Hubspot Sales
MAY 3, 2018
Apologizing Too Much in Sales. When you make a mistake, it's best to acknowledge it quickly, reach out to your prospect at least twice in 24 hours, and apologize once before moving on. Apologizing profusely and dwelling on the problem at hand only makes your prospect do the same -- which erodes trust. Instead, move their attention to the solution and how proactively you've rectified the issue.
No More Cold Calling
MAY 3, 2018
Top sellers don’t wait. At least 57 percent of the buying process is complete before buyers ever contact your company. If you believe this widely quoted but ill-advised statistic, your lead generation techniques are doomed from the start. Stats like this suggest that buyers don’t really need salespeople anymore—that we should just wait around for prospects to do their research and then call us when they’re ready to buy.
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Openview
MAY 3, 2018
When you consider the average employer spends 3.7 – 5.5 months replacing the role of a salesperson and spends $97,690 in doing so , there’s certainly commercial advantage to be gained by retaining top sellers. On the flip side, a Glassdoor survey reported that “only 19% of sales reps have no immediate plans to leave their companies. Meanwhile, 68% plan to look for a new job within the next year and 45% plan to look for a new job within the next three months.”.
Sales and Marketing Management
MAY 3, 2018
Author: David Sill, DiscoverOrg As sales and marketing professionals try to navigate a world increasingly crowded by new technology, which can admittedly automate and streamline many aspects of our work, sometimes there is simply no replacement for making a human connection. Yet, if you research cold calling on the internet, you’ll find blog posts, articles and essays all preaching the death of the cold call.
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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.
The Pipeline
MAY 3, 2018
By Tibor Shanto. In disruptive time you need to take a disruptive approach to learning and adopting, One method that allows you to better understand something you have been close to for some time is to look at it through a new set of filters. Not as hard as you might imagine, if you are willing to let go and assume you were doing something entirely different but required similar thought, analysis and decision process.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Jeffrey Gitomer
MAY 3, 2018
Sales staff meetings are a vital link between what your company expects the sales team to do, and what actually gets sold in the trenches. It is a place where marketing is converted to sales. But how often is the opportunity these meetings provide lost, rather than gained?
Zoominfo
MAY 3, 2018
There’s no way around it, bad data impacts every aspect of a business — from lead generation to marketing, customer relationships, cold calling , and revenue. After all, if you can’t reach your prospects or customers, your message, offer, and product no longer matter. Today we break down some key terms and concepts with our database glossary. What Is B2B Data?
Jeffrey Gitomer
MAY 3, 2018
Jeff Chadwick is a new breed of salesman – or should I say non–salesman. For years he worked for Classic Graphics, one of Charlotte's premier printers.
Zoominfo
MAY 3, 2018
There’s no way around it, bad data impacts every aspect of a business—from lead generation to marketing, to customer relationships, to cold calling, to revenue. After all, if you can’t reach your prospects or customers, your message, offer, and product no longer matter. Consider these statistics ( source ): 94% of businesses suspect that their customer and prospect data is inaccurate. 40% of business objectives fail due to inaccurate data.
Speaker: Jake Miller, Senior Product Marketing Manager, Allego
Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.
Jeffrey Gitomer
MAY 3, 2018
The customer says, "I object!" or does he? Is it the true objection, a stall, or a lie? Euphemistically called objection or concern, it's actually the real reason a prospect won't buy now.
Gong.io
MAY 3, 2018
Try googling cold calling tips and see what happens. Thousands of articles will appear. So, why can we credibly claim that the cold calling tips in this article are the best ones you’ll ever read? Simple: They are based on real data, not intuition. Let us explain. At Gong.io, we have the largest database of recorded sales calls in the world. We’ve analyzed this database of sales calls with AI to understand what’s actually working during sales conversations (and what’s not working).
Jeffrey Gitomer
MAY 3, 2018
More sales are lost through poor sales management than through poor salesmanship. Managers/Owners can encourage or discourage sales with their policies and actions. What's makes a great sales manager?
Jeff Shore
MAY 3, 2018
By Ryan Taft. ?“Character is the real foundation of all worthwhile success.”. John Hays Hammond. These days, I see two different schools of thought about what defines great salespeople. One school revolves around the “Coffee is for Closers” mentality (Glenngary Glenn Ross anyone?). And the other school subscribes to the viewpoint that “The sale isn’t about the salesperson.
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.
Close.io
MAY 3, 2018
Watch the first in-person interview filmed for our series featuring women in sales! For episode #6, I interviewed Kelly Aizicowitz , Senior Director of Business Development at Figure 1 in beautiful, downtown Toronto! ( Yes, I am Canadian and based in Toronto. Close.io is a fully remote and global team ! ). Kelly held adviser roles between 2004-2010 with the Government of Ontario, before moving on to various roles in her career which included being at a government relations consultancy in Toronto
Drift
MAY 3, 2018
Product marketing is one of those areas of the marketing profession that’s shrouded in mystery. Is it sales enablement? Marketing? Part of product? No one knows. But they should. That’s because — when done right — product marketing is one of the most powerful weapons in your marketing arsenal. It has the power to help you stand out in a sea of lookalikes, and elevate your brand to a.
SalesLatitude
MAY 3, 2018
Closing is one of the hottest sales topics. Last week, bestselling author, speaker and Pipeliner Chief Strategy Officer John Golden hosted an online panel on SalesPOP! about “How to Close Better and More” with myself and fellow sales experts, Lisa Magnuson and John Flannery. Generally, all of us were on the same page, but I think we all learned why we talk about it so darn much.
The Center for Sales Strategy
MAY 3, 2018
Prospecting for new business is vital to the sustainability and growth of almost every business, especially in today’s economy. And, whether you’re selling a service, product, or idea, it’s important to balance new business development (or prospecting) initiatives with key account development and growth. Following are sales prospecting tips from A to Z to guide and encourage you as you work to secure that first appointment.
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
Engage Selling
MAY 3, 2018
Beginning another phase of recruiting or simply want to increase your hiring success? There are certain things that should be automatic red flags.
Predictable Revenue
MAY 3, 2018
On this edition of The Predictable Revenue Podcast, we welcome Morgan J. Ingram, Atlanta-based Director of Sales Execution and Evolution at JBarrows Sales Training. The post Pinpointing Particular Personas: How Morgan J Ingram Helps Companies Build a Scalable Foundation for Persona-Based Prospecting appeared first on Predictable Revenue.
SalesforLife
MAY 3, 2018
You have a call today via video or phone, and you’re scrambling with your personnel research. Come unprepared with stupid questions like, “tell me a little about your history with XYZ” when it’s all over their LinkedIn profile… you’re a dead duck.
Carew International
MAY 3, 2018
Sales success strongly depends on forward momentum. The more activity we create and the more we are able to keep the sales process moving forward, the greater our chance of success. But creating forward momentum is not always easy, and things like self-doubt or lack of self-confidence can creep in and hinder our ability to keep things moving forward.
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This guide is designed to help today’s B2B sales leaders ramp up their effectiveness in any economic environment.
Xactly
MAY 3, 2018
It goes without saying that sales leaders are always looking for more. More sales, more quota attainment, and more ways to get ahead of the competition. An excellent, but overlooked approach to achieving “more” is sales capacity planning. While not a new idea, it’s a methodology that is underutilized due to underestimations of how technology has completely transformed capacity planning.
Repsly
MAY 3, 2018
Even if you’ve never read a written definition of the street team marketing strategy, you’ve probably experienced one. If you’ve ever been handed an index card on the street with a download code for an indie band’s demo or seen posters for a bluegrass band plastered on telephone poles across town you’ve witnessed the impact a good street team can have.
Mindtickle
MAY 3, 2018
?. As. Senior Manager of Sales Enablement, Ali Jones is responsible for MuleSoft’s early stage opportunity strategy and executive briefing program. Her experience brings together Ali’s experience in direct selling and consulting. “We have a relatively small enablement team at MuleSoft. One person is focused on sales analytics, then three enablement managers each have ownership over part of the sales process.
Sales Hacker
MAY 3, 2018
The post How VPs of Sales Should Measure The Effectiveness of Cold Calling in 2018 appeared first on Sales Hacker.
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Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.
LevelEleven
MAY 3, 2018
[…] visibility into critical digital engagement metrics (e.g., downloads, webinar registrants and social media engagement) it’s easier to connect with prospects during the research stage. But, those tools are only as […].
Gong.io
MAY 3, 2018
Try googling cold calling tips and see what happens. Thousands of articles will appear. So, why can we credibly claim that the cold calling tips in this article are the best ones you’ll ever read? Simple: They are based on real data, not intuition. Let us explain. At Gong.io, we have the largest database of recorded sales calls in the world. We’ve analyzed this database of sales calls with AI to understand what’s actually working during sales conversations (and what’s not working).
Vainu
MAY 3, 2018
Whether it’s to monitor marketing or to keep track of customers, technology in B2B these days cannot be escaped. The technologies that companies use leave digital footprints, so-called technographic data, that can help you as a salesperson understand their identity or future direction. The decisions companies make regarding technology can reveal useful insights on prospects’ intentions, their priorities and the way they want to run their operations.
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