No More Cold Calling
OCTOBER 27, 2016
Are your sales reps having trouble closing? The problem might be a lack of qualified leads. “ We chose someone else.” “We’re staying with our current vendor.” “We’re not adding any new solutions this year.” We’ve all heard those words. Devastating. What happened? It could be that sales reps neglected important activities during the early parts of the prospecting process.
The Pipeline
OCTOBER 27, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . There is no shortage of sales books available to consume by anyone willing to commit to their own success. Which leaves one wondering why are so many professional sales people continue to underperform and consistently missing quota? One of the challenges is that too many books are one trick ponies, covering a narrow element of professional selling, in many cases presenting their tricks of the trade, at best some well worn techniques.
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DiscoverOrg Sales
OCTOBER 27, 2016
As a newly hired sales rep, I began the way I did at every new company, spending the first several weeks typing furiously into a growing Excel spreadsheet. It wasn’t until after my own special brand of analysis, that I would begin full-on selling. I was always taught to plan my attack and then attack my plan. The plan comes first, and then the attack.
SBI Growth
OCTOBER 27, 2016
Today’s topic is how to attract, train and retain talent. Joining us is Michael Jones, the founder and CEO of Pepperjam Performance Marketing. Pepperjam is a digital marketing and performance technology firm with offices around the globe. In the second segment of.
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
MTD Sales Training
OCTOBER 27, 2016
There are two concepts that are going to have a radical influence over the next 10 years of business, and unless we embrace them, we are going to be left behind by those individuals and companies who. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Pointclear
OCTOBER 27, 2016
Bad things happen to cake when ingredients are left out. Leave baking powder out and you end up with a flat, dense textured cake that may or may not be appetizing to your family. If you leave laws and a judicial system out of marketing and sales departments, you have a recipe for disaster. Laws include important elements such as an agreed upon lead definition, hand-off processes, metrics, and reporting.
Jeffrey Gitomer
OCTOBER 27, 2016
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Increase Sales
OCTOBER 27, 2016
Action is what people see and what you see. In the movie Along Came a Spider , Dr. Alex Cross makes this statement “You do what you are.” Your doing is what counts; it is what others see. If you are not making those sales calls, then that suggests you are not committed to increasing sales to actually being afraid of rejection, failure. Top sales performers and effective leaders recognize they must continue to do and that doing is what they are.
A Sales Guy
OCTOBER 27, 2016
#heykeenan Take 28 is FINALLY done. Getting this take done was the biggest pain in the ass. It took 4 takes. We never do more than one take. #heykeenan is unedited and unscripted. But in this case, the mic kept going out and we didn’t know. We’d get to the end, upload and no sound. It happened 4 times before we finally go it to work. We’re convinced this episode is cursed or haunted.
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Engage Selling
OCTOBER 27, 2016
You may have noticed an interesting trend that has recently picked up steam. Buyers are looking less for experts (this is not an excuse to NOT be an expert, by the way) and they’re increasingly looking for peers.
Partners in Excellence
OCTOBER 27, 2016
In a conversation with a sales manager, he was struggling with the performance of his people. They were making their numbers–kinda/sortof–it was actually spotty, some months were great, some months were awful, everything evened out over time. The challenge was, a lack of consistency within the team and from month to month. We started talking about activity levels.
Sales Result
OCTOBER 27, 2016
Bottom line, a sales coverage model is how a company makes their number. A sales coverage model enables companies to set achievable revenue goals then reach them with thoughtful placement of sales and marketing teams/individuals in the best territories and highest value accounts.
SalesLoft
OCTOBER 27, 2016
Back in the day, Sales Development Reps (who probably weren’t even called that yet) kept track of the lead records manually — probably in some sort of rolodex-looking spreadsheet. But thanks to the invention of the Customer Relationship Management tool (CRM) — specifically the big dog, Salesforce — modern SDRs can track a company’s interaction with current and potential customers, aggregating data from multiple sources to provide a complete view of each customer and how the com
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In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.
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