Altify

JUNE 18, 2018

I want to tell you a story about how investing time to learn about the person behind the buyer helped me in a very large sale. It was April 2015 and I participated in a Deal Review – at Altify , we call it an Opportunity Test and Improve – for a multi-million dollar deal with a Fortune 500 company. I will call this company XCo. The purpose of the Deal Review was to assess where we were in the sale, help the seller to identify risks and vulnerabilities, and come up with a plan of action to mitig

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Customer Decision Maker Follow-up LinkedIn 40

SBI Growth

JUNE 18, 2018

Jeff Bezos is famous for his “customers come first” philosophy. In a world where choices are ample, and the customer rules, Bezos has done amazingly well putting the customer first. He has developed a systematic way to understand and anticipate.

Customer 205

Customer Research Strategy Marketing 205

Babette Ten Haken

JUNE 18, 2018

Today, let’s you and I have a chat about why it’s important for some of you to become comfortable being professionally uncomfortable. Think about it. Are you comfortable being professionally uncomfortable, or not? Regardless of your professional discipline, your level of education or your current job function, you either crave comfort or target discomfort, in some way.

Lead Rank 61

Lead Rank SME Exercises Proposal 61

Understanding the Sales Force

JUNE 18, 2018

When you watch the news these days, it seems like all you hear is Russia, Immigration, North Korea, FBI, DOJ, liars and leakers, and the latest celebrities to be disgraced by their behavior. You would think there wasn't anything else going on! You might be having a similar experience with my recent articles as I have been sharing lots of data about salespeople - to the degree where you might think that nothing else matters.

Data 203

Data Sales Management Coaching Sales 203

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

Score More Sales

JUNE 18, 2018

After reading a recent post from Dave Kurlan about The Latest Data Shows that Sales Managers Are Even Worse Than I Thought made me want to immediately publish a plea to company leaders and heads of sales to enable sales managers to do more and better coaching. Using research from 9,000 sales managers and their sales teams, the findings are grim.

Coaching 161

Coaching Data Sales Coaching Research 161

Hubspot Sales

JUNE 18, 2018

Closing calls are sexy. They’re the calls where a deal gets moved across the line, contracts get signed, and you earn your commission checks. But closing calls are a bit of a fait accompli. Depending on who you sell to and what you sell, you could have already spent 10 to 20 hours with your prospect. You should have a good idea of whether the deal will close and for how much.

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Sales Qualified Lead Vendor Commission Inbound 144

Close.io

JUNE 18, 2018

One of the hardest things about being a sales rep is knowing if you’re doing a good enough job. But what is “good enough?” You might feel like you’re crushing it with your cold email campaigns only to find out your competition is getting double your response rate. In sales, knowledge is power. And while you might not be able to get your competition’s exact metrics, knowing industry benchmarks can tell you where your sales efforts are working, and where they’re lacking and need your attention.

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Cold Calling Top of Funnel Ideal Customer Profile Sales Qualified Lead 133

Julie Hanson

JUNE 18, 2018

So you’ve gotten your new deck, perhaps some talking points, or even a full script. You may even have seen another team member deliver the pitch or presentation. Now the challenge you’re facing is not quite the magnitude facing Hamlet, but it can feel quite daunting: To memorize…or not to memorize? Many salespeople tell me they don’t want to memorize their pitch because they want it to be more conversational and fear sounding canned or phony.

Face-to-face 104

Face-to-face Film Insurance Insurance 104

Hubspot Sales

JUNE 18, 2018

What if I told you it's possible to write emails at 8x the speed? Well, believe it or not, it is. Yet 99% of people haven't realized how to do it. And that makes me sad. because it takes only 60 seconds to set up. First, understand these two basic facts: The average person types at 40 WPM. The average person reads at 300 WPM. In other words, the average person can read roughly eight times faster than they can type.

Guarantee 105

Guarantee Software Software Call-back 105

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Sales

Gong.io

JUNE 18, 2018

Sales influencers have hypothesized about every phase of the sales cycle. They’ve come up with lots of tips and tricks over the years, mostly based on personal experience. But none of those influencers had access to the AI-driven analytics we use here at Gong.io. They tell us exactly what works and what doesn’t on sales calls. Our team of data scientists has analyzed more than 1,000,000 recorded sales calls.

Sales Cycle 85

Sales Cycle Hiring Call-back Exact 85

The Center for Sales Strategy

JUNE 18, 2018

It seems like every sales manager I have talked to lately wants to talk about activity and how to enforce minimum activity expectations. It took a few of these conversations before a simple truth became obvious to me: Pipeline is way more important than activity.

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Pipeline Sales Sales Management Conversion 76

LeadIQ

JUNE 18, 2018

By: Ryan O’Hara. Confession time?—?I haven’t always been amazing at writing emails. “But…but…but…Ryan, this can not be! You’re a humble genius. MX records look to you for direction”. I know it might seem like they are my little humble brag, but the truth is I’m just a guy who spent a lot of time email prospecting. Through trial and error, I’ve learned a few things along the way.

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Face-to-face Social Media Prospecting Twitter 77

LevelEleven

JUNE 18, 2018

If you’re like many sales leaders, you’ve experienced the challenge of having too much data in too many places. A combination of Salesforce reports, dashboards, spreadsheets, as well as other sales software programs can make it nearly impossible to extract the critical information necessary to take action. With LevelEleven, your critical sales metrics are tracked and available directly in Salesforce, consolidating the data you track, giving you the insights you need to make decisions

Data 72

Data SalesForce Hiring Coaching 72

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

Janek Performance Group

JUNE 18, 2018

We’ve all been there – the 6:30 am wakeups to prepare yourself and the household for work and school, a hundred things running through our minds as we rush off to the office. With so many distractions and more waiting to ambush us at the office, sometimes it’s just enough to grab coffee before sitting into the task deluge waiting at our desk. But there’s a better way to start our workday mornings.

How To 63

How To Sales Enablement Sales 63

Close

JUNE 18, 2018

One of the hardest things about being a sales rep is knowing if you’re doing a good enough job. But what is “good enough?” You might feel like you’re crushing it with your cold email campaigns only to find out your competition is getting double your response rate.

Cold Calling 59

Cold Calling Campaigns Competition Sales 59

SalesforLife

JUNE 18, 2018

For our third sales play (see [link] & Storyboard Sales Play #2 – “Stack Ranking” ), I recommend you bring the knowledge level to Pontification. The goal here is to present the prospective customer with a crystal ball view into the future. Showcase where the market is moving and provide ideas on futuristic trends that they need to be concerned with or focused on.

Trends 57

Trends Marketing Sales Prospecting 57

BrainShark

JUNE 18, 2018

New sales methodology adoption is one of four common transformation scenarios that sales enablement leaders must face.

Sales Methodology 71

Sales Methodology Training How To Sales Enablement 71

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Data

PandaDoc

JUNE 18, 2018

Google Docs is a commonly widespread tool used by thousands of people every day. This shouldn’t come as a surprise, as Google Docs is super easy to work with and to understand. It also makes for a great collaboration tool too! Originally, Google Docs was created to help you work with documents from writing to editing and beyond. But now times have changed and today there are many more actions we can take inside the tool.

Google 58

Google Microsoft Analytics Exact 58

Partners in Excellence

JUNE 18, 2018

Sometimes, I reflect on the “good old days.” Things were certainly different, I do think at a macro level things are far better than whatever our image of the good old days were. At the same time, I do see areas where we seem to be “settling” for levels of performance or excellence that are far lower than what we expected as standards of performance years.

Telecommunications 52

Telecommunications Campaigns Advertising Advertising 52

Gong.io

JUNE 18, 2018

Sales influencers have hypothesized about every phase of the sales cycle. They’ve come up with lots of tips and tricks over the years, mostly based on personal experience. But none of those influencers had access to the AI-driven analytics we use here at Gong.io. They tell us exactly what works and what doesn’t on sales calls. Our team of data scientists has analyzed more than 1,000,000 recorded sales calls.prospect with an objection.

Sales Cycle 48

Sales Cycle Hiring Call-back Exact 48

Selling Power

JUNE 18, 2018

If you can simply get everyone on your sales team to become just 10 percent better, it will lead to an increase in revenue of 33 percent.

Revenue 52

Revenue How To Leads Marketing Qualified Lead 52

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

Sales Evangelist

JUNE 18, 2018

Want to change the way you sell? Think about the prospect. Seek one individual you can help every day, and it will change the way you operate. Today on The Sales Evangelist Hustler’s League, we discuss how to empathize with your prospect and put yourself in his shoes. By doing so, you’ll add value and […] The post TSE 855: TSE Hustler’s League-“Think About The Prospect” appeared first on The Sales Evangelist.

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Prospecting How To Sales 40

Selling Power

JUNE 18, 2018

If you can simply get everyone on your sales team to become just 10 percent better, it will lead to an increase in revenue of 33 percent.

Revenue 48

Revenue How To Leads Marketing Qualified Lead 48

Sales Evangelist

JUNE 18, 2018

Outbound prospecting is a vital part of every sales process, but when it’s based on static data, it’s bound to fail. Static data might help you find the right person, but they might not be a valid prospect. Intent-based marketing can help you eliminate cold outreach and improve your outbound process. Today on The Sales […] The post TSE 856: How To Use Intent-Based Marketing & LeadSift To Eliminate “Cold Outreach” appeared first on The Sales Evangelist.

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Intent Outbound Marketing How To 40

Selling Energy

JUNE 18, 2018

Everyone makes mistakes, regardless of their experience or status. I found it interesting to read a recent article in which Bill Gates admits to a gaffe he made during the early days of Microsoft. Although his coding skills were excellent, he hadn’t mastered project management and one of his projects was delivered two weeks late!

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Microsoft 40

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Sales Evangelist

JUNE 18, 2018

It’s impossible to sell if you can’t ever connect with a human. Sales reps often spend their days talking to voicemails and deleting undeliverable emails. But what if I could give you a tool to allow you to connect with just about anyone? Today on The Sales Evangelist, we’ll talk about Hunter.io, and the power […] The post TSE 857: Use Hunter.io To Connect With Just About ANYONE!

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Tools Sales 40

ExecVision

JUNE 18, 2018

In 1966, Time Magazine said “Remote shopping, while entirely feasible, will flop.”. Thought leaders in Sales love to put out content surrounding the future of sales like they’re Nostradamus. The hottest topic? The impending doomsday for SDRs, because they’ll be replaced by artificial intelligence. Every time a new tool like Google Duplex is announced, the sales world turns into a frenzied mess.

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Lead Qualification Coaching Tools ROI 40

Sales Evangelist

JUNE 18, 2018

Many companies stumble blindly when they are creating a referral plan. Referrals can pay dividends for companies, but it’s important for companies to have a plan when designing a referral plan. On today’s episode of The Sales Evangelist, Jay Gibb of CloudSponge shares insights about creating a referral plan and discusses some of the mistakes […] The post TSE 858-Three Things You Should Remember When Creating a Referral Program appeared first on The Sales Evangelist.

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Referrals Company Sales 40