The Pipeline
FEBRUARY 12, 2019
By Tibor Shanto. Salespeople are preoccupied with closing; makes sense, that seems to be where the pay-off is for everyone, at times even the prospect. However, the biggest challenge most sales organizations have is not closing but opening. The reason most salespeople or teams miss quota is not that they can’t close, they just don’t have enough opportunities to close.
Pipeliner
FEBRUARY 12, 2019
With this post, we begin a series examining the sales techniques of the greatest salesperson of all time: Jesus of Nazareth. Before anyone gets upset, this doesn’t mean I’m taking a jaded view of Jesus and only characterizing him as a salesperson. Nor does it mean I’m stepping all over religious toes and pushing Christianity. I am simply and only focusing on lessons we can learn from someone whose “product” is still selling incredibly well after an unimaginable two thousand years—and this is two
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Grant Cardone
FEBRUARY 12, 2019
If you’re younger than 40, you may not know or remember Johnny Carson. From 1962 to 1992 he was in America’s living rooms each weeknight hosting The Tonight Show. He was the Jimmy Fallon, the David Letterman, the Jay Leno of his day. For 30 years, he was King of Late Night. This was back before the internet when there were fewer channels and people had more attention on television.
The Sales Heretic
FEBRUARY 12, 2019
As kids, nearly all of us want to be “normal.” We want to fit in and be accepted. And that’s understandable when we’re six or seven (or even fifteen), and “different” is perceived as bad or weird or wrong. Unfortunately, too many people never outgrow that need. As adults, so many of us still cling [.].
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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
FEBRUARY 12, 2019
The importance of lead generation is ingrained in the mind of every modern marketer— the more high-quality leads you bring in, the better. But, as the buyer’s journey becomes increasingly multifaceted, it’s now clear that lead generation is just one piece of the marketing puzzle. In order to convert leads into paying customers, you must have a comprehensive lead management process in place.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Zoominfo
FEBRUARY 12, 2019
The importance of lead generation is ingrained in the mind of every modern marketer— the more high-quality leads you bring in, the better. But, as the buyer’s journey becomes increasingly multifaceted, it’s now clear that lead generation is just one piece of the marketing puzzle. In order to convert leads into paying customers, you must have a comprehensive lead management process in place.
SBI
FEBRUARY 12, 2019
How AI is Poised to Transform Sales. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Tom Victory , VP of Marketing at Aviso. NANCY: WHAT ARE THE TOP AREAS OF FOCUS IN THE NEXT 12-24 MONTHS FOR ORGANIZATIONS THAT WANT TO TRANSFORM THEIR SALES ORGANIZATIONS? TOM: Although there are a lot of emerging technologies debuting in the sales and marketing space, Aviso is singularly focused on advancing the adoption
Go for No!
FEBRUARY 12, 2019
Here’s a question for you: How many total “no’s” did you personally obtain yesterday? Last week? Last month? Where are you for the year? Do you know? Well, you should. Most people, if they actually counted the number of times they hear “no” during a typical day or week (which we recommend they do) would be shocked to see how low the number actually is.
SalesLoft
FEBRUARY 12, 2019
Conventional wisdom for crafting sales prospecting emails is based almost purely on gut instinct. That isn’t a terrible start. Writing is an art, after all. However, adding a little structure in the form of sales email best practices will have a significant impact on email performance. To add some science to the art, SalesLoft deconstructed millions of emails to find out which best practices indeed lead to higher reply rates.
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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.
Zendesk Sell
FEBRUARY 12, 2019
Sales reporting is essential for every data-driven company. These reports don’t just make your Monday morning meetings more informative; they make your everyday decisions more effective. Visually, each CRM reports on information differently, but all can quickly capture a large amount of information on everything from leads to goal tracking, sales to follow-ups.
Smooth Sale
FEBRUARY 12, 2019
Attract the Right Job or Clientele: Recent conversations convey the theme, ‘use unexpected detours.’ Initially, it may seem to us that the dots do not connect. However, with perseverance and the motivation to learn why the detours are happening, we can move past them and then advance. My Story. Sharing the snippets of my experiences finds me reminiscing about how the unrelated dots came to connect.
Repsly
FEBRUARY 12, 2019
For any new company or startup, starting a brand ambassador program is a great step in the right direction. Nowadays, many businesses use brand ambassadors to promote their brand during field marketing or social media campaigns. When executed correctly, a brand ambassador program can become an important part of your business and this template is designed to help you create your own brand ambassador program.
Janek Performance Group
FEBRUARY 12, 2019
We often encounter sales reps and business development reps who have reached out to us and ask “When should we follow up?” and “What do we say when we follow up?”. Just like in the job market, there’s a push-pull tension between wanting to reach out soon enough to maintain top of mind presence, yet not so soon that you become a nuisance and alienate people.
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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.
The Center for Sales Strategy
FEBRUARY 12, 2019
I can't get enough of Marie Kondo. Unless you are completely removed from social media or Netflix, you know her to be the spiritual guide to decluttering your living space on her Netlfix original series, " Tidying Up With Marie Kondo." I am a believer and often ask myself, "Does this spark joy?" and after my recent one-on-one coaching calls with salespeople from all over the country, many seem to feel as if their Account Lists are cluttered and could use some of Marie's guidance!
Nimble - Sales
FEBRUARY 12, 2019
Previously, we introduced you to Nimble as “The Simple CRM for Office 365” to help unify your disparate contacts, emails, and calendar activities into a team relationship manager with simple sales and marketing. For individuals and teams of 2 to 25, Nimble is a perfect way to get started with contact management and social […]. The post How to be Nimble in Microsoft Dynamics CRM appeared first on Nimble Blog.
Bigtincan
FEBRUARY 12, 2019
Creating impactful content is not a simple undertaking. It requires a thoughtful, reasoned approach to match the design of each content item with the necessary attributes. It is an ongoing process that adapts to changing customer needs and quickly adopts new forms of content and methods of delivery. Today’s successful sales content shares the following […].
criteria for success
FEBRUARY 12, 2019
As you can probably tell by our newest eBook and blog posts, this month is all about collaboration. If you’re a sales leader, sales manager, or just a sales person looking to make a difference, make sure you secure a seat on our collaboration in sales webinar. Specifically, the webinar is called, “Organizational Collaboration: How [ ] The post February Learning: Collaboration in Sales Webinar appeared first on Criteria for Success.
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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
Leading Results Rambings
FEBRUARY 12, 2019
If you’re still spending part of your marketing budget on print ads in newspapers, magazines, or yellow page listings, you’re wasting your time and money – there are much more effective ways to market your business. Technology makes things both easier and cheaper, and if you don’t take advantage, you could be throwing money away on ineffective marketing.
Guru
FEBRUARY 12, 2019
Guess that job! Let’s start with a quick game. I am going to provide some (lightly edited) requirements from real job descriptions, and I want you to guess what the job is. Cover up the answer under these bullet points. Read through them, and decide what you think the job description is. Then uncover the answer when you’re ready.
The Brooks Group
FEBRUARY 12, 2019
Behind every successful sales team, is a sales leader who’s dedicated to ongoing training and sales force development. This year, be the leader who leads your salespeople to excellence by following these 6 secrets to outstanding sales success. 1. Track the Right KPIs and Data. Without clean data and the right KPIs in place, you won’t be able to identify sales blockers, motivate your team effectively, manage your reps’ time, or coach towards sales development.
Guru
FEBRUARY 12, 2019
Recently, I had the pleasure of sitting down with Sarah Sheikh, head of customer success at Front , for a webinar dedicated to customer happiness. Sarah and I came up with our top eight rules for creating happy customers and chatted about how at both Guru and Front we empower our customer experience (CX) teams to delight customers at every touchpoint.
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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.
Selling Energy
FEBRUARY 12, 2019
When you find yourself in a new company or exploring a new territory, the first thing you have to do is build rapport. Make sure people know who you are and what you specialize in.
Lead411
FEBRUARY 12, 2019
Outbound email is an adventure. Your message may end up in the spam box of doom or you may get a quick response back with, “Wow, perfect timing, let’s schedule a time to chat”. While there are many factors that need to be in place (ip reputation, spam scores etc,) before writing the perfect message, here are 5 tips that can help get the response you are looking for.
MJ Hoffman
FEBRUARY 12, 2019
When & How to Fire Your New Hire. When firing your new hire you want to make sure that you move someone out early. See last week’s post about my 30 day evaluation of new hires. Why? It’s safe for you and the company. Safe for you because when you put someone in a new role, and therefore new territory, they haven’t had too much time to do a lot in that territory.
DiscoverOrg Sales
FEBRUARY 12, 2019
Love is in the Air. What’s Love Got to Do With It? Can’t Get Enough of Your Love, Baby. Did you know there are over 1,200 songs with the word love in the title? It is one of the most common words used in the English language (and one of the most popular emojis!). It is pretty powerful. Around this time every year, with Valentine’s Day on the horizon, the collective world starts thinking about love.
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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
SugarCRM
FEBRUARY 12, 2019
Most organisations at some point will overhaul or replace major systems or technologies. And when this happens, common challenges can arise with adoption across users who are not fully prepared for the change they’re going to experience. There are 3 common challenges that I’ve seen and experienced that can lead to low user adoption: Inadequate training.
Gong.io
FEBRUARY 12, 2019
Looking for a list of the BEST sales blogs to read in 2019? Then look no further. If you want to level up your sales game, your best bet is to read the best sales blogs the pros are learning from. BUT, instead of making a list of my own favorite sales blogs, I did something different: I asked over 50 sales leaders and professionals which sales blogs THEY rave about.
Sales Evangelist
FEBRUARY 12, 2019
So often, as sales reps, we neglect to realize that the customer journey starts with the prospect experience. Sean McDade, PhD, is the founder and CEO of PeopleMetrics ; a software and services company that helps organizations measure and create a better customer experience by listening to their customers and prospects. Sean is also the author of “ Listen or Die: 40 Lessons that turn Customer Feedback into Gold, ” a book about how to listen to your customers, clients and prospects in order to
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