Sales 2.0
MAY 16, 2017
I had the opportunity to be a buyer of some B2B services a couple of months ago. The seller in this case was begging us to waste a lot of his time. He kept contacting me and the other decision-makers asking to send us a proposal but there’s one major problem – he did not get us interested in his product in the first place ! It’s odd to me that so many sales people (and business owners) want to send out proposals.
Pointclear
MAY 16, 2017
When it comes time to exploring how you can increase lead generation ROI, that is, produce better leads more cost effectively, move "technology" to the bottom your to-do list. Technology is great at automating best practices, but you have to have them in place first. So start by engineering your processes to focus on lead quality not quantity. Then implement the workflow that encourages both sales and marketing to be acccountable for their role in revenue generation.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
DiscoverOrg Sales
MAY 16, 2017
Welcome to today’s Whiteboard Wednesday. I’m Steve Bryerton, Vice President of sales here at DiscoverOrg, to talk about how to bookend your demo in order to create a sense of urgency and commitment from your prospects. I often hear from account executives that they get stuck in a long, drawn out sells cycle with no commitment or no next steps from their prospects.
MTD Sales Training
MAY 16, 2017
The Correct Way to Offer a Discount: The Proper Price Drop. “How do you effectively reduce your price to help you close the sale?”. Reducing your price, offering discounts or “price dropping” is an extremely delicate issue requiring skill, practice and a strategy that when done right can do wonders for your business and career. However, reducing your price incorrectly will result in lost sales, trust, credibility and a truckload of income.
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
MAY 16, 2017
Today’s show is focused on choosing the right channels to go to market. Business to business buyers are rapidly changing as their preferences to engage their vendors are evolving. Buyer preferences for 1-to-1 interactions are changing. Major shifts to eCommerce and SaaS.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
A Sales Guy
MAY 16, 2017
You can’t get too far from the social media experts who tell you to, hustle, grind, put in the work, just do it. It’s a pretty popular message and it makes sense. You can’t finish unless you start. But, doing isn’t has hard as keep doing. It’s easy to write a blog post, it’s not easy to write one every day for a week or a year.
Sales Training Connection
MAY 16, 2017
Sales teams – more people with “sales antennae up” = more wins. The investment required to make a sale is lower when selling to existing customers versus new customers. In the former, there is a relationship in place and you have extensive knowledge of the customer – including challenges, how they operate, and their decision process.
Customer Centric Selling
MAY 16, 2017
Sales Tips: How to Establish Urgency with Your Prospects and Accelerate Buying Decisions. By John Holland, Chief Content Officer, CustomerCentric Selling®.
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.
SalesProInsider
MAY 16, 2017
I recently found myself in a sales situation that brought back memories of a sale I am not proud of. In fact, I am quite embarrassed. Yet if we’re smart, we can learn from mistakes, can’t we? And big mistakes can lead to really big lessons, can’t they? So you never ever ever make the same stupid mistake I did, read on. Years ago I built a relationship with a buyer…a manager of a district branch with 475 other branches throughout the US.
Bigtincan
MAY 16, 2017
This article originally appeared in Business2Community Sales teams are the lifeblood of business. Whether sitting in an inside sales call center, meeting customers in a B2B situation or a hybrid rep working from a home office – no matter how much the internet influences buyers, without a sales person guiding a prospect through the purchase […].
Mindtickle
MAY 16, 2017
It’s no secret that every company has a unique take on sales enablement – and G5 is no different. In this 20-minute interview, Wolber and Crepeau outline: The role of sales enablement at G5. How to lay the foundation for a new sales enablement team. Key goals a new sales enablement team should focus on. KPI’s and success metrics that matter. To download or subscribe to the Sales Excellence podcast login to.
Sales Gravy
MAY 16, 2017
Sales Gravy recently had the opportunity to speak with Kevin Davis, author of the brand new book and online sales training program, The Sales Manager's Guide to Greatness.
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.
Mindtickle
MAY 16, 2017
This post is based on a webinar where Stephen Hallowell, VP of Sales Enablement at MuleSoft discusses why companies should invest in sales coaching. MuleSoft is a leading high-growth technology company that focuses on application integration under one platform. With over 800 employees and over 1000 enterprise customers across 60 countries, MuleSoft has had astounding growth.
Sales Gravy
MAY 16, 2017
My family taught me Midwestern values that prioritize humility and hard work. My grandpa kept his head down, mowed the lawn every Saturday until the year before he died, worked hard and supported his family. My mom and dad did the same.
Mindtickle
MAY 16, 2017
This post is based on a webinar where Stephen Hallowell, VP of Sales Enablement at MuleSoft discusses why companies should invest in sales coaching. MuleSoft is a leading high-growth technology company that focuses on application integration under one platform. With over 800 employees and over 1000 enterprise customers across 60 countries, MuleSoft has had astounding growth.
Product Management University
MAY 16, 2017
To this day, white papers are still largely viewed as more educational than propaganda. For all the white papers produced, many B2B organizations fail to get the maximum marketing value for their efforts. The Playbook: White Papers 101. There are a multitude of approaches to solving any problem. A white paper in its most basic form educates prospective customers on your approach to addressing an issue without making a direct sales pitch.
Advertisement
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
SalesHandy
MAY 16, 2017
Cold email outreach is hard, and the act of sales itself goes against the grain of the average Joe’s comfort zone. Hence, looking out for pointers to write an effective Business email for a cold email outreach is natural. Traditional sales calls, in-person meets, and meeting strangers are all out of the comfort zone too. Salespeople, however, make it an integral part of their career.
SalesHandy
MAY 16, 2017
Cold email outreach is hard, and the act of sales itself goes against the grain of the average Joe’s comfort zone. Hence, looking out for pointers to write an effective Business email for a cold email outreach is natural. Traditional sales calls, in-person meets, and meeting strangers are all out of the comfort zone too. Salespeople, however, make it an integral part of their career.
Expert insights. Personalized for you.
150 
Let's personalize your content