The Pipeline

AUGUST 6, 2019

By Tibor Shanto. While some may argue, salespeople are people, with all the pluses and minuses that come with that. One thing about people you can count on, is they usually find what they are looking for while ignoring the rest. Tell your reps to go out and find people with the pain our product and marketing people tell them they can cure. And that’s what they’ll do, go out and find people with that pain, and ignore all other opportunities that aren’t painted “pain.

Sales Qualified Lead 242

Sales Qualified Lead Buyer Segment Margin 242

The Sales Hunter

AUGUST 6, 2019

You have the perfect prospect. You know how you can help them. You have that initial phone call, and everything feels good. They share great information and provided even more information and insights in response to your questions. You feel like life is good. The call ends and you’ve both agreed on a clear next step: another call next week. You feel good about the time blocked for the call next week.

Prospecting 234

Prospecting eBook Call-back Follow-up 234

MTD Sales Training

AUGUST 6, 2019

Customers often judge us by the quality of the back-up service we offer. If everything goes well before we actually start working with them, they may see fit to buy our products and services. The proof of the pudding will be after the deal is done. If the back-up isn’t there, we may as well say goodbye immediately to this customer being loyal to us.

Customer 185

Customer Competition Follow-up Up-Sell 185

Zoominfo

AUGUST 6, 2019

Since marketing went digital, the industry hasn’t been the same. Recently, there has been a renewed interest in ‘marketing hacks’ as B2B marketers have started to realize traditional marketing methods are no longer useful in a competitive landscape. B2B marketers are on a constant search for an effective digital marketing strategy that can give their company a much-needed presence and branding boost.

B2B 154

B2B Strategy Social Media Marketing 154

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

Anthony Cole Training

AUGUST 6, 2019

According to an excerpt in Don Miller's "Building a Story Brand," in order to help someone with a trust issue, the salesperson has to provide their prospect with a plan.

Prospecting 128

Prospecting Sales 128

Chorus.ai

AUGUST 6, 2019

I’ve been in content marketing for almost a decade and I am always surprised by new data or new tools or new best practices. The constant, though, is that no matter how long you’ve been doing something, you can’t do it alone.

Opportunity 104

Opportunity Marketing Leads Marketing Qualified Lead 104

SBI

AUGUST 6, 2019

Transforming Sales: Why B2B Sellers & Marketers Need to Add Value to Each Buyer Interaction. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Ed Calnan, President and Co-Founder of Seismic. You can follow him on Twitter or connect with him on LinkedIn. NANCY: WHAT ARE THE TOP AREAS OF FOCUS IN THE NEXT 12-24 MONTHS FOR ORGANIZATIONS THAT WANT TO TRANSFORM THEIR SALES ORGANIZATIONS?

Buyer 94

Buyer B2B Scale Marketing 94

Smooth Sale

AUGUST 6, 2019

Attract the Right Job Or Clientele: Advancing to different stages of life, we face the question of how do you solve puzzling problems? The first step is to relax in a spot away from distractions. Contemplate all that is on your mind. As this becomes a common practice, you will find similar methods apply to the work environment. . My Story . Once again, I’m referring to an old Seinfeld episode.

Hiring 87

Hiring Sage Face-to-face Exercises 87

Nimble - Sales

AUGUST 6, 2019

We hear a lot about marketing automation in passing, but the details of how automation will benefit marketers now and in the future are often left unspecified. Here are six marketing automation trends you can expect to see in the near future: Chatbots Will Become Essential in Marketing Automation — Not Just Optional Chatbots are […]. The post What Does the Future of Marketing Automation Hold?

Marketing 95

Marketing Trends Benefit 95

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Sales

Anthony Iannarino

AUGUST 6, 2019

Andy Grove and Gordon Moore of Intel were struggling with a severe challenge to their business. As foreign competition grew, their memory chip business was becoming unsustainable, and their margins were eroding. Grove suggested that the Board of Directors would fire them and replace them with someone else, and he asked Moore what the new CEO would do when they took over.

Margin 86

Margin Account Call-back Follow-up 86

Sandler Training

AUGUST 6, 2019

One of the things I talk about often with sales leaders who are eager to maximize their team’s performance is the principle of reinforcement. All too often, we think of training for salespeople as a one-and-done initiative, as something we can check off a list once the "training" event is over and consider finished. Actually, the training we have invested in is next to worthless if it is not reinforced over time, incorporated as a personal priority, and made an ongoing topic for discussion withi

Sales Coaching 86

Sales Coaching Coaching Maximizer Sales Leadership 86

Partners in Excellence

AUGUST 6, 2019

Recently, I was at a meeting hosted by my friends at Gartner. Scott Gillum made a provocative suggestion, “ Do we need outbound sales any longer? ” He followed that with a post. As I reflected on the question, I think we can only discover the answer by changing the question, “Why do customers need sales people any more?” Increasingly, the answer appears to be “They don’t!

Face-to-face 79

Face-to-face Groups Outbound Data 79

SalesProInsider

AUGUST 6, 2019

Look Under That Rock to Find COIs and Referrals. In your search for viable leads or prospects, you’ve probably heard this wise advice: “Build relationships with centers of influence – or COIs to gain a big referral source.”. And yet in my 20+ years of working with financial advisors, I hear more disappointment in the results of these efforts than successes.

Referrals 76

Referrals Webinar Metrics Objections Influencer 76

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

SalesLoft

AUGUST 6, 2019

How does someone go from being ‘sales impaired’ to a sales technology evangelist? Find out in today’s episode of the Hey Salespeople podcast. LinkedIn’s Roberto Beltran and Jeremey Donovan discuss AI’s use-case for salespeople, Roberto’s career path in Sales Development Operations, and how the profession has evolved. Throughout his career, Roberto has witnessed first hand how the sales landscape has evolved with new technology and weighs in with Jeremey on sales platforms, inno

Top of Funnel 75

Top of Funnel Funnel Analytics Penetration 75

The Center for Sales Strategy

AUGUST 6, 2019

Glassdoor was initially founded with the intent to improve transparency, which is part of the foundation for increasing employee engagement, but the benefit of being transparent doesn’t stop there. According to a recent Glassdoor.com study, p ositive online employee reviews not only enhance your overall employer brand, they directly correlate to a higher volume of candidate resumes for open positions and lower salary increases for the same job.

Salary 68

Salary Intent Study Benefit 68

Allbound

AUGUST 6, 2019

Why Marketing Strategies are Crucial to Partner Success. In today’s business landscape, companies need to consider not only direct-to-consumer strategies, but also how to collaborate with partners to grow. That requires finding and engaging distributors who connect with target audiences, increasing both awareness and sales. Of course, selecting and on-boarding partners isn’t enough.

Strategy 57

Strategy Marketing Collateral Guidelines 57

Guru

AUGUST 6, 2019

When we think about some of the biggest brands in the world, we tend to think about the things that set them apart: their marketing, their product(s), the sales experience, and, potentially, the service experience.

Customer 55

Customer Marketing Sales 55

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Data

Sue Barrett

AUGUST 6, 2019

If you had to put a percentage weighting on the following questions what would your answers look like? How much of your individual success so far is solely down to your own efforts? How much of your individual success so far is as a result of the success of your community – where you were […]. The post Debunking myths for the Common Good appeared first on Barrett Sales Blog.

Sales 58

Sales Strategy 58

Predictable Revenue

AUGUST 6, 2019

Content is the critical mechanism that connects you to prospects, builds relationships, educates your market on your offering(s), and drives opportunities and pipeline. Find out how to use content to drive your prospecting. The post Content is king: how Kula’s Jeff White uses content to drive his company’s prospecting appeared first on Predictable Revenue.

Prospecting 54

Prospecting Education Pipeline Revenue 54

Janek Performance Group

AUGUST 6, 2019

One of the growing realizations in the field of psychology in the last few years is that people have what’s called an affective presence as part of their personality. Simply speaking, your affective presence is how you make other people feel just by being around you. It can either be positive or negative.

Positioning 54

Positioning Sales Research 54

Anne Miller

AUGUST 6, 2019

In the world of comedy, when a joke flops, they say the comedian “died” on stage. In business, when a presentation flops, the presenter can be said to have “died” as well, if not on stage, at least in the meeting. The best way to avoid such an embarrassing (and costly death) is to master the ability to stay constantly engaged with your listener, in-person, on the phone, or online.

Advertising 54

Advertising Advertising Coaching Training 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

criteria for success

AUGUST 6, 2019

It’s tempting to consider sales objections as impediments that need to be “handled.” This perspective can lead sellers to get defensive and even sometimes combative. Instead, consider the perspective that sales objections are opportunities. How could an objection be an opportunity? Read on for three key ways objections are opportunities. 1. Objections keep conversations open. [ ] The post 3 Ways Sales Objections Are Opportunities appeared first on Criteria for Success.

Objections 56

Objections Opportunity Sales Conversion 56

Sales Lead Management Association

AUGUST 6, 2019

Qualified leads close at a 50% greater rate than unqualified leads. Increase the number of qualified leads, reduce the number of unqualified leads and sales will increase and you and the sales manager will sleep better.

Sales Qualified Lead 54

Sales Qualified Lead Leads Marketing Qualified Lead Marketing 54

Miller Heiman Group

AUGUST 6, 2019

Price is a common objection that sellers face during every sales process in every industry. Modern manufacturing sellers are no different. In fact, they typically face more price objections than other industries because of the impact from lower-cost competitors from other regions and geopolitical challenges, like tariffs or fluctuating costs of raw materials.

Face-to-face 49

Face-to-face Influencer Case Study Government 49

Chorus.ai

AUGUST 6, 2019

I’ve been in content marketing for almost a decade and I am always surprised by new data or new tools or new best practices. The constant, though, is that no matter how long you’ve been doing something, you can’t do it alone. A Rising Tide Lifts All Ships. I’ve worked with dozens of sales teams. I’ve seen our partnership work magic -- building brand momentum and skyrocketing our pipeline.

Top of Funnel 48

Top of Funnel Opportunity Leads Marketing Qualified Lead 48

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Sandler Training

AUGUST 6, 2019

Summer Solomonsen is Head of Cornerstone Studios at Cornerstone OnDemand, Sandler's Microlearning partner. Cornerstone and Sandler have partnered to deliver the world-famous Sandler Selling System in a proven Microlearning format. .

Training 49

Training How To System Sales 49

Selling Energy

AUGUST 6, 2019

One of the best ways to achieve success is to imagine yourself achieving it. It’s one thing to say to yourself, “I’m going to close this sale.” It’s another thing altogether to immerse all of your senses that are stimulated in the wake of a successful sale. Before you meet with a new prospect, take some time to think about what you will see, taste, hear, smell, and feel once you seal the deal.

Meeting 40

Meeting Closing Prospecting Sales 40

Sales Evangelist

AUGUST 6, 2019

Sellers often face obstacles in their sales process, and the need to remove them is sometimes referred to as the need to “Shoot the donkey.” Will Batista has worked on several presidential campaigns and other political campaigns throughout the country. He recently led a state ballot initiative to change Nevada’s constitution and now he is now working in the energy sector, particularly in the communications and investor relations of the company.

Face-to-face 40

Face-to-face Scale Campaigns Energy 40