The Center for Sales Strategy

MAY 24, 2018

Have you ever felt like taking a “Wild Wild West” approach to securing your first appointment? Think about it… if only it were appropriate to ‘lasso’ your prospect, ‘tie him down’ and force him to stay engaged so that you may cordially introduce yourself, establish credibility and politely present your value proposition. Honestly, if you could just get his undivided attention for 5-minutes… you know he’ll like you, and you know he’ll be intrigued and perhaps even excited or anxious to learn more

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Prospecting Sales 59

Carew International

MAY 24, 2018

In a recent interview with Selling Power magazine, Carew CEO Jeff Seeley identified Three Skills Needed for Sales Professionals to Survive : collaboration, insight and empathy. Empathy is essential for sales success because we need insight and understanding of customer needs and motivations to deliver solutions of superior value. Viewing the world from the customer’s perspective also helps cultivate common ground and strong interpersonal relationships.

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Motivation Influencer Training Competition 41

SBI Growth

MAY 24, 2018

Our guest today is Ryan Tognazzini, Chief Executive Officer for iGrafx. Ryan represents one of the new breed of Sales-driven Chief Executive Officers who have come through the ranks of sales. Ryan is here to share his incredible journey from.

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Sales Sales Talent Strategy 159

No More Cold Calling

MAY 24, 2018

That bright, shiny object might be rustier than you think. If you’re researching the latest and greatest sales trends, you just might fall victim to the bright-shiny-object syndrome. Trends mean nothing unless you include your buyer in your research. Just because certain sales prospecting techniques are all the rage, doesn’t mean they’re right for you or for your buyer.

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Prospecting Social Media Trends Face-to-face 196

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

Sales and Marketing Management

MAY 24, 2018

Author: Tim Riesterer Most training and learning efforts are based on clusters of competencies, supported by a curriculum or catalog that gets scheduled on interest and availability. But this conventional approach, and the premises underlying it, raise a crucial performance question: What does it really have to do with helping a company’s business strategy, responding to shifting market demands, and intervening to fix acute, emergent needs when they arise?

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Territories Margin Training Pipeline 185

Understanding the Sales Force

MAY 24, 2018

Toddlers watch Sesame Street, play with blocks, take baby steps, constantly ask 'why', eat food that has been cut into tiny bite size pieces, love to start with dessert, and love to have fun. Their parents make sure they are comfortable, help them overcome their fears, work to prevent resistance and emotional meltdowns, and teach them as they go about their business.

Sales Coaching 140

Sales Coaching Coaching Sales Management Sales Leadership 140

Close.io

MAY 24, 2018

Episode #9 of our interview series featuring women in sales. Julianne Gsell is the Director of MidMarket Sales at Databricks. Julianne was previously a Director of Enterprise Sales at Box, where she started her career as the company’s first SDR in 2009. Julianne studied Applied Science and Nutrition at California Polytechnic State University, where she also competed in NCAA Division 1A Cross Country.

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Enterprise Enterprise Promotion Study 121

Engage Selling

MAY 24, 2018

You need to know what’s going on in the minds of your buyers when it comes to the solution you’re offering. Confused about what this means, exactly? Let me explain.

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Buyer Exact Customer Service Loyalty 112

Jeff Shore

MAY 24, 2018

By Ryan Taft. ?Imagine getting on an airplane, settling in to your seat; prepared for a long and uneventful flight when suddenly you hear the captain announce the following: “Welcome to flight 1299, non-stop from Phoenix to Atlanta. My name is Captain Fergueson and my First Officer is Jim Tuttle. We hope to get you to Atlanta in one piece, but since this is our first time flying, we could use all the luck we can get.

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Customer Infusion Fashion Follow-up 103

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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

Gong.io

MAY 24, 2018

I have some bad news — by the time you try those slick closing techniques you read about online, it’ll be too late. Your deal’s fate will already have been sealed. The actions you take earlier in the sales process define your outcome. Not even the fanciest closing technique can change that. Imagine an asteroid on a collision course with earth.

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Closing Data Sales Cycle Call-back 97

Xvoyant

MAY 24, 2018

We’ve all been there: under-promise and over-deliver. It has become a well-known saying and a mantra for sales reps. Downplaying large or advanced opportunities to use later when needed to pad performance can temporarily make a rep look good, but it makes forecasting extremely difficult.

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Sales Coaching Coaching Forecasting Sales 87

Shari Levitin

MAY 24, 2018

What would it mean to you if you doubled your income—with the same number of customers? Think about how it would feel to give the same amount of effort and earn two, three, or many more times as much. The post The Simple Secret to Doubling Your Income in Sales appeared first on SHARI LEVITIN.

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Sales Customer 86

SalesLatitude

MAY 24, 2018

Do you only hear what you want to hear? Beware that you may have “happy” ears! Every sales person has “things in their bag” that they can sell. Do you try to pitch your stuff and then find a problem it fits into? Or, are you trying to understand executives’ priority business outcomes before figuring out which products or services you can sell them? In either case, you may only hear what you want to hear, regardless of the approach you take.

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Up-Sell Sales Forecasts Forecasting Intent 73

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 Result

MAY 24, 2018

When looking to grow revenue, a common strategy is to increase your deal size and sell upstream. Unfortunately, without a major shift in selling methodology sales leaders find the initiative unsuccessful. Traditionally, if the average deal size is relatively small, sales reps generally are able to successfully sell the product based on features and benefits; however, when the average deal size significantly increases, prospective clients expect to hear more than that—they want to hear and receiv

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Benefit Relationals Revenue Strategy 73

Predictable Revenue

MAY 24, 2018

On this edition of The Predictable Revenue Podcast, we welcome Mike Fiascone, Senior Director of Sales Productivity at a renowned international business software firm, DocuSign. The post DocuSign’s Director of Sales Productivity, Mike Fiascone, teaches his formula for creating superhuman sales reps appeared first on Predictable Revenue.

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Software Software Revenue Sales 67

LevelEleven

MAY 24, 2018

Contests help to focus the efforts of an entire team around a common goal. However, that goal can vary from team-to-team and business-to-business. As situations evolve, business leaders need to know how to align their internal contests to meet the present needs of their organization, while still making it fun and engaging! Here are five examples of specific business needs, and contest that can address them: Scenario #1: Your Sales Team Isn’t on Track to Meet Your Q2 Quota.

SalesForce 60

SalesForce Incentives Incentive Quota 60

Repsly

MAY 24, 2018

One of a brand's most important assets is its road warriors. Brand ambassadors, sales reps, merchandisers -- they all spend a huge part of their workday in the car, hopping from store to store or repping their brand at events and promotions across their territory. While tons of brand reps love the freedom they get form leaving the office behind, there's no doubt it can be a struggle to make your car the most productive mobile office.

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Territories Promotion Tools Field Sales 54

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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

SalesLoft

MAY 24, 2018

In case you haven’t heard, Salesloft is taking the Modern Sales mission on the road! We’ve set out to talk “Seller Effectiveness and Results” with some of the best and brightest sales professionals across the country. Our goal: to share the best practices that make a meaningful impact on sales success! First stop: Austin, Texas! Laced up and ready to go hang with some modern sales pro’s in Austin for our 2nd of 8 city MSP Salon Tour @Salesloft pic.twitter.com/ZK2vFKRUE6. — Kevin O'Mall

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SalesForce Coaching Training Strategy 52

Pipeliner

MAY 24, 2018

How Do You Define a Sales Win? There are many ways to wins in sales. Often, the only ‘win’ that salespeople get credit for is when a deal closes. However, this mentality can be harmful. This kind of thinking is how salespeople get burnt out, get discouraged, or in some cases even quit. Sales Process Steps. There are various steps to the sales process.

Inside Sales 55

Inside Sales Outside Sales Decision Maker Cold Calling 55

Sales Hacker

MAY 24, 2018

In this 24 step GDPR compliance checklist, we’re spoon feeding you everything you should know to become compliant by the May 25th deadline! Disclaimer: Keep in mind we are NOT lawyers and you should definitely not view this guide as legal advice. Consult with your legal teams and GDPR advisors to ensure you are protected. Why We Built This GDPR Compliance Checklist.

Policies 54

Policies Commence Data Guarantee 54

Sell Courses Online

MAY 24, 2018

The post The Complete Guide to Creating Quizzes for Online Marketing appeared first on Sell Courses Online. As online creators, we're always looking for new and better ways to generate new leads and market our online courses to them. One of the most powerful yet underutilized ways of growing your audience and engaging them is online quizzes and you should consider using it in your online marketing strategy.

Marketing 53

Marketing Course Conversion Strategy 53

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

Troops

MAY 24, 2018

For Salesforce geeks like myself, building a new dashboard can be a very satisfying feeling. Look at these cool gauges…and those bar graphs! “Staying on track is never going to be easier.”. Then one day you realize something. That beautiful new dashboard has been sitting there like an empty Best Buy parking lot since you introduced it in the last sales all hands .

Data 48

Data SalesForce Incentives Incentive 48

Gong.io

MAY 24, 2018

I have some bad news — by the time you try those slick closing techniques you read about online, it’ll be too late. Your deal’s fate will already have been sealed. The actions you take earlier in the sales process define your outcome. Not even the fanciest closing technique can change that. Imagine an asteroid on a collision course with earth.

Closing 48

Closing Data Sales Cycle Call-back 48

Cincom Smart Selling

MAY 24, 2018

Configure Price and Quotation (CPQ) software is front and center in the digitalization of the selling and buying processes. Even though the selling transaction has undergone considerable disruption, for too many people, perceptions about selling remain unchanged. It is amazing that so many myths and stereotypes about selling and about sales people still resonate with so many folks.

Revelation 48

Revelation Engineering Collateral Demographics 48

Gong.io

MAY 24, 2018

I have some bad news — by the time you try those slick closing techniques you read about online, it’ll be too late. Your deal’s fate will already have been sealed. The actions you take earlier in the sales process define your outcome. Not even the fanciest closing technique can change that. Imagine an asteroid on a collision course with earth.

Closing 48

Closing Data Sales Cycle Call-back 48

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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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Allbound

MAY 24, 2018

You're ready. A channel sales partnership is a profound milestone for any business. It's a proven way to find, win, and grow happy customers — and by following the steps outlined in this article, you'll be in a better position to secure your first partnership sooner rather than later. Let's recap: Step 1: Find your candidates. Start by creating an ideal partner profile based on cultural , strategic , and operational fit.

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Channels Decision Maker Ideal Customer Profile Follow-up 48

Vainu

MAY 24, 2018

A sales rep’s productivity is easily measured by how many meaningful conversations they have in any given day. It’s possible to spend half as much time on the phone and still close twice the sales. The challenge lies in knowing what accounts to work on, what to say in your messages and the right times to reach out. It so happens that these topics are ones easily tackled with Artificial Intelligence (AI).

Software 48

Software Software Relationals Account 48

Xactly

MAY 24, 2018

Sales compensation is one of the most costly investments enterprises make every year. On average, companies spend about 9% of overall revenue. When you do the math that adds up to a lot of dollars. Of course, it’s money enterprises have to spend in order to grow, but the problem is that this cash is often burned without much thought. There’s basically no other expenditure that equates to nearly 10% of revenue that is left unoptimized.

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Compensation Enterprise Enterprise Webinar Metrics 51