Tue.May 22, 2018

21 Sales Qualification Questions to Identify Prospects Worth Pursuing

Hubspot Sales

Qualifying Questions. What's the business problem you're seeking to fix with this offering? What's prompting you to do something about it now? What has prevented you from trying to solve the problem until now? Have you tried to solve this problem in the past? If so, why didn't that solution work?

5 Tips for Mastering the Art of Sales Knowledge Management

Openview

The world of sales is full of dangerous villains – time-consuming administrative tasks , inefficient internal processes, lack of proper tools and resources, etc. that are weighing your company down. And to top it all off, there is an even greater foe – the leaking of your valuable sales knowledge.

Physics and Your Closing Ratio

The Sales Heretic

Every sales manager I’ve ever talked with has agreed on one thing: The single biggest challenge salespeople have is closing the deal. There are two reasons closing is such a big problem. One is psychology. The other is physics. PHYSICS?? That’s right, physics. Let me explain.

Incorporating Narrative into your Sales Pitch

DialSource

When was the last time you heard a great story? Maybe you found one in the pages of a good book or behind a screen. However, it may surprise you to find that the greatest tales are not reserved for those spaces alone. After all, when was the last time you told a story? It probably wasn’t long ago.

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Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

My Cold Calling Epiphany: A Better Way to Prospect

SalesGravy

In short order, I was drawing in more high quality leads than I?d d ever generated purely through cold calling. What were those techniques? When I started in sales with IBM in the late 1980s, cold calling wasn?t t what most salespeople today know

Productize Your Service and Make Your Number

Sales Benchmark Index

Many organizations offer great services to their customers. Yet many of these organizations struggle with making their number. Longer sales cycles, and the customization required for most service offerings present challenges. Sales leaders try to overcome these by increasing leads.

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Stop Suffering from Mismatched Talent and Corporate Strategy

Sales Benchmark Index

Our guest today is Dave Loeser, Sr. Vice President of Worldwide Human Resources for Unisys. Dave has built executive teams at Pepsico, Quaker State, Mitel, and now Unisys, and is here to share his expertise on how to match executive.

How to Start a Business: A Complete Guide for Startup Entrepreneurs

Hubspot Sales

Everyone wants more visitors, more qualified leads, and more revenue. But starting a business isn’t one of those "if you build it, they will come" situations.

The 5 Ways to Improve Your Prospecting Email Subject Lines

Marc Wayshak

Most prospecting emails never even get opened. Set your emails apart by mastering the 5 ways to improve your prospecting email subject lines. Check it out now! The post The 5 Ways to Improve Your Prospecting Email Subject Lines appeared first on Sales Speaker Marc Wayshak.

Talking to Your Customer About Price – Part 1

Jeff Shore

By Jeff Shore. The earlier you talk about price, the more likely it is that you will lose the sale. That’s the truth, and it points to one of the most common errors made in sales presentations. When you get trapped into a price discussion right out of the gate, you are jeopardizing the entire sale.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

How to Prevent People From Stealing Your eBooks and Content

Fill the Funnel

If you have been creating and sharing content online for any length of time, you have probably experienced the gut-twisting feeling when you discover your eBook or slide deck is being shared freely around the web. I’m not talking about a blog post or LinkedIn post.

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[INFOGRAPHIC] SMA Research Update: The Price of Poor Sales Territory Planning

Xactly

Earlier this year, we worked with the Sales Management Association (SMA) to conduct a survey of more than 100 organizations on sales territory design and planning. Check out highlights from the survey below or download the executive summary here. Infographics

Accelerators in the Sales Process

Pipeliner

Bottlenecks & Accelerators in the Sales Process. Judy Frank talks sales bottlenecks and accelerators in the sales process with John Golden.

Personalizing Your Internet Business

Groove.co

How a Live Chat Funnel Improves Your Sales Process. Global internet sales reached 2.3 trillion U.S. dollars in 2017, and they are projected to reach 4.48 trillion by 2021. All of this indicates that e-commerce is thriving and changing the way your company does business.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Video: LeadGnome 90-Sec Nugget – Stop Database Decay With Reply Email Mining

LeadGnome

I’m excited to share a new video series I just launched, called 90-Second Nuggets. Each mini video will be jam-packed full of information about the power of reply email mining and what it can do for sales and marketing teams.

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Digital Selling Strategies

The Digital Sales Institute

Companies are developing digital selling strategies to align themselves to the rapidly changing face of “the buyers journey”. A digital selling strategy goes way beyond the use of tools or technology.

Live Chat is Great — But It Doesn’t Scale: Here’s How to Use Conversational Marketing to Effortlessly Book More Meetings

Drift

The other day, I was trying to change a hotel reservation over chat. I typed out my whole story, detailing the dates, reason for wanting to cancel, and even acknowledged their current policy and why I thought this was an extenuating circumstance. 150 words. Boom. I hit send.

The Only 6 Reasons A Sales Manager Should Be Attending Sales Calls with Their Team

The Center for Sales Strategy

Sales managers, let’s be honest… it’s hard to watch a salesperson that seems to be flailing in shallow water when they are on a prospect or client call. However, if you take a step back, you realize they are probably going to find their feet and be able to stand up and be fine. Recently, I attended one of The Center for Sales Strategy's Talent Focused Management workshops led by Matt Sunshine (Managing Partner), and I walked away with a few reminders. sales performance sales management coaching

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

Overcoming Barriers

Atlatl Software

The sales team here at Atlatl HQ has been studying the book Do Big Things and applying the lessons we learn to our weekly meetings. This has given our team a great pulse to start the week and I felt today’s lesson on Overcoming Barriers was worth sharing. Sales Acceleration Sales Enablement

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Drafting a Gainshare Framework: Use this Checklist

Nyden on Negotiation

A client and I are drafting a gainshare arrangement for a complex service delivery contract. Neither my client (procurement) nor the service supplier have used a gainshare arrangement in their 26-year relationship.

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4 Tech Tips to Improve Onboarding Efficiency

Allego

A good onboarding program ensures that sales reps receive the knowledge, skills and process expertise they need to succeed. It can also help to attract and retain top sales talent.

How to Build a Highly Efficient SDR Team

Growbots

Every sale opportunity a rookie SDR misses translates into lots of losses for the company. It’s time to invest in your SDRs’ training to generate better results. SDR stands for Sales Development Representative and is a person that focuses solely on outbound prospecting.

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

3 Reasons You Have Account Stagnation

SalesGravy

Empathetic salespeople know how to ?walk walk a mile? in their prospects shoes. They put on the customer hat and address change issues up front. Ask, plan and demonstrate empathy. You have several good clients. However, you know those good clients

How to Build a Highly Efficient SDR Team

Growbots

Every sale opportunity a rookie SDR misses translates into lots of 0s losses for the company. It’s time to invest in your SDRs’ training to generate better results. SDR stands for Sales Development Representative and is a person that focuses solely on outbound prospecting.

Best Practices for Email List Management

Connext Digital

Finally, your list growing strategies are all in place, and you’re gaining a substantial number of subscribers. But, that doesn’t mean your work ends there. Whether you’ve employed the best email marketing service or an advanced marketing automation software, you still need email list management strategies to make sure you constantly achieve your marketing goals. Without these practices in place, you can end up with a poor deliverability rate and inaccurate marketing data.

Speed Up Your Sales Prospecting with Growbots

Growbots

Every time we write about outbound sales we emphasize the importance of effective sales prospecting. Because without nailing prospecting your outbound sales process is doomed to fail. Growbots is an all-in-one outbound sales platform which means we cover both prospecting and prospect outreach.

Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.

What is a Call Disposition, and How Can Measuring it Increase Sales ROI?

RingDNA

A call disposition describes the outcome of a call. They include statuses like, “demo scheduled,” “left voicemail”, and even “no longer in service.” In fact, customer service teams have actually logged call dispositions for years, […]. The post What is a Call Disposition, and How Can Measuring it Increase Sales ROI? appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Sales Strategy Call Dispositions disposition metrics sales Salesforce

Don’t be Passive. Get Interactive to Generate Leads and Ignite the Journey

The ROI Guy

Another one-sized fits all white paper in a sea of look-alike white papers. It’s no wonder why your marketing campaigns aren't getting noticed, and are falling flat. Today, you have to do something different. Buyers expect one-to-one engagements, with personalized insights and specifically prescriptive advice. And 96% of your peers agree.

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Plan and You Will Successfully Grow Your Sales

KO Advantage Group

You want to grow your business but unsure how to start. You have exhausted resources such as facebook, linked and twitter. You feel as though you are spinning around and just getting dizzy. Find clarity in your thoughts and set yourself in the direction of success. Make the step to create a sales process. Set Goals For Yourself. When you know what you want to achieve only then can you take the next step to guiding yourself into a successful pattern.

Live Chat is Great — But It Doesn’t Scale: Here’s How to Use Conversational Marketing to Effortlessly Book More Meetings

Drift

The other day, I was trying to change a hotel reservation over chat. I typed out my whole story, detailing the dates, reason for wanting to cancel, and even acknowledged their current policy and why I thought this was an extenuating circumstance. 150 words. Boom. I hit send. And then I got this: “Thanks for your message — support will reply as soon as a specialist becomes available.” Wait, what? Source. Drift Blog Marketing Sales live chat real time messaging

Staying Relevant in Sales as AI and Technology Continue to Take Over

Speaker: John Barrows, CEO, JBarrows Sales Training

As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where and how to add it throughout the sales process!