Tue.Sep 17, 2019

Why Finding Team Players Matters When You Hire Sales People


When you hire salespeople, you should always look for team players. It takes more than consistent coaching and training to create a productive sales team. According to CEB, the most effective sales teams no longer […].

Have We Lost The Art Of Decision Making?

The Pipeline

By Tibor Shanto. There is a lot written about what has changed in sales, no doubt a lot has, but when you look at results, not much evidence. Given all the noise about better ways to sell, one would expect better outcomes, but they are not.

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Impactful CMOs Develop Customer Experience Charters Instead of Agonizing over Renewal Rates

Sales Benchmark Index

Quick—why do top sales reps make big bucks? It’s because they make it easy for their prospects to buy and to feel good about buying. They personally differentiate their company and solutions at the crucial moment someone prepares to take.

How Do I Build a Prospecting Plan That Will Work?

The Sales Hunter

Whether you’re building a prospecting plan from scratch or reviewing your existing plan, ask yourself these 8 questions. I have said this before, but I will say it again- the biggest improvements you can make to your prospecting are to the little things. That will make the biggest difference.

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

Handling objections, a new way to research competitors and a quote from Mark Hunter

MTD Sales Training

Episode 35: Handling objections, a new way to research competitors and a quote from Mark Hunter. In this episode we look at some techniques to help you handle objections. Our Skills Pill looks at the latest ways to research your competitors to gain an edge. And our Inspire Me quote comes from Mark Hunter. Take a look at this episode on [link]. The post Handling objections, a new way to research competitors and a quote from Mark Hunter appeared first on MTD Sales Training.

More Trending

5 Unexpected Ways to Crush Sales Meetings in the Field

Hubspot Sales

Field reps have one major advantage over inside reps: their ability to establish relationships with prospects. It’s far easier to build rapport and trust when you’re sitting across the table from your prospects rather than talking to them through a computer screen.

Three Steps to Implement a Culture of Growth

Sandler Training

The aggressive, sustainable growth so many company leaders seek, but few can actually point to, lies in moving yourself and your organization into a growth-driven sales culture. The following three steps are essential preliminaries to that shift. Read Time: 6 Minutes. Management & Leadership

How to Quickly Identify Your Human Capital Expense [VIDEO]

The Center for Sales Strategy

From identifying new opportunities for growth to driving profitable revenue streams, salespeople are the fuel to your company’s fire. As sales managers and leaders, we often state that our team is our most valuable asset, but are we doing anything about it?

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How To Optimize Your Sales Process Top To Bottom


? In this episode of Sales Secrets, I talk about how to optimize sales process and, more importantly, how to do it right, from top to bottom. Keep reading to learn more.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

Invisible.io Launches New RevenueGrid.com Sales Engagement Platform

Smart Selling Tools

Invisible.io Launches RevenueGrid.com, New Sales Engagement Platform that Goes Beyond CRM, AI And Redefines What Sales Engagement Tools Should Be.

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InsideSales.com Introduces the Revenue Acceleration Cloud


Create a Marketing Strategy that Drives Customer Retention in These 7 Easy Steps

Nimble - Sales

Whether you’re running a multinational agency or a small local business, you must have wondered how to properly retain your customers in the long run. Highly successful businesses understand the significant difference between customer acquisition and customer retention.

Peer-to-Peer Selling: Leveraging Your Customer Voices to Better Sales Enablement in Today’s Sharing Economy

Smart Selling Tools

Peer-to-Peer Selling: Leveraging Your Customer Voices to Better Sales Enablement in Today’s Sharing Economy. The world is moving to a peer-to-peer selling environment that also now includes the sharing of experiences.

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

Sales Value Proposition: How to Build and Deliver a Powerful SVP

Corporate Visions

The post Sales Value Proposition: How to Build and Deliver a Powerful SVP by Tim Riesterer appeared first on Corporate Visions. Your sales value proposition, or SVP, is a powerful messaging tool for communicating the unique value of the solution you’re selling.

What Sales Professionals Should Look For in a Tech Startup


We’re currently living in the golden age of startups. San Francisco , New York , Boston , Seattle, and many other American cities are home to many innovative startups. This presents a wealth of opportunities for sales professionals. Working at a startup can offer many opportunities to learn new skills and assume significant responsibilities.

Announcing The 2020 Startup Sales Playbook


We've been helping startups succeed in sales for years.and today we're taking it one step further. Download the definitive playbook for early-stage sales teams : discover actionable tactics to close more deals, grow revenue, and scale a high-performing sales operation.

Your Knowledge Management Horoscope


As part of our company charter to make sure that the knowledge you need to do your job finds you, we thought you might want to see all your bases covered. As we were looking to seek and share knowledge, we wondered what the universe has in store for everyone, knowledge management-wise.

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

How to Use Content to Enhance Your Social Selling Process


Elevate Customer Conversations with Industry-First SmartPage Technology


We’re humans — not robots. A common thread that connects us all is our desire for genuine and meaningful interactions, which is why we’re proud to share that our new release is focused on exactly that.

What Does My Listener Need to Know?

Selling Energy

I talk a lot about communication strategies on this blog because effective communication is vital to success in sales (see last week’s “ Take Responsibility for the Quality of Your Communication ” blog).

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Highspot Launches Industry-First SmartPage Technology to Turn Sales Strategy into Action


Fall ‘19 Product Release Introduces New SmartPage Marketplace, Data Slices and Web Apps, Enabling Go-to-Market Teams to Elevate Customer Conversations.

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

Boost Your Email Effectiveness With This Email 2.0 Tool

Fill the Funnel

Pretty much every client I work with understands that email is the most powerful tool in their arsenal when it comes to generating business results. I know this post will bring some immediate improvements to the emails you send out.

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Direct-Dials: More Than Meets The Eye


In case you haven’t heard the news, DiscoverOrg and ZoomInfo have joined forces! And as one unified company, we humbly believe there’s no one better equipped to discuss the importance of high-quality contact information.

Learning – The Pipeliner Mission


In this blog series about learning, we’ve covered the fact that the learning landscape has certainly changed in this modern, global digital age. Now, what is our particular mission, here at Pipeliner, with regard to learning? We certainly have one. We have created a new model with which people the world over can learn to build their own business. We call this model the Pipelinerpreneur model.

4 Common Myths About Creating a Sales PlayBook

criteria for success

Have you been thinking about creating a sales playbook? If so, you're not alone. In a recent conference I attended, three speakers on completely different topics talked about playbooks.

How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

How to Define and Leverage Indirect Channels to Maximize Manufacturing Sales

Miller Heiman Group

Channel sales present a challenge for several industries, but it’s a particular concern for manufacturers. For instance, the added layer between your organization and your end-user means you have less access to understand their behaviors and needs and track associated KPIs. Additionally, some organizations struggle to clearly define the difference between channel customers and the end-user.

Fundamental #3 – Guiding Versus Telling


Fundamental #3 – Guiding versus Telling , is part of our series, The Making of a Highly Effective Sales Manager. I’m stepping through each of the 5 Fundamentals of a Highly Effective Sales Manager , offering depth around what each means to me. Catch up here and here. .

?? Being Remarkable


There are an estimated 18 million salespeople in the United States. So how do you stand out in today’s noisy and distracted world, and how can you strive to be remarkable? Now, I know what you’re thinking – How does being remarkable pertain to the business world?