MTD Sales Training

SEPTEMBER 20, 2017

Probably the most important skill to develop as a sales professional is the ability to communicate effectively with prospects and clients. There’s little doubt that spending your time improving your communication skills is time very well spent, and you’ll never perfect it; it’s one of those skills that will always enable you to improve your relationships with everyone you come into contact with.

Face-to-face 169

Face-to-face Intent Sales Course 169

Connect2Sell

SEPTEMBER 20, 2017

In sales, the competition can be energizing and, at the same time, it can be exhausting. The wrong kind of competition can negatively impact sales team performance. Competition – when it is appropriately directed – can also be motivating and spur everyone to greater achievements. But misguided competition can cause unhealthy conflict and disengagement.

Competition 120

Competition Motivation Sales 120

SBI Growth

SEPTEMBER 20, 2017

Strategy 245

Strategy Sales 245

Membrain

SEPTEMBER 20, 2017

Before I began the work that would eventually become Membrain, I was a part of, and built, sales organizations. I became intimately familiar with the unwieldy nature of most CRM implementations, including the industry-leading Salesforce CRM. I experienced firsthand the results of poor user adoption rates and low technology ROI–resulting in graveyards of information, instead of guidance for salespeople.

SalesForce 67

SalesForce ROI CRM Industry 67

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.

Sales Cycle

Hyper-Connected Selling

SEPTEMBER 20, 2017

We live in an information-soaked world right now. It used to be that articles were only found in magazines and newspapers, but now anyone (and any company) can start a blog and start writing. “Content marketing” has become a key tool for companies trying to capture shares on social media and better Google rankings through their articles.

Scale 68

Scale Video How To Social Media 68

SalesLoft

SEPTEMBER 20, 2017

Building personal relationships is crucial to sales success. But since every person you interact with is unique, the thought of catering your process to each potential buyer’s personality may seem overwhelming. Fortunately, people tend to fall into a limited number of personas based on common traits. Personas make it easier to understand your future customers, how they like to communicate, how they like to be sold to, and even the types of emails they respond to most.

Buyer Persona 52

Buyer Persona Sales Operations eBook Exact 52

Marc Wayshak

SEPTEMBER 20, 2017

The best salespeople out there follow these 5 powerful phone sales tips to crush their phone sales goals in today’s market. Learn them now to crush your sales goals over the phone. The post Phone Sales Tips – How to Sell on the Phone in Today’s Market appeared first on Sales Speaker Marc Wayshak.

Marketing 51

Marketing How To Sales Goal Sales 51

Velocify

SEPTEMBER 20, 2017

One of the biggest struggles today’s lenders have is shifting from a refi market to a purchase market. The purchase cycle timeline is quite a bit longer in comparison to refi – sometimes six months or more, depending on how prepared your borrower is to buy a home. As the borrower goes through the process of finding and purchasing a home, it’s important for the lender to stay engaged with the borrower – and with the borrower’s real estate agent.

Email Marketing 53

Email Marketing Marketing Real Estate Campaigns 53

Vainu

SEPTEMBER 20, 2017

As you might remember from our blog previously, we have an internal development program called Blacksmith. The aim is to shape the talent we have at Vainu and benchmark the way we work with other companies.

Company 48

Company 48

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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.

Sales

Adaptive Business Services

SEPTEMBER 20, 2017

It’s not very often when an article gets me so agitated that I feel that I have to respond but, this one did … No Commissions, No Quota: the Future Model for Sales? Before you read on, in full disclosure, you should know that I am on the wrong side of 60 and have been in B2B sales and management since 1977. Now, I like the company that featured this post and I like their people.

Commission 48

Commission Quota Salary Hiring 48

Product Management University

SEPTEMBER 20, 2017

Most B2B organizations get started the same way. They identify a niche problem and develop a solution. Then they do it again, and again. This formula might work for years. But eventually products commoditize, markets shift and the law of diminishing returns kicks in. The ideal time to re-route your growth strategy is before your growth starts to taper off.

Strategy 45

Strategy ROI Segment B2B 45

Sales Evangelist

SEPTEMBER 20, 2017

Are you struggling with having business conversation with your clients? Let me help you deal with this today as I share with you what I did to overcome this. A Personal Struggle At some point, I was having trouble having business conversations with my clients. I would give them information and do a demo. Then […] The post TSE 664: Sales From The Street-“Great Questions Are The Key” appeared first on The Sales Evangelist.

Conversion 40

Conversion Sales 40

Product Management University

SEPTEMBER 20, 2017

The next big leap for the B2B product management profession will be a complete shift away from “market problems” to a focus on “customer goals.” This will be the turning point that finally takes B2B product management to the level of influence and leadership it has always aspired to in the organization. Why? Here are the three biggest reasons. 1. Customer Value is All But Guaranteed.

B2B 40

B2B Lead Rank Guarantee Customer 40

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.

Cold Calling

Hyper-Connected Selling

SEPTEMBER 20, 2017

The post Hyper-Connected Selling Idea #4 appeared first on David J.P. Fisher.

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Product Management University

SEPTEMBER 20, 2017

The next big leap for the B2B product management profession will be a complete shift away from “market problems” to a focus on “customer goals.” This will be the turning point that finally takes B2B product management to the level of influence and leadership it has always aspired to in the organization. Why? Here are the three biggest reasons. 1. Customer Value is All But Guaranteed.

B2B 40

B2B Lead Rank Guarantee Customer 40

Sales Gravy

SEPTEMBER 20, 2017

The good news is this: those who accept responsibility for their failures often succeed and outperform those who don’t.

Prospecting 40

Prospecting How To 40

Product Management University

SEPTEMBER 20, 2017

What are some things product management can do to exert more influence and demonstrate stronger leadership? Most product management professionals readily admit they spend too much time in the weeds on tasks that, at the end of the day, don’t contribute much to the overall mission of the organization. Here are three things product management professionals can do to be more effective doing what they’re paid to do – managing the organization’s primary source of revenue — it

Influencer 40

Influencer Margin Engineering Revenue 40

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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

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BrainShark

SEPTEMBER 20, 2017

Sales Enablement 62

Sales Enablement Sales 62

Product Management University

SEPTEMBER 20, 2017

Here’s what makes solutions-driven product management such a challenge. The vast majority of product companies are a mishmash of products brought together through mergers and/or acquisitions. Each one throws another silo into the fire that further fragments strategies, product plans, R&D, marketing and sales. The $64,000 question is, “how do you transform multiple disparate products into business solutions to achieve a whole that’s more valuable than the sum of the parts?

Segment 40

Segment Banking Maximizer Sales Enablement 40

The Brooks Group

SEPTEMBER 20, 2017

Should your sales managers be responsible for meeting their own individual quota? Or is the “Selling Sales Manager” function flawed? This is a question that frequently comes up for debate. If you look towards the sports world, however, you’ll see that few teams use “player-managers.” That rule of thumb should hold true in business as well. There is inherent conflict if a sales manager is required to supervise, coach, and mentor people while also carrying a separate quota.

Sales Management 65

Sales Management Hiring Quota Coaching 65

Product Management University

SEPTEMBER 20, 2017

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Influencer 40

Influencer Margin Engineering Revenue 40

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.

Sales Process

The Brooks Group

SEPTEMBER 20, 2017

Should your sales managers be responsible for meeting their own individual quota? Or is the “Selling Sales Manager” function flawed? This is a question that frequently comes up for debate. If you look towards the sports world, however, you’ll see that few teams use “player-managers.” That rule of thumb should hold true in business as well. There is inherent conflict if a sales manager is required to supervise, coach, and mentor people while also carrying a separate quota.

Sales Management 60

Sales Management Hiring Quota Coaching 60