Tue.May 21, 2019

Why Pipeline Review Is Vital to Publicly Traded Companies

Sales Benchmark Index

High Stakes and High Visibility. Just when have we engaged with the client, the quarterly earnings hit the street. It wasn’t pretty. Expectations of strong revenue growth vaporized into questions of long-term viability. The CEO, who previously trusted sales forecasts, blamed.

Exhibit Something Different

The Pipeline

By Tibor Shanto. Most trade shows I attend, I do so to prospect, not as an exhibitor. Organizers kindly line up prospect in neat little stalls, one after the other. A couple weeks back I went to an event where I was indeed interested in what they were displaying and selling.

Want to Increase Renewals from Customers? Build This.

The Center for Sales Strategy

Selling a new target account is not an easy task. Many things have to fall in place—here’s a list of some of the obstacles: Selecting a quality prospect. Developing the trust of the prospect. Getting an appointment. Conducting a needs analysis that leads to an opportunity (and cash).

10 Things You Can Do to Prospect Faster

The Sales Hunter

We all wish every lead turned into a great prospect and in less time. You probably also want it all to take you less time than it takes to decide what you want to eat for lunch. That would be the greatest customer, right? Yes, in a perfect world, that could happen.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

How I Prospect Every Day

John Barrows

I always refer to myself as a sales rep who happens to train rather than a trainer who happens to sell. While the days of making 400 cold calls a week (and they were truly cold calls) are over, I still prospect every single day to keep a big fat pipeline.

More Trending

Transforming Sales: Buyers are Telling us What They Expect and That Will Continue

Smart Selling Tools

Transforming Sales: Buyers are Telling us What They Expect and That Will Continue. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Melody Astley , VP of Sales for Finlistics Solutions.

Buyer 122

Total Addressable Market: A Practical Guide to Crunching the Numbers


If you’re an angler, you might be interested to know that the newest estimates say there are about 3,5 trillion fish currently living in the world ocean. If you’re a salesperson, you probably don’t care about things like how many salmons there are in the Pacific Ocean.

12 Free Sales Excel Templates For Tracking Your Pipeline, Activities & Performance

Sales Hacker

Why are we giving away this library of free sales excel templates? New sales technology dominates the headlines these days. The sales tech landscape reported 700+ new players in SaaS. Optimizing your sales process with automation continues to be a red hot trend. But remember good old Microsoft Excel?

How To Sell To Highly Informed Customers With Ease


Whether you need to learn how to sell a car, how to sell on eBay, or how to sell books on Amazon, this article can help you learn how to sell to even the most knowledgeable of customers online or off. RELATED: 7 Sales Techniques That Actually Work In this article: Tip #1: Know the […].

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

My Best Advice on How Not to Be a Commodity

Anthony Iannarino

There will be very few who will follow the idea in this post. Most will ignore the directive I recommend here, doing exactly the opposite, believing it both wiser and more efficient.

Shhh: The Secret to Closing More Deals

Miller Heiman Group

It may seem counterintuitive to think that the secret sauce to winning deals isn’t something you do or say—rather, it’s silence. But ask any competent journalist how to get a great interview, and you’ll learn that the key is what you don’t say: the pause while you wait for a reply. Give the person you’re speaking with the chance to fill the void, and you’re likely to learn something invaluable that they may not have told you otherwise. This doesn’t always come easily; silence can feel awkward.

Evergreen Content: Do You Really Need it?

Connext Digital

How much content can you post on your blog? The answer is “A lot!”. However, this doesn’t mean that any content is good content. And what about timing? You need your content to be seen by many, to be taken into account. Which means that it needs to be following some trends, right? Wrong!

The Pipeliner CRM Unique Selling Proposition: “Is the Trend Your Friend?”


Can you bet on a trend? Just look at the financial markets over the last week or so. Not long ago Uber was part of the biggest trend happening—but if you owned shares in Uber in the last few days, you’re wringing your hands in exasperation as Uber shares lost 20 to 25 percent of their value.

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

May 2019 B2B Blog Post Round-Up


Welcome to the May edition of the ZoomInfo B2B Blog Post Round-Up series. For those of you who are new to this series, we use each monthly round-up to feature content created by the ZoomInfo writers for outside publications.

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How to Increase Your Sales through AI


There is a huge buzz about AI (artificial intelligence) in the business world. The technology promises to deliver accurate and honest insights that can help businesses in multiple fields including customer service and sales.

7 Forces for Driving Transformation in Sales

Smart Selling Tools

7 Forces for Driving Transformation in Sales. Buyers today are experiencing information overload. Emails. Tweets. Posts. Phone Calls. Around the clock, they come across countless posts on social media. They see ads targeted to them everywhere they go online.

eBook 81

How To Recruit The Best People


Surrounding Yourself with Superstars. Finding top talent is a problem for a lot of companies for multiple reasons. Frank Pacetta, internationally renowned motivational speaker, author, and sales executive, believes organizations and their cultures can and should be like a great sports team or family.

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

A Day in the Life of an Account Executive

Sales Hacker

What Does an Account Executive Do? An Account Executive (AE) is responsible both for serving the account needs of existing customers, and closing new deals. They typically have a revenue target, and are paid commissions on each sale they close.

Mediafly Unveils New Sales Enablement Platform Experience for the Future of Evolved Selling™

Smart Selling Tools

Mediafly Unveils New Sales Enablement Platform Experience for the Future of Evolved Selling™. Mediafly’s release includes three new capabilities: Mediafly Workspaces, Story Mapper and Tool Builder.

Motivating Your Customers to Call You Back

Paul Cherry's Top Sales Techniques

A salesperson asks me, “I’m so frustrated, how do you create a voicemail that forces my customer to call me back?” The answer is, you don’t. You can’t force customers to return your sales calls. The best you can do is appeal to their motives.

5 Fool-Proof Ways to Improve Your Sales Pitch for a Buyer-Driven World


Selling isn’t easy, especially given the changes happening in the space. As sales become more conversational and relationship-driven, it’s important to make sure that your sales pitch is designed with the actual customer in mind.

Buyer 99

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

Sales Knowledge Playbook: Fast-Tracking Your Content Request


It happens; sometimes you just need new content. Whether it’s an updated deck, a new infographic, or a conversation-generating blog post aimed at one prospect in particular, you already know what you need to increase your win rate.

6 Myths About Sales Engagement Technology


Companies are spending more than ever before on technology, but fewer reps are hitting quota (Forbes tells us only 53% of reps hit quota , for example). This is the worst nightmare of anyone managing a sales tech stack.

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Five Things to Cover During One-on-One Sales Meetings

Sandler Training

Many managers are surprised to hear us suggest that it’s important to meet one-on-one with every salesperson on staff at least every other week. Some even say it’s impossible! But it’s not. If you keep the meetings brief .

5 Questions to Prevent Sales Rejection

Selling Energy

Rejection is something that every sales professional faces throughout their career. There are some things you can do to prevent it. The first step is due diligence. When you have a conversation with your prospect there are certain ways to figure out if they’re on the fence.

Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

Customers Are Irresponsible When They Don’t Answer Our Prospecting Calls!

Partners in Excellence

I’m following a fascinating discussion in LinkedIn. You should read it here. The author makes a fair point that executives must constantly look for opportunities to learn, improve, and grow their businesses. He poses the premise they should do this by answering every prospecting call they get–since sales people presenting their solutions will give the customer insights and ideas to improve their business.

Gen Z Sales Trends You Need to Know About

Frontline Selling

New Gen Z Sales Trends You Need to Know About Generation Z is quickly becoming the biggest generation of consumers and by 2020 will account for 40% of consumer shopping. The post Gen Z Sales Trends You Need to Know About appeared first on FRONTLINE Selling. General

Are You Savvy About Entertaining Clients?

Smooth Sale

Attract the Right Job or Clientele . Lunch had me wondering if the guests were at all savvy about entertaining clients. A group of women agreed to meet at a historic location. While the ambiance of the restaurant is charming, the persona of some of the guests was not.