Smooth Sale

SEPTEMBER 9, 2021

Many years passed for me to finally realize our gift is not fitting in with the crowd, but in standing out, and often, standing alone.

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Alice Heiman

SEPTEMBER 9, 2021

On this episode of the Sales Talk for CEOs Podcast, Alice speaks with Jon Ferrara, CEO of Nimble. He was originally the CEO of a company called GoldMine, a program that was the pioneer of CRM solutions. After selling GoldMine for $125 million dollars Jon took a 10 year break to be present with his family. Learn how the #CEO of @nimble created #salessuccess using marketing, personal involvement, and the secret sauce of closing a sale on this episode of #SalesTalkforCEOs with @aliceheiman.

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GoldMine Microsoft CRM Twitter 146

RAIN Group

SEPTEMBER 9, 2021

Referrals are among the top ways sellers get leads and new business, but many struggle with generating them consistently. Often, this is because they haven’t thought about why buyers should refer them. They don’t have a system in place for generating referrals. We know our buyers rely on colleagues, associates, and friends to recommend providers. So when a prospect comes to us via this route, some of the work is already done for us.

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Referrals Buyer System Leads 129

Predictable Revenue

SEPTEMBER 9, 2021

A consultative approach to selling is undoubtedly the most effective way to sell, and Simeon Atkins gives us some compelling reasons why. The post Why taking a consultative approach to sales works best appeared first on Predictable Revenue.

Revenue 123

Revenue Sales Strategy Marketing 123

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

Force Management

SEPTEMBER 9, 2021

You may know the reason why a specific deal was won or lost, but can you and your account teams reverse engineer that process to improve results on the next deal? Is your team currently leveraging those insights to repeat successes and avoid known setbacks? Don’t scream at the scoreboard, or just tell your people what to do. Help your managers provide the how.

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Sales Management Engineering Exact Account 94

John Barrows

SEPTEMBER 9, 2021

The post WEBINAR: John Barrows hosts “How to Consistently Hit Quota Using a Data-Driven Scorecard” Sponsored by ZOOMINFO appeared first on JB Sales.

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Quota Webinar Metrics Data How To 94

Highspot

SEPTEMBER 9, 2021

Everybody knows someone who peaked in high school. They may have been exceptionally talented, but ultimately stopped progressing. All high-growth businesses inevitably encounter the same problem: the strategies that initially resulted in success are no longer enough to support them at scale. So many companies come out of the gates hot, quickly grow to a certain scale, and then struggle.

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Scale How To Churn Face-to-face 93

Guru

SEPTEMBER 9, 2021

When starting out at a new company, it's common for a new hire to experience a bit of culture shock. The different offices, people, processes, etc. can all be jarring. However, engineers will often be subjected to an additional type of shock during their onboarding. I call this the code culture shock.

How To 77

How To Engineering Company 77

Partners in Excellence

SEPTEMBER 9, 2021

Recently, I had an interesting conversation with an executive. It was a large organization. By most measures, it was extremely successful. Year after year of good (perhaps not great) revenue growth, good profitability. They checked all the boxes the financial markets tend to care about and it was reflected in their stock price. But the executive was uncomfortable.

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Retention Maximizer Sales Qualified Lead Lead Rank 72

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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.

Sales

Troops

SEPTEMBER 9, 2021

You’ve been using Slack or Microsoft Teams. Perhaps, alternatively, you’re helping a client who is. You’ve also heard about the amazing value that connectivity to your applications can provide your organization.especially the CRM. Now you’re thinking that you’re ready to bring them together! There’s just one thing. You’re an enterprise company. As a result, there’s a lot of complexity, variability, and compliance in your business.

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CRM Strategy Microsoft Enterprise 62

Selling Energy

SEPTEMBER 9, 2021

There's no glory in sending out brochures. In fact, things change so often in this industry that dedicating time to designing, printing and distributing them can be counterproductive. Even if you are successful getting them into your prospect’s hands, it’s only a matter of time before your information is out of date and ultimately forgettable.

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Distribution Industry Sales 64

BrainShark

SEPTEMBER 9, 2021

It's been 18 months since the pandemic sent my team home from the office, which is now a permanent situation for many sales reps and managers in our industry.

Hiring 62

Hiring Industry Sales 62

Braveheart Sales

SEPTEMBER 9, 2021

Tell me, ever hear a salesperson say something like this: “Just had a great meeting. I think there is going to be $100,000 ( or $10,000 or $1MM) of business there!” Yet somehow that great meeting never turns into any business. Well, you are not alone and as a sales leader, I have some ideas to help you help your sales team. The Cause: Salespeople are generally optimistic in nature.

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Sales Qualified Lead Intent Face-to-face Call-back 52

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

BrainShark

SEPTEMBER 9, 2021

It's been 18 months since the pandemic sent my team home from the office, which is now a permanent situation for many sales reps and managers in our industry.

Hiring 62

Hiring Industry Sales 62

Close

SEPTEMBER 9, 2021

The role of the sales manager has shifted and transformed at a faster pace in the past two years than ever before. At the same time, some fundamentals remain true: Like Peter Drucker's famous adage that management is doing things right, and leadership is doing the right things.

Sales Management 52

Sales Management Sales 52

Customer Centric Selling

SEPTEMBER 9, 2021

Customer Centric Selling Podcast – Show Notes – Episode 9. In this episode, Frank and Tim will talk about how a salesperson starts sales conversations with prospects and build relationships with customers. Every business needs to cultivate customer relationships to flourish. After all, there are no sales without customer connections, and there is no business without sales.

Collateral 52

Collateral Decision Maker Course Channels 52

MEDDIC

SEPTEMBER 9, 2021

A MEDDIC Sales kickoff should be inspirational, short and valuable. I’m sure everyone agrees with that. But what is an inspirational event? For example, you might be wondering, “should we invest in a top-notch motivational speaker?” Or “should we take them to the luxury resort of their dreams?”. Time is your sales force’s most valuable asset. Here are the metrics for a quota-carrying salesperson: if they generate $2M in average per year, and they take a maximum of three weeks off during the year

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Sales Methodology Motivation Promotion Quota 52

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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

Data

Zoominfo

SEPTEMBER 9, 2021

Data quality is important to every company. Without it, software and platforms just aggregate information that might be correct and might help a rep find the next best buyer. Businesses need a clean, complete, and actionable data asset to inform engagement and drive intelligent automated workflows that increase sales efficiencies and close more deals.

Data 52

Data Company Lead Rank Lead Scoring 52

SugarCRM

SEPTEMBER 9, 2021

Most B2B buyers are already 57% of the way through the buying process before meeting with a sales rep for the first time. People are more curious and search for answers before getting in touch with sales, impatient, and have greater expectations than ever before. Knowing that 68% of B2B customers prefer to research independently online , you need to prepare yourself with a seamless and effortless experience for your prospects.

Lead Rank 48

Lead Rank Prospecting Lead Scoring Sales Qualified Lead 48

Braveheart Sales

SEPTEMBER 9, 2021

Tell me, ever hear a salesperson say something like this: “Just had a great meeting. I think there is going to be $100,000 ( or $10,000 or $1MM) of business there!”. Yet somehow that great meeting never turns into any business. Well, you are not alone and as a sales leader I have some ideas to help you help your sales team. The Cause: Salespeople are generally optimistic in nature.

Sales Qualified Lead 40

Sales Qualified Lead Intent Face-to-face Call-back 40

Mereo

SEPTEMBER 9, 2021

In April 2020, I had written on an idea about “ Revenue Rebound ” in a post-Covid future. Now in mid 2021, the disruptions continue — and selling organizations remain in this flux of fluid selling environments. Navigating these environments internally and externally can be a major point of stress and challenge for executives. But we are here to help with some research insights we have been keeping tabs on, some anecdotes our clients have shared, and first-hand experiences we at Mereo LLC too are

Sales Cycle 41

Sales Cycle Face-to-face Buyer Persona Call-back 41

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

SocialSellinator

SEPTEMBER 9, 2021

Facebook is one of the most popular social networking sites. It currently has over 2.89 billion monthly users, and there are no signs that this number will decrease any time soon. As a result, Facebook has been an excellent platform for business owners and companies alike to promote their products and services because it allows them to connect with millions of people at once.

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Paid Content Facebook Advertising Advertising 98

Gong.io

SEPTEMBER 9, 2021

This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you win more deals. Subscribe here and follow me to read upcoming research. “It’s about stakeholders. You have to get wide when you sell into organizations with 2,000+ employees.” .

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Closing Data How To Sports 162

Pipeliner

SEPTEMBER 9, 2021

Continuing our series on Pipeliner concepts, let’s now look its completely unique product and price lists feature. Pipeliner is the only CRM offering that allows you to create an extremely flexible product list—one in which you can attach products to different pipelines and product lines. Categories. To start with, you need to create product categories into which all of your products fall.

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Pipeline CRM Engineering Course 98

Lessonly

SEPTEMBER 9, 2021

I love writing down the lessons I learn. I can spend ten hours with a single thought, working out the words, enjoying every edit. And when I’m done, the lesson is there for me to revisit anytime. My new book To See It, Be It is a collection of lessons I’ve written over the years—25 little notes that mean a lot to me. When I practice the ideas in this book, I am calmer, more creative, and more compassionate.

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Pipeliner

SEPTEMBER 9, 2021

After recruiting for 25 years, there is no question that the past 18 months have been the most challenging any of us have ever experienced. Candidates as well as managers have dealt with a myriad of obstacles in achieving their business objectives, ranging from having the market for their product or services entirely fall out, to having dramatically increased demand and a lack of qualified workers & supply chain issues.

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Objections Marketing Company How To 98