People.ai
AUGUST 14, 2018
Sales forecasting, simply put, is the process of estimating future sales. But, sales forecasting is both an art and a science. If you go too low, your stakeholders will panic, and if you go too high, your sales teams are likely to massage the numbers and “sandbag deals.” Furthermore, when you consider that a company’s leadership leverages sales forecasts to predict hiring needs, cash flow.
The Pipeline
AUGUST 14, 2018
By Tibor Shanto. A sales process is a document that attempts to bring a roadmap, some objective order to an otherwise all too subjective affair. It is not a divine document passed on to Chuck Heston by a white-bearded guy or your VP of Sales. Following the process blindly is not a recipe for success. I know many of you are shaking your heads saying “duh, we know that Tibor.
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The Center for Sales Strategy
AUGUST 14, 2018
People crave feedback. We want to know if what we are doing is good, bad, or just plain ugly. It starts when we are little kids. We all desperately wanted our parent's attention. We wanted them to "watch us" run fast, jump high, or sing a song. We wanted them to be proud of us, but also to give us feedback. Were we doing it "right?" How can we do it better?
The Sales Heretic
AUGUST 14, 2018
If you saw that title and clicked over here to see if you might be treating your salespeople too well, I can guarantee you—you aren’t. In fact, you probably don’t treat your salespeople well enough. Your salespeople are among the most important employees in your company. If money is the life blood of a business, [.].
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.
SBI Growth
AUGUST 14, 2018
Getting Ahead in Your Sales Enablement Role. You’ve just been promoted to be the new Head of Sales Enablement. Now you’re tasked to take over a function that once belonged to marketing. Your organization has veered into a content driven account.
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Understanding the Sales Force
AUGUST 14, 2018
SBI
AUGUST 14, 2018
“I’m a salesperson by training and by enthusiasm,” says Nancy Nardin, founder of Smart Selling Tools and co-founder of Vendor Neutral. “I believe in sales, I love salespeople, I love the art of selling. It’s difficult and anyone who can get up in the morning and face rejection time after time is a superstar in my book.”. These days, Nardin’s love for salespeople translates to helping their organizations identify and implement the right sales technologies to support their work.
Smooth Sale
AUGUST 14, 2018
Attract the Right Job or Clientele: Looking forward to a long weekend in New York, we hurriedly parked the car to catch the Metro to catch the bus. In a frenzy, I unwittingly dropped my phone. Thankfully, it fell on the floor of the vehicle located in a dark spot of the garage. On the Metro, I realized my faux pas. The choice of whether to worry or enjoy the weekend in full was mine.
Jeff Shore
AUGUST 14, 2018
By Ryan Taft. The older I get, the more I realize how important time is. Specifically, I am more aware of what I am, and am not, accomplishing. If you ask my wife she would tell you that I am always planning, scheduling and attempting to figure out how to maximize every moment to be my most productive self. Of course, I fail at this fairly often. And…there are a few things I have figured out that have yielded fantastic results. ?
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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.
Pipeliner
AUGUST 14, 2018
Nailing the Art of Cold Calling with Catherine Brinkman. What comes to mind when you hear the word “cold calling?” Some people might think of cold calling as an outdated method of prospecting, where salespeople make their way down a list of numbers, trying to engage customers they know nothing about in a conversation. The reality of cold calling in today’s selling era is very different.
Gong.io
AUGUST 14, 2018
In Michael Porter’s seminal book Competitive Strategy, he highlights three competitive advantage strategies: Cost leadership. Focus. Differentiation. Cost leadership is for the “Amazons of the world.”. Their economies of scale allow them to reap insane profits despite charging razor thin prices. They “make it up in volume.”. Focus is for companies that narrow in on a niche.
Pipeliner
AUGUST 14, 2018
Go Digital to Go Global: How to Survive in Today’s Globalization of Commerce. It cannot be overstated that the adoption of technology is the only way to survive in today’s globalization of commerce. Here is a great quote that says it all: “Digital is the main reason just over half of the companies on the Fortune 500 have disappeared since the year 2000.”. –Pierre Nanterme, CEO of Accenture.
SalesLoft
AUGUST 14, 2018
It’s Friday night, and you’re enjoying a meal at a nice restaurant when suddenly you run into an old friend from college. You make small talk, reminisce about the past, and at the end of the conversation you both promise to “keep in touch.” How many of us actually keep that promise? Our busy schedules make “keeping in touch” a challenge, especially over an extended period.
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.
Sales Hacker
AUGUST 14, 2018
This final part of the 5-part sales coaching series focuses on coaching for sales success. Part 5 Overview: Commitments vs. Conversations. Coaching vs. Conversations. Salespeople Stay Where They Are Celebrated, Not Tolerated. Use Follow-Up Meetings to Calibrate Your Rep’s Strengths. The Coachability Quadrants. The 8 Types of Salespeople in EVERY B2B Team.
BrainShark
AUGUST 14, 2018
Continuous learning is a key concept for sellers, who must stay on top of the latest product releases, competitive intelligence and market insights.
Sales Hacker
AUGUST 14, 2018
Tune in to for expert tips on managing the sales negotiation process with Chris Voss , renowned author, and negotiation expert. Check out our previous episode here: PODCAST 19: How to Become a Best-in-Class VP of Sales by 25. What You’ll Learn. What the definition of a successful negotiation is. How to steer into objections to uncover real potential.
Sales Evangelist
AUGUST 14, 2018
Christie Walters believes that sales is an act of service. She defines coaching as the secret sauce for all top performers. Coaches take on different forms, and Christie believes that the best coaches operate from the performer’s perspective rather than their own. On today’s episode of The Sales Evangelist, Christie Walters, co-host of the podcast […] The post TSE 898: What Role Does A Sales Coach Play In A Growing Organization?
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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
criteria for success
AUGUST 14, 2018
Tired of having a boring sales team meeting every week? Here are 5 innovative ideas for running a sales team meeting that motivate your salespeople to perform at higher levels. 5 Innovative Sales Team Meeting Ideas for an All-Star Sales Team 1. Start with an icebreaker One person chosen in advance starts the meeting with [ ] The post 5 Innovative Sales Team Meeting Ideas for an All-Star Sales Team appeared first on Criteria for Success.
Selling Fearlessly
AUGUST 14, 2018
A key component of effective target marketing involves developing deep insight into the decision-making process influencing how your customers make their purchasing choices. For organizations working with diverse customer needs, moving your prospects from, “I’m interested,” to “I’ll buy,” is a highly complex process. What is significant and how this will impact each of your […].
Selling Energy
AUGUST 14, 2018
It’s crucial to learn what your prospect needs from you before he or she is willing to buy.
Hubspot Sales
AUGUST 14, 2018
Psychology of Choice. Choice is our ability to make decisions when presented with two or more options. The psychology of choice explores why we subconsciously make the decisions we do, what motivates those decisions, and what needs these decisions are meant to satisfy. I don't know about you, but I get stressed when someone asks me what I want for lunch.
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.
Hyper-Connected Selling
AUGUST 14, 2018
An early mentor once described sales as a “transfer of confidence from you to your potential client” So what should you do when you can’t find your confidence? Even worse, what if deep down you think that you’re a fraud and that everyone is just about to figure that out? Feeling Like a Fraud When Selling. At its core, impostor syndrome reflects a lack of confidence in yourself and your abilities.
SaaStr - Sales Strategy
AUGUST 14, 2018
Back in June, Heresy CEO and Co-Founder Dimitar Stanimiroff (formerly EMEA Sales Director at Stack Overflow) spoke to our Europa audience about the impact of high attrition within a SaaS sales team, and the importance of building and scaling an agile sales organization. Hear his advice first-hand for how to make your sales team more agile by checking out the full session video and transcript below!
Lessonly
AUGUST 14, 2018
One of the greatest advantages of software is the ability to build a tech stack. This ability enables completely different pieces of software, related in their use, to work together—creating a better outcome than what could’ve been achieved alone. It’s a unique and cherished facet of our industry. That’s why, this month, we decided to focus on our partnerships and build two brand new integrations and make improvements to an important one. .
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