SalesProInsider
JULY 31, 2018
“Nancy… you’re making this too difficult for me.” A client recently wrote those exact words to me in an email. Those are not the words I ever want to see — or hear. The email then went on to tell me how busy he was, what he wanted to “just get done”, and for me to take care of it. What came to mind as I read that email was advice I received early in my sales career: Never underestimate the laziness of your buyer.
Jeff Shore
JULY 31, 2018
By Amy O’Connor . Let me start by saying that no one is interested in your excuses. No one. Ever. Harsh but true. Management cares about results not excuses. That is not to say there may occasionally be legitimate reasons (operational or product shortcomings) that contributed to the loss of your sale. These factors have nothing to do with your intentions or behaviors, but excuses are never the correct explanatory response to why you lost a sale.
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Score More Sales
JULY 31, 2018
We have become a society lacking in basic customer service and customer connection skills. Don’t believe me? Just go to a handful of retail stores with intent to purchase something.
The Sales Heretic
JULY 31, 2018
People in business often use the cliché, “a level playing field” to express their desire for a fair and equitable marketplace in which to compete. But who the hell really wants that? If you’re competing with four other companies for a customer and you each have a “fair” and “equal” chance of succeeding, that means [.].
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.
Zoominfo
JULY 31, 2018
No. Nope. Sorry, not interested. Rejection is painful, no matter how your sales prospects say it. If you’re tempted to cry, throw your phone against the wall, or quit on the spot, we don’t blame you. However, there are better ways to channel your frustration. If you want to improve your sales performance, you must first understand why your prospect said no in the first place.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Anthony Cole Training
JULY 31, 2018
In June, I went on a 7-day fishing trip to Lake McCrae Ontario, Canada with 3 friends of mine. 2 weeks later, Linda and I spent 5 days in Falmouth, Massachusetts and 2 days in Boston.
Julie Hanson
JULY 31, 2018
You never know where good advice will come from! On a recent flight to Chicago I was seated next to a woman who was also on her way to speak at a conference. When she found out that I teach presentation skills she shared that she used to be deathly afraid of public speaking. In fact, so much so that she asked a Buddhist monk for help. Although not the first source I’d think of in this area, it turned out to be the right solution for her.
Hubspot Sales
JULY 31, 2018
Your business is growing, and spreadsheets are getting frustrating to manage. You know you need a CRM, but there are hundreds of CRMs and hundreds more features available. How do you decide which is the best for your business? This CRM best practices guide will walk you through how to evaluate a CRM, from how it will help your business and how to map your needs to core features.
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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.
Women Sales Pros
JULY 31, 2018
Hello. It’s Shari here. Writing from beautiful Park City, Utah. I have been blown away by the number of requests I’ve received on social media and email asking me to share prior video posts from my LinkedIn and Facebook to help accelerate sales. Everyone seems to have a favorite whether it’s The #1 Reason Your Deal Didn’t Close , to The Five Commitments You Must Get to Close a Sale , (filmed live at the taco truck) to Blindspotting, with Jill Konrath.
Smooth Sale
JULY 31, 2018
Your backup process is equal to a lifejacket for remaining in business. Troubles can come in all shapes and sizes. A variety of stories are shared today so you may avoid similar incidents. My Stories About Backup: #1. Technology . Long ago, I was solely focused on technology backup. My computer froze prohibiting access to files. Thankfully, a friend in IT suggested we put the hard drive in the freezer for a while.
Sales Hacker
JULY 31, 2018
This a summary of an inaugural survey by Sales Hacker and LeanData — the State of Revenue Operations 2018. The evolution of Rev Ops. Have we finally cracked the code to revenue bliss? Can Rev Ops really deliver? Key stats from the State of Revenue Operations survey. Top takeaway and full report. The Evolution of Revenue Operations. Businesses naturally obsess about revenue and creating a successful revenue model.
Janek Performance Group
JULY 31, 2018
Sales coaching is one of the most important duties of sales managers, because by helping your sales reps develop and grow, the team has a much better chance of hitting or exceeding quota. It also fosters a sense of camaraderie and the feeling of mentorship, which both help in sales rep retention. The list of benefits to coaching goes on and on. While we’ve talked about sales coaching in general before, today we’re going to drill down into the best practices of one of the sales manager’s most pow
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.
Pipeliner
JULY 31, 2018
It’s not sexy. It’s not trending on anyone’s network or deserving of a #hashtag. It’s one of those topics that no one (especially sales people or their managers) really want to spend any time talking about. It doesn’t have the star-quality appeal or attention-grabbing calls-to-action such as headliners like: Improve your Close Ratios NOW by 20% or More.
Chorus.ai
JULY 31, 2018
You have a prospect in your sales cycle, everything seems to be going well, you're excited for your next meeting to dig into things more deeply. After waiting on the conference line — by yourself — for ten minutes, you call it. You’ve officially been stood up. A no-show. No-shows are the most painful type of ghosting that can happen in sales. A no-show isn’t merely a prospect “going dark” on an email thread.
Repsly
JULY 31, 2018
A big part of organizing your field team is evolving your territory management strategy into the best possible rep-grouping method. In this post we’ll tackle the big questions brands struggle with as they create a territory management plan that suits their timeline and aligns with their bigger picture goals, like the size of the retailers they’re hoping to expand into.
SalesLoft
JULY 31, 2018
There’s a fine line between being helpful and being creepy. The goal of social selling is to draw prospects in, not scare them away. Most people think of social selling as using social media platforms to sell. That’s a gross oversimplification. You have to build some trust and influence first. If I just walked up to you and said, “Yo. Buy this sweet stereo I have in my trunk.” you (probably) wouldn’t do it.
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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
The Center for Sales Strategy
JULY 31, 2018
No one likes to wait! We don't like to wait in lines, on hold, or for Christmas morning. We want things now! As a society, we've become accustomed to instant downloads, on-demand programs, and same-day Amazon Prime deliveries. Which is why sales organizations want to accelerate the sales process. For years, B2B sales were often seen as a long, complicated process where the salesperson could do very little to speed up the sale, but today you can speed up the process by simply slowing down!
criteria for success
JULY 31, 2018
Looking to manage remote teams better? Use the TEAM acronym. There are many benefits to having a remote team: increased productivity, lower costs, and more access to the best talent. That is, if these employees are managed properly. It can be particularly challenging to find the right balance between supervising and suffocating the employees you [ ] The post Manage Remote Teams Better with the TEAM Acronym appeared first on Criteria for Success.
The Brooks Group
JULY 31, 2018
In order for the members of your sales team to be successful, they must know exactly what defines “success” in your organization. It’s critical for sales leaders to establish and communicate expectations with their sales reps early on, and enforce them on a continual basis. Setting Expectations - Start Early and Involve Your Team Members. You should begin setting expectations and introducing new hires to your company culture during the onboarding process (ideally in the employee’s first few days
Lead411
JULY 31, 2018
These days, everyone’s phones are always in their pockets buzzing with email alerts, so email marketing can reach even more people than any other type of internet marketing. Because of this increased reach, you’ve decided you want to try an email marketing campaign. Congrats! Now what? Here are some writing tips for marketing emails that will get you the most traction. 1) Personalize your email – People love feeling special, so make that marketing email special.
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.
Partners in Excellence
JULY 31, 2018
Silly me, I always thought we were supposed to sell solutions. That is, as sales people, we were supposed to understand our customers and their businesses–not in the abstract, but very specifically. What are Christy’s goals, dreams? What is she accountable for? What issues stand in the way of her achieving these? What happens when she doesn’t achieve them?
G2Crowd - Sales Blog
JULY 31, 2018
Both dating and shopping make us want to feel special.
Selling Energy
JULY 31, 2018
Sometimes a prospect goes silent. If you have already sent your one-page proposal and have a good relationship with your potential customer, getting back in touch with them is the logical next step. Write something like, “I wanted to make sure you received your proposal. I haven’t heard from you in a week or so and just want to confirm that it reached your inbox and that you were able to open the attachment.”.
Sales Evangelist
JULY 31, 2018
Stories validate the work you’re doing. They build value. And really good salespeople never stop telling stories. Mike Adams, author of the book Seven Stories Every Salesperson Must Tell, explains that stories forge connections between people who don’t know each other and they help to establish rapport. Today on The Sales Evangelist, Mike Adams outlines […] The post TSE 888: Seven Stories Every Salesperson Must Tell appeared first on The Sales Evangelist.
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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
Selling Energy
JULY 31, 2018
Sometimes a prospect goes silent. If you have already sent your one-page proposal and have a good relationship with your potential customer, getting back in touch with them is the logical next step. Write something like, “I wanted to make sure you received your proposal. I haven’t heard from you in a week or so and just want to confirm that it reached your inbox and that you were able to open the attachment.”.
ExecVision
JULY 31, 2018
This is the final part of our Coaching Culture series - If you missed our earlier posts, we encourage you to read through the earlier posts that build up to this one: Building a Coaching Culture Pt. 1: Why You Need One. Building a Coaching Culture Pt 2: First Steps to Implementation. Building a Coaching Culture Part 3: Selling it to Your Reps. In addition to this content series, we are hosting a virtual conference in September where we will be talking with real sales leaders about how to build a
Costello
JULY 31, 2018
Asa Hochhauser. Asa Hochhauser has been in sales for 13 years, calling it a profession that chose him rather than the other way around. His primary experience has been on the phone, but his first job required him to work door-to-door. That’s how Asa learned about “the emotional side of sales.” From there, he got into a more professional environment, doing 60 calls a day, setting appointments, and selling subscriptions over the phone.
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