MTD Sales Training

NOVEMBER 9, 2017

Last week, the CMI and Glassdoor published their research findings on management trends in their paper ‘Leadership and Culture at Work.’. It’s always interesting to see how companies are adapting to the wildly-changing world of business, and it’s studies like these that help us as sales managers and sales directors to understand how we need to shape up for future business opportunities.

Hiring 268

Hiring Sales Management Loyalty Study 268

The Pipeline

NOVEMBER 9, 2017

By Tibor Shanto. It seems many in sales feel the best way to show how smart they are, is to have all the answers at the ready, and feel compelled to bark an answer as soon as the prospect asks, sometimes even before. I would suggest that even when you know the answer, no element of doubt, offering it up like a candy dispenser, will not lead to the prospect thinking you are smart by virtue of knowing answer, and certainly does not guarantee the deal.

Buyer 185

Buyer Guarantee Objections Proposal 185

Understanding the Sales Force

NOVEMBER 9, 2017

Image Copyright iStock Photos.

Company 212

Company Sales 212

Sales Hacker

NOVEMBER 9, 2017

Consumers today are surrounded by sales — ads on their computer screen, commercials on TV, sponsors on their podcasts, spam in their inbox. That flood of incoming information has led to fatigue. Nearly half of consumers distrust brands and only 6.7 percent believe information coming from sales is very trustworthy. As a result, consumers are rebelling.

Customer Service 84

Customer Service ACT Hiring Customer 84

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

The Center for Sales Strategy

NOVEMBER 9, 2017

I was on the phone with a client the other day who was really struggling with many open seats across his sales teams. He mentioned that his company had tried many different things to entice potential employees, but nothing seemed to be working. I asked how full the talent bank was and he said, "running on empty." I suggested that he think of recruiting just like prospecting.

Sales Talent 73

Sales Talent Positioning Prospecting Banking 73

BrainShark

NOVEMBER 9, 2017

As the torch is being passed, it’s important to prepare your sales professionals of today to lead your business tomorrow.

Leads 62

Leads Marketing Qualified Lead Sales 62

Repsly

NOVEMBER 9, 2017

Do you remember how you met your best friend? Chances are, you guys didn’t form the bond that you have now overnight. Taking time to get to know each other and create something meaningful between the two of you took a little nurturing.

Retail 54

Retail Sales Field Sales 54

Sales Evangelist

NOVEMBER 9, 2017

Today’s snippet taken from one of our sessions over at the TSE Hustler’s League is big on prospecting. How do you create a prospecting system that keeps your sales pipeline healthy? Who is more likely to buy your product or service? Write down who your ideal customers are. Write your ideal customer profile down. Where did your last […] The post TSE 700: TSE Hustler’s League -“Prospecting System” appeared first on The Sales Evangelist.

Ideal Customer Profile 40

Ideal Customer Profile System Prospecting Pipeline 40

Sales Result

NOVEMBER 9, 2017

Your sales team has been doing their jobs one way for years, and it’s not working anymore. It’s time to change—but where do you start? Taking an organization from one direction to a different direction is extremely painful. It requires dealing with egos, organizational behavior, and organizational culture. It also requires a plan, a roadmap, and a lot of time.

Sales 40

Sales 40

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Sales

Sales Evangelist

NOVEMBER 9, 2017

Noah Kagan is the founder of AppSumo and today, he’s sharing with us what they did internally to grow AppSumo to an 8-figure business though inbound and outbound strategies. The number one challenge many sellers face is getting more customers. Noah describes AppSumo as a “groupon for geeks” where they offer daily and weekly deals […] The post TSE 701: How Noah Kagan and Team Used Inbound and Outbound To Reach 8 Figure Sales appeared first on The Sales Evangelist.

Inbound 40

Inbound Outbound Face-to-face Strategy 40

Hyper-Connected Selling

NOVEMBER 9, 2017

The post Hyper-Connected Selling Idea #14 appeared first on David J.P. Fisher.

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40

Groove.co

NOVEMBER 9, 2017

Let’s face it: Everyone in the industry is talking about account based sales (ABS). It’s a strategy that’s been around for a while, but it’s getting more attention lately. But is it worth it? And in a world where time is money, why invest time and resources in making a big change? Here are our 3 top reasons to make the switch from a traditional sales approach to ABS : Better Value ABS is about being hyper-targeted.

Account 26

Account Face-to-face Inbound Lead Rank 26

Sales and Marketing Management

NOVEMBER 9, 2017

Author: Chris Wirthwein Ah, the tradeshow. If you’re a B2B marketer like me, it’s probably as close as we’ll ever get to putting on a rock ’n’ roll tour, as we wheel our display cases into the venue and prepare to meet what we hope will be an enthusiastic crowd. (“We love you Cleveland!”) But even the most exciting tours can become a real grind. Planning revolves almost entirely around logistics: Where will our booth be?

Survey 174

Survey Pivotal Follow-up B2B 174

Advertiser: ZoomInfo

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

Cold Calling

Hubspot Sales

NOVEMBER 9, 2017

The data science team and I at Gong.io analyzed 67,149 SaaS sales demos to understand the anatomy of demos that close deals. It took us 10 weeks of painstaking analysis to do it. Every sales demo recording included in this study was conducted on screen sharing platforms like Zoom and GoToMeeting , where they were recorded with speaker separation. The recordings were then transcribed from speech to text and analyzed against their sales outcomes (in the CRM) using our machine learning engine to id

Data 93

Data Analysis ACT Call-back 93

EyesOnSales

NOVEMBER 9, 2017

Feast or Famine? Not If You Know How To Prospect! By Richard F. Libin, President, Automotive Profit Builders and author of just released book “Who Knew?” APB.cc , rlibin@apb.cc. Times are tough – but as an old adage reminds us, “when the going gets tough, the tough get going.” In business, a good salesperson knows how to ride economic waves.

Automotive 49

Automotive Prospecting Commission How To 49

Engage Selling

NOVEMBER 9, 2017

We can talk about methods, strategies, and tactics until we’re blue in the face.

Face-to-face 90

Face-to-face Strategy Up-Sell Loyalty 90