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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The Showpad Sales Transformation Maturity Model

The Showpad Sales Transformation Maturity Model helps organizations understand where they are today in terms of meeting buyer expectations — and how key teams can drive transformation that impacts the bottom-line. Download the free eBook for a pragmatic approach to growing sales maturity.

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

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Success Is The Road Ahead

The Pipeline

By Tibor Shanto. If you want a safe bet, always bet against the clowns who prophesy the coming decline in the ranks of salespeople, professional, or the usual types that call on you. For years people and “sales experts,” have been telling us that sales as a profession, was going to shrink dramatically and salespeople will be replaced by a host of more efficient and cost-effective alternatives such as automation, artificial intelligence, and more.

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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.

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.

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.

Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

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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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.

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.

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.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

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

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.

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.

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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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.

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

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.

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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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.

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.

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

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.

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.

Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

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

[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

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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