The Pipeline
JANUARY 28, 2020
By Tibor Shanto. When we were young, we accepted things we were told but knew not to be true. We also understand that ignoring some of the facts can add to the discussion. The example here is the old saying about sticks and stones and words and the ability of these to hurt. We all know that words can hurt, and over time, do much more damage than sticks or stones.
MTD Sales Training
JANUARY 28, 2020
You will no doubt have been in the position where you’ve been discussing purchase opportunities with your prospect and the subject of your competitors comes up. Whether it’s the price you are charging or their needs to get different quotes, or many other reasons, it can be quite deflating when the competition is brought up in the sales meeting. Should you try to by-pass the issue?
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The Sales Heretic
JANUARY 28, 2020
If you’re a regular reader of this blog (and if you’re not, you can be—just click one of the “Subscribe” links to the right, wink, wink, nudge, nudge), you know that I’m a big fan of asking questions. When I conduct sales training seminars, I typically give audiences 20 to 40 questions to ask their [.].
SBI Growth
JANUARY 28, 2020
We have launched and transformed several Customer Success teams. Typically, for new teams, the focus should be on onboarding, value messaging, and renewals. To effectively execute on this, we develop the talent profiles, build playbooks for the team, and design.
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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.
Anthony Cole Training
JANUARY 28, 2020
The sales management activities that we perform today create the results that we achieve today. What activities are you doing now that are creating your current unsatisfactory results? How can you change them?
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI
JANUARY 28, 2020
6 Ways Sales Enablement Leaders can Gain Sales Management Support. Sales Enablement is generally focused on assisting individual sellers with less focus placed on others in the organization. This focus is understandable as the definition of Sales Enablement might lead people in this direction. “ Sales enablement is the strategy and processes for helping sales teams efficiently move customers through the sales process to the point where the customer can make a buying decision with a highe
Babette Ten Haken
JANUARY 28, 2020
How much strategic business sense do your stories make? As I worked with one of my clients yesterday, he complained that decision makers were not taking action after his presentations. He just could not understand why. My question to him: “Do you tell connect the dot stories?” He looked back at me, puzzled. If you want decision makers to make a decision, then tell stories which make solid strategic business sense.
Partners in Excellence
JANUARY 28, 2020
I’m a great fan of Ray Dalio’s, Principles. Today, he posted one of his principles: 1+1=3. The principle is that people collaborating effectively can accomplish more together than they can individually. (For those of you that got MBAs in the 80s/90s, the “management speak” of this concept was “synergy.”). When I see high performing organizations, one of the characteristics is this concept of synergy.
Allego
JANUARY 28, 2020
Today’s post is by Mark Magnacca, President and Co-Founder of Allego. . 2020 is here and the new decade promises opportunity, growth, and innovation in the training technology ecosystem. Successful companies are integrating training—once a siloed function—into all aspects of their business. They’ve realized that they must help employees learn the skills they need to perform well now and adapt in the future.
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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.
Smooth Sale
JANUARY 28, 2020
Be the devil’s advocate as you study the promising aspects of new technology and before you blindly incorporate artificial intelligence. As with any new development, AI offers some elements that require careful thought. Watching the online videos about robots and all they can do can easily trick us into thinking our job will soon disappear. Questions also come into mind about the monitoring of ethics in the industry.
Hubspot Sales
JANUARY 28, 2020
How do you know how much effort you should put into pursuing a specific prospect? How can you prioritize one contact over another? Those scenarios aren’t always easy to navigate. Prospecting is a spectrum. There are going to be sales opportunities worth pursuing to different degrees for different reasons. But, how can you tell what those degrees and reasons actually are?
Lead411
JANUARY 28, 2020
The need for accurate data is at an all time high, which means that vetting the right data provider is of great importance, to ensure your business stays compliant with data regulations, and new data privacy laws like the CCPA. In order to help our customers and potential customers understand how Lead411 has taken the appropriate steps to protect our customers, here are our answers to the top 6 must-ask questions to ask your contact data provider. 1.
Anthony Iannarino
JANUARY 28, 2020
The currency of leadership is communication. In many organizations, there is a poverty of communication, with leaders infrequently transmitting information while also conveying too little meaning. No one thing makes for effective leadership. The attributes and characteristics are too many and too diverse, and you cannot contain them in a singular idea.
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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.
Close.io
JANUARY 28, 2020
If you want to achieve your sales goals month after month, then guesswork and intuition aren’t your best friends. You need cold hard data, and your sales CRM must capture all necessary information on the deals closed by your reps. To improve your sales effectiveness and make informed data-backed decisions, you need to conduct sales analysis regularly.
Force Management
JANUARY 28, 2020
There are two sides to every sales negotiation - the negotiation with the customer and the internal process that's going on in your own company, as your salespeople try to move a deal forward. When we ask sellers if their internal process helps or hinders their customer negotiations, the answer is always the latter. Most of sales leaders agree their internal process isn't really a process at all, rather a series of one-off requests and fire drills.
Crunchbase
JANUARY 28, 2020
Sales can be easy if you have the right tools, but you have to stay competitive. Anyone can start a career in sales, but it takes a special type of person to excel at it. You must stay at the top of your game. You keep focused on the metrics. You’re always closing. Anyone can do it, but success is completely up to you. . Add more pipeline with Crunchbase Pro — try it free.
Sales Evangelist
JANUARY 28, 2020
Best Sellers In History Series 6 - "Mary Kay Ash" It’s the sixth episode for out Best Sellers in History series. We’ve talked about Jesus Christ, Abraham Lincoln, Benjamin Franklin, Mother Teresa, and Mahatma Gandhi. This time, we’re going to talk about someone who helped get others promoted but was overlooked for promotions herself. She noticed how unfairly she was being treated at her job but instead of begging for a piece of the pie, she went ahead and created her own pie!
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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
Hubspot Sales
JANUARY 28, 2020
The sales funnel might be the most notorious, fundamental, straightforward model detailing the process by which prospects become customers. The old school sales funnel is typically divided into three stages: awareness, consideration, and decision. The funnel gets narrower with each transition to a new stage. Not every prospect makes it from awareness to consideration — the same goes for the shifts from consideration to decision and decision to purchase.
Xvoyant
JANUARY 28, 2020
Ralph Barsi, VP of Global Inside Sales at Tray.io, joins Rob on Episode 83 of the Sales Leadership Podcast. They discuss how leaders should establish a standard of excellence that all reps can follow, and establish an attitude of gratitude for being in a position to reach success.
KLA Group
JANUARY 28, 2020
Who doesn’t want to close more sales? Set specific goals for the number of monthly sales activities you will do to improve your sales. Use SMART goals: Specific, Measurable, Attainable, Relevant and Time-based. Then check in with your goals and measure your progress and adjust as you go along.
Mindtickle
JANUARY 28, 2020
Sales enablement is the process of providing the sales organization with the information, content, and tools that help sellers sell more effectively. The foundation of sales enablement is to provide sellers with what they need to successfully engage the buyer throughout the buying process. The concept of sales enablement is relatively new (originating in 2013 ), and its definition is still evolving as technologies and processes advance.
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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.
Pipeliner
JANUARY 28, 2020
Customer onboarding refers to the process of which your customer gets introduced to your brand, product, or service. For example, when you receive a set of headphones from a specific brand and in the box is a manual, that manual is considered as part of the customer onboarding process. It basically teaches the customer how to make the most out of your product.
Chorus.ai
JANUARY 28, 2020
SaaS, and business in general, is full of terms that sound similar but carry different meanings, the kind that newcomers (and sometimes those who should know better) are prone to trip up on. You can add “business development vs. sales” to that long list. Some finance and operations professionals use these two terms interchangeably. You’ll even see sales rep positions advertised online under the title of “business development representative.
Sales Hacker
JANUARY 28, 2020
This week on the Sales Hacker podcast, we speak with Ellie Tamari , the VP of North American Sales at Namogoo. Today we are incredibly excited to have a recent friend, member of the Boston chapter of the Revenue Collective, and female sales leader that came to the role somewhat later in life — Ellie Tamari. Namogoo is a company that helps make sure that customers of e-commerce companies and retailers don’t get hijacked by malware during checkout., Over the past 20 years, Ellie has helped c
Richardson
JANUARY 28, 2020
There is no room for error when onboarding a new sales professional because it only happens once. Onboarding is the sales leader’s opportunity to set the tone for the relationship. Both the sales professional and the company are making an investment in the same thing: a mutually beneficial long-term partnership. This investment comes with significant costs; replacing an employee can range from one-half to two times the employee’s salary, according to research from Gallup.
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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
Mindtickle
JANUARY 28, 2020
It’s not easy to enable a sales team. Different salespeople come from different sales backgrounds with different levels of experience. They each have unique strengths and areas for improvement, and it’s difficult to boost everyone’s performance at scale to match your top performers. Further, you may have a library of sales content and tools provided by marketing or sales operations that are not being used to their full potential.
Pipeliner
JANUARY 28, 2020
How important is a CRM in 2020? How does it affect a company, the users, and most importantly the company experience? In this new series, we’ll have a look at all of these aspects, for the role of CRM has become more important than ever. Processes. Today some C-level executives are very nervous as they feel the growing pains of the digital transformation that has been occurring on a steep curve for the last several decades.
G2Crowd - Sales Blog
JANUARY 28, 2020
The sales funnel is a point of contention for a lot of marketers.
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