The Center for Sales Strategy
JANUARY 22, 2019
Many organizations have built barriers between the various functions of their business. Even groups that rely on and support each other’s goals (like Sales and Marketing) are “siloed” in their own worlds and rarely communicate. Breaking down those walls and aligning goals and expectations can be challenging, but there are tremendous benefits as well.
The Sales Heretic
JANUARY 22, 2019
Do you have a prospecting plan? If you want to boost your sales, it can be a huge help. A prospecting plan is like a business plan for your sales efforts. It’s a planning tool that helps you sketch out your goals, your best prospects, how to reach them, and more. Sound complicated? Don’t worry, [.].
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The Pipeline
JANUARY 22, 2019
By Tibor Shanto. People will tell you that the number one reason sellers do not like to prospect, specifically telephone prospecting, is rejection. However, if we step back, there is no less rejection in other means of prospecting, say e-mail or LinkedIn prospecting; when you look at the numbers, the phone is more effective than e-mail, (better together), it’s just not in your face (ear), like the phone.
Understanding the Sales Force
JANUARY 22, 2019
Do the least informed among us have the loudest voices? This article is about salespeople but to set the stage, we'll start with the news. When I listen to and watch the news, it seems that those on the fringes and representing special interest groups get the most attention, benefit of the doubt, dictate how everyone else should think and act, and cause tremendous tension and stress.
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.
SBI Growth
JANUARY 22, 2019
There are quite a few buzzwords in the customer sphere. Two of the big ones relate to experiences – user and customer. Although User Experience (UX) and Customer Experience (EX) are unique, they must work together for your organization to.
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SBI Growth
JANUARY 22, 2019
Dallas, Texas – Sales Benchmark Index (SBI), a management consultancy specializing in revenue growth, today announced that Nick Hulse has been named Managing Director – Europe. With more than 20 percent of SBI’s revenue coming from Europe, the firm is.
DiscoverOrg Sales
JANUARY 22, 2019
If you work in sales and marketing, I’ll bet you think a company’s employee count on LinkedIn is the absolute best way to determine how many employees work at that company. I’m going to let you in on a little secret: It’s not the best way. I would know. I’ve been optimizing DiscoverOrg’s process for gathering firmographic data since 2016. I’ve looked at everything from Glassdoor employee ranges, how many people are on a company’s benefit plan, and of course, the employee count on LinkedIn.
Connext Digital
JANUARY 22, 2019
Artificial Intelligence (AI) has been significant in the advancement of digital marketing, including email marketing. Its core aspects—big data and machine learning—have been essential in the spread of AI for email marketing. Paired with other technologies like business intelligence and cognitive computing, your emails can have a greater chance of engaging clients and prospects.
Close.io
JANUARY 22, 2019
Booking high-quality meetings is one of the most underappreciated opportunities sales teams have. We all want to learn the best tactics for negotiating and closing deals. But try getting people excited about appointment setting. Yet, no matter how you look at it, there’s one truth in sales: You can’t win a deal if no one’s willing to talk to you. B2B appointment setting might not be the sexiest topic to cover.
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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.
SBI
JANUARY 22, 2019
Making Sense of the Sales Ops Tech Stack. While there are many point solutions now available to facilitate the sales process, the reality is most companies can achieve much of what they want within their CRM today, given proper policy to sales process alignment. Understanding how to view technology adoption, and which categories of solutions will most help you, is key to successfully navigating the sales tech stack overload.
Women Sales Pros
JANUARY 22, 2019
Take a look at the word “kickoff.” It’s charged with excitement, anticipation, and energy. Now ask yourself if your upcoming sales kickoff will demonstrate that or fall into the “just another meeting” category. As a former vice president of sales, I can confidently say we held some great sales kickoffs. They were a combination of entertainment and education that made salespeople excited to be part of a great sales organization.
Chorus.ai
JANUARY 22, 2019
January is in full swing now and we’re back with our third cold calling article, after The Secret to a Scheduled Meeting - Longer Cold Calls and Do You Have at Least 4 Calls in Your Cold Calling Sequence?
Partners in Excellence
JANUARY 22, 2019
We all know the importance of conducting discovery calls. In principle, a discovery call is to help us learn more about the customer, their needs, problems, dreams, and goals. Once we “discover” these, we can determine whether the customer has a need that we can address, we can assess the urgency and interest the customer might have in addressing those needs.
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.
Jeff Shore
JANUARY 22, 2019
By Jeff Shore. ?Decision-making is really an exercise in how to process uncertainty. Where there is no uncertainty, there is no decision. I’m hungry – should I eat? Not much of a decision, right? There is certainty in the facts (I’m hungry) and so the outcome is fait accompli (I eat!). But what should I eat? I’m at a Cheesecake Factory and I have literally hundreds of options in front of me.
Partners in Excellence
JANUARY 22, 2019
I wrote about how badly too many sales people conduct discovery with their customer: Are You Guilty Of Conducting “Non-Discovery?” It’s useful to expand on that initial post. We know the importance of focusing your prospecting and pipeline development efforts on people and companies fitting your Ideal Customer Profile (ICP). These are the customers who are most likely to have the problems/challenges that our solutions address.
SBI
JANUARY 22, 2019
BigTinCan for Retail to Empower Retail Sales Teams to Reshape the Shopping Experience. To help leading brands such as GUESS, Inc., Paige Denim and Titlelist embrace the increasingly digital consumer landscape, Bigtincan created Bigtincan Retail with a comprehensive set of product capabilities, integrations and bundled services. These capabilities allow retailers/brands, hospitality companies, telco organizations, restaurants and franchises to ensure their sales teams not only have access to the
Pipeliner
JANUARY 22, 2019
This is the next in my series on the biggest sales mistakes you can make—and we’re going to address a bad one: overtalking. There are several aspects to this major error: Talking more than your prospect. Asking non-intelligent questions, and not listening. Talking only about the superior features of your product or service. Talking More than your Prospect.
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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
Close.io
JANUARY 22, 2019
Booking high-quality meetings is one of the most underappreciated opportunities sales teams have. We all want to learn the best tactics for negotiating and closing deals. But try getting people excited about appointment setting. Yet, no matter how you look at it, there’s one truth in sales: You can’t win a deal if no one’s willing to talk to you. B2B appointment setting might not be the sexiest topic to cover.
Showpad
JANUARY 22, 2019
Looking to scale sales success at your company in 2019? It might seem like the simple solution is to clone your best sales reps. But even if this was possible, it isn’t a complete answer. Why? Because sales transformation depends on more than the performance of your sales team. Then perhaps having a great product is the secret to success? Not necessarily.
Sales Hacker
JANUARY 22, 2019
Some compared it to deleting Jesus from the New Testament. Others claimed it was like deleting Luke Skywalker from Star Wars. Others said it was justified as he was “a total violation of Terms of Service.” Still others said it was like deleting The Robin Hood of Revenue (ok, we made that one up.). Corporate Bro, we hardly knew ye. As of last Friday, January 18, a day that will be commemorated forever in sales history, LinkedIn has officially terminated the account of Corporate Bro, on the ground
Sue Barrett
JANUARY 22, 2019
Selling is a hot topic, especially the louder calls for more ethical, fairer, purpose driven business and selling practices. Given the recent findings from the Australian Banking Royal Commission and the emerging new world transparency highlighting various unethical, immoral and unsustainable business and sales practices across the collective value chain, the rise of an Ethical […].
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.
Close
JANUARY 22, 2019
Booking high-quality meetings is one of the most underappreciated opportunities sales teams have. We all want to learn the best tactics for negotiating and closing deals. But try getting people excited about appointment setting.
Bigtincan
JANUARY 22, 2019
Getting your team to embrace new technology can be a challenge. In fact, the failure rate of new technology adoption in the workplace has ranged from 50% to as high as 70%, in some instances. Lack of adoption poses both internal and external risks. When new technology fails, businesses risk: Losing money on the investment Decreasing employee engagement […].
Smart Calling
JANUARY 22, 2019
Regardless of whether you are football fan or not, or if you like Tom Brady or not, he set an example Sunday for salespeople, that when emulated, can propel us to new heights. I am not talking about his game performance against the Chiefs. That was awe-inspiring though. I am not referring to his interview as he was coming off the field, when asked what it was like going to a Super Bowl for a record ninth time (as many as nine entire other NFL TEAMS combined), he responded, “Unf**king-believable
Janek Performance Group
JANUARY 22, 2019
Even in today’s value-driven sales environment, price sensitivity remains a constant priority for most buyers. Many companies and advertisers are often competing in a race to the bottom, with constant reminders that they are offering the lowest prices - or that they are willing to match prices from the competition to gain your business.
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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
Troops
JANUARY 22, 2019
When executives assist on a deal, good things happen. People love to talk to someone in power and often they are able to elevate the conversation to the right people, with the right talk track. But knowing which deals to help with and when to offer that help isn’t something an executive should have to juggle. Say an exec oversees 8 sales reps and each of those reps have 20-25 deals in the works—not an unusual number.
criteria for success
JANUARY 22, 2019
Are you a sales leader in need of time management hacks that are guaranteed to help you crush 2019? Well, you've come to the right place! Here's a list of 6 great time management hacks that you should implement this week: 1. Create a Plan In order to be effective, you need to have a [ ] The post 6 Time Management Hacks for Sales Leaders appeared first on Criteria for Success.
LeadFuze
JANUARY 22, 2019
[link]. That’s why social proof like customer testimonials are so important. In fact, customer testimonials and case studies are considered the most effective content marketing tactics. You see them on all the best websites, but how do you actually collect customer testimonials? Here, we have a 7-step method for collecting powerful customer testimonials.
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