Understanding the Sales Force

AUGUST 2, 2017

Today I'm bringing you some insightful information that was not widely read when it was published back in 2014. Tony Cole, CEO of Anthony Cole Training and one of OMG's great partners, forwarded me an article that appeared in the October 2014 issue of the Journal of Marketing Research. The 19 page article, by Kumar, Sander and Leone , was much more intelligent than anything I have ever written or developed.

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Research Journal Training Sales 159

The Sales Hunter

AUGUST 2, 2017

You didn’t realize the circus has come to town. The problem is that unlike every other circus, this one didn’t leave town. It’s taken up permanent residence and you are the main attraction. Do you doubt me? Ask yourself if what you’re doing is delivering the results you expect. If you were to start breaking […].

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Sales Selling Skills Sales Process Motivation 155

Anthony Cole Training

AUGUST 2, 2017

A guest post by Mark Trinkle, President & Chief Sales Officer. Should your days or evenings include any down time, here is a great book recommendation for you.

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Sales Customer 122

SBI Growth

AUGUST 2, 2017

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Channels How To Strategy Marketing 243

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

Fill the Funnel

AUGUST 2, 2017

Sales can be intense. Changing up the tone to lighten your message can be helpful. Todays tools are designed to bring a smile to your audience, while actually getting them to pay closer attention to the message you are delivering. I’d like to introduce you to my new friends, Viddy Ogres. There are 40 characters, […]. The post How to Add Some Fun and ‘Character’ to Your Presentations and Videos appeared first on Fill the Funnel.

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Video Top of Funnel How To Funnel 89

Keith Rosen

AUGUST 2, 2017

Proactive listening has proven to be the conduit to greater success. So, how do you actually become a better listener? Here are 10 proven strategies to implement today that will make you a masterful listener, communication titan, sales champion and transformational leader. After reflecting on all of the topics and areas that I focus on as an executive sales coach, it’s evident that many of the challenges, upsets and stressful problems we face have resulted from someone not hearing somethin

Intent 86

Intent Coaching Lead Rank Lead Scoring 86

SalesProInsider

AUGUST 2, 2017

She handed me the keys and said, “Enjoy your trip.” I stood in front of the counter stupefied…didn’t she know? Didn’t she know I have NEVER driven on the “wrong” side of the road while sitting in the driver’s seat on the “wrong” side of the car? I stopped her and said, “I haven’t driven in England before, what should I be aware of?

Lead Rank 70

Lead Rank Lead Scoring Face-to-face Territories 70

The Brooks Group

AUGUST 2, 2017

What Is a Sales Incentive? . A sales incentive is money or some other type of reward offered to salespeople for selling a particular amount of goods or services. . Part of being an effective sales leader is understanding exactly what motivates your salespeople. Typically, salespeople go into the profession because they are motivated by money, and the ability to control their own income level.

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Incentives Incentive Motivation Hiring 58

Close

AUGUST 2, 2017

Early in my career, the majority of my business contacts came from my immediate circle. They were people who wrote about the things I wrote about. Thought about the world the way I did.

Inside Sales 52

Inside Sales Industry Networking Sales 52

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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

Mindtickle

AUGUST 2, 2017

In this 21. minute podcast, Nardin outlines: How sales enablement has evolved. The role technology plays in enabling sales organizations. How to approach evaluating sales enablement platforms. The steps involved in rolling out an enablement solution. To download or subscribe to the Sales Excellence podcast login to. Soundcloud. , Stitcher. , iTunes. or find it. here.

Sales Enablement 52

Sales Enablement How To Segment CRM 52

Adaptive Business Services

AUGUST 2, 2017

I started B2B selling in 1977. As a salesperson, I hated cold calling and I regularly chased elephants and pixie dust. Looking back, about the only selling skill that I really excelled at was product knowledge and I could give one hell of a good demo. Despite my shortcomings, in less that two years I was promoted to sales manager and until twelve years ago, all I did was manage sales reps.

Epiphany 48

Epiphany Real Estate Construction Cold Calling 48

Mindtickle

AUGUST 2, 2017

In this 21. minute podcast, Nardin outlines: How sales enablement has evolved. The role technology plays in enabling sales organizations. How to approach evaluating sales enablement platforms. The steps involved in rolling out an enablement solution. To download or subscribe to the Sales Excellence podcast login to. Soundcloud. , Stitcher. , iTunes. or find it. here.

Sales Enablement 52

Sales Enablement How To Segment CRM 52

Sales Evangelist

AUGUST 2, 2017

Building rapport is critical in sales. We all know that, I’d assume. It even sounds basic, right? However, not all of us necessarily do what we already know. And you may have probably done some of this stuff but don’t just realize you’re doing it so you have to be intentional as well. Therefore, it’s […] The post TSE 630: TSE Hustler’s League-“Be One With Your Prospects” appeared first on The Sales Evangelist.

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Prospecting Intent Sales 40

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

Sales Gravy

AUGUST 2, 2017

The FITD technique involves making a small, negligible request first and then following up with a much larger one. As a kid growing up in Chicago, it wasn’t unusual for me to see vagrants and drug dealers loitering around the streets.

Prospecting 40

Prospecting How To Follow-up 40

BrainShark

AUGUST 2, 2017

Twitter 87

Twitter Influencer Sales Enablement Sales 87

Sales Gravy

AUGUST 2, 2017

“Celebrating” a customer by getting them to buy more is an insult! Buy-One-Get-One Free? Really? I recently celebrated a birthday, which I tend to do about every year or so.

Facebook 40

Facebook Sales Customer 40

Factor 8

AUGUST 2, 2017

We’re excited to announce that our own Lauren Bailey will be speaking at the ZoomInfo Growth Acceleration Summit this fall. She’ll be joined by other speakers such as Seth Godin, Laura […]. The post Join Us at ZoomInfo Growth Acceleration Summit! appeared first on Factor 8.

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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

Data

Sales Gravy

AUGUST 2, 2017

The secret to her problem lies in the words of Sun Tzu (The Art of War), the great Chinese philosopher: “Eventually your strengths will become a weakness.

Company 40

Company 40

Pointclear

AUGUST 2, 2017

The answer to this question is a lot more complicated than it looks. There are many factors that impact the percent of leads that should be closed by sales. This blog will take you through five factors that impact lead close rate and a calculation you can use to determine the minimum close rates your product or solution requires. The five main factors in lead close rate are: Market definition.

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Sales Qualified Lead Lead Rank Lead Scoring Closing 160

DiscoverOrg Sales

AUGUST 2, 2017

Sales and marketing teams operate on two sides of the same coin. And though both departments work closer in tandem today than ever before, there are still a few broken links in the chain of complete alignment. As job discipline lines continue to blur , sales departments have discovered a few ways marketers can help them do their jobs even more efficiently.

Top of Funnel 175

Top of Funnel Marketing Lead Rank Hiring 175

Partners in Excellence

AUGUST 2, 2017

It seems everywhere I turn, there is a huge urgency around “helping” our sales people sell more. Clearly, the data on sales performance is startling, though not new. The percent of sales people meeting or exceeding their plans is declining. The percent of organizations not making their plans is staggering. Everyone is recognizing the changing customer.

Hiring 62

Hiring Face-to-face Intent Account Based Marketing 62

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

SalesLoft

AUGUST 2, 2017

Managing time as an account executive can feel like a high-pressure juggling act in front of a live audience. Day in, and day out you need to log mandatory tasks, send emails, make phone calls, and more, all while engaging with your prospects and closing deals. The only way to keep this act running smoothly is to maintain a high level of sales efficiency.

SalesForce 52

SalesForce Case Study Face-to-face ACT 52

Velocify

AUGUST 2, 2017

Eat That Frog! , a best-selling book from author Brian Tracy teaches us that the most successful people tackle their biggest, hardest challenges first. Turns out this mantra is true not only on a personal, task-based level, but also on a leadership level. Jill Konrath, globally recognized sales acceleration expert and bestselling author, recently interviewed five sales leaders at high-growth companies to learn how they are achieving such outstanding results.

Hiring 49

Hiring Inside Sales Scale eBook 49

Cincom Smart Selling

AUGUST 2, 2017

Integrating CPQ with CRM. Unifying Marketing and Sales into a single process starts by integrating CPQ (Configure-Price-Quote) software with a CRM (customer relationship management) system and other marketing automation tools. The keystone that supports the integration of Marketing and Sales into a continuous operational process is technology. Technology speeds up processes, reduces errors and makes it easier to turn new hires into productive team members faster.

CRM 63

CRM Marketing Lead Rank System 63

Tenfold

AUGUST 2, 2017

One of the key features of Salesforce CRM is the configurability of its company performance dashboard. Do it correctly and you see the salesforce metrics that are most important to your business. This makes a big difference in today’s hyper competitive commercial landscape. Decision-making that’s based on data is always better for business. As InsideSales.com Founder and CEO Dave Elkington puts it: “You have to generate revenue as efficiently as possible.

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SalesForce Company Lead Nurturing Sales Qualified Lead 45

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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

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Cincom Smart Selling

AUGUST 2, 2017

Integration of Marketing and Sales into a single process starts with CRM integration with marketing systems like CPQ and other automation tools within the two operations. The keystone that supports the integration of Marketing and Sales into a continuous operational process is technology. Technology speeds up processes, reduces errors and makes it easier to turn new hires into productive team members faster.

CRM 63

CRM Marketing System Lead Rank 63