Understanding the Sales Force
MARCH 4, 2019
Over the past few months I've been coaching 30 sales leaders from 3 companies and while most are trying their hardest to do everything I recommend, apply everything they learn, and coach as instructed, there are enough that don't follow through and fail to move the needle for their teams. A few don't want to be coached. A few don't think they need to be coached.
SBI Growth
MARCH 4, 2019
Focusing on value provided, you can implement a winning price increase, contrary to what may have been occurring historically. Re-anchoring is the key to a winning pricing strategy – a focus area we will take on as part of developing.
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Sales and Marketing Management
MARCH 4, 2019
Author: John Harris About five years ago, we established a relationship with Larry Williams, one of the principals in the Williams Leslie Group, to help EnerBank improve sales performance. As a result of ongoing Leveraging Sales Leadership training, we made an important shift in our sales management approach. . . No matter the industry, the traditional title of the person in charge of sales is the sales manager.
Jeffrey Gitomer
MARCH 4, 2019
Are you willing to refer your clients or customers to someone else? Is someone else willing to refer their clients or customers to you? Yes, if there is mutual trust. Here are the prerequisites: You consider yourself the best at what you do. You do a memorable job in making the sale. You do a perfect job of delivering what you promised. You provide impeccable service after the sale.
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.
Hubspot Sales
MARCH 4, 2019
Humble. Helpful. Empathetic. Active listener. Customer-oriented. Flexible. Solutions-focused. Knowledgeable. Authentic. When you hear these characteristics, who do you think of? I think of a star salesperson. You might disagree, and that's okay. Representations of salespeople in popular culture (and frankly, the personality profile we've been taught to associate with a "typical " salesperson) haven't always fit this mold.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SalesforLife
MARCH 4, 2019
When customers approach us about modernizing their sales pipeline development process or go-to-market strategy, you might assume that most of those calls come from sales enablement leaders. So you might be surprised to learn that marketing teams make up 1/3 of every conversation we have with new customers.
InsightSquared
MARCH 4, 2019
At InsightSquared, we talk a lot about using your historical Salesforce data to expose and identify patterns from years past to dramatically improve accuracy in the present and future. But starting this spring, Salesforce will start enforcing a policy that limits client access to their Field History data that is older than 18 months. So, what data is being impacted by the policy?
KO Advantage Group
MARCH 4, 2019
It’s not unlikely to encounter clients that are hesitant with our recommended solutions, those who want to make sure that your solutions will work for their business. Objections are normal, and there are ways you can overcome it. Sometimes they’ll ask for testimonials--more of it--to ease their mind. But that doesn’t always work. And these situations are more than just reviews.
Sales Hacker
MARCH 4, 2019
My friend Tom at Bottomline Technologies was running a sales team making thousands of phone calls a week. Despite all their best efforts, his sales reps were only connecting with prospects 3% of the time. The other 97% of the time, they had no choice but to leave a voicemail. In a typical week those voicemails could generate a grand total of one returned call each day.
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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.
The Center for Sales Strategy
MARCH 4, 2019
There is nothing more impactful than adding the right seller to your team. Conversely, there is nothing more impactful when adding the wrong seller to your team! Here’s a list of six scenarios managers find themselves in when hiring sellers that lead to hiring the wrong person, plus things managers can do to avoid them.
Partners in Excellence
MARCH 4, 2019
It’s tedious, every day a scroll through my various news feeds, there are any number of articles declaring the death of something in sales, or sales itself. Cold calling is dead Social selling is dead ROI is dead SaaS selling is dead The telephone is dead Email is dead CRM is dead The selling process is dead [Name a methodology] is dead AI replaces the need for sales people Sales is dead…… There are endless proclamations, often by vendors or consultants who are selling whatever
Nimble - Sales
MARCH 4, 2019
It’s not in the nature of the business world to stand still for too long. The rule of thumb in business is: if you’re not progressing or changing, you are falling behind. That’s an appropriate way of describing the need for business entities to keep changing. You cannot speak about the ongoing changes in the […]. The post Sales Tools Your Team Should Be Using appeared first on Nimble Blog.
Janek Performance Group
MARCH 4, 2019
Previously, we looked at the large picture issues involved with writing effective sales proposals. Today, we’re bringing you the second part of this two-part series and digging deeper into the interior specifics for strong proposals.
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.
Hyper-Connected Selling
MARCH 4, 2019
Somewhere down the line I’ve developed the reputation among some people as that Zen guy. That’s sometimes said while they extend their hands with their finger and thumb touching. They might even add an ohhmmm sound for effect. It’s seems to describe for people someone who meditates and tries to be, as the comedian Eddie Izzard would say, relaxed and groovy.
The Brooks Group
MARCH 4, 2019
Getting new salespeople up to speed quickly is a pivotal factor separating Best-in-Class organizations from their less productive peers. Research from The Sales Management Association reveals that these firms have 10% greater sales growth rates, and 14% better sales and profit objective achievement. The first few months after a new rep is hired are the most critical to their retention, performance, and long-term success, so it’s important to get your sales onboarding process right.
Close.io
MARCH 4, 2019
There’s something about talking to investors that makes even the most seasoned entrepreneurs quake in their boots. With your company, you take bold risks—you literally created something from nothing. But the moment you stand up in a room full of suits, all this is turned upside-down. Your palms grow sweaty as you think of everything you're doing wrong—the increase in your churn rate last month, your latest PR hiccup, or any of the other million of things that inevitably go wrong running a startu
Sales Hacker
MARCH 4, 2019
This week on the Sales Hacker podcast, we interview Dan Fougere , CRO of Datadog. Dan is a 20+ year veteran of technology sales and has seen 4 of his last 5 companies become unicorns. Dan talks about the key qualities of great sales leadership and how to be an effective executive in addition to being a great sales leader. Dan also discusses his deep background in enterprise sales and how closing $10M+ deals has informed his approach to forecasting.
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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
CloserIQ
MARCH 4, 2019
Adopting new sales technology is a big deal. Whether you’re looking to switch from non-VoIP to VoIP phone systems , get the latest sales engagement software, purchase or enrich a lead database, invest in LinkedIn Sales Navigator, or otherwise, you’re making a major commitment. The business case for adopting these systems often overlooks a very important component – the positive impact on sales team recruiting, onboarding, and retention.
Pipeliner
MARCH 4, 2019
The statistics are compelling. Most selling organizations generate 80% of their business from 20% of their clients. Winning a new large account costs up to 20 times more than keeping a current one. And just a small increase in a company’s major client retention percentage drives even greater revenue and profit increases. On the negative side, retention rate decreases spawn long-lasting negative impacts that can be crippling.
Xactly
MARCH 4, 2019
Learn predictions and trends for sales performance management (SPM) in 2019 from Forrester Principal Analyst, Mary Shea, PhD.
Bigtincan
MARCH 4, 2019
It’s very true – many of the best companies are struggling with the amount of time their salespeople spend in front of prospects. Great field salespeople are horrible admins. Don’t believe me? Ask any marketing director in charge of providing marketing support to a sales team. Ask a VP of sales that’s charged with herding the cattle. At […].
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.
Close.io
MARCH 4, 2019
There’s something about talking to investors that makes even the most seasoned entrepreneurs quake in their boots. With your company, you take bold risks—you literally created something from nothing. But the moment you stand up in a room full of suits, all this is turned upside-down. Your palms grow sweaty as you think of everything you're doing wrong—the increase in your churn rate last month, your latest PR hiccup, or any of the other million of things that inevitably go wrong running a startu
Cincom Smart Selling
MARCH 4, 2019
Quote and proposal software has generated a lot of buzz. Postings in social media, commentary from industry analysts, as well … Continue reading "Key Elements for Evaluating Quote and Proposal Software". The post Key Elements for Evaluating Quote and Proposal Software appeared first on Cincom Blog.
Carew International
MARCH 4, 2019
In his recent guest column for Training Industry, Carew CEO Jeff Seeleidentified reinforcement as The Weakest Link in Sales Training. He makes a good point about the considerable investment in sales skill development and how training ROI can be compromised without proper reinforcement. It is also important to remember that training reinforcement can take many forms and be incorporated at many points in the sales life of your organization.
Selling Energy
MARCH 4, 2019
When it comes to designing presentations, my go-to books are Nancy Duarte’s Resonate and Slide:Ology. However, if you’re looking for supplemental material on how to master the art of storytelling and persuasion, then look no further than Akash Karia ’s writings on TED Talks. He has written four books on how to incorporate the best of those award-winning speeches into your own.
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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
criteria for success
MARCH 4, 2019
This episode's featured guest is Dr. Chris Crawford. Dr. Crawford is an Assistant Professor at Rutgers University in the Rutgers Business School — Newark and New Brunswick. After working in the industry for two decades and founding his own consulting company, Dr. Crawford received his PhD in Entrepreneurship from the University of Louisville [ ] The post Let’s Talk Sales!
Groove.co
MARCH 4, 2019
Events are great way to approach both customers and leads. Meeting face to face can be more impactful than the usual communication channels: email, video chat, and phone calls. Events can help you stand out from the crowd and build strong relationships — and build a strong brand. Events should be a part of everyone's marketing and sales strategy, but there’s a downside: they’re time- and resource-intensive.
Babette Ten Haken
MARCH 4, 2019
No matter where we sit around the business table, we sling our professional spiel. Our buzz words, our technical words, our “I’m part of The Club” words. In our minds, we showcase our expertise. However, in the minds of our audiences, teams and stakeholders, we just may be showing off. About how smart we are. And how smart they are not. Think about the experiential value of our professional spiel.
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