Pros
SEPTEMBER 5, 2018
Some called him a war hero, others a giant of the senate, still others, a truth teller, regardless of politics or party. Late Saturday night, John McCaina great leader father and husband departed from life. His daughter, Meghan McCain, wrote a stunning tribute, one that any parent could only hope to receive from their child. Meghan’s unfailing love and admiration for her father got me thinking about who we are to others – how we show up in the boardroom, the sales room and the living rooms in ou
Igniting Sales Transformation
SEPTEMBER 5, 2018
In this interview, I talked with Mandy Bynum McLaughlin, Director of Sales Development – Enterprise and Commercial at New Relic. Mandy also serves as Director of Diversity, Equity and Inclusion at her company. For those women just starting out in sales or for those women who’ve not considered a career in selling, I started off by asking Mandy how she got started in a career in sales.
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Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.
Predictable Revenue
SEPTEMBER 5, 2018
On this edition of The Predictable Revenue Podcast, we welcome Sujan Patel, co-founder of email outreach platform Mailshake. The post Predictable Revenue cold email Q&A featuring Mailshake’s Sujan Patel appeared first on Predictable Revenue.
Hubspot Sales
SEPTEMBER 5, 2018
“ Thanks for your consideration. ” In sales, those words are a white flag. They signal a competitor has won the business, and it’s time for you to pack it up and head home. But before you call it a day or ask them what you did wrong, consider these alternative follow ups and the opportunities they present. After all, you’re in sales for a reason -- and it’s not because you give up easily.
Xactly
SEPTEMBER 5, 2018
When was the last time you thought to check-in on the goals you set for your employees? Even better, when is the last time you followed-through and actually turned that thought into action? More often than not, the answer to both of those questions is not very often. Management by Objectives, aka MBOs, are goals set for employees to improve overall sales performance, as agreed up on by sales manager and rep.
RAIN Group
SEPTEMBER 5, 2018
Written by: Mike Schultz and Gord Smith. When it comes to selling financial services, professionals are usually faced with three common challenges: Creating new conversations with potential clients. Leading conversations and winning business against stiff competition. Maximizing business with current clients. The good news is that you can overcome these hurdles.
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
Janek Performance Group
SEPTEMBER 5, 2018
When sales managers think of using gamification in sales, they often default to sales contests. While those are certainly competitions with prizes for wins, we consider contests to be separate from gamification. In our view, the term refers to the use of games to: 1) drive more sales, 2) cement knowledge and skills, or 3) create needed changes in selling behaviors.
Keith Rosen
SEPTEMBER 5, 2018
I appreciate the opportunity to be featured on the cover, along with a great interview with Jonathan Farrington discussing my new book, Sales Leadership in the latest issue of Top Sales Magazine. I’m excited to get this book into your hands, so that all managers and salespeople can become exemplary sales leaders and trailblazing coaches who have a proven strategy to create top-performing coaching cultures and sales champions!
Pipeliner
SEPTEMBER 5, 2018
Today, September 5, 2018, we have released the new Pipeliner CRM Cloud Version —and I have very appropriately named this version Kopernikus. Nicolaus Kopernikus was a Polish mathematician and astronomer who formulated a model of the solar system that placed the Sun at its center, rather than the Earth. The Earth being the center of the universe was the commonly accepted “truth” of the time, until the publication in 1543 of Kopernikus’s book On the Revolutions of the Celestial Spheres.
Jeff Shore
SEPTEMBER 5, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Jeff explores why your customers might be cynical. Customers cynical? Is that really a surprise? As a sales professional, wouldn’t it be more surprising if your customer wasn’t cynical? So, today’s word of the day is empathy. Join us as Jeff gives you the key to overcoming objections by relating to your customer and what they’re feeling.
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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.
InsightSquared
SEPTEMBER 5, 2018
It’s that time of year again and here at InsightSquared, we are gearing up for our sixth annual Dreamforce. As part of our 2018 presence, we are partnering with our customers, industry leaders, and the revenue ops community to host two break-out sessions, as well as sponsor Ops-Stars. These sessions and our sponsorship booths will provide sales, marketing, and business ops professionals alike with actionable takeaways to help solve business challenges and grow revenue.
The Center for Sales Strategy
SEPTEMBER 5, 2018
My family and I love to take advantage of a weekend getaway with a fun road trip, but that also means we need to be ready to pack up and leave when the moment presents itself! So, even though I "maintain" my car by manufacturer standards on a regular basis, I still take my car in for a thorough inspection before every road trip. Just like I have a trusted and experienced mechanic examine my car prior to road trips, the same type of detailed inspection should be performed on your sales department
The Brooks Group
SEPTEMBER 5, 2018
Sales emails can be challenging to navigate. Customers and prospects often skim their overflowing inboxes, ignoring anything that doesn’t immediately catch their attention. Using the DISC model can help your salespeople write emails that are tailored to each buyer’s personality type, making them more likely to read them and respond positively. Writing sales emails using DISC will give your sales reps: Better response rates.
Close.io
SEPTEMBER 5, 2018
Here's the recording of today's webinar about how to achieve optimal sales and support alignment, with Help Scout's Tim Thyne, Predictable Revenue's Collin Stewart, and Steli. In this webinar, we're hearing from Tim, Collin and Steli about their most effective strategies for creating better collaboration and cross-functionality between sales and support teams.
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.
SalesLoft
SEPTEMBER 5, 2018
What if you could optimize the time your sales reps spend personalizing sales emails? Based on customer feedback, we decided to look at where in the email personalization has the highest impact and how much time sellers spend personalizing. This follow-up post based on our data science team’s ongoing research, we dive deeper into email personalization.
Anne Miller
SEPTEMBER 5, 2018
I have been cleaning out my files in preparation for a move of offices and came across newsletters that I wrote ten, fifteen years ago. It is amazing how even with the technical changes in our lives in this time period, how some things never change. For example…. From Winter: 2000 “So, What’s Your Story?”. Too often sales people, regardless of the service they are selling, make the same mistake.
Aviso
SEPTEMBER 5, 2018
If you’re in sales you’ve probably asked yourself one or all of these questions at some time during your career….Will this deal close? Will it push to next Quarter? Will our competitor win the deal? Will the prospect just make no decision at all? Which deals should receive the lions’ share of resources and focus? […]. The post Close more deals with Artificial Intelligence appeared first on Aviso.
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