DiscoverOrg Sales

JANUARY 29, 2018

Notice: This is for discussion purposes only. DiscoverOrg is not qualified to provide legal advice of any kind and is not an authority on the interpretation of the GDPR or any other rule or regulation. To understand how the GDPR or any other law impacts you or your business, you should seek independent advice of qualified legal counsel. May 25, 2018 is a date on the minds of many sales and marketing professionals: the day the new General Data Protection Regulation (GDPR) goes into effect.

Data 215

Data Marketing Ideal Customer Profile B2B 215

Sales and Marketing Management

JANUARY 29, 2018

Author: Jeff Naeem We are inundated with people trying to contact us, and with so many choices we want to know the company and the person’s background before we consider doing business with them. That’s why referrals are so powerful. They are implied endorsements of someone’s quality and credibility. I always knew networking was a great avenue to develop business, but I never thought it could be nearly your entire sales strategy.

Networking 201

Networking Pipeline Referrals Face-to-face 201

SBI Growth

JANUARY 29, 2018

When a Sales team is asked why opportunities are lost, the top reasons include price, product functionality, and the amount of disruption created by switching. When the same folks are asked why deals are won, the top reasons include “they.

Marketing 180

Marketing Opportunity Analysis Buyer 180

Understanding the Sales Force

JANUARY 29, 2018

The economy is doing well, unnecessary regulations have been rolled back, the stock market is soaring, unemployment is low, consumer confidence is up, manufacturing has returned, companies are investing in the American economy, businesses are confident about the future and tax cuts are about to make paychecks bigger for about 90% of all Americans. What will consumers do with that extra money?

Consumer 163

Consumer Course Positioning Sales 163

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

Mr. Inside Sales

JANUARY 29, 2018

The week after my first session with my boss was very interesting. I took his advice and began asking myself if I could do a variety of things. Could I actually become the top producer at the company? Could I go back to school and get my PhD? Could I write a bestselling book? Could I get into ideal physical shape and run that marathon one day, and many other things.

Exercises 126

Exercises Hiring Call-back Face-to-face 126

Hubspot Sales

JANUARY 29, 2018

How do you feel when your phone rings and you realize you’re receiving a call from a salesperson? For most business people, it’s interruptive, annoying, and distracting. But if it’s your job to call prospects , you don’t have to fall into the category of “pesky sales rep.”. To kickstart a productive, professional conversation, you need a strong opening.

Prospecting 135

Prospecting Ideal Customer Profile Twitter Face-to-face 135

Fill the Funnel

JANUARY 29, 2018

Top performers in every industry are always upgrading their knowledge and sharpening their skills. This was historically done by reading books, listening to audio tapes and attending live seminars and conferences. Those are all still viable options but there is a new way to accomplish your learning goals – Online Learning. Online learning is blowing […].

Conference 112

Conference Funnel Top of Funnel Industry 112

Hubspot Sales

JANUARY 29, 2018

How to Be a Good Car Salesperson. Remember Names. Ask the Right Questions. Build Rapport. Listen Twice as Much as You Talk. Treat Every Customer Equally. Don't Disparage Other Dealers. Don't Be Pushy. Make Eye Contact. Avoid Untrustworthy Language. Discuss Price Last. Never Let Yourself Be Bored. Always Follow Up. Be the Last Face They See. Leave Bad Training Behind.

How To 127

How To Face-to-face Follow-up Consumer 127

InsightSquared

JANUARY 29, 2018

During a recent analysis of the available “operations” jobs on LinkedIn, we discovered a significant number of “revenue operations” jobs — 59,110 to be exact. It sparked the question, “Is revenue operations just another word for sales operations, or are the roles fundamentally different?”. We spoke to several operations professionals to help us better define revenue ops, and understand how the role fits into an organization relative to sales ops.

Sales Operations 109

Sales Operations Revenue Scale Demand Generation Agencies 109

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Sales

Pipeliner

JANUARY 29, 2018

It’s all about creating a customer base that is addicted to your organization. Addiction isn’t a casual interest or a take-it-or-leave it attitude. When customers are addicted to a particular organization they are “all in” as long as they continue to receive the value that converted them to raving fans in the first place. And their loyalty can even tolerate the infrequent disappointment.

Customer 86

Customer Hiring Policies Loyalty 86

SBI

JANUARY 29, 2018

Revegy gives enterprise sales organizations the tools needed to get, grow and retain deals from your large accounts. Revegy works with any CRM to give you a deeper understanding of the customer’s business and a way to plan and execute your sales strategy. Visit Revegy.

Video 69

Video Enterprise Enterprise Account 69

Sales Hacker

JANUARY 29, 2018

In this blueprint, we provide insights on how to structure your sales organization. The changes in SaaS require that we no longer look at salespeople as individual contributors, but rather a team that crosses disciplines, not just within sales but also across other parts of the organization such as marketing and product. The Winning By Design Blueprint Series provides practical advice for every part of a SaaS sales organization.

Scale 74

Scale Hiring Lead Rank How To 74

Partners in Excellence

JANUARY 29, 2018

How would you feel if you walked into a dentist’s office, and everyone in the office had terrible/rotting teeth? Would you hire a contractor whose tools are rusted or broken? Or a landscaper whose yard was filled with weeds and dead plants? Would you eat at a restaurant that is filthy and has rat traps in the corners? How we present ourselves is important to building credibility, confidence, and trust with our customers.

Hiring 52

Hiring Face-to-face Promotion System 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

The Center for Sales Strategy

JANUARY 29, 2018

Over the past couple of weeks, I have had several account managers ask me questions surrounding a digital client needs analysis. Everyone wanted to know those three or four questions that would magically give them everything they needed to put together a fool-proof digital solution. The truth is: there are no magical questions. There is nothing special about a digital client needs analysis.

Advertising 52

Advertising Advertising Analysis Competition 52

BrainShark

JANUARY 29, 2018

Use these 6 tips to create a sales kickoff event that will be a hit, not a miss.

Sales 62

Sales 62

Close

JANUARY 29, 2018

In hindsight, it sounds a little crazy deciding to create a virtual summit from scratch in less than just two months.

Marketing 52

Marketing 52

SalesforLife

JANUARY 29, 2018

Can sales pros hurt revenues by over selling?

Revenue 73

Revenue Sales Social Selling Sales Management 73

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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

Sales Evangelist

JANUARY 29, 2018

A sales manager role can cost a lot, so today I’m sharing five areas where sales managers typically have struggles as well as some insights you can apply to your own practice. 1. Not having a clear expectation When your sales team is just going in circles, without a clear direction as to where they’re […] The post TSE 757: 5 Mistakes Sales Managers Make and How to Fix Them appeared first on The Sales Evangelist.

Sales Management 40

Sales Management How To Sales 40

Product Management University

JANUARY 29, 2018

There are a lot of opinions on the definition of successful in product management. Is there one simple way to characterize the role of product management and what it takes to be successful? There are a thousand ways to characterize successful product management, but they all lead to one thing. When it’s all said and done, your products have to make the people who use them measurably better at what they do.

Lead Rank 40

Lead Rank Lead Scoring B2B Leads 40

OnePageCRM

JANUARY 29, 2018

Do you know how many prospects or customers you actually talked to face-to-face last year? It’s okay if you can only count these interactions, on one hand, you’re not alone! It’s that time of the year where we set new goals, try new business tactics and most importantly fill in our calendars with the must-attend sales conferences of 2018. Many sales reps are guilty of spending too much time behind a computer screen.

Conference 43

Conference Twitter Face-to-face Inbound 43

DataHug

JANUARY 29, 2018

Competition in the commercial telecom market is fiercer today than perhaps any time in history. The market itself has become overloaded with providers, all promising to offer the best and most cost-effective services available. As any commercial telecom sales rep… The post Selling Commercial Telecom? Here Are 4 Tips To Close Your Deals Faster appeared first on Datahug.

Closing 30

Closing Competition Marketing Sales 30

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

OnePageCRM

JANUARY 29, 2018

Do you know how many prospects or customers you actually talked to face-to-face last year? It’s okay if you can only count these interactions, on one hand, you’re not alone! It’s that time of the year where we set new goals, try new business tactics and most importantly fill in our calendars with the must-attend sales conferences of 2018. Many sales reps are guilty of spending too much time behind a computer screen.

Conference 28

Conference Twitter Face-to-face Inbound 28