Jeffrey Gitomer
APRIL 12, 2018
When a prospect asks me a yes or no question, I never answer yes or no. When a prospect asks me any question, I always answer in the form of a question.
Zoominfo
APRIL 12, 2018
Fact: Your company’s email program will only ever be as good as your contact database. No matter how great your emails are, eventually your contacts get married, change jobs, or receive promotions; their companies go out of business or merge with entirely different organizations. Slowly but surely, you’ll be left with inaccurate and unreliable data.
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Sales and Marketing Management
APRIL 12, 2018
Author: Kevin Harrington Why is it some people struggle to sell their products or services no matter how hard they try, while others seem able to sell just about anything to anyone? It’s almost as if people who experience phenomenal sales success know something others don’t, like they have insider info that gives them an unfair advantage. It’s like they have access to sales secrets no one else knows.
Jeffrey Gitomer
APRIL 12, 2018
The customer is always right. Except when they are wrong, which is most of the time. In sales right and wrong don't matter.
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.
Connect2Sell
APRIL 12, 2018
( NOTE: This guest blog post about trustworthy leadership was written by Steve Smith, sales director of U.K.-based company The Tree Group. He’s the one in the orange shorts.).
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Connect2Sell
APRIL 12, 2018
I don't have anything against sales management training. … But, in most cases, the approach puts the cart before the horse.
Jeffrey Gitomer
APRIL 12, 2018
There is a sales adage that says: Your chances for success increase in proportion to the number of sales calls you make. It's amazing how the truth can be so simple. If it's so simple, why don't you do it?
Hubspot Sales
APRIL 12, 2018
Ahh, the never-ending quest to create the perfect, predictable sales cycle. To figure it out would be like discovering the holy grail of sales. But -- as you know -- the insane number of variables and blockers in each sale makes it near impossible to fool-proof the system entirely. That’s not to say, of course, there aren’t ways to make sales cycles more predictable.
Jeffrey Gitomer
APRIL 12, 2018
There's good and bad in all professions. Sales is no exception. Surveys show the only thing lower than a salesman in the minds of many Americans is a politician.
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Engage Selling
APRIL 12, 2018
Let’s not beat around the bush. There is absolutely a difference between how top sellers interact with people, compared to how mediocre or poor sellers interact with people.
Jeffrey Gitomer
APRIL 12, 2018
Question – When is the buyer ready to buy? Answer – He'll tell you if you just pay attention.
SalesLatitude
APRIL 12, 2018
The idea of taking a different road can really open one’s eyes. I was recently talking to some associates about the novelty of doing things differently to see if you get different results. For example, eating with your left hand when you’re right-handed, or taking a different route to work instead of the same one every time. Maybe you’ll get a different result or learn something new.
Jeffrey Gitomer
APRIL 12, 2018
Do you have a positive attitude? Everyone will say yes, but less than one in one hundred actually do! One percent.
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.
Miller Heiman Group
APRIL 12, 2018
“To be effective, sales enablement must be seen as a strategic discipline that is set apart from other functions such as marketing and training, even though those functions contribute to enablement.”. — “Sales Enablement: A Master Framework to Engage, Equip and Empower a World-Class Sales Force”. Understanding sales enablement as a distinct, strategic discipline is a relatively new development.
Hubspot Sales
APRIL 12, 2018
The sales development role is here to stay. We’ve long known companies employing sales development (or business development) representatives see higher revenue and return on investment. When the sales development team has good communication with account executives and marketing, the sales machine works efficiently and results are impressive. In an effort to understand the sales development function and its role in the sales process, InsideSales.com Labs conducted a study of over 1,000 companies
SalesforLife
APRIL 12, 2018
With sales representatives’ success rates taking a downward turn over the last five years, many sales professionals have wondered what the solution is. When social selling and digital selling paradigms have done so much to propel sales growth, the question becomes more concerning. Why are sales representatives’ quota attainment levels falling?
InsightSquared
APRIL 12, 2018
Marketers look to their marketing automation platforms (MAPs) not only to execute many of their demand generation activities, but also to understand the effectiveness of their marketing programs. However marketers are largely dissatisfied with the reporting their MAPs offer. This is what the findings were in a study done by Heinz Marketing and InsightSquared titled, Marketing Automation Platform (MAP) Satisfaction Survey 2018: Are Marketing Automation Vendors Still Meeting the Needs of Today’s M
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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
Xactly
APRIL 12, 2018
Stress is something every person deals with at some point in time, both at home and at work. In demanding circumstances, stress acts as our bodies’ physical fight or flight response, where the body releases the chemicals to help us decide how to act. In the workplace, stress is an important thing for managers to watch for. Overstressed employees are often subject to burnout, reduced efficiency, and physical or mental health issues.
Veelo
APRIL 12, 2018
Many sales enablement solutions promise impressive benefits for your sales team. But you’ll need more than that if you want to implement a sales enablement platform. As you examine sales enablement solutions for the best fit, you’ll need internal buy-in from your marketing team. What’s in it for them? If you do it right, your […].
Vainu
APRIL 12, 2018
Imagine picking up the phone for a cold call, getting the right decision maker on the line, delivering your sales pitch and then hearing this: “Thanks for calling, your timing is great! We’re just in the need of what you’re offering. Tell me more.”. This little dream scenario might sound silly here, and sure, that exact phrase might never be used by any high-up executive at a Fortune 500 company who’s accidentally answered a call from a salesperson.
Jeff Davis
APRIL 12, 2018
It was such a pleasure being invited to attend Oracle's Modern CX conference this past week as a marketing influencer. I was really interested in understanding how the principles of customer service (CX) could be applied to helping B2B organizations align Sales and Marketing. The I also learned a ton from interviewing CX thought-leader - Shep Hyken.
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.
Igniting Sales Transformation
APRIL 12, 2018
In this episode, I talked with BJ Miller, VP of Sales for Central/Rocky Mountain at AgileCraft about Chasing Failure. That’s right. I said failure. A unique and intriguing topic that provided some interesting perspective on why failing is not a bad thing. BJ suggested today’s topic but before we got into the meat of our conversation, I asked BJ to share her experience as a competitive swimmer that led to her becoming an Olympic Gold Medalist, an amazing accomplishment and part of a long li
Sales Result
APRIL 12, 2018
Cliff is not your top sales performer. A “C” player at best, Cliff rarely makes his quota. And he never tries to improve. Cliff seems perfectly happy with the status quo, which bothers you as a sales leader whose younger years were spent as a hungry sales rep, always innovating your approach and working hard to exceed your own number. To top it all off, if Cliff could just up his numbers by 10%, it would help your branch move to second place in your company.
The Center for Sales Strategy
APRIL 12, 2018
Congratulations. You've conducted a needs analysis and discovered a need for a prospect (their desired business result) for a prospect. But, is that good enough? How many needs did you uncover? Surely a serious conversation with a prospect about current challenges, unrealized opportunities, hassles, and trends, would uncover multiple desired business results.
LevelEleven
APRIL 12, 2018
[…] always be more productive than a simple spreadsheet or a physical notebook with tabs. Programs like Level Eleven used design to solve usual business and sales problems and save precious […].
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Allbound
APRIL 12, 2018
Your product is good and so are your people. You’re ready to increase customers, to grow revenue. You’re ready to scale. Now if only there were more selling hours in the day. When it comes to scaling revenue, your biggest blocker is time, in which case there’s a proven strategy at your disposal: channel sales. A channel sales model is one where third parties — resellers, distributors, affiliate partners, independent retailers — sell your product.
LevelEleven
APRIL 12, 2018
[…] can be a powerful tool for connecting with customers and prospects, but it can also lead to sales pitfalls when misused. In order to send messages that stick with prospects, you need to have a strategic […].
Drift
APRIL 12, 2018
Everyone is looking for the secret to growth. We spend a ton of time trying to hack it. A/B test it. Or–if we’re lucky–we’ve already found that illusive bright spot, and now, all we have to do is exploit it. But long before we were trying to understand human behavior in the digital world, psychologists like Robert Cialdini were studying it in the social one to understand how humans.
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