Closer's Coffee
APRIL 26, 2019
Image Credit: Russell McJohn. Selling is challenging and has its own unique pockets of pain. None are as frightful, though, as the gripping fear and desperation of a sales fog. That is how I refer to it. It can roll in like a thick fog and once it settles upon you, it is difficult to navigate out of. Some call it a slump, dry spell, a crash, bad patch, the skids…I could go on.
Women Sales Pros
APRIL 26, 2019
There are, of course, right ways and wrong ways to respond to buyer objections. This blog post doesn’t go into that. Instead, this post focuses on a fundamental first step that most sellers forget when responding to an objection. Unless you take this critical step, no response to the objection will really be adequate. You’ll lost valuable time and blow “hot air” no matter how eloquent and technically correct your response may be.
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Sandler Training
APRIL 26, 2019
There’s a tendency on the part of some managers to expect their new sales hires to “hit the ground running.” Often, managers justify this expectation by telling themselves that they only hire “self-starters.” Both of these assumptions are part of an ineffective hire-and-forget approach, one that can and should be remedied by a solid onboarding plan that’s based on a series of monthly one-on-one coaching conversations.
Janek Performance Group
APRIL 26, 2019
I have an acquaintance who is a genuinely nice person and gifted in their career but hasn’t had the type of success they imagined they would have (or befits their talent and dedication to the craft). For years, they’ve wondered why they’ve seen less gifted people win promotions, raises, etc. while they’re stuck in a rut.
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.
The Accidental Negotiator
APRIL 26, 2019
Becoming a better negotiator can enhance your results at the negotiating table Image Credit: mehmetdeveci. Let’s face it – there are a lot of different moving parts to the game of negotiating with all of the different negotiation styles and negotiating techniques that are out there. When we spend time thinking about how we can become better negotiators, it can be all too easy for us to very quickly become overwhelmed.
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SBI Growth
APRIL 26, 2019
Customer centricity and stiff competition in the tech industry are changing how sales enablement operate. Teams need to focus on sales reps solving customer challenges instead of simply selling products and services. Sell Solutions Instead of Products. Traditional sales enablement motions are.
The Sales Hunter
APRIL 26, 2019
Many of you reading this blog post are aware of one of the largest sales event that I have the honor to co-host each year called OutBound. Today is the last day of the conference and just like in years past, the response has been amazing. Thank you from the bottom of my heart for your support. I am humbled by your comments. Let me share a few of my thoughts from what I’ve learned learned this week: First, we never know who we will impact.
SBI Growth
APRIL 26, 2019
Today Nestor Benavides, CEO of EMG, joins us to discuss how a CEO can establish new forms of communication that not only drive the culture but deliver continuous improvement. Nestor reviews how he shapes a culture that empowers his team.
Partners in Excellence
APRIL 26, 2019
I was backing out of a parking space. All of a sudden, the car starts beeping then slams to a stop. Someone was crossing behind me, I was oblivious–I hadn’t been paying attention. My car has all sorts of things that are supposed to be “helpful” to me. There are cameras, sensors, radar everywhere. In addition to the back up protection, if I start to drift from my lane, it corrects me.
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Anthony Iannarino
APRIL 26, 2019
In a workshop at OutBound , I was sharing the 10 Commitments from The Lost Art of Closing: Winning the 10 Commitments That Drive Sales as a framework for accelerating deals. An attendee asked me about deals I had lost as a salesperson, and more specifically, the painful ones. I used that opportunity to share a horrible loss I incurred after getting a verbal commitment on a Friday and a call to tell me “we are going with your competitor” the following Monday morning.
Partners in Excellence
APRIL 26, 2019
Language, that is the use of foul language inevitably comes up periodically on posts in my news feed. Mostly, I tune them out, since they inevitably are various expressions of narcissism. But I read a post, today, about someone going through yet another rationalization about their language choice. The irony of his argument to use the language he wanted, because he group up in a “rough environment,” and that was just the way he felt most comfortable expressing himself, while he self c
Pipeliner
APRIL 26, 2019
From Zero to Sales Hero. Amy Lemire Simatos helps businesses, entrepreneurs, and sales teams improve profits while also being an inspirational keynote speaker and an author of the Amazon number one bestselling book, From Zero to Sales Hero: How to Double Your Sales and Income in Less Than 90 Days. In her book, she talks about 10 secrets that helped her go from 30% to 130% of her sales quota in 90 days.
KO Advantage Group
APRIL 26, 2019
Doing cold calls can be daunting at first. Apart from the fear of stumbling over your words, there’s that fear of rejection that sits on the back of your head. Well, let me ask you something: have you ever answered a call and started yelling or swearing before the person on the other line even got to speak? I highly doubt it. When you start making calls and start doing it frequently, you’ll realize that people are incredibly friendly.
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.
LevelEleven
APRIL 26, 2019
According to a survey conducted by CSO Insights, 80% of employees are not actively engaged at work. Shocking? Maybe. True? Definitely. In fact, the same study found that organizations, where more than half of reps report feeling engaged , are nearly twice as likely to meet their quotas. In fact, the difference in quota achievement between engaged and disengaged teams is $1.3M annually.
Engage Selling
APRIL 26, 2019
???????????????When it comes to buyer behaviour trends in the marketplace, I’m noticing—with research and my clients—that more and more buyers are utilizing social media to help them make decisions about products and services that they’re buying in the B2B marketplace.
The Center for Sales Strategy
APRIL 26, 2019
- MOTIVATION -. "THE WAY TO GET STARTED IS TO QUIT TALKING AND BEGIN DOING". -WALT DISNEEY. - AROUND THE WEB -. > The 40+ Best Apps for Salespeople Who Want to Win — Sales Hacker. To win at sales, you need the right tools. And to help, we’ve pulled together more than 40 of the best apps for salespeople. Whether you’re looking to be more productive, save time, do your job better, or simply look your best, these are the apps you’ll turn to time and time again.
InsideSales.com
APRIL 26, 2019
Learn the different ways a predictive dialer can increase your business’ efficiency, productivity, and ultimately, help boost your business, in this post. RELATED: How to Find Direct Dial Phone Numbers When Prospecting In this article: Can Improve Productivity Through the Use of Efficient Algorithms Automatically Assigns Calls to Available Sales Representatives Blends and Manages Inbound […].
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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
Paul Cherry's Top Sales Techniques
APRIL 26, 2019
I was working with an inside sales team. They have incoming calls daily, with quite a lot of customers who are very “to-the-point” and sometimes even a little gruff. For instance a customers might call and blurt out, “Hey, I need pricing and availability of part number: 102X190! Since salespeople want to be efficient and accommodating, they check their online inventory, then provide the customer with what they asked — price and availability.
Guru
APRIL 26, 2019
We’re all familiar with the concept of search. We search for things online every day. Whether it’s typing something into Google, into our phones, or within a specific website or app, the act of entering a search term and being served a set of results is well known. We do this so often and so automatically that the process behind the act of searching isn’t something we often think about.
Close
APRIL 26, 2019
If you’re doing inside sales, you know that a phone call can be an incredibly effective tool to reach out to potential customers and close deals.
DocSend
APRIL 26, 2019
If you’re in the customer success world, you’ve heard it a million times: It’s critical to reduce customer churn rate so a customer revenue stream can flourish. According to Forrester , it costs SaaS businesses 5x more to acquire new customers than it does to retain existing ones. Marketing Metrics even reports that the average probability of closing an upsell deal for businesses today is more than 3.5x times larger than the average probability of closing a new business deal.
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.
Sandler Training
APRIL 26, 2019
There’s a tendency on the part of some managers to expect their new sales hires to “hit the ground running.” Often, managers justify this expectation by telling themselves that they only hire “self-starters.” Both of these assumptions are part of an ineffective hire-and-forget approach, one that can and should be remedied by a solid onboarding plan that’s based on a series of monthly one-on-one coaching conversations.
Sales Lead Management Association
APRIL 26, 2019
If marketing has to deliver qualified leads, they must answer the BANT questions or it isn’t qualified in the minds eye of the salesperson. If you are a marketer, delivering leads with BANT answers will endear you to your salespeople and boost sales. .
Sales Readiness Group
APRIL 26, 2019
Learn how to develop a stronger value proposition. These reasons will help you improve your negotiation leverage to sell on value rather than price.
Sandler Training
APRIL 26, 2019
This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders. Listen Time: 9 Minutes.
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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
Selling Energy
APRIL 26, 2019
Most buyers like to have choices, and they get personal satisfaction knowing that they made the right choice. That said, be careful not to overwhelm your prospects with too many options. The perceived risk of making the wrong decision may become a roadblock to making any decision at all.
Sales Evangelist
APRIL 26, 2019
When you interact with your prospects, your goal should be to provide such great value that you leave people better off whether they buy from you or not. We've been talking about value all month, and today hypnotist Jason Linett talks about how people can change their thinking to grow their business. Growth isn't just about your platform but it's largely about how you tell the story to your audience.
DocSend
APRIL 26, 2019
If you’re in the customer success world, you’ve heard it a million times: It’s critical to reduce customer churn rate so a customer revenue stream can flourish. According to Forrester , it costs SaaS businesses 5x more to acquire new customers than it does to retain existing ones. Marketing Metrics even reports that the average probability of closing an upsell deal for businesses today is more than 3.5x times larger than the average probability of closing a new business deal.
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