The Sales Heretic

JANUARY 8, 2019

I have weird feet. Seriously. My forefeet are wide, I have very long toes, and my right foot is nearly a half size larger than my left. Which makes shoe shopping a challenge. Roughly 98% of the shoes I try on don’t fit comfortably. So when I recently purchased several pairs of shoes online, I [.].

Prospecting 223

Prospecting Sales 223

MTD Sales Training

JANUARY 8, 2019

What is a belief system? Wiki would have it described as a mental representation of an attitude oriented toward the likelihood of something being true. I like that concept, because it identifies a model that supports the way someone likes to behave, based on a system that supports those beliefs. That means it can’t always be supported by empirical formulae, but is determined by someone’s confidence in an opinion or belief.

System 235

System Enterprise Enterprise ACT 235

The Pipeline

JANUARY 8, 2019

By Tibor Shanto. Professional who excel understand that there is more to that success than just core skills. Beyond how they execute their craft, other life skills can enhance the experience for participants and the outcome. One element many top performers employ is a touch of theatre. Whether you call it “bedside manner,” “courtroom presence,” or good old swagger, there is no question that little theatre art in high school can pay big dividends down the line.

Face-to-face 223

Face-to-face ACT Quota Territories 223

SBI Growth

JANUARY 8, 2019

I recently interviewed the CEO of a Fortune 500 company. We were discussing the difference between her A-player Marketing Leaders and their peers. I asked her what differentiates A-player leaders them from the rest of the pack. Her first answer.

Promotion 180

Promotion Marketing Company Resources 180

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

DiscoverOrg Sales

JANUARY 8, 2019

I hate the word AI. But I love the concept of data-driven customer engagement. As CEO of DiscoverOrg, I have some strong opinions about data. Here’s what shook up the B2B data world in 2018 – and what I think that means for our industry in 2019. From a big data perspective, 2018 was the first year I’ve felt our company actually started leveraging machine learning and predictive capabilities for ourselves.

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Data B2B Intent Data Intent 149

SBI

JANUARY 8, 2019

4 Low-Touch Customer Success Model Myths. You can’t sell the same product to everyone, nor can you sell different products in the same manner. Each customer has a unique set of characteristics that can determine a wide range of needs and wants. Therein lies the ever-evolving phenomenon of market segmentation. SaaS businesses too, have realized the need for segmentation and have distributed their core product offerings into tiers – in which each tier is targeted towards a relevant subgroup

Lead Rank 105

Lead Rank Customer Segment Lead Scoring 105

Zendesk Sell

JANUARY 8, 2019

Great customer service is a key part of any successful business. Poor customer service has the opposite effect. According to the NewVoiceMedia’s 2018 “Serial Switchers” report , poor customer service costs businesses around $75 billion a year. Part of the reason why is that the damage is not limited only to the person who had the negative experience.

Customer Service 90

Customer Service Hiring Customer Hotels 90

CloserIQ

JANUARY 8, 2019

If you’ve been to a network event or perused LinkedIn lately, you know there is a glut of job seekers out there. And with so many people vying for sales jobs, it can be tough to make yourself stand out during your sales interview. Fortunately, you don’t have to do anything extreme. By taking the following steps, you can differentiate yourself as a standout sales professional who is ready to contribute. 1) Get a great professional photo for your LinkedIn profile.

Hiring 94

Hiring LinkedIn Social Media Advertising 94

Go for No!

JANUARY 8, 2019

Before I answer the question: can a product self itself? I need to mention that it’s always nice to be named on a list. Recently, Jason of Wealthanize.com reached out and said he had compiled a list of the 49 Best Books for Network Marketing and that “Go for No!” was at the top of his list. Check out the list here! [link] (Great list, lots of books worth looking at to choose your next read.).

Networking 84

Networking Up-Sell Course Coaching 84

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Partners in Excellence

JANUARY 8, 2019

Most mornings, I feel like Bill Murray in Ground Hog Day. I get up, look at my news feed reading blog posts on sales, sales management, marketing, business management. I spend a few minutes looking at conversations on LinkedIn, Twitter, and other sources. Day after day, month after month, year after year, it’s the same thing. I’ve been actively writing this blog since 2007.

Ideal Customer Profile 84

Ideal Customer Profile Hiring Maximizer Twitter 84

Jeff Shore

JANUARY 8, 2019

In This Episode of The Buyer’s Mind with Jeff Shore: Bill Caskey and Bryan Neale of The Advanced Selling Podcast join Jeff to talk about the success of their podcast. With over 500 episodes, they are the number one sales podcast, not only because they’re great but they started early and outlasted their competition. That seems like some great sales advice that could be used by any sales professional.

B2B 82

B2B Groups ACT Competition 82

The Center for Sales Strategy

JANUARY 8, 2019

What if your greatest opportunity to grow as a leader was right in front of you every day? Your team may hold the key to unlocking new opportunities for your professional development, and there is one simple thing you can do to make sure you don’t miss out on information that could make you better. Ask for feedback. The best leaders feel there is always an opportunity to grow, so they consistently ask for feedback on their performance.

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Study Opportunity Sales Management Sales 73

Jeff Shore

JANUARY 8, 2019

By Ryan Taft. ?I coach sales managers on a weekly basis. One of the most common topics we discuss is time. Whether you are a coach, a sales leader or a sales person, I believe one of the most important skills you should master is the skill of productivity. For most, including myself, productivity is often quite elusive. Sure you have the best intentions, but things get in the way.

Social Media 82

Social Media Hiring Insurance Insurance 82

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

G2Crowd - Sales Blog

JANUARY 8, 2019

Estee Lauder herself, the queen of today’s modern cosmetic industry, taught me amazing sales secrets when I was 21.

Examples 89

Examples How To Industry Sales 89

Sales Hacker

JANUARY 8, 2019

For those of us reading the business and financial news regularly, you’ll start to notice two common threads: that millennials work differently than other generations and often have a hard time integrating into the workforce, and that most sales teams need more quality people. In fact, a recent Bloomberg article tracked statistics that tell us that millennial men just aren’t in the workforce at the rates we would expect based on historical statistics.

Hiring 70

Hiring Salary Field Sales Face-to-face 70

Smooth Sale

JANUARY 8, 2019

In the early days of my career, I wondered how others were achieving success. I realized that observation and dedication to learning that includes continued trial and error will empower your effort. . My brief 3-Step System for Achieving Success: Write out your vision and plan for going forth. Proceed your way each day giving your vision your all. Never give up but refine actions.

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Face-to-face Commission Hubspot Influencer 60

BrainShark

JANUARY 8, 2019

The skills and backgrounds of sales enablement professionals can vary greatly from one company to the next. Let’s paint a clearer picture of the role.

Hiring 67

Hiring Salary Sales Enablement Sales 67

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Data

Chorus.ai

JANUARY 8, 2019

Hello 2019! If there’s one truth in the world of business, it’s that every year has to be bigger than the next. Bigger sales targets mean more pipeline to build, and that in turn means more meetings need to be scheduled by the SDR team or self-sourced by sales reps. To help you amazing reps out there, we’re kicking off the new year with actionable ways to fill up your pipeline — a blog series on Cold Calling!

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Cold Calling Meeting Call-back Vendor 59

Pipeliner

JANUARY 8, 2019

This article begins a series on the biggest mistakes you can make today in B2B sales. We’ll begin with one that I see as one of the largest errors made in sales in the last decade: attempting to sell through social media. Over the last five years or so, there has been an enormous amount of hype about social selling. It was being proclaimed (mostly by social media consultants) that you had no choice but to dive deep into the social media pool.

Social Media 58

Social Media Media Facebook Ideal Customer Profile 58

SalesLoft

JANUARY 8, 2019

Guest post by John Barrows , CEO @ JBarrows Sales Training. There’s a difference between sales-ready messaging and marketing messaging. Unfortunately, too many companies don’t understand the distinction. The unintended consequence is that they hurt their sales team’s prospecting efforts. Marketing Messaging vs. Sales Messaging. Marketing messaging typically focuses on the overall features and benefits of a solution and includes the requisite buzzwords like transparency, synergy, and ‘leading pro

Marketing 52

Marketing Face-to-face Scale Case Study 52

Bigtincan

JANUARY 8, 2019

Sales and Marketing is all about knowing your prospects – what they care about, how they like to consume content, what their buying process is. Psychology can help us understand consumer behavior, and adjust our processes to accommodate for that behavior. However, as salespeople and marketers we also have psychological biases. Too often, we don’t […].

Sales Enablement 52

Sales Enablement Consumer Prospecting Sales 52

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

criteria for success

JANUARY 8, 2019

As a sales leader, you’ve likely applied many great sales strategies to grow your company and increase your team’s performance. But today, I'd like to introduce you to the DEAL document - an email tool that is tactical, specific, and will help you stay organized in sales. Oh, and it produces positive results. The DEAL email is designed [ ] The post Stay Organized in Sales with the DEAL Document appeared first on Criteria for Success.

Tools 56

Tools Positioning Sales Strategy 56

Guru

JANUARY 8, 2019

At the 2018 Business of Software Conference USA I had the privilege of speaking about AI in enterprise software. My goal was to talk about AI in a way that didn't cause people in the audience to roll their eyes, since so many of the conversations around AI tend to be over-hyped.

Conference 48

Conference Enterprise Enterprise Software 48

Cincom Smart Selling

JANUARY 8, 2019

The adoption of analytics and business intelligence (BI) are enabling software-centric product development to identify product elements that are ready … Continue reading "Process Automation is Key to “Lights-Out” Manufacturing and Selling". The post Process Automation is Key to “Lights-Out” Manufacturing and Selling appeared first on Cincom Blog.

Analytics 48

Analytics Software Software Industry 48

Connext Digital

JANUARY 8, 2019

With around 250 billion emails sent daily , it’s no wonder email marketing remains as marketers’ go-to channel. In addition, it’s been found to deliver the best ROI among all platforms. It’s a cost-effective way to promote your brand, get in touch with your customers, and meet your business objectives. One of the elements that make email marketing successful is its utilization of consumer data.

Email Marketing 49

Email Marketing Data Strategy Demographics 49

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Openview

JANUARY 8, 2019

The post Expensify and TripActions Announce Strategic Partnership appeared first on OpenView.

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Anaplan

JANUARY 8, 2019

An operational powerhouse in sales, marketing, quote-to-cash, and client support, Salesforce is widely accepted as a best-of-breed customer relationship management (CRM) platform.

SalesForce 45

SalesForce Maximizer Data How To 45

Altify

JANUARY 8, 2019

Kicking off the new year, we want to talk to experts to help answer the question, “how do you drive revenue and how do you accelerate growth in 2019?” For many companies and sales leaders, there is some intersection with Salesforce, whether you’re a CRO using Salesforce or more likely you’re somebody in services or software and trying to figure out how do you partner with Salesforce.

SalesForce 45

SalesForce Revenue Lead Rank Lead Scoring 45