No More Cold Calling
MAY 10, 2018
Don’t believe everything you hear about women. Women don’t speak up, don’t apply for jobs unless they meet 100 percent of the requirements, go unnoticed, and lack confidence. That’s why more of us haven’t broken through the glass ceiling yet. At least that’s what we’ve read in article after article. I’ve even written about how women in sales lack confidence.
MTD Sales Training
MAY 10, 2018
One thing many salespeople tell us is that, when they are in a sales meeting, the prospect often will derail the subject or cause objections to be raised. In fact, they do anything but agree to buy the product! It’s not surprising that often the prospect will be disengaged from you. They are trying to see if the product you are selling is going to be right for them and they run the risk of making a decision that may be counter-productive.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
The Center for Sales Strategy
MAY 10, 2018
There’s a great line from the hit show Friends that seems appropriate to any discussion of target personas. If you’re a fan, you may remember when the whole gang goes to Barbados in one of the later seasons, and Joey meets someone who doesn’t own a TV. Dumbfounded, he says: “You don’t own a TV? What’s all your furniture pointed at?”. Similarly, with inbound marketing (the process of attracting prospects to you), when someone doesn’t have a clearly defined persona we think, “You don’t know your t
Zoominfo
MAY 10, 2018
Under constant pressure to meet quota, productivity is at the forefront of every sales rep’s mind. Yet, regardless of the many sales productivity tips and tricks published online, 65% of B2B organizations say they still struggle with sales productivity ( source ). Although the sales productivity quandary can be attributed to many different factors—it’s largely due to bad habits formed after years of sales experience—bad habits you’re likely not even aware 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.
SBI Growth
MAY 10, 2018
Weeks and months of planning go into defining the optimal sales org design for your organization. Countless meetings and analysis comparing the benefits of hunter/famer, stratification, product specialization or other org designs. Time is spent defining the role SDR’s, Sales.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI
MAY 10, 2018
In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Jon Kondo , Co-Founder & CEO of OpsPanda. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Jon: The easiest action a Sales Leader can take today to increase their forecast is to employ fine-grained, data-driven sales capacity planning that continuously aligns their
Jeff Shore
MAY 10, 2018
By Jeff Shore. I’ve been studying salespeople for three decades. I’ve seen the best and, yes, the worst. It’s a tough job to master, no doubt. And think about why for a moment. On the one hand we expect outgoing, gregarious, creative, relational, caring and empathetic salespeople. That’s some pretty heavy-duty right-brain stuff right there. On the other hand we want detail-oriented, analytical, good with numbers, systematic in their thinking, and well-organized salespeople.
Hubspot Sales
MAY 10, 2018
Bad sales advice is shockingly common -- and you don’t want to find out you’ve been misdirected the hard way. After all, every mistake means it’s harder to achieve your sales goals. Yes, some mistakes you have to make firsthand. But if you’re eager to learn which suggestions you should never follow in the first place, read on for the worst sales advices these 21 salespeople say they ever received. 1) “Focus solely on activity.”.
BrainShark
MAY 10, 2018
Turbonomic, a Boston-based company that provides workload automation for the hybrid cloud, has added 180 new hires to its sales organization since April 2017. That rapid growth demanded new approaches to sales enablement and readiness as the company matured.
Advertisement
Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.
Close.io
MAY 10, 2018
For episode #7 of our interview series featuring women in sales, I am so excited to feature someone who has inspired me since the beginning of my sales career. Alicia Cornell is a Sales Manager at Shopify Plus. She graduated from Carleton University in Ottawa, and shortly after joined McGraw-Hill Ryerson, the Canadian division of McGraw-Hill, an educational publishing house.
Hubspot Sales
MAY 10, 2018
The reality of sales today is people are skeptical of companies and sales reps. They don’t care about your vision or data, they want to hear what your customers have to say. They’re not waiting for you to share carefully crafted case studies. They’re reading about you online -- now. And if what they find isn’t flattering, you won’t be able to close.
SalesLatitude
MAY 10, 2018
Top performing sales people know their success depends on being both creative and disruptive. They have to wear a lot more hats than in the “old days.” They must be analytical and knowledgeable with the ability to provoke ideas and inspire innovative solutions to problems that buyers may not even know they have. By being creative, you are also being disruptive since you are asking your buyers to change from something they’re familiar with, to something new.
Predictable Revenue
MAY 10, 2018
On this edition of The Predictable Revenue Podcast, we welcome Brian Gerrard, Director of Sales at fast-growing, Seattle-based sales engagement platform Outreach. The post Playing the field: how to evaluate your next sales job with Outreach’s Brian Gerrard appeared first on Predictable Revenue.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
Pipeliner
MAY 10, 2018
Salespeople Should Turn Their Thinking Around. A New Salesperson. Let me tell you a story that highlights the importance of turning your thinking around. I was a new salesperson visiting a potential customer. The visit wasn’t going well at all. I was still unfamiliar my product, and this customer was giving me the hardest time he possibly could. At one point, he accused me of trying to trick him into buying an inferior product.
SalesforLife
MAY 10, 2018
The market has changed globally. No matter if you live in Boston or Barcelona, San Francisco or Stuttgart, customers have changed more in the last five years than the previous 100. Europe, the Middle East, and Asia (EMEA) are no different. We’re seeing EMEA sellers drive conversations via WhatsApp, LinkedIn, Xing, and video messaging, no different than in the USA.
The Digital Sales Institute
MAY 10, 2018
The definition of social selling is the process of engaging a defined audience, nurturing relationships and extending social reach via the social networks as part of the sales strategy. In essence, social selling is training salespeople to leverage the benefits of social media for one-to-one personalized communication with customers, influencers and prospects.
Paul Cherry's Top Sales Techniques
MAY 10, 2018
The prospect says… “I need to talk this over with my boss.” What should you do? Take a look at these two examples of sales call conversations that have gone bad: Example 1: Allowing the customer to shut you down… Salesperson: “Can I meet with your boss?” Prospect: “No,” Example 2: Letting the prospect weasel out of the opportunity… Salesperson: “When should I get back with you?
Advertisement
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.
Close
MAY 10, 2018
What’s the difference between business development and sales? Many founders we talk to believe the terms are interchangeable—simply two different ways to describe the same function… right? Not quite. Today, we’re talking business development vs sales.
LevelEleven
MAY 10, 2018
[…] James Gardikas May 9, 2018 This article is the third installment in The Sales Person’s Guide to Social Media blog series. For more social selling tips and tricks, read our articles covering Twitter & […].
KO Advantage Group
MAY 10, 2018
How do you know if you’re talking to a “Decision Maker” or “Influencer” when navigating the sales cycle? You might as well know how and whom to connect with when making cold calls and cold emails to potential clients. When making the call or writing the email, tailor your pitch specifically for the prospect/s. These can be both the Decision Maker and Influencer—but ultimately, you draft the pitch with the Decision Maker in mind.
Pipeliner
MAY 10, 2018
Today I want to write my personal story. I think that every sales interaction that takes place, and every sales process that leads to a successful conclusion, is always based on an individual story. It is a process between two parties, and the right interaction between them. Sales coaches talk about having the positive attitude, empathy, determination, the right mindset, and certain techniques, just to name a few.
Advertiser: ZoomInfo
In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.
Xactly
MAY 10, 2018
Historically, sales performance incentives have been focused on individual recognition. Intuitively, this makes sense as this approach reinforces the notion that individuals should chase after goals. Plans like individual sales quotas are designed to reward, recognize, and help retain high achievers, as well as motivate the average and below average performers to go above and beyond.
People.ai
MAY 10, 2018
A primary cause of sales and marketing misalignment is the fact that many sales and marketing team leaders don’t actually talk to each other. Sure, they say hello in passing, or when they encounter each other in meetings. But they often don’t make the time to sit down and get on the same page. At our recent San Francisco Sales & Marketing Alignment Meetup, we asked our panelists to share their.
DialSource
MAY 10, 2018
A report from the Bridge Group Inc. illustrated that the average sales rep makes 46 calls per day. Experts continue to argue over whether cold-calling is dead or alive, but ultimately this method of outbound prospecting provides results that are difficult to deny. DiscoverOrg surveyed 200 leading companies, and 55 percent of the companies with the highest growth insisted that cold calling is alive and well.
Sales Evangelist
MAY 10, 2018
The Sales Evangelist Hustlers League brings sellers of all levels and all industries together for an online coaching program that will help them become more effective at every aspect of their work. Today, we’ll hear from our newest team member, Leo, about his experience in the Hustler’s League as a new seller. Leo shared with […] The post TSE 830: TSE Hustler’s League-“The New Guy” appeared first on The Sales Evangelist.
Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)
Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.
Artesian Solutions
MAY 10, 2018
How to harness intelligence and insight to stay relevant in an oversaturated market. With each passing day, new businesses emerge, making the marketplace more crowded than it already was. As such, staying competitive and staying relevant may seem borderline impossible and businesses must fight harder to claim their slice of the pie. The key to staying relevant in an oversaturated market is being adaptable, creative, and jumping on technological advances that help you find new opportunities, diff
Sales Evangelist
MAY 10, 2018
If your company’s marketing strategy hasn’t evolved, you’re likely paying a high price for it. Furthermore, if you don’t understand social selling, it will never generate any positive results for you or your organization. On today’s episode of The Sales Evangelist, we talk to Jack Kosakowski about understanding social selling and why you should embrace […] The post TSE 831: Social Selling Is Not Working For You Because You Don’t Know How It Works appeared first on The Sales Evangelist.
SugarCRM
MAY 10, 2018
I stumbled upon some new statistics this week from Pew Research asking the question, “Is the Internet good or bad for society as a whole?” The survey was conducted in January of this year (so, way before the Facebook fiasco), and a sizable majority of respondents (70%) continue to believe the Internet is a good thing overall. However, that represents a significant drop of 6 percentage points compared with early 2014.
Expert insights. Personalized for you.
207 
Let's personalize your content