Connect2Sell

JUNE 13, 2018

This is a message for sellers who sometimes feel like they have to set their own values and standards aside in order to do the work of selling. What you need is a Sales Philosophy.

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Sales Sales Leadership 201

Xactly

JUNE 13, 2018

Effective territory design is the basis of strategic sales planning. Balanced territories allow you to set fair quotas, which have a huge impact on your incentive compensation and success of your salesforce. Ultimately, if your sales territories aren’t optimized, you hinder sales reps’ motivation and performance. The Effect of Bad Territory Planning on Sales Performance.

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Territories Travel Webinar Metrics How To 49

Sales and Marketing Management

JUNE 13, 2018

Author: Adam Boggs and Andrew Dornon Ironically, the engineering advantages that distinguish many technology firms in the marketplace can be one of the biggest detriments to selling. Whether companies operate as innovators in their respective technology fields who drive the marketplace (technology leaders) or focus and develop in a specific niche market (focused players), tech organizations can get bogged down by these advantages without having defined sales processes, leading to struggles with

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Epicor Company Scale Lead Rank 180

DiscoverOrg Sales

JUNE 13, 2018

“When I first started at DiscoverOrg two years ago, I joined a group of six other Sales Development Reps (SDRs). We were all green to the role and new to sales in general. We had a team lead, whose job was daily cheerleading – but the role of ‘manager’ on the Inbound team didn’t exist.” This is a story we tell to all new hires , to show how quickly we have grown and how far we’ve come.

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Lead Rank Inbound Lead Scoring Sales Qualified Lead 276

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.

Sales

Zoominfo

JUNE 13, 2018

Social media has completely transformed the way people interact with each other—including the way sales professionals interact with customers and prospects. Social selling is one of the hottest trends in the business world, yet many sales professionals remain skeptical of its effectiveness. But, take one look at these statistics and you’ll see that social selling produces serious results ( source ): 78% of salespeople using social media outperform their peers.

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Social Selling Social Media Channels Media 244

Close.io

JUNE 13, 2018

If your sales process relies heavily on cold emailing or calling prospects, the new European General Data Protection Regulation (GDPR) isn’t great news for you. At its most basic, the GDPR changes the way outbound sales teams can collect and use personal data like email addresses, names, and other info about prospects. So, whether you buy lists of leads to fill out your pipeline, scrape prospects from LinkedIn, or automatically add new inbound contacts to your sales funnel, the sales strategies

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Top of Funnel Cold Calling Outbound Inbound 130

Jeff Shore

JUNE 13, 2018

In This Episode of The Buyer’s Mind with Jeff Shore: Jeff C West, author of The Unexpected Tour Guide, talks with Jeff about the importance of persistence. When a sales professional first starts in this business of sales, there are lots of things you don’t know. Learning how to connect with your customer’s emotions is one of the more important lessons.

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Insurance Insurance Banking Travel 115

Membrain

JUNE 13, 2018

When I meet sales leaders for the first time, one of the questions I usually ask is, “Who is your top salesperson?” Very often, the answer is the name of a woman.

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Meeting Analytics Sales Sales Management 99

Alice Heiman

JUNE 13, 2018

Working to improve sales at small companies is always challenging. Every company leader I work with wants rapid, exponential growth. It’s not that exponential growth isn’t possible, but there’s a lot of change that needs to happen and few resources to make it happen with. Many of the company leaders I work with want to get sales off their plate.

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Sales Cycle Sales Process Sales Resources 93

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

Competition

Xvoyant

JUNE 13, 2018

I speak with Sales Leaders around the world every day. Some are large global organizations, and others are young companies that are making their mark. Regardless of size, industry, or growth rate, I have found that most organizations ask their leaders to conduct 1:1s with each rep.

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Industry Company Conversion Sales Coaching 90

Frontline Selling

JUNE 13, 2018

If there’s one frustrating thing about LinkedIn, it’s keeping up with all the changes. The PTB (powers that be) who run the platform are consistently trying to improve it, so. The post The New LinkedIn Profile… Again appeared first on FRONTLINE Selling.

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LinkedIn Up-Sell 94

John Barrows

JUNE 13, 2018

As most of you know I’m not a huge fan of templated e-mail cadences but I do appreciate creating efficiencies throughout the sales process and adding structure where appropriate. One area in which we can add structure to is how we follow up with a prospective client after a good discovery call. Too many of us don’t have a process and end up ‘touching base’ and ‘checking in’ until the frustration kicks in and we start doing some unnatural things to get a response.

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Follow-up Call-back Objections Training 74

RAIN Group

JUNE 13, 2018

With more sales going through purchasing departments, you're bound to face price pressure on almost every opportunity. They'll expect you to discount. Nearly all organizations negotiate or discount their stated list price to some extent. In fact, in our Top-Performing Sales Organization study, we asked about the frequency in which companies discount.

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Discount Face-to-face Negotiation How To 88

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.

Sales

Hubspot Sales

JUNE 13, 2018

A large part of any sales training program -- no matter the methodology or approach -- is learning a specific set of questions sellers use to: Engage customers in a conversation. Identify customers’ needs. Elicit a specific response. Demonstrate value. Move the conversation forward. And new sellers, in particular, spend countless hours learning, rehearsing, and ultimately asking those questions, seeking to sharpen their skills with each round of customer conversations.

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Guarantee Conversion ACT Research 82

Sales Manager Now

JUNE 13, 2018

Every now and then a boost in sales is called for. At times, you’re “feeling it”, and setting a new personal record might be up for grabs. Maybe you’re behind on sales and something needs to turn around. The normal… The post How to Pull Off a Sales Boost appeared first on Sales Manager Now.

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How To Sales Sales Management 60

Force Management: The Seller's Command Center

JUNE 13, 2018

Discovery is the most important part of the sales process. This is where you lay the groundwork for all future interactions with the client and build a relationship that will provide value over the long term. Some salespeople have a tendency to rush the discovery process, anxiously trying to get the order. Pushing the process leads to bad habits. Instead, focus yourself on being more efficient in uncovering key business issues that lead to great deals.

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Strategy Lead Rank Lead Scoring Leads 69

Sales Hacker

JUNE 13, 2018

It might be scary to think that closing calls are out of your control, but it is and we have the data to prove it. Below are our top phone sales closing tips from 1M sales calls. . “Always be closing.” The phrase is so popular in sales that it’s practically the industry’s unofficial motto. But what if everything you know about closing is all wrong? What if by the time your deal is “late stage,” its fate has already been sealed?

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Closing Sales Cycle Cold Calling Pivotal 68

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.

Account Based Marketing

Miller Heiman Group

JUNE 13, 2018

In our last post , we explored data from the CSO Insights 2018 Buyer Preferences Study , which confirms that buyers are engaging salespeople later and later in the sales process. Thankfully, our data also shows that buyers don’t actually want to cut salespeople out of the buying cycle. However, due to new technology and the abundance of readily available information, salespeople are becoming less relevant in the early stages of the buying process.

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Buyer Top of Funnel Study Decision Maker 63

Partners in Excellence

JUNE 13, 2018

So much of the conversation we see in selling is on enabling the sales person (not just limited to the sales enablement function). Millions/Billions are invested in sales tools, training, content, and programs. We structure organizations “to optimize” performance, creating specialist roles so sales people don’t have to manage the whole process.

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Lead Rank Lead Scoring Leads Marketing Qualified Lead 56

The Center for Sales Strategy

JUNE 13, 2018

Recently, I shared a blog post called 10 Social Media Best Practices for Salespeople , and I wanted to expand on a few of them specifically related to how you can put these best practices into play on LinkedIn. I’ve gathered some specific examples from our team of experts, so check out the previous post here , then read on for actionable steps you can take in one hour or less of your time, to enhance your LinkedIn social selling efforts.

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Social Media Social Selling LinkedIn Media 54

Pipeliner

JUNE 13, 2018

Matthew McDarby has been a long time contributor to SalesPOP!, and is absolutely deserving of being this month’s spotlight contributor. He is the Managing Director of Specialized Sales Systems and founder of United Sales Resources. His contributions date back to SalesPOP!’s origins, in 2014 when he wrote Simple Rules for Leading Sales Teams in the Social Selling Era , which garnered a significant amount of views considering the magazine’s infancy.

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Lead Rank Cancellation Sports Coaching 58

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

Retail

Leading Results Rambings

JUNE 13, 2018

To many, out-of-office replies are annoying, sometimes because it’s another email to clutter up your inbox and sometimes because you really needed to contact that person and they’re unavailable. But auto-reply emails hold meaningful information that can aid your sales and marketing process – and build personal rapport.

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GoldMine Marketing Sales 52

Platinum Rules for Success

JUNE 13, 2018

Sales and marketing expert, Mark Sanborn, writes this week’s story, 10 Ways to Sell More. Mark offers readers 10 valuable tips to find potential clients, form client relationships, retain those relationships, and perhaps – most importantly – GROW those relationships into lasting and mutually beneficial partnerships. Be sure to take notes – if there was ever bulletin board material for ways to sell more, this is it!

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Call-back Selling Skills Lead Rank Lead Scoring 56

Igniting Sales Transformation

JUNE 13, 2018

My guest in this Conversations with Women in Sales episode is Melody Astley, VP of Sales at FinListics Solutions where they help sales and marketing organizations master Insight-led Selling and build financial and business skills that last a career. Our conversation focused on how to build strong and meaningful customer relationships. I felt this was a good topic because if all you’ve got as a salesperson is a check in now and again saying “we haven’t talked in a while, how’s it going, you could

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Microsoft Customer Travel Twitter 51

Close

JUNE 13, 2018

If your sales process relies heavily on cold emailing or calling prospects, the new European General Data Protection Regulation (GDPR) isn’t great news for you.

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Data Sales Sales Process Prospecting 52

Advertiser: ZoomInfo

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

Account Based Marketing

Babette Ten Haken

JUNE 13, 2018

H ow do you feel about the phrase: professional recalibration ? The definition of recalibration is scientific. Recalibration involves making small changes to a device that measures something, in order to assure that the measurements are accurate. How accurately do you perceive your professional worth to your company and clients? Is it time for professional recalibration?

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SME Exercises Retention Pivotal 48

Selling Power

JUNE 13, 2018

For strategic accounts, the last-mile analysis is what demonstrates the value in all your customer and market intelligence investments.

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Account Analysis How To Marketing 48

Sales Evangelist

JUNE 13, 2018

Sometimes, rules survive long enough to become folklore. We adopted them as our own even if they aren’t necessarily good for us. As sales professionals, we must break the rules. Today on The Sales Evangelist, we discuss the importance of taking educated, calculated risks in order to improve our process. I’ll tell you about a risk […] The post TSE 852: Break The Rules…Take A Risk!

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