Wed.Mar 20, 2019

IF You’re Going to Make Cold Calls, This is How to Do It

John Barrows

“Cold calling” is getting harder and harder to justify these days. Less people are picking up the phone, some executives don’t even have office lines anymore, the layers of gatekeepers are getting thicker and harder to navigate. It’s brutal out there. With all this, I still think cold calling has its place and can be effective IF done right. First, let me be clear on my definition of what successful “cold calling” does and does not look like.

5 steps to get sales enablement right

Membrain

The number of companies with a dedicated sales enablement function has increased from less than 20% to more than 60% in just a few years [1]. On average, organizations that invest in a dedicated sales enablement function improve sales results by 29%, according to a study by Vantage Point Performance.

Yes or No: The Best Sales Questions Are Open-Ended

Funnel Clarity

There is no shortage of opinions and articles on why it’s better for salespeople to only ask prospects open-ended questions. Many give the advice that to be a successful seller, you must ask open-ended questions and avoid closed-ended questions at all costs. Prospecting

The Hidden Talent in Your Ranks

Sales and Marketing Management

Author: Conner Burt The current labor market remains among the tightest in modern history. As such, many companies today are beginning to look with renewed interest at their most readily accessible talent pool when filling open roles: their own employees.

How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

How a Screw-Up Can Boost Your Sales

The Sales Heretic

While hanging with a friend recently, the subject of what to eat for dinner came up. After discussing some possibilities, we agreed on pizza. The next decision—where to go—turned out to be an easy one, because in her mind, there was only one option: the local outlet of Garlic Jim’s.

More Trending

Making It Rain in 2019

Igniting Sales Transformation

Last week, I was making it rain opportunities through networking and education with over 1,000 sales professionals at SalesLoft’s Rainmaker 2019 conference. SalesLoft , a hometown tech success here in the ATL, launched Rainmaker in 2014.

Start With The End In Mind, The Tyranny Of More, Part 2

Partners in Excellence

I wrote, “Tilting The Numbers In Our Favor, The Tyranny Of More.” ” In that, I suggested we might actually be more effective if we started thinking about how we accomplish our goals by doing less.

Build an Automated Lead Generation Machine to Fill Your Sales Pipeline

Marc Wayshak

Automated lead generation is the new frontier of sales prospecting. Watch this video to learn the 7 keys to building an automated lead generation machine to fill your pipeline with great opportunities — forever.

Human-First Sales: What Does it Mean For the SDR Role?

InsightSquared

In the 5+ years I’ve spent meeting modern sales leaders and working with SDRs within our network, I’ve learned from the front lines of 200+ SDR and sales teams about what’s really going on within the SDR function and how it could impact the role in the future.

Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Speaker: Claire Beatty, Editorial Director - Asia, MIT Technology Review Insights

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

Introducing Beat™ by Gong.io: Unparalleled Visibility into Sales Emails

Gong.io

Visibility into phone calls and web meetings is powerful, but it doesn’t give you the whole picture. Your team closes deals through a series of conversations that include email s. Often dozens of them. Those email conversations are a big part of any sales cycle.

What Will You Do This Week to Help Your Salespeople Get Better? (VIDEO)

The Center for Sales Strategy

I've always found it fascinating that the greatest athletes of all time -- whether it be Michael Jordan or Tom Brady -- always practiced. Every single day, they would go to the gym or go to the field, and they would practice the basics.

Lucidchart Returns to Ramp 2019

InsightSquared

Lucidchart is thrilled to be returning as a platinum sponsor of the revenue ops event of the year, Ramp by Insightsquared ! Last year, VP of Sales Peter Chun led an interactive discussion with ops pros on the business, sales, and marketing sides of the house.

How to Win More Competitive Deals with the CI Playbook

Sales Hacker

According to the 2019 State of Competitive Intelligence, companies who share competitive intelligence with their organization on a daily basis are 84% more likely to see an increase in revenue. So how can marketing and sales teams leverage CI to win more competitive deals?

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Why Mindfulness in Sales Will Make You Happier and More Effective

Hyper-Connected Selling

When people think of “mindfulness” their minds are often filled with images of monks calmly meditating in a lotus position next to a flowing stream. They rarely connect mindfulness with salespeople prospecting on the phone or delivering a sales presentation.

Are you struggling to sell? Here’s what to do.

RingDNA

It happens to everyone, yet it seems to come without warning. You can be hitting goal after goal, crushing quota every quarter, then it suddenly seems to stop. The road gets bumpy, you lose speed, […]. The post Are you struggling to sell? Here’s what to do. appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Sales Best Practices Sales Strategy B2B sales B2B sales objections Sales Tips

Top Tips For Sales Development

InsideSales.com

The onboarding process allows your team to learn and practice sales in a more effective way. Learn some tips to how to conduct effective onboarding sessions that’ll turn newbie reps into star sellers.

Pragmatic PRM Data Analysis: An Allbound + Sisense Partnership

Allbound

Increased data collection, visualization, and analysis for your Partner Channel are about to get a whole lot easier….

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

[Upcoming Webinar] Maximizing Sales Motivation: 3 Habits and 9 Hacks to Get More Motivated

RAIN Group

Date: Thursday, March 28, 2019 Time: 2 PM ET Presenter: John Doerr Cost: Free. There's no denying that having a highly motivated sales team ready to give their full energy and effort day in and day out has a huge impact on your organization's success.

Is it Time to Bring Cold Calls and Donuts Back?

Adaptive Business Services

I have spent a lot of time recently contemplating the state of outbound prospecting. To be fair, most of what I am about to discuss is based on my experience as a buyer vs. as a seller. As a salesperson, I see this as a very serious concern.

7 Best Self-Help Books for Sales Leaders

criteria for success

Looking for the best self-help books for sales leaders? Well, you’ve come to the right place! We’ve compiled a list of some of the best self-help books that are all about growth, self-development, self-awareness, overcoming challenges, living a life of purpose, and more.

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Weekly Roundup – Mar 20, 2019

CloserIQ

The CloserIQ Weekly Roundup features a list of the best content we’ve been reading recently. We’ve compiled some of our favorite reads to help you advance in your sales career and build top sales teams. Featured Article. 6 Tips for Improving Your Sales Team’s Customer Service Skills.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Increasing Engagement in Presentation Meetings

Anthony Iannarino

What follows is a true story. No names are used to protect the guilty. The salesperson was preparing for his big presentation. He had 107 slides in the deck, covering everything from the founding of the company to the executive leadership team to all of their service offerings, logos of clients, can studies, and references. When asked how intended to get through 107 slides in 90 minutes, he suggested that his presentation was complete, and he could manage the time.

Marketing Automation Platforms

Leading Results Rambings

You’ve probably noticed how many marketing automation tools are available, and you’re probably wondering how to choose the one that’s best for you.

Reluctant Buyer

Selling Energy

Many buyers have a tendency to talk themselves out of the sale. Your job as an energy sales professional is to make sure they don’t find a reason not to buy. Say you have a prospect that is interested in purchasing window films.

Film 56

How You Can Instantly Close More Deals by Being More Likeable

Selling Power

You can learn to be more likable and close more deals if you know the right behaviors and practice them daily. Selling Skills

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

Life & Leadership: Books Recommended by Bill Gates

Carew International

By just about any measure – success, wealth, intelligence, humanity, integrity – Bill Gates is an exceptional individual. A recent article on Inc.com identified six leadership books recommended by Gates, and I knew it was worth reading and sharing since there is a direct application to effective sales leadership. Here is a link to the article: Bill Gates Reads 50 Books Per Year. But Only These Six Leadership Books Made His List of Recommendations.

7 Advanced Features to Specify in a Pricing-and-Quoting Solution

Cincom Smart Selling

Pricing-and-quoting systems for complex products are built around three major functionalities: Price Query Quotation Management Product Configuration These three elements … Continue reading "7 Advanced Features to Specify in a Pricing-and-Quoting Solution".

6 Key Components of B2B Pipeline Generation

Highspot

It’s no secret — B2B pipeline generation is a challenge. Finding the perfect potential customer can vex even the most experienced marketing or sales professionals. To help ease the pressure, here are some tried-and-true strategies to maximize your prospecting opportunities and deliver more qualified leads — and, ultimately, pipeline and revenue — for your business.