The Sales Heretic
FEBRUARY 13, 2018
As a salesperson, business owner, or professional, you only have so much time. And if you want to maximize your sales, you can’t afford to waste that precious time with people who are never going to buy from you. Which means you need to figure out—as quickly as possible—whether someone is an actual prospect or [.].
Zoominfo
FEBRUARY 13, 2018
The B2B Marketer’s Guide to Customer Engagement! Customer engagement, though only a piece of the marketing puzzle, shouldn’t be ignored. Why? Engaged customers spend more money, actively support branding initiatives, and spread the reach of your company. By definition, customer engagement is the continued relationship between a brand and its customers.
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Understanding the Sales Force
FEBRUARY 13, 2018
Recently, I published an article that introduced a way to measure sales progress by means other than conventional numbers and metrics. Today, I received an email from a property leasing salesperson who had his own question about sales effectiveness. He asked, " How do I determine if I am seeing results from me being a good salesman or if it’s from my sheer volume and what kind of selling would you say a Real Estate Salesperson uses most?".
The Sales Hunter
FEBRUARY 13, 2018
Let’s cut to the chase and put it on the table with regards to prospecting. You want to up your game, but you’re stuck for any number of reasons when it comes to prospecting. In my role I get to meet with thousands of salespeople every year, whether it be in my coaching program, a […].
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.
Pointclear
FEBRUARY 13, 2018
Jim Obermayer is the founder of the Sales Lead Management Association , and host of the Funnel Radio Channel. Jim recently interviewed PointClear’s Dan McDade about the five most important things he’s learned in business and life—in one of an ongoing series of radio programs featuring sales and marketing industry leaders. Following is an edited transcript, or you can listen to the program in its entirety here.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Hubspot Sales
FEBRUARY 13, 2018
How do I generate leads? Use social media to find prospects you can help. Offer consultations via LinkedIn. Get referrals from current customers. Ask your personal network. Attend a networking event. Revisit closed/lost opportunities. Implement an email sequence. Write blogs. Over the last 10 years, inbound marketing has proven to be a great way to generate leads and acquire customers and help you hit your quota.
Sales Hacker
FEBRUARY 13, 2018
In this article, you’ll learn how to structure your sales development (SDR) team for maximum efficiency and scalability. Sales leaders, read on! “The only easy day was yesterday.”. -U.S. Navy SEALs. This is one of the most famous principles of the U.S. Navy SEALs. From a business perspective, to me, this means you have to constantly improve your game.
Hubspot Sales
FEBRUARY 13, 2018
Definition of Selling. Selling is any transaction in which money is exchanged for a good or service. During a sales negotiation, the seller attempts to convince or “sell” the buyer on the benefits of their offer. If the buyer wishes to strike a deal, they will give the seller an agreed upon amount of money in exchange for the seller’s product/service.
SalesforLife
FEBRUARY 13, 2018
It's the time of year when sales teams wrap up celebrating last year's wins and start setting goals to exceed last year's performance. Likewise, marketing teams are heads-down in planning their own strategies for the year. Too often, though, those teams are so focused on their own planning that they forget they're stronger together.
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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.
Openview
FEBRUARY 13, 2018
Salesforce is a company I follow very closely. Given their phenomenal growth and the fact they are a longtime customer of ours, I read their quarterly earnings call transcripts regularly. Back in 2016, Salesforce reported “an all-time high in the number of large transactions,” including a net-new nine-figure deal, a nine-figure renewal, and more than 600 (600!
Marc Wayshak
FEBRUARY 13, 2018
Do you want to learn a simple process that will help you dramatically increase sales? Check out this short article on the perfect 3-step sales process. In it, you will learn how to make bigger sales to more prospects far more frequently. The post The Perfect 3-Step Sales Process appeared first on Sales Speaker Marc Wayshak.
InsightSquared
FEBRUARY 13, 2018
Guest blog by Ashley Coleman, Director of Marketing Operations at UserIQ. The concept of the customer journey is all the rage these days. It seems like every SaaS business wants to structure their sales, marketing and customer success team around a “customer journey framework” as the ultimate display of alignment. But for the most part, sales and marketing operations professionals have been busy working to unite sales and marketing around a spiraling technology stack, causing us to neglect a fu
BrainShark
FEBRUARY 13, 2018
With so many more companies now appointing dedicated professionals to oversee their (still relatively new) strategies, the question is – where do these sales enablement leaders come from?
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.
Pipeliner
FEBRUARY 13, 2018
Lisa loves being a top contributor to SalesPOP! for a variety of reasons. “The quality of the SalesPOP! blog is very high,” she says. “I’ve been asked to be a contributor to many E-newsletters and blogs over the years, but SalesPOP! is the best by far. The target audience for SalesPOP! is very similar to my target audience.” She also appreciates our staff.
Bigtincan
FEBRUARY 13, 2018
Andy Olen, Senior VP of North America Laboratory Diagnostics at Siemens Healthineers, and author of The Trilogy of Yes, has over 20 years of sales, marketing, general management, and entrepreneurial leadership experience from start ups to Fortune 500 companies. We sat down with Olen to pick his brain on his book, the Life Sciences industry, […].
The Center for Sales Strategy
FEBRUARY 13, 2018
As a sales manager, do you expect your sellers to conduct a Client Needs Analysis routinely with their clients? I’m sure you do. Because you know that customer needs change all the time. What a client focuses on this quarter may vary in the next. The only way to know their goals is to ask regularly. That same focus on uncovering needs and goals applies to those you manage as well, as it leads to greater loyalty and retainment of your staff.
Sales Evangelist
FEBRUARY 13, 2018
Karim El Gammal is a sales leader who knows how to develop an effective sales plan. He likes to help software companies develop innovative sales strategies and maximize channel-profitability. He managed to achieve $3M in recurring revenue at Vodafone, in 18 months. Karim also grew the Cambridge Education Group sales team from 1 to 10 people, […] The post TSE 766: Developing an Effective Sales Plan appeared first on The Sales Evangelist.
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In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B
The Center for Sales Strategy
FEBRUARY 13, 2018
As a successful salesperson, you’ve probably spent years perfecting your strategy. But picture this: You’re going on three discovery calls a day, and suddenly there’s no follow-up, no next step, and no sale.
Sales Evangelist
FEBRUARY 13, 2018
This past weekend, we watched The Greatest Showman. Over two episodes, I will share with you what I learned from The Greatest Showman as a business owner and valuable sales principles you can take and apply to your life. Check it out and let me know your thoughts. My coach, Linda Yates, has watched the movie two […] The post TSE 767: 6 Sales Principles I Took Away From The Greatest Showman (Part 1) appeared first on The Sales Evangelist.
Sales Gravy
FEBRUARY 13, 2018
If you don?t invest the time and effort in your projects, you will not enjoy exceptional results. Doesn?t your business deserve the most impressive product possible? Have you ever made spaghetti sauce from scratch for a special night in?
Pipeliner
FEBRUARY 13, 2018
What is the principle of sunk cost, and how can it be practically applied to sales? For it certainly can. Sunk cost is a principle of economics. Sunk costs are costs that a company has already invested in products or services that must now be profitably recovered. These are costs that your company has already “sunk” into raw materials, development or production and, where applicable, storage.
Advertiser: ZoomInfo
Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.
Sales Gravy
FEBRUARY 13, 2018
If we do not remove inaction as an option, it is one of the most common risks in B2B sales. Risk is a big factor in sales, and there are many ways to manage, mitigate and maneuver risk.
Groove.co
FEBRUARY 13, 2018
Building a Winning SDR Team. It can be tempting to focus on account executives as the stars of your sales team; after all, they're the ones who close deals and bring in revenue. But in an account based sales approach, every part of the sales pipeline is critical to your success — especially the folks who first speak to potential buyers, your SDRs. Defining the SDR Role Ultimately, it's the SDR's job to find the right contacts and keep them moving along the sales pipeline, setting account executi
Sales Hacker
FEBRUARY 13, 2018
The post How Allego Grew Sales 5,401% in Three Years appeared first on Sales Hacker.
Circleback
FEBRUARY 13, 2018
A Pew Research study recently found that millennials have surpassed Gen X as the largest generation in the U.S. labor force. Being more tech-savvy, better educated and highly progressive, millennials have completely transformed the consumer landscape. According to a survey, 82% of millennials are now part of the decision-making process in some degree and account for an estimated purchasing power of $200 billion each year.
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Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp
The Pipeline
FEBRUARY 13, 2018
By Tibor Shanto. The challenge with prospecting is that it takes place between two human beings, and as with anything human, subjectivity instantly and permanently plagues it. The murky fluid nature of the grey that is human emotion, clouds objectivity, suppresses logic and nullifies many conclusions derived from reams and mountains of data. While data will paint a great picture, give you viewpoints you may have missed, but data is not fact, statistics are a good indicator, but not conclusive.
Hyper-Connected Selling
FEBRUARY 13, 2018
These days, there’s an ever-growing list of addictions that can derail your sales career. There are the old standbys like alcohol and cocaine. There are the new ones like online pornography or opiates. Even the addiction to work that seemed like a boon in the past is now a clear path to wrecked health and relationships. But there’s one addiction that has crept up on almost every single one of us, and it’s especially destructive to sales careers.
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