Connect2Sell

MAY 1, 2019

Why is there so much confusion about what effective sales management looks like?

Promotion 279

Promotion Sales Management Sales Sales Leadership 279

InsideSales.com

MAY 1, 2019

Take note of these life lessons as you start your career as an entry level sales person! Read on to find out more. RELATED: Lessons Learned from Scaling a 100 Person Sales Development Team at Apttus In this article: Avoid Mistakes with These Useful Tips Network, Network, Network Respect Your Elders Don’t Play with Fire A […]. The post 5 Life Lessons For The Entry Level Sales Professional appeared first on The Sales Insider.

Scale 54

Scale Networking Relationals Sales 54

Membrain

MAY 1, 2019

In the 2008 Olympics, the men’s U.S. 400-meter relay team was considered a sure thing for the finals. They had some of the world’s fastest runners and were closely watched by critics and fans. They did well in the first two legs of their qualifying round, but in the final leg, Darvis Patton failed to place the baton into his teammate Tyson Gay’s hand.

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Closing 126

Anne Miller

MAY 1, 2019

The story goes that Picasso was at a cocktail party when he was approached by an admirer who asked if would please sketch her portrait on a napkin, for which, of course, she would pay him. Politely obliging, he quickly drew her profile. When she asked how much she owed him, he said, “$500.” “$500! ” exclaimed the surprised admirer, “but it took you only thirty seconds to do the sketch.” “Yes, Madam,” he replied, “But it took me thirty years to be able to do that in thirty seconds.”.

Objections 61

Objections Ideal Customer Profile Education Buyer 61

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

Selling Power

MAY 1, 2019

Here are the ways salespeople must interact with buyers to achieve the right solution and gain a competitive edge.

Competition 78

Competition Buyer Sales Selling Skills 78

SBI Growth

MAY 1, 2019

What do my users want? The savviest Product leaders are asking themselves this question more frequently than ever. They know great User Experience (UX) is rapidly becoming a competitive differentiator. Customers’ expectations have risen, and failure to provide exceptional customer.

Competition 168

Competition Customer Research Retention 168

The Sales Heretic

MAY 1, 2019

As a professional speaker and trainer, I spend a lot of time in airports. And I see an awful lot of bad behavior there. Recently as I was waiting to board a flight, I witnessed some incredibly poor behavior by a boy I would estimate to be between ten and twelve years old. He had [.].

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Influencer Prospecting Customer Sales 160

MTD Sales Training

MAY 1, 2019

Episode 31: To my sales professional connections (and trainers). This podcast includes: How you can educate your buyer. Our skills pill looks at what to do when buyers use the “Call me in 6 months” excuse. And and a quote on building trust. Click on the link below for the podcast where you can also download/subscribe via iTunes, SoundCloud, Stitcher and Acast.

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Education Buyer How To Training 120

DiscoverOrg Sales

MAY 1, 2019

Today’s story features the seemingly simple direct-dial phone number. And I’m here to tell you, there’s a lot more to this piece of contact information than meets the eye. A lot of people don’t dig very deep into the possibilities of direct contact information – but in today’s whiteboard session, you’ll see the real impact on your sales team. They say absence makes the heart grow fonder.

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Decision Maker Meeting Scale Outbound Sales Team 120

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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

Hubspot Sales

MAY 1, 2019

A team without sales objectives is like a ship without a sail. The boat is at the whim of the wind and sea, and your sales team is directionless without clear guidance. Set your sales team up for success by developing sales objectives. They provide a direction for the sale department to reach goals like closing more deals, increasing revenue, retaining customers, and cross-selling.

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Objections Examples Churn Margin 107

Miller Heiman Group

MAY 1, 2019

Our Move the Deal podcast has officially launched! Hosted by sales leader Greg Moore, our first episode features the CEO of Miller Heiman Group, Byron Matthews. The two discuss the evolution and new era of CRMs, and how it has resulted in a sales shift. Today, many organizations struggle to get sellers to use their CRM. Matthews states, No seller has ever said, “My CRM helped me close that deal.

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Education CRM Trends Groups 95

Nimble - Sales

MAY 1, 2019

Did you know that aligning your sales and marketing team has the potential to drastically improve your business performance? Though sales and marketing don’t always agree, when the two branches work towards a common lead generation goal, organizations typically see 38% higher sales win rates. Alignment can come in many forms but ultimately, your sales […].

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Lead Generation Software Software CRM 96

Anthony Iannarino

MAY 1, 2019

My people won’t prospect. They don’t believe they should have to pick up the phone. They’re waiting for marketing to generate warm leads, or something like that. They believe inbound leads are better than targets. The sales force doesn’t plan or prepare for sales calls. They’ve all been selling a long time, and they believe they know what they need to know to sell effectively, even though their results don’t indicate that’s true.

Inbound 95

Inbound Lead Rank Lead Scoring Account 95

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

Close.io

MAY 1, 2019

Nothing defeats an inexperienced salesperson faster than an unexpected objection. Most salespeople invest hours perfecting their pitch without a second thought to what comes afterwards. But even a perfect pitch can be ruined by poor objection handling. If you’re tired of losing deals to responses like, “Your price is too high,” “Now isn’t a good time,” or, “We’ll buy if you add these features,” it’s time to get serious about overcoming objections.

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Objections Examples Gatekeeper Decision Maker 91

Partners in Excellence

MAY 1, 2019

We are obsessed with our competitors. We develop all sorts of content and presentations focusing on our differentiation and why the customer should choose us over the alternatives. I don’t know how many “comparison charts” I’ve seen. You know those I’m talking about. The rows show the features and functions we think important.

Competition 81

Competition Comparison Microsoft Vendor 81

Janek Performance Group

MAY 1, 2019

Storytelling is perhaps one of sale’s most powerful, yet underutilized tools. In this video interview with Selling Power, Janek Managing Partner Justin Zappulla highlights the value of storytelling as a differentiator, the process of crafting impactful stories, and illustrates why stories matter with examples from Janek’s own experiences.

Video 79

Video Examples Tools Sales 79

The Center for Sales Strategy

MAY 1, 2019

Spend time studying the most successful companies with the strongest cultures and you will find they have clearly-defined values and they navigate their way with a strong sense of purpose and cause. Employees who work at these companies can clearly articulate their values and they believe they can be themselves at work because they truly belong.

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Groups Study Company 72

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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

MAY 1, 2019

This RAIN Group Article was originally published on the InsideSales Blog. Asking incisive sales questions is essential for success. The questions you ask help you uncover buyer needs and desires, connect with buyers, and demonstrate your expertise. By asking questions, you can discover the buyer's buying process, learn about the key decision makers involved, and qualify the opportunity.

InsideSales 72

InsideSales Decision Maker Buyer Groups 72

Xactly

MAY 1, 2019

Learn how retailers can motivate sales associates with these creative incentive ideas.

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Incentives Incentive Retail Motivation 92

Sales Hacker

MAY 1, 2019

A version of this article was originally authored by Richard Newman and published on MinutesMagazine.com. Think about the last presentation you saw that really stuck with you. You probably remember being impressed by the speaker’s conviction, their confidence, their knowledge of the subject. What was it that made it so you just couldn’t look away? Chances are, it wasn’t one thing, but a combination.

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Energy Conference Intent Relationals 58

Adaptive Business Services

MAY 1, 2019

There are a number of different networking opportunities out there so let’s talk about some of the most common and give each some pro’s and con’s. Before that, we will start with this general statement. The best opportunities for you will be found in the same places that match your target personas. Different personas may yield different results. This is critical … any attempt to do business with any other member of any of these networking opportunities should only occur once a relationship to do

Networking 54

Networking Opportunity Groups ROI 54

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

Bigtincan

MAY 1, 2019

A day in the life of an SDR consists of many things but mostly cold calls, emails, prospecting, and learning. I have a certain amount of activities I want to complete each day, and it is not always easy. Bigtincan has helped me do more on a daily basis by automating many of the tasks I would […].

Sales Enablement 52

Sales Enablement Cold Calling Sales Prospecting 52

Guru

MAY 1, 2019

How Sales Leaders Can Empower Their Teams to Deliver Kickass Product Demos. Modern technologies are more powerful and user-friendly than ever before, yet many sales professionals still struggle to lead effective product demos. Why is that? Rob Falcone, Guru’s Director of Sales Engineering, wrote the book on executing better demos – literally. His book Just F*ing Demo!

Webinar Metrics 48

Webinar Metrics Engineering Revenue Leads 48

Troops

MAY 1, 2019

Account Based Collaboration is a transformative approach to selling that has emerged in the last few years among forward-thinking B2B sales teams. Definition: Account Based Collaboration (ABC) is a systematic approach to building and leveraging a strategic deal support team within your natural workspace to maximize win rates, shorten sales cycles, and increase deal sizes.

Account 48

Account Channels SalesForce Maximizer 48

Allbound

MAY 1, 2019

There are many reasons why a partnership can fail, and there is only one way to prevent it: carry out a proper analysis beforehand. Accurate data will always be more reliable than anyone’s promises, or even your professional intuition. The question is, what parameters should you look at? Knowledge of website traffic can give you a clear idea of your future partner’s audience and current position in the market, as well as help you set realistic expectations from the relationship.

Prospecting 48

Prospecting How To Channels Analytics 48

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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

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criteria for success

MAY 1, 2019

Are you a sales leader trying to improve sales growth? Well, chances are your sales reps need to ask more questions. Similarly, you need to let them! A while back, a sales VP told me that he was frustrated because his salespeople weren’t good closers. I asked him to tell me more. In the ensuing [ ] The post Your Sales Reps Need to Ask More Questions.

Sales 51

Sales Sales Process Sales Leadership Prospecting 51

Carew International

MAY 1, 2019

As drivers, we understand the “blind spot” to be that precarious position of a vehicle in the adjoining lane that makes it difficult for us to see it. The blind spot is dangerous and one of the leading causes of driving accidents. In the world of professional sales, the blind spot represents information known to the customer but not to the sales professional; it’s the area in which there is still a lot the sales professional doesn’t know about the customer’s needs, wants, attitudes and mot

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Face-to-face Motivation Positioning Training 49

Highspot

MAY 1, 2019

Every founder anticipates the moment when their business must scale because rapid growth demands it. But growing a business is as challenging as it is exhilarating. That’s because it’s difficult to hire, train, and enable a sales force capable of sustained growth. Only 16% of sales leaders are confident they have the talent they need to succeed in the future.

Scale 45

Scale Sales Enablement Hiring Analytics 45