Fri.Jan 10, 2020

Write more relevant messaging with the Chain of Relevance

Predictable Revenue

Building an unstoppable outbound sales machine requires skills in numerous areas – list building, meetings, well-timed follow ups, the list goes on and on. And crafting compelling messaging that illustrates that your product or service is what your customers actually want will set you apart.

How a Sales Leader Moves Upmarket from SMB to Enterprise Customers

Sales Benchmark Index

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme.

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Getting New Business the Easy Way

Alice Heiman

What’s the easiest way to get new sales revenue? . Get more business from existing customers. Sell them more of the same or something new. They already know you and love you so this should be the obvious path when you need revenue fast. . What’s the next easiest way to get new sales revenue? .

Enablement Metrics Increase Win Rate, Report Finds

Highspot

Experts have found that setting goals improves the performance of employees. By creating goals tied to larger organizational efforts, individuals are more motivated because they understand how their role makes a wider impact.

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

Weekly Roundup: Handling Objections, Automation in B2B Sales, + More

The Center for Sales Strategy

- MOTIVATION -. Become the person who would attract the results you seek. ". Jim Cathcart. AROUND THE WEB -. > > The Ultimate Guide to Objection Handling: 40 Common Sales Objections and How to Respond – HubSpot.

More Trending

Four Steps to Start Coaching Your Sales Team Today

Sales Readiness Group

Most sales managers know they need to coach their salespeople to maximize performance, but they don’t know how to get started.

Artificial Intelligence: A threat to jobs?

RingDNA

It is a common fear that artificial intelligence will take over human jobs, reduce the number of jobs available to humans, and ultimately negatively impact the labor market. Today, BNN Bloomberg turned to ringDNA CEO […]. The post Artificial Intelligence: A threat to jobs?

Sales Around the World: Business Development Across Cultures

Sales Hacker

Sales Around the World is a series that explores the dynamics of selling in different markets and different countries. Today, we’ve asked Eduardo Baez , a Business Development Consultant for a global company based in New York, to share his thoughts on how sales differs from one country to another.

How to analyze sales conversations, with CEO Howard Brown and Andy Paul

RingDNA

Any type of conversation may seem highly organic, non-standard, unpredictable, and highly immeasurable. However, there are actually ways to measure, analyze, and ultimately extract actionable outcomes from conversations. Scientists are able to analyze conversations to […].

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

Sales Brief: Sales quota perfection, mentor advice, sales persuasion, & more

Close.io

It's the beginning of a whole new decade and you're probably already in hustle mode. You're preparing your roadmap for 2020. Industry event season has arrived. Things are ramping up quickly after a little December downtime.

Quota 64

Make it Easy

Selling Energy

sales performance

Sales 63

Getting New Business the Easy Way

Alice Heiman

What’s the easiest way to get new sales revenue? . Get more business from existing customers. Sell them more of the same or something new. They already know you and love you so this should be the obvious path when you need revenue fast. . What’s the next easiest way to get new sales revenue? .

The #1 Strategy to Growing Current Accounts | Sales Strategies

Engage Selling

A large number of my clients this year are looking to grow and retain their existing account base.

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

Consensus And The Unparalleled Problems Of Alignment

Anthony Iannarino

There is nothing more critical to success in sales than your command of the fundamentals. Those fundamentals include things like prospecting, commitment-gaining, presenting, overcoming objections (what we more accurately describe as “resolving concerns”), and negotiating.

eBook 61

Mobile Optimization for B2B. What Marketers Really Think about It

Cience

It is beyond question that B2C companies get enormous traffic from mobile devices — we all do at least some of our online shopping from our phones. These retailers need to optimize their website to deliver convenience throughout their UX to their potential customers.

B2B 60

My 3-Part Proven Process For Building A World-Class Enterprise Sales Team

Drift

I got off the phone with a brilliant founder last night who has decided to “do enterprise sales” because she had experience working for a mega-brand and recognized a gap in the market as a result.

For Becc Holland, Chorus.ai’s Head of Sales Development, Sales Is Much More Than a Career — It’s in Her DNA

Chorus.ai

Becc Holland was born to sell. While it can take most kids years to even get an inkling about what career they might have as a grown-up, Becc knew early on that sales was her true calling. The number-one thing I loved to do was fundraising for the sports programs I was involved in,” says Becc. “I’d I’d sell poinsettias, oranges and fruit baskets door-to-door, and I absolutely loved it — even as much as the sports! I knew from the jump that I’d go into sales one day.”.

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

Mobile Optimization for B2B. What Marketers Really Think about It

Cience

It is beyond question that B2C companies get enormous traffic from mobile devices — we all do at least some of our online shopping from our phones. These retailers need to optimize their website to deliver convenience throughout their UX to their potential customers.

B2B 52

?? How Organizations Learn, Innovate and Compete in the Knowledge Economy

Pipeliner

Podcast interview with Amy C. Edmondson who is the Novartis Professor of Leadership and Management at the Harvard Business School, a chair established to support the study of human interactions that lead to the creation of successful enterprises that contribute to the betterment of society.

Let’s Talk Sales! Inspirational Quote from Peter F. Drucker – Episode 217

criteria for success

Today's quote from Peter F. Drucker is all about commitment! Read on to learn more about this week's Let's Talk Sales inspiration! Peter F. Drucker Quote. Today's quote comes from Peter F.

eBook 52

?? How to Unstick Stalled Sales Deals

Pipeliner

Tony is an international keynote speaker, bestselling author, leading professional selling educator, award-winning blogger and the most read LinkedIn Author globally on the topic of sales leadership.

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

How to Succeed at Sandler Rule #1 – You have to learn how to fail to win [PODCAST]

Sandler Training

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. The post How to Succeed at Sandler Rule #1 – You have to learn how to fail to win [PODCAST] appeared first on Sandler Training. Blog Posts Professional Development professional development professional growth sales podcast

A REAL Customer Service Experience that Builds Loyalty and Makes You a Memorable Salesperson

Keith Rosen

Australia was incredible and, my 6th continent!

Why Your Retail Business Would Thrive With CRM

Nimble - Sales

A business dealing with a wide range of products and a large number of customers needs to be systematized by keeping records, meeting deadlines, and quickly completing transactions. In the 21st century, the more technologies you are equipped with, the more competitors you beat.

Comment on Trade Show Leads – Tip to Find Decision Makers for any Trade Show Exhibitor list by Vicky Toomer

eGrabber

A very clever article showcasing a simple yet effective way to find the decision maker. When attending an event it’s important to speak to the right person and be sure you are using your networking time to the max, and this will definitely helps

How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

How To Avoid Reaching An Impasse During A Negotiation

The Accidental Negotiator

Negotiators need to learn how to steer clear of gridlock Image Credit: Charles Wiriawan. The reason that we enter into a negotiation is because we want to be able to use our negotiation styles and negotiating techniques to reach a deal with the other side.

From Learner to Llama: My Journey with Our Learning Content Management System

Lessonly

Before becoming a member of the Lessonly team, I worked for a software company that used Lessonly as their official learning management system. Being new to the Indy area, it was the first time I had ever heard of the company, but I have to tell you, it didn’t take long for me to notice from leaders, my peers, and myself as a learner, that it was truly something special.

5-Min Webinar: How Nutanix Scales Revenue Growth

Smart Selling Tools

How Nutanix Scales Revenue Growth. Within 5 years of the company’s launch, they reached double unicorn status. That’s a market valuation of $2 billion. No question, Nutanix knows how to scale revenue growth.