Force Management
JULY 16, 2020
Over the past few months, many sales organizations have been struggling with margins, deal size, and overall sales productivity due to the current economic climate. While some sales leaders are simply trying to keep their teams focused, others are trying to do anything to stop the bleeding and recoup lost revenue.
Anthony Cole Training
JULY 16, 2020
In today's blog post, we discuss motivation in sales. The problem, in many cases, is that the sales executive in charge of getting more out of their sales team has no idea what motivates those people on the team.
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Allego
JULY 16, 2020
Today’s post is by Joseph D. Kringdon, Principal, Kringdon & Associates/HMC. Joe spent several decades in the Wealth and Asset Management business, managing and leading both Advisors and Wholesaler Investment Consultants. “Just Do It.” “Finger lickin’ good.” “Can you hear me now?” “Where’s the beef?” “Melts in your mouth, not in your hands.
The Pipeline
JULY 16, 2020
By Tibor Shanto. First rule of any communication is being understood, speaking their language is a good start. Are you speaking their language? [link]. The post Are You Speaking Their Language appeared first on TiborShanto.com.
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.
Babette Ten Haken
JULY 16, 2020
Today, let’s ideate together. Take a deep breath. Relax. Let’s innovate. What happens to your revenue stream when employees stop fixing what people buy? Because clients are not sold what they really need. When internal teams actively drive revenue? Instead of serving as order-takers buried in departments traditionally perceived as cost-centers.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Anthony Iannarino
JULY 16, 2020
Recently, someone shared with me a B2B sales training tool that directed the salesperson to spend the first ten minutes of a sales call building rapport with their contact before sharing an agenda and beginning the sales conversation they proposed when they asked their prospective client for their time. The direction was specific regarding the order in which things were to be done.
Pipeliner
JULY 16, 2020
COVID-19…….so much has changed. And we’re all evolving our strategies as we head towards that worn-out term – the New Normal. The challenge for all selling organizations is to examine the durability and viability of their business models to make adjustments and often major overhauls. But wait. Before you virtually assemble your management teams on Zoom calls for the cursory SWOT analysis updates, looking through the internal microscope, reach for your telescope instead.
Force Management
JULY 16, 2020
Over the past few months, many sales organizations have been struggling with margins, deal size and overall sales productivity due to the current economic climate. While some sales leaders are simply trying to keep their teams focused, others are trying to do anything to stop the bleeding and recoup lost revenue.
Pipeliner
JULY 16, 2020
Podcast interview hosted by John Golden and guest Chala Dincoy: With people being so stressed, overwhelmed, and distracted right now, being able to efficiently use the short window of your prospect’s attention is more critical than ever. That’s why our new guest is Chala Dincoy, the CEO and founder of the ‘Repositioning Expert.’ She helps companies with their messaging, particularly with their elevator pitches.
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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.
Predictable Revenue
JULY 16, 2020
The importance of setting up an effective, hygienic email system that can be used to send volumes of emails to your market, so that your sales emails don't end up in the spam folder. The post Deliverability 101: Make sure your sales emails don’t end up in the Spam folder appeared first on Predictable Revenue.
Corporate Visions
JULY 16, 2020
The post Deficit Learning and the Rise of the Just-in-Time Situational Salesperson by Tim Riesterer appeared first on Corporate Visions. People are more willing to learn and will learn best when they’re in a deficit—a moment of need. This kind of learning is what we call, “Deficit Learning.”. For example, do you remember the last time you had to change a flat tire?
The Center for Sales Strategy
JULY 16, 2020
The market's uncertainty has left many companies with an uncomfortable and frustrating bloated feeling in their sales pipeline. Even before the pandemic, you could have easily convinced me that compensation plans changed radically and that people in sales were getting paid based on pending business. Every time I asked a salesperson how they were doing, I received the same response: "I’ve got a lot pending!”.
InsideSales.com
JULY 16, 2020
Sales guru Tom Hopkins has had an incredibly successful career selling and teaching sales professionals on how to be more productive. Here, he shares tips on how to finish strong with your deals with a powerhouse closing statement, so keep reading to find out more. RELATED: XANT To Host Online Sales Development Summit. In this article: Who is Tom Hopkins.
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.
Guru
JULY 16, 2020
Knowledge transfer is inextricably linked with all knowledge worker professions — healthcare, finance, legal, information technology, tech, education, journalism, the list goes on. So why do so many still struggle with it?
Chorus.ai
JULY 16, 2020
Watch the Video. This week, Jim Benton was joined by Matt Finch , Vice President of Global Solutions Consulting at Mavenlink , to discuss a secret weapon hiding in your sales organization: Sales Engineers. A secret weapon, superheroes, whatever you want to call them - SEs are a powerful resource that can make the difference between a scripted demo meeting and an engaged soon-to-be customer.
Xvoyant
JULY 16, 2020
by Rob Jeppsen. 3 min read. As part of my career as an enterprise salesperson, sales leader, consultant, speaker, and entrepreneur, I’ve spent my share of time on airplanes. As a boy I thought being on a plane was the coolest thing I could ever do. It represented fun and adventure. Now I find that flying represents time away from my family. I think of time in airports, delays, missed connections, and missed experiences with my children.
Chorus.ai
JULY 16, 2020
In 2016, the NBA’s Sacramento Kings completed construction and moved to Golden 1 Center, a state-of-the-art indoor arena complex in an emerging lifestyle, entertainment, and retail neighborhood in Sacramento, known locally as DOCO, or Downtown Commons. Golden 1 Center is reputed to be the world’s most technologically-advanced and sustainable sports and entertainment arena.
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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
Sales Hacker
JULY 16, 2020
The post Fueling Explosive Revenue Growth with a Kick-Ass Sales Incentive Program appeared first on Sales Hacker.
Tenbound
JULY 16, 2020
When Neil was in high school, one of his friend’s parents was a seed founder for Marketo. Neil would pick their brains and ask questions about SaaS and technology, things that the general public didn’t even know about yet. He quickly figured out that the best way into a company was as an SDR. He joined Verisign and made his way up the ladder, gaining skills and experience at different companies.
Nimble - Sales
JULY 16, 2020
Do you constantly find yourself right on the edge of closing a deal, only for it to fall through unexpectedly? This is likely because you’re using an ineffective selling model during your sales process. Relationship building and problem-solving have been popular sales strategies in the past. However, it’s the challenger sales personality that’s most effective […].
Carew International
JULY 16, 2020
Every business operating today knows the importance of data. Accurate data allows companies to garner information about their customers’ buying behaviors and base important business decisions upon analytically derived insights rather than basic intuition or experience. In other words, data is the key to helping companies innovate and discover the “next big thing” when it comes to pleasing their customers and getting a step ahead of the competition.
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.
Selling Energy
JULY 16, 2020
Approaching your prospect with a strong value proposition is vital to your sales success. While many salespeople simply reuse the value proposition they’ve developed for each product or service (regardless of their prospect’s situation or role in the company), a sales professional customizes his or her value proposition based upon the person with whom he or she is speaking.
Sales Hacker
JULY 16, 2020
The post Josh Braun’s Buyer-Centric Approach to Defusing Objections appeared first on Sales Hacker.
Close
JULY 16, 2020
Cold emailing is scary, but it works. After personally sending hundreds of cold emails, I’ll show you the science behind how I consistently get over 75% open rates — with proof!
Emissary
JULY 16, 2020
This week on The Buyer’s Seat , I interviewed Amy Haney, a former procurement executive with 25 years of experience in primarily healthcare, real estate, and IT. Procurement is notorious for being fixated on cost and asking those uncomfortable questions that everyone’s been avoiding. But truthfully, involving procurement is helpful for the sales side of the house to better understand not only procurement but how procurement works internally within that organization to ultimately enab
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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
Sales Evangelist
JULY 16, 2020
How a Steady Referral Rate Generated More Than 900 Authentic Testimonials A great way to increase the longevity of any business or sales career is to have great referrals. In this episode, we’ll explore the evolution of referrals and the stages of you can move through to receive authentic and quality testimonials and referrals. Amber Vilhauer is the owner of the company called NGNG Enterprises, which stands for No Guts, No Glory , a phrase that her mother used as she was growing up.
Pipeliner
JULY 16, 2020
How to keep salespeople motivated? There are a lot of salespeople out there, who are looking to sell, to understand how and what they should be selling, what they should be doing differently, during this very strange period that we’re in due to the pandemic. What is the first thing Sales Leaders should be looking to do in order to get their salespeople focused and take the stress levels down?
Mereo
JULY 16, 2020
The economy has been reopening — and with that comes the expectation of offices reopening their doors too. There are many reasons to be eager to “get back to normal” and to restart business face-to-face. Organizations rely on alignment to attain sustainable revenue performance, and what better way to achieve that than physical proximity and regular meetings?
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