Hubspot Sales
JUNE 11, 2018
Sales Communication Skills. Pay full attention. Practice active listening. Read body language (and control your own). Master the nuance of voice tones. Be empathetic. Understand what's not being said. Speak in specifics. Be a subject matter expert. Be genuinely curious. Don't act like you know everything. Assume good intent. Always be honest. Don't make assumptions.
The Center for Sales Strategy
JUNE 11, 2018
"If you don't know your numbers, you don't know your business!" -Marcus Lemonis. My friend (and Managing Partner at The Center for Sales Strategy), Matt Sunshine, got me into the CNBC television program, The Profit. And I am absolutely addicted to it. And I mean addicted… I might have just finished watching 6 hours of the program this weekend. And you should be watching it, too!
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Babette Ten Haken
JUNE 11, 2018
Got your business hustle on? Or, do you let things slow down and slack off during summer months? You may be missing the most opportune times for networking and growing your business. For those of you in the Northern Hemisphere reading this post, the summer months are most welcome. Here in Ann Arbor, MI, winter seemed to hang around forever. Then Spring showed up for approximately 24 hours (or less), everything sprung up from the ground, bloomed and leafed out.
LevelEleven
JUNE 11, 2018
TZA Increased Their Sales Revenue by. Over 150% with LevelEleven! We recently had the opportunity to sit down with Tom Parbs, Inside Sales Manager at TZA, to talk with him about the success his sales team experienced after implementing Lev elEleven. TZA , a leader in Supply Chain Management Systems, relies on LevelEleven’s Coach and Motivate solutions to guide their Sales Team to success with onboarding, coaching, and defined career paths.
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.
Close.io
JUNE 11, 2018
Most B2B startups initially sell to other startups before going after more established companies. And for good reason. Startups are approachable, quicker to close, and more forgiving when things go wrong. But is selling to startups really a good growth strategy in the long-term? Want to upgrade your sales process in just 30 days? Sign up for my free Startup Sales Success course.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
JUNE 11, 2018
Digital Experience is the convergence of two powerful trends: Digital Transformation (which is driven by efficiency concerns). Customer Experience (which focuses on driving effectiveness and improving revenue growth) . Odds are, your CEO has identified both as key priorities, and has asked you.
BrainShark
JUNE 11, 2018
New sales enablement leaders are likely to encounter executives and other company decision-makers who fail to grasp its purpose – or its benefits.
Drift
JUNE 11, 2018
“We need to launch chat support.” Those words have always had the potential to strike fear into the heart of every customer support leader. Why? Because launching a new support channel is no joke. It requires planning, training — and, sometimes –onboarding new team members to help you execute on your strategy. But most businesses can understand the appeal of offering conversational.
Janek Performance Group
JUNE 11, 2018
On our blog, we don’t talk a lot about marketing. However, considering the ever-growing link between sales and marketing, we wanted to discuss what to consider when focusing your social media efforts. There’s a plethora of different social media networks out there, and each one demands resource investment – time, at the very least, and potentially money as well, if you’re engaging in advertising to assist your sales team.
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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.
LeadIQ
JUNE 11, 2018
By: Ryan O’Hara. Last week I asked some folks on LinkedIn to send me some cold emails that actually worked. I thought today we’d go through them, and deep dive into why they worked. So here are some actual cold emails sent by real sales reps that actually turned into meetings. Example #1: Personalized Video using a Personalized Trigger. So the email below was sent by Gunjan Marwah, one of the Video Specialists at Vidyard.
Shari Levitin
JUNE 11, 2018
I have been blown away by the number of requests I've received on social media and email asking me to share prior video posts from LinkedIn and Facebook to help accelerate sales. Everyone seems to have a favorite. I’m going to provide you with the top 3 audience favorites from the last six months. These videos have received more than 10,000 views each.
Customer Centric Selling
JUNE 11, 2018
Courtesy of Primary Intelligence, a CustomerCentric Selling® Partner. Can you salvage a deal that’s on track for a loss? And if you can, what does it take to recover it? For this industry report, Changing Your Sales Outcomes , we analyzed buyer responses from nearly 1,000 highly competitive B2B sales opportunities collected over an 11-month period.
Partners in Excellence
JUNE 11, 2018
My friend, Andy Paul wrote a brilliant newsletter piece this weekend, entitled What We Do Is Not Complicated. His newsletter struck a chord. What we do isn’t complicated–yet somehow we tend to make it so–for ourselves, perhaps more importantly, for our customers. At it’s core, selling is simply about: Find a customer that has a problem they want to solve, that we are the best in the world at solving.
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.
Sales Hacker
JUNE 11, 2018
Once again, Salesforce presents a strategic look into the rapidly shifting world of sales. The third edition of the widely anticipated State of Sales report surveyed more than 2,900 sales professionals and leaders from around the world. Here’s a quick sneak peak of their sales research report. Sales technology , buyer behavior, and the need to mingle have made sales more complicated, thrilling, and tougher than it already is. .
Selling Power
JUNE 11, 2018
I’ve been around sales forces my entire career, and I must shamefully admit that certain complaints about CRM are so common they fail to concern me any longer.
Xactly
JUNE 11, 2018
The basic role of the Chief Financial Officer (CFO) is to manage a company’s finances. For instance, the CFO must keep accurate finance records to be used in reporting of the company’s financial status. Based on the size of the organization, the scope and breadth of this role can vary. With Enterprise companies, the focus tends to be more on management, analysis and oversight.
Drift
JUNE 11, 2018
“We need to launch chat support.” Those words have always had the potential to strike fear into the heart of every customer support leader. Why? Because launching a new support channel is no joke. It requires planning, training — and, sometimes –onboarding new team members to help you execute on your strategy. But most businesses can understand the appeal of offering conversational.
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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
Pipeliner
JUNE 11, 2018
More Profit, Less Time: Sales Enablement Strategy is Your Ticket to Successful Sales. It’s an intense time to be in sales these days. Time and energy used to get channeled into staying ahead of the market. But now, sales professionals are funneling that time into merely keeping up with it. This requires sales reps to arm themselves with new tools and workflows to engage buyers.
Selling Power
JUNE 11, 2018
I’ve been around sales forces my entire career, and I must shamefully admit that certain complaints about CRM are so common they fail to concern me any longer.
ExecVision
JUNE 11, 2018
When done right, outreach emails are a powerful tool for any sales cadence. Our team has received thousands of prospecting emails, most of which are stone cold. Very few of them get opened, but the ones that do are either truly excellent or downright terrible. Our team dug into their inboxes for the best of the best (and the worst) emails we’ve ever received.
Selling Energy
JUNE 11, 2018
“There’s always next year.” Have you ever silently thought that to yourself as the holiday season comes around? By then diets have been cheated. Exercise plans have been abandoned. Promises have been broken. Goals have been forgotten or pushed aside. All of this is further proof that human discipline can be fickle.
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.
Anaplan
JUNE 11, 2018
In my years in sales, I’ve come to believe that incentive compensation plans often function as communication plans in disguise. Rarely, in my experience, are a company’s culture and values articulated more clearly than in the sales behaviors its incentive plans aim to inspire.
Pipeliner
JUNE 11, 2018
How Salespeople Can Stay Relevant In the Digital Age. Technological advances in the sales world have been mostly positive thus far, but many salespeople fear their ability to stay relevant in the digital age. The dystopian fears of technology replacing salespeople are far from accurate, though. Technology won’t replace salespeople, but they do need to remake themselves to succeed in a technology-driven future.
Altify
JUNE 11, 2018
There is an old adage that says: ‘Companies don’t buy, people buy.’ The message is that, in order to get a company to buy something from you, you have to get the people in the company to buy. Of course, this is true, but I don’t subscribe to the notion that the two are disconnected. A company, its personality, culture, business outlook, market position, business pressures and consequent buying proclivities, are in fact an attribute of the company itself as well as of the people in the company.
LevelJump
JUNE 11, 2018
We’ve all heard the news - there’s a massive problem happening in sales - quota attainment has been in a steady decline for years.
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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 Fearlessly
JUNE 11, 2018
In a number of blogs I’ve talked about the numerous salespeople who have sought my help. I once spent an hour-and-a-half with a 53-year-old businessman/salesperson from New Jersey. A decent man, who right off told me he was prepared to give it another six months, but that was about it. If things didn’t turn around, improve, he […].
Zoominfo
JUNE 11, 2018
The modern recruiting landscape is increasingly competitive. Thanks to technological advances and the widespread use of social networking, job applicants have a wide variety of channels and platforms at their disposal. This means recruiters must spread their efforts across each of these channels in order to execute a successful candidate sourcing strategy.
Lessonly
JUNE 11, 2018
It’s been a couple months since Lessonly’s inaugural user conference, Yellowship. We were all inspired to learn, lead, and be our best selves. Lessonly’s CEO, Max Yoder, also shared how great teams improve—and do better work. After sharing about psychological safety and purpose, he offered some structure and clarity about Lessonly’s Better Work Method.
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