Score More Sales
DECEMBER 20, 2019
In my sales career I had 22 different sales managers (not counting a few interim ones) over time and experienced great, amazing leadership - and also horrible, disappointing leaders – from “awesome” to “awful”.
SBI Growth
DECEMBER 20, 2019
You’ve heard that Sales Kickoff (SKO) is dead. How can that be? The holiday season is upon us, and soon, the books close on Q4. We will roll into 2020 with perfect vision. Your sales team will wake up on.
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Sales Hacker
DECEMBER 20, 2019
What makes a good sales pitch? During my 15-year career in sales development, I’ve built and seen many sales pitches. I’ve also been pitched by numerous salespeople — some good and some bad. So what separates the good from the bad? To find out, our Training and Development Manager Joseph Grieves, analyzed over 500 sales calls in a 6-month period. What we learned was that ALL the best-converting sales pitches include the exact same elements.
Go for No!
DECEMBER 20, 2019
Right now someone is doing exactly what you want. Instead of being worried that someone might tell then “NO” and instead of letting failure stop them (notice I didn’t say this person is fearless) someone is living the life you want. They are doing what you want to do. They are in the type of business you want. They are buying the things you want to buy.
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.
Hubspot Sales
DECEMBER 20, 2019
Technology is a pillar in today’s economy. There are few things we do without the assistance of software or smart devices, and the same goes for businesses worldwide. It’s unlikely, however, for these businesses and their leaders to keep up with the ever-changing world of technology. This is where technology consultants come in. These technology specialists provide a unique, objective, and specialized approach to technology and how to leverage it for business success.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Chorus.ai
DECEMBER 20, 2019
A true equation is a mathematically accurate equation — such as 1 = 1. But math isn’t always certain; it has unknowns and variables. Just ask former math teacher Grace Tyson, who, in 2014, was struggling to define the unknown in a very important equation: Grace + [X] = new career. After spending two years in Newark, New Jersey, teaching mathematics to kids in grades 5-7, Grace decided to relocate to Boston and take a completely new direction in her professional life.
Close.io
DECEMBER 20, 2019
New week, new Sales Brief! This week we cover some great reads on the topic of sales data. Gong published a set of sales tips based on data collected from real sales conversations. Some of the data they present is super surprising. We recently released a piece on sales analytics : what it is, how it works, and why it can give you a massive sales advantage.
The Sales Developers
DECEMBER 20, 2019
Sales is changing every day – buyers know more about products than sellers, crowd sourced reviews affect the value of our offerings, and we’re facing increasing competition as barriers to entry continue to lower. All of this makes closing sales harder than ever. But some things will never change. We wrote about the foundational principles of outbound sales in our book, Outbound Sales, No Fluff.
The Center for Sales Strategy
DECEMBER 20, 2019
- MOTIVATION -. "Become the person who would attract the results you seek. ". -Jim Cathcart. - AROUND THE WEB -. > 8 Things Sales Managers Should Stop Doing – CloserIQ. As a sales manager, your job is to empower your team members to succeed. You are responsible for overseeing your sales process, providing regular coaching, and monitoring the KPIs of your sales reps.
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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.
DocSend
DECEMBER 20, 2019
It’s often tempting to craft your sales pitch deck around what you know about your product. Perhaps you have an impressive list of marquee customers for your deck or an advanced set of features that your competition doesn’t have. What big names and cool features can’t do is answer the question of why. If you can’t tell prospects why your product matters, then you haven’t convinced them to pick you.
Engage Selling
DECEMBER 20, 2019
As we’re rounding out any month, quarter, or year—depending on how your fiscal year is created—I always like salespeople to think about accelerating their sales in the next period.
Fill the Funnel
DECEMBER 20, 2019
Nearly half (47%) of small and medium business (SMB) owners from across the globe say that finding the right technology to fit their needs is one of the factors that is constraining their business activities. So, what do SMB owners look for when choosing new technology? This survey from Salesforce Research has some answers. Survey […]. The post Here Are The Criteria Small Business Owners Consider When Evaluating New Technology appeared first on Fill the Funnel.
InsightSquared
DECEMBER 20, 2019
This year at InsightSquared, we covered a variety of topics in our webinars, from RevOps process and rep coaching to marketing attribution and pipeline management. Keeping tabs on all this great content is never easy, so we’ve compiled a Best of List with top webinars from our team and partners, to guide you into the new year! Trust your data. Trust your forecast.
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.
Tenbound
DECEMBER 20, 2019
You can usually spot Sam Nelson easily… he’s the guy with the blue dyed hair popping up at sales conferences and in your LinkedIn feeds, sharing his thought leadership with the community. His day job is the SDR Leader at Outreach (a Sales Enablement Platform) Sam (SDR Leader @ Outreach.io) is a well known entity in the Sales Development world, and gave a great presentation on how he and his teams.
Selling Energy
DECEMBER 20, 2019
I’ve written in the past about the importance of listening carefully to everything your prospects say to you. One thing that you should be sure to take note of when listening is repetition. When people repeat words or ideas, it usually signifies importance. The things your prospects choose to repeat provide insight into their world (which is certainly valuable to have when you’re selling).
The Brooks Group
DECEMBER 20, 2019
Here are 5 business reasons your sales organization needs a strong company culture. Like most intangibles, company culture is hard to measure and sometimes even harder to justify investing in. For these reasons, many companies relegate culture to a list of “nice to haves,” and never give it much attention beyond that. This lack of attention from most companies represents a weakness for them, and a substantial opportunity for sales organizations that do focus on company culture.
Richardson
DECEMBER 20, 2019
Training a team of sales professionals is difficult. At a large organization, the team is often geographically distributed. Representatives are separated by hundreds of miles and different time zones. Even a small team of sales professionals can be difficult to train in unison because each professional is busy with their own quotas. Each is focused on their own pipeline that consists of sales at different stages.
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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
criteria for success
DECEMBER 20, 2019
Do you want to learn more about effective coaching? Today's quote from Bill McCartney is about the power and effect of coaching. Read on to learn more about this week's Let's Talk Sales inspiration. Bill McCartney Quote This month's theme is all about coaching. And today's quote is from Bill McCartney, an American football coach. [.]. The post Let’s Talk Sales!
The Accidental Negotiator
DECEMBER 20, 2019
When negotiating, we need to consider the effect of our emotions on others Image Credit: Jeremy Hill. I can only speak for myself, but I have no problem sharing with you that during a negotiation I can become very, very frustrated with how things are going. No matter if your negotiation styles and negotiating techniques are causing things to go too slow, go off in the wrong direction, or, even worse, not go anywhere.
Tenbound
DECEMBER 20, 2019
It goes without saying that buyers today have a very different set of tools at their disposal versus just 10 or 20 years ago. There’s a tremendous amount of information online and on social networks that they can use in order to make a purchase decision. Think of the last time that you purchased a product. You probably started with a Google search where you didn’t leave the first page of results.
Pipeliner
DECEMBER 20, 2019
Meridith Elliott Powell is an award-winning author, keynote speaker, and business strategist. With a background in corporate sales and leadership, her career expands over several industries including banking, healthcare, and finance. Meridith worked her way up from entry-level to earn her position in the C-Suite. She has been voted as one of the Top 15 Business Growth Experts to Watch by Currency Fair.
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.
Zoominfo
DECEMBER 20, 2019
Should you be putting more thought into your cold email subject lines? The answer is yes. Do you have time to read through a million examples of email subject lines to find the best ones? We’ll go ahead and assume the answer is no. We sifted through top blogs to find the best email subject lines, plus some fresh, real-life examples from our own SMEs.
Anthony Iannarino
DECEMBER 20, 2019
The idea of “value creation” can be confusing. The word “value” itself can be nebulous, unclear. Value is also in the eye of the beholder; it is a perception. In sales, however, we can define “value creation” with some significant level of clarity, with a single question: How is your client better off? The First Test of Many.
Zoominfo
DECEMBER 20, 2019
Should you be putting more thought into your email subject lines for B2B sales? The answer is “yes.” Do you have time to read through a million examples of B2B email subject lines to find the best ones? We’ll go ahead and assume the answer is “no.” We sifted through top blogs to find the best cold email subject lines, plus some fresh, real-life examples from our own salespeople.
Hubspot Sales
DECEMBER 20, 2019
When a company first starts out, the money isn't exactly rolling in. Startups devote all of their cash to their product — and make do with the equivalent of duct tape on the operations side. This means customer and contact management is often tracked through spreadsheets. When you only have a handful of customers, it seems logical to simply pop their information into a spreadsheet and share it with the one or two salespeople on staff.
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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
Cience
DECEMBER 20, 2019
Ah, December. ‘Tis a joyous time of gratitude, holiday cheer, chilly weather, and absolute trash littering our inboxes. Welcome to “ The Good, The Bad, and The Ugly Cold Emails ” series, the December Edition. The email elves left us both presents and coal this year in our inbox, so without further ado, let’s take a closer look at the best and worst cold emails to close out the year.
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