LevelEleven
AUGUST 27, 2018
We all have been there; you pick up the phone and someone is instantly trying to sell you something. Of course, you will probably politely decline and hang up – but why? It’s natural to be skeptical of a sales pitch whether they’re calling or knocking on your door. A recent study by Salesforce ® found that 79% of business buyers say it’s absolutely critical or very important to interact with a salesperson who is a trusted advisor.
Understanding the Sales Force
AUGUST 27, 2018
We all see the effects that strong leaders have when they surround themselves with either strong, mediocre or weak people. What happens when strong leaders inherit a mixed team? What happens when they hire a mixed team? What happens when we ask the same questions about weak leaders? I dug into a subset of data from Objective Management Group's (OMG) evaluations of the salespeople who report to more than 15,000 sales managers to determine whether the best sales managers actually have the best sal
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Zoominfo
AUGUST 27, 2018
There is no greater asset to your organization than your B2B database. However, when your database becomes cluttered with outdated, incomplete or inaccurate contact information, it can prove to be a costly obstacle along your route to success. From marketing, lead generation and customer relationships, to sales and even revenue, dirty data can have an insurmountable impact on all areas of your business.
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
SBI Growth
AUGUST 27, 2018
Mergers, Bolt-ons, and tuck-in acquisitions are an increasing common growth strategy being deployed by Private Equity firms today. Multiple Arbitrage can be a very efficient way to increase enterprise value, however, it is also fraught with peril and littered with the tombstones.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Pointclear
AUGUST 27, 2018
Economist Milton Friedman said the main purpose of a business is to maximize profits for its owners (for a publicly-traded company, it’s for the stockholders). Jim Cathcart says, the purpose of business is to “make life better for someone.” He means create a product that solves a need, and where profit is the result. Peter Drucker is more widely quoted as saying "Because the purpose of business is to create a customer, the business enterprise has two—and only two—basic functions: marketing and i
Nutshell
AUGUST 27, 2018
There are hundreds of different sales tactics that you can use to find prospects, qualify leads, and make a sale. But how do you decide which ones make the most sense for your business? To point you in the right direction, we’ve compiled a list of some of the best and most popular B2B sales tactics from general practices to specific sales techniques you can use to close more of your deals.
Increase Sales
AUGUST 27, 2018
Marketing lies abound and speak to the unethical behavior of many salespeople. Just two days ago I received this email headline marketing message “Per Our Conversation” with “Leanne, it was great talking with you” in the body of the email. As I read this message, I scratched my somewhat old brain for this conversation without success.
Babette Ten Haken
AUGUST 27, 2018
Innovative customer experiences stand out from what customers are used to experiencing. Not only do these experiences feel different, as they happen. Also, after the customer service rep, sales rep, engineer, field sales service rep, Quality professional departs, the customer asks themselves: “What just happened?”. Customers cannot get you out of their minds.
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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
Shari Levitin
AUGUST 27, 2018
In his book Character, David Brooks discusses the difference between “resume virtues” and “eulogy virtues.” Resume virtues, Brooks reminds us, are those skills you bring to the marketplace—qualities like drive, competition, and gregariousness. The Eulogy virtues, on the other hand, are the ones people will talk about at your funeral. Were you kind? Honest?
G2Crowd - Sales Blog
AUGUST 27, 2018
Traditional marketing is no longer cutting it for consumers. With all the competition that exists across channels, directly targeted messaging doesn’t hold the same clout it has in years past.
Pipeliner
AUGUST 27, 2018
American Express Offers a Teachable Moment in Ethical Selling. “Every ethics question a business person could face comes down to a question you face on your very first sale: what are you willing to do for a buck?”, Philip Broughton wrote in his book, Mastering the Art of the Sale. The question needs to be asked at every company. From the mom-and-pop Custom Cupcakes by Diane to this week’s ethical letdown, financial behemoth American Express.
Drift
AUGUST 27, 2018
TL;DR: This is something every sales team can start getting ROI from immediately with no customization and it just works. You email people and they come to your website, and there you are with a personalized welcome for them. Here’s why that’s important, what all that means, and a 15 second, two click setup tutorial is included. As a sales professional, you are focused on making sure.
Speaker: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
The Digital Sales Institute
AUGUST 27, 2018
Learn to sell the correct way and this skill will stay with you throughout your sales career. Learning to sell is a mixture of mindset, application, art and skill. While learning to sell doesn’t have to be overly complicated, it also shouldn’t be reduced to a just learning how to push for an appointment or trying to close a deal using pricing. The real way to learn to sell is to fully understand the foundations of selling including strategy, sales process and sales methodologies.
The ROI Guy
AUGUST 27, 2018
If you are using Interactive Value Selling and Marketing Tools, you may be sitting on a wealth of customer intelligence that you could be leveraging. Self service Value Marketing Tools from Alinean collect data directly from each prospect and customer, including key profile data and metrics about their current challenges and opportunities. And when value specialist, sales reps and channel partners use your Alinean Value Selling Tools in customer workshops and engagements, key profile and discove
The Center for Sales Strategy
AUGUST 27, 2018
As I’ve mentioned before in previous blog posts , I’m a long-suffering fan of the Cleveland Browns. My team loses more games than they win. The Browns are also infamous for something else: the team has started 28 different quarterbacks since 1999! Many of these poor souls were drafted by the Browns and then thrown into the fire before they were adequately prepared, only to fail.
Selling Power
AUGUST 27, 2018
Here are four strategies for making the most of the tremendous opportunity of video social selling.
Advertiser: ZoomInfo
Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.
Cincom Smart Selling
AUGUST 27, 2018
Sellers need to make it their business to turn their buyers into heroes. Why bother with this? Isn’t this just … Continue reading "Turn Buyers into Heroes". The post Turn Buyers into Heroes appeared first on Cincom Blog.
Customer Centric Selling
AUGUST 27, 2018
By John Holland, Chief Content Officer, CustomerCentric Selling®. The days are getting noticeably shorter. That means summer is winding down and sellers will soon be in the last quarter stretch run to meet or beat quota. This is a good time to have sellers take a hard and realistic look at where you’re likely to wind up for three reasons: They still have “runway” with 4 months to get where you want/need to go.
LevelJump
AUGUST 27, 2018
What metrics should you be measuring specifically to really determine if your sales onboarding program is actually succeeding?
Selling Energy
AUGUST 27, 2018
When you haven’t reached the level of success you’re aiming for, you’d be wise to turn your attention to obtaining answers to some basic questions: What else can be done to attain your goals? How can you increase your output and revenues? More importantly, who should be on your team, helping you to accomplish this?
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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 Evangelist
AUGUST 27, 2018
How far are you willing to go to get ahead of the competition? In order to be successful, you must do the opposite of what everyone else is doing. Realize that little things matter the most when you’re leading, and if you adopt them in your own business, you can become a better sales leader. […] The post TSE 907: The Little Things Matter The Most When You’re Leading appeared first on The Sales Evangelist.
Chili Piper
AUGUST 27, 2018
The first job I ever had was as a karate instructor. I thought I had the coolest job on the planet. I got to teach people how to throw punches and land a mean kick – as a teenager. I was fortunate to have the opportunity to teach people of all ages the art and loved the practice. I would practice and train every spare moment I had growing up.
Sales Evangelist
AUGUST 27, 2018
For sales leaders, improving your team’s numbers isn’t always enough. If you can help your team innovate, engage, build trust, and be purposeful, you’ll lift your team up and improve their lives. Lifter leadership will change your sales team and change your company. On today’s episode of The Sales Evangelist, Paresh Shah, author of the […] The post TSE 908: Lifter Leadership-How To Innovate, Engage, Build Trust And Be Purposeful All At Once!
criteria for success
AUGUST 27, 2018
Throughout the month of August, we've been writing and talking about innovation both on the blog and in the podcast. So in this "CFS Talks Sales" roundtable, we share best practices for nurturing sales innovation. In this episode of Let's Talk Sales, you'll hear from Charles Bernard, Rebecca Smith, and me, Elizabeth Frederick. I just recently published an [ ] The post Let’s Talk Sales!
Advertiser: ZoomInfo
Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.
Altify
AUGUST 27, 2018
In a previous post I have written about the value of an Executive Sponsor Program. The benefits are clear; but it is not always straightforward to embed it in an organization. For an Executive Sponsor Program to work, it must first of all be a program: a series of strategically crafted objectives, activities and measures, understood by your internal team – the executives in your organization, the account manager who is responsible for the account, and all of the other customer facing employee
Showpad
AUGUST 27, 2018
What is your role at Showpad right now? I lead the local sales operation in the DACH region out of our new office in Munich, Germany. What did you do before you joined Showpad? I’m a mechanical engineer by training. But for 20 years, I’ve been a global marketing leader. My number one priority has always been to support sales people. In 2013, at my previous company, my sales team approached me to say they needed an additional solution for the iPad.
Chili Piper
AUGUST 27, 2018
The first job I ever had was as a karate instructor. I thought I had the coolest job on the planet. I got to teach people how to throw punches and land a mean kick – as a teenager. I was fortunate to have the opportunity to teach people of all ages the art and loved the practice. I would practice and train every spare moment I had growing up.
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