DiscoverOrg Sales

DECEMBER 11, 2017

Gender diversity is making headlines these days, as the spotlight shines on the treatment and representation of women in one industry after another. While the issue may seem complicated, the outcome is simple: (1) Companies who recognize the importance of diversity and promote it actively are the inevitable winners in this equation. (2) Those who are unwilling to take an active stance on gender equality will suffer economic consequences.

Hiring 235

Hiring Face-to-face Promotion Retail 235

Sales and Marketing Management

DECEMBER 11, 2017

Author: Mike Scher If your sales teams reduce their outreach during the holiday weeks because they think anyone who matters is on vacation, they shouldn’t. This is actually an optimal time of year to reach decision-makers. Data has shown that the best sales-booking days of the year are holiday weeks. Move your fingers away from the cookie plate and back to your phone to get your sales pipeline jumping again.

Gatekeeper 224

Gatekeeper Decision Maker Social Media Quota 224

SBI Growth

DECEMBER 11, 2017

Congratulations! You just landed the VP of Sales Operations role you worked to achieve your whole career. You have toiled through managing different segments of sales operations. Now it is time to put what you have learned into a cohesive.

Sales Operations 197

Sales Operations Segment Sales Strategy 197

The Pipeline

DECEMBER 11, 2017

By Tibor Shanto. As most of you know I am a regular proponent of making cold calling part of your prospecting mix. Beyond the logic of expanding your tool kit to include all things that lead to engagement, how you engage with your prospects will very much inform and shape the conversation you have with prospects. The dynamics of an inbound call are very different than those on a call that interrupts and disrupts their day, and their current direction.

Cold Calling 174

Cold Calling Fashion Inbound Buyer 174

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

Mr. Inside Sales

DECEMBER 11, 2017

When was the last time you read the classic book: “A Christmas Carol,” by Charles Dickens? If it’s been a while, I highly recommend it. Dickens is a superb story teller, and there is a reason this is a “classic.”. While reading this, it reminded me of an encounter I had that was a chilling reminder of the bad “Ghost of Christmas Future” I narrowly avoided all those years ago.

Inside Sales 121

Inside Sales Up-Sell Energy Motivation 121

InsightSquared

DECEMBER 11, 2017

As a sales leader, you’re only as good as your team, and it starts by managing a team effectively. It’s important to create a process to systematize the way your reps generate, manage and close opportunities. To encourage the right behaviors, you must provide evidence that shows your process is effective, and straightforward. A team of some of our top customers recently brainstormed ideas for how a sales leader can institute an effective, data-backed rep management process within their organizat

Sales Qualified Lead 95

Sales Qualified Lead Report Forecasting Pipeline 95

Increase Sales

DECEMBER 11, 2017

To increase sales leadership requires knowing not only the results of what you were doing differently as asked in Day 2 of these sales leadership questions , but if those results were positive, negative or neutral. This analysis suggests you know your past results and can quickly make those determinations. Again, this question further assists in you understanding if you are confusing motion with progress and activity with results.

Sales Leadership 78

Sales Leadership Sales Qualified Lead Analysis Facebook 78

Hubspot Sales

DECEMBER 11, 2017

How Do I Get Promoted to Sales Manager? Help others. Make use of coffee & lunch breaks. Know your skill gaps. Do something remarkable. Always be learning. You know the feeling. You’ve been selling for a few years, you’re regularly hitting your number, and you think you’re ready for a promotion. But sales is a labor-intensive job. The day-to-day stress can be deflating, and most of the time, it takes everything you’ve got just to meet your goal.

Promotion 91

Promotion Sales Management Hiring Lead Rank 91

Julie Hanson

DECEMBER 11, 2017

Imagine being wrongly accused of a crime and having to present your case to a jury. You’d want to use every possible advantage to win them over, right? When the stakes are high, good trial lawyers know a few secrets to a successful presentation – how to quickly establish credibility, present a strong, persuasive case, and win over skeptical jurors.

Decision Maker 70

Decision Maker Buyer Research Closing 70

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Sales

SalesforLife

DECEMBER 11, 2017

I can’t tell you how many times I hear from customers or prospective customers “man, you guys are everywhere!” That’s rarely an insult. Customers want to deal with best-of-breed and guess what, they correlate a brand being everywhere, to being the leader of its space. At Sales for Life, we only have a small team but we have customers with 100’s or 1,000’s of sales professionals globally and have barely recognized the power of amplifying their voices in the market.

How To 64

How To Sales Marketing Prospecting 64

Tenfold

DECEMBER 11, 2017

It’s crunch time! Barely a month before the year ends, the pressure is on to reach targets and make quotas. Morale naturally dips, especially for team members lagging behind. And, as manager, this is not what you want. Morale is a crucial differentiator when it comes to successful organizations. In fact, according to a Marketing Innovators white paper , companies that foster high morale among their employees outperform competitors by around 20 percent.

Outsourcing Services 61

Outsourcing Services How To Hiring Survey 61

Partners in Excellence

DECEMBER 11, 2017

In complex B2B buying, I believe the old maxim, “People buy from people,” is still highly relevant. There’s probably a lot of data that supports this, but, anecdotally, let’s reflect: Complex B2B buying decisions are most often consensus decisions. Customers are getting other people in their organizations involved in the problem solving and decision making process.

Face-to-face 56

Face-to-face Scale Ideal Customer Profile LinkedIn 56

The Center for Sales Strategy

DECEMBER 11, 2017

If you’re a salesperson, it’s good to be proud of what you sell and where you work. Those two factors are key to enjoying what you do for a living. Working for a great company and having a great product certainly helps with clients, but the criteria prospects will often use when deciding to give you some of their precious time, is YOU. Where should your product and your company be in your sales strategy when talking to new prospects?

Prospecting 55

Prospecting Strategy Company Sales 55

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

Close

DECEMBER 11, 2017

Too many startups focus on the first S in SaaS, but they forget all about the second one. When software and service aren’t equal priorities, it’s impossible to build a successful company.

Software 52

Software Software Company Sales 52

SalesLoft

DECEMBER 11, 2017

As a modern seller, your focus is strongly aimed towards your prospects. From deal start to end, you strive to provide value wrapped in a package of empathy and professionalism. The struggle arises when you realize how much noise exists in the market. Other sellers use technology to spam prospects with emails and automate as many of their communications as possible.

eBook 52

eBook Buyer Prospecting Sales 52

Mindtickle

DECEMBER 11, 2017

This post is based on a webinar where Mark Tefakis, VP of Global Enablement at Fuze, shares the key pillars of successful sales enablement and how to show its ROI to your leadership. Fuze is an award-winning “cloud-based unified communication platform that addresses complexities around the modern workforce with the ability to work in a way that drives efficiency and effectiveness for the growth and profitability metrics companies need,” explains Mark.

Conversion 52

Conversion Scale Lead Rank Sales Enablement 52

Velocify

DECEMBER 11, 2017

The world of technology is constantly evolving, now faster than ever. This is resulting in great advantages for all kinds of businesses, and their customers alike. However, there are certain sectors that are slow to adopt new technologies due to a fear of change, lack of buy-in, or a variety of other reasons. The real estate and mortgage sectors can definitely be seen as industries that shy away from technological innovation, but it’s time for this to change.

Real Estate 45

Real Estate Industry Face-to-face Banking 45

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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

Data

Mindtickle

DECEMBER 11, 2017

This post is based on a webinar where Mark Tefakis, VP of Global Enablement at Fuze, shares the key pillars of successful sales enablement and how to show its ROI to your leadership. Fuze is an award-winning “cloud-based unified communication platform that addresses complexities around the modern workforce with the ability to work in a way that drives efficiency and effectiveness for the growth and profitability metrics companies need,” explains Mark.

Conversion 52

Conversion Scale Lead Rank Sales Enablement 52

Sales Evangelist

DECEMBER 11, 2017

Oftentimes, sellers blame their sales performance on the Grinch, well, on pretty much everything else but themselves. You see, it’s probably not the Grinch Or the Grinch probably is you. And the quicker you’re able to acknowledge this, the better chance of improving for the new year. So stop whining and make it happen! It’s probably […] The post TSE 722: The Grinch Who Stole My Sales appeared first on The Sales Evangelist.

Sales 40

Sales 40

Sales Gravy

DECEMBER 11, 2017

“Everything you want in the world is just right outside your comfort zone. Everything you could possibly want!

40

40

Sales Evangelist

DECEMBER 11, 2017

Sales professionals, sales leaders, sales owners – you can get a lot from this episode today. How can you scale your organization? And what better organization there is to look at than HubSpot. Today’s guest is Sam Mallikarjunan. He’s a marketing Fellow at HubSpot and former Head of Growth at HubSpot Labs. He’s going to […] The post TSE 723: How HubSpot Scaled From 150 to 1500 People and Significantly Increased Sales in the Process appeared first on The Sales Evangelist.

Scale 40

Scale Hubspot Marketing Sales 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

Sales Gravy

DECEMBER 11, 2017

Review of Sales Management. Simplified.

Sales Management 40

Sales Management Sales Leadership Sales 40

Nutshell

DECEMBER 11, 2017

Sales reps drive profits and overall success in nearly every industry, but truly talented salespeople are a rare commodity. Still, even if you’re a born salesman , don’t assume you can waltz right into any open position. While your skills might put you at the front of the pack, you still need a stellar resume to get noticed. To help us learn what works and what doesn’t in a sales resume, we spoke to Certified Personnel Consultant (CPC) and resume guru Melanie Diotte , the Chief Recruitment Offic

Hiring 79

Hiring Face-to-face Cost Per Click Microsoft 79

The Brooks Group

DECEMBER 11, 2017

Coaching salespeople is one of the most important activities for sales managers. It can also be incredibly rewarding—when done effectively—because it has a direct impact on your team’s sales performance. . But what about that one salesperson who resists your efforts to help them, and refuses to be coached? When you’re faced with a resistant salesperson, don’t get frustrated.

Coaching 40

Coaching Hiring Face-to-face Quota 40

Allbound

DECEMBER 11, 2017

As we enter the last couple weeks of 2017, we turn our focus to the future of channel sales. We’ve said it before; we’ll say it again. We’re in the new age of partner relationship management. Gone are the days of complex processes and disconnected legacy systems. Instead, the modern channel is all about collaboration and customer success. And the name of the game is alignment.

Channels 48

Channels Scale Lead Generation Lead Nurturing 48

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Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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Allbound

DECEMBER 11, 2017

As we enter the last couple weeks of 2017, we turn our focus to the future of channel sales. We’ve said it before; we’ll say it again. We’re in the new age of partner relationship management. Gone are the days of complex processes and disconnected legacy systems. Instead, the modern channel is all about collaboration and customer success. And the name of the game is alignment.

Channels 48

Channels Scale Lead Generation Lead Nurturing 48