Jill Konrath
APRIL 5, 2018
When Todd called me, he was worried. His company was growing. Over the past few years, they'd steadily acquired their toughest competitors. They were now the dominant player in a fragmented market, setting the benchmark against which all other vendors are compared. So what could possibly be going wrong? It turns out, a lot!
MTD Sales Training
APRIL 5, 2018
Episode 9 – 3 Brain Laws, Automobile University & A Quote From Zig Ziglar. This podcast includes: SThe 3 brain laws & how your buyers think. What is the “Automobile University”. An inspire me quote from Zig Ziglar. The post 3 Brain Laws, Automobile University & A Quote From Zig Ziglar appeared first on MTD Sales Training.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
A Sales Guy
APRIL 5, 2018
Lately, I’ve noticed somewhat of an unfortunate pattern taking hold in sales. Scratch that, the use of “lately” is misleading; the trend has been more or less obvious for years. Here’s the thing: salespeople don’t listen to learn. Say what?! Here, I’ll repeat myself – all while looking at YOU, sales pro: you’re not listening to your prospect to learn.
Hubspot Sales
APRIL 5, 2018
Whether or not you participate, we all know that Black Friday creates a painful sense of urgency in consumers that those of us in the non-retail world battle with constantly. And while thousands urgently indulge in Cyber Monday, we cringe every time a prospect responds with, "Can you get back to me in a month?". It's very likely that your prospect forgets your name by the time you reach out a month later.
Advertisement
A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.
Drift
APRIL 5, 2018
What do you think of when you hear people talk about artificial intelligence — robot overlords? The singularity? Or maybe… bots that take human jobs? While we probably don’t need to worry about the first two just yet, the third seems plausible. After all, we’ve already seen intelligent bots do things like book meetings with sales reps, and answer basic questions from website visitors.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales Hacker
APRIL 5, 2018
How to Sell Over the Phone: Rookie Mistakes to Avoid. 1) Not picking up on pain or interest signals. 2) Failing to recognize and overcome objections. 3) Losing control of the call. Let me ask you a question. Do you get excited when you receive a cold call ? What about when you have to call into your cable, internet or phone provider? The lack of coaching, amongst other factors, has directly contributed to a negative stigma with sales people to the point where we now prefer other methods of commu
Babette Ten Haken
APRIL 5, 2018
How many déjà vu customers do you serve – or attempt to serve? Go ahead. Take a head count of your customer base. You know who these customers are. They continue to do business with you, perhaps even with a gap of a few years in between. When you reconnect, it is just like old times. You are very comfortable in your knowledge of each other’s business.
The Center for Sales Strategy
APRIL 5, 2018
This article was originally published on Sales & Marketing Management. Sales leaders are responsible for more than closing deals. Teams depend on them to see the big picture, measure current strategies, and evaluate new opportunities. Sales diagnostics help leaders see their operations from all sides so they can identify bottlenecks and keep revenue climbing.
Xvoyant
APRIL 5, 2018
Xvoyant has created a landmark five-part series of coaching guides. We are excited to announce the release of the first two guides in the series! Over the past months we have been researching and curating these guides specifically for sales leaders, coaches, and teams. Each guide has been put together with the goal of helping sales leaders establish a strong coaching program.
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
Pipeliner
APRIL 5, 2018
Today’s internet age has turned us all into self-diagnosing doctors with medical degrees from Google. We can search out our symptoms and attempt to self-medicate, self-prescribe…perhaps even self-destruct. By the time we seek out actual medical assistance we’ve either driven ourselves into a tizzy about the “worst case scenario” that our symptoms might amount to, or we’ve managed to turn minor problems into major ones in trying to fix them ourselves.
Veelo
APRIL 5, 2018
After attending the Sales 3.0 Conference in San Francisco a few weeks ago, we arrived at some startling insights. No matter what type of business they’re in, a sense of frustration unites sales enablement professionals across the country. Everyone has ambitious sales goals, and executing the right sales enablement plan seems like the best way […].
SalesforLife
APRIL 5, 2018
With the rise in popularity of sales enablement, we can see that sales leaders are beginning to focus on evaluating their teams’ capabilities to meet the current year’s quota demands, as well as the increased demands that will follow in the next several years.
Sales Hacker
APRIL 5, 2018
The post Exclusive: How Drift Flipped Traditional Customer Acquisition on its Head (Part One) appeared first on Sales Hacker.
Advertisement
Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.
Pipeliner
APRIL 5, 2018
Verne Harnish, the author of Scaling Up and founder of both Gazelles and the Entrepreneurs Organization, once called me on the stage at the Fortune magazine Scaling Up Conference in Atlanta. The audience consisted of 1,000 growth-focused business leaders, and Verne asked me to share a sales tip with them. I took the microphone and considered which of my top tips might be the most valuable for this group.
Mindtickle
APRIL 5, 2018
In this. 17 minute. podcast Pat explains: How sales enablement has evolved over the past decade. How to turn around some disturbing trends in sales performance and productivity. The questions that can help sales enablement professionals focus on the right things at the right time. How to deal with sales tool fatigue. Pat Lynch has seen the evolution of sales enablement from several perspectives – in large companies like Xerox and FedEx and in research firm CSO Insights, to name a few.
Sales Hacker
APRIL 5, 2018
The post Exclusive: How Drift Flipped Traditional Customer Acquisition on its Head (Part Two) appeared first on Sales Hacker.
Anne Miller
APRIL 5, 2018
Technology changes (CRM). New crises arise (privacy and Facebook). Fashions change (ripped jeans). However, the ingredients for a winning presentation remain remarkably the same.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
Engage Selling
APRIL 5, 2018
Millennials in the professional world have been a hot topic for the past few years.
The ROI Guy
APRIL 5, 2018
When it comes to purchasing software, a significant 43% of your prospect's buying efforts were ad hoc, and not part of any established purchase plans. This according to Gartner’s latest research on tech buying trends. Regardless of whether a budgeted purchase or the decision was less planned, the research goes on to say that a hefty 1 out of every 3 purchases ends in no-decision.
DialSource
APRIL 5, 2018
The role of the Sales Development Representative continues to transform rapidly as technology advances, yet rather than making the SDR obsolete, advances have made the SDR’s role even more valuable over time. An SDR is often the first contact your business has with prospects, and in a world where we are surrounded by people and things demanding our attention, the SDR must stand out and continually hone their craft in order to prove their product’s value and leverage their career for the long ter
Sales Evangelist
APRIL 5, 2018
The Salesperson Paradox requires sales professionals to shift their focus from selling something to the customer to helping the customer solve a problem. Today on The Sales Evangelist, Douglas Vigliotti helps us understand how sales fundamentals can help us grow our business. As a strategic selling partner for small business owners, Vigliotti understands that businesses […] The post TSE 806: The Salesperson Paradox appeared first on The Sales Evangelist.
Advertisement
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.
Selling Fearlessly
APRIL 5, 2018
You cannot not communicate. Communication differentiates us from animals. We exchange meaning and respond to each other through dialogue. The most important process in any interaction is rapport. Rapport is responsiveness – you don’t have to ‘like’ the other person; it is something we do with another person. Remember that rapport is a process, not […].
No More Cold Calling
APRIL 5, 2018
Referral sales is personal … but it’s still business. I recently received the following email: “I finished your book on referral sales last night, and now I’m building my 100 names so that I can ask for introductions to a couple of decent sales reps with some experience selling to my market. I’m also going to ask my network if they know companies in this space.
John Barrows
APRIL 5, 2018
Be authentic and do what you feel is right, even if it means upsetting your boss. For millions of people, it’s the big dream: Join a small startup. Build it into a powerhouse. Get acquired by a massive corporation — and enter a whole new tax bracket. But all too often when dreams like that come true, they turn into nightmares. That’s what happened to me.
Zoominfo
APRIL 5, 2018
Most marketers operate under one primary goal– to generate leads for their business. But, if you work in marketing, you know not all leads convert into paying customers. So that begs the question: How do you determine which leads are most likely to become buyers? And, how can you optimize campaigns to generate better leads? Enter: lead scoring. Today we’re telling you everything there is to know about lead scoring – what it is, why it’s important, and how you can implement an effective lead scor
Advertiser: ZoomInfo
In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.
Sales and Marketing Management
APRIL 5, 2018
Author: Charles D. Brennan In his book “Lateral Thinking: Creativity Step by Step,” psychologist and philosopher Edward de Bono states that no matter what happens in a conversation, changing someone’s ideas can only occur when the conversation reaches a threshold of critical thinking. “Lateral thinking is concerned with breaking out of the concept prisons of old ideas,” the author states.
Hubspot Sales
APRIL 5, 2018
People Buy from People They Like Quote. “All things being equal, people do business with and refer business to those people they know, like, and trust.” --Bob Burg. I swear, every day I see some salesperson on LinkedIn say, “ What you missed is that in my 500 years of sales experience, people always buy from people. That will never change. ”. I was acutely reminded of this while looking back on a LinkedIn post I wrote a year ago, seeing comments like these: And while it might be true people ofte
SalesLoft
APRIL 5, 2018
As an Account Executive, how many times have you dreaded making a sales call, wondering if the prospect really wanted to hear from you? Sales is a tough job, but it can also be very rewarding. The latest surveys and research indicates that customer experience is the most significant differentiator these days. Customers expect their experience with a company to include Nordstrom-level service.
Expert insights. Personalized for you.
206 
Let's personalize your content