Tue.Feb 13, 2018

The Human Side Of Prospecting

The Pipeline

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.

Are They Really a Prospect or Are You Just Wasting Time?

The Sales Heretic

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.

Easiest Way to Assess Degree of Sales Success

Understanding the Sales Force

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.

The 5 Must-Attend Sessions at #B2BMX Feb 19-21

Smart Selling Tools

This will be my second year of attendance at the B2BMX event , organized by DemandGen Report. The event is a not to be missed if you’re in Marketing, but it’s increasingly become a must-attend event for those responsible for Sales Enablement as well. The reason is not shocking.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

You Can’t Put in What God Left Out … and Other Important Things Learned in Business and Life


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.

8 Ways You Can Generate Your Own Leads if You Don’t Have Marketing Support

Hubspot Sales

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.

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Definition of Selling [FAQ]

Hubspot Sales

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.

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The Perfect 3-Step Sales Process

Marc Wayshak

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.

C-Suite Selling Perfected: How Salesforce is Winning More Mega-Deals


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.

Integrating Sales Development Representatives Into an Account Based Sales Program


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.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

How To Structure Your Sales Development Team: The Navy Seal SDR Framework

Sales Hacker

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.”. 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. You have to find your competitive edge, and then continue getting stronger and smarter.

How Sales and Marketing Can Work Together Better in 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. Sales and Marketing Sales Kickoff Sales Leadership

Lifecycle Operations: Nurturing Customers from Prospect to Advocate


Guest blog by Ashley Coleman, Director of Marketing Operations at UserIQ. The concept of the customer journey is all the rage these days.

SalesPOP! Top Contributor Spotlight: Lisa Magnuson


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 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. “I I especially appreciate Martha Levitsky and her professional and timely communications and organization.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

A Key Piece in Successful Employee Engagement

The Center for Sales Strategy

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.

The Surprise Addiction that is Killing Your Sales Focus

Hyper-Connected Selling

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.

Let Your Creative Ideas Marinate - Like Fine Food


If you don?t t invest the time and effort in your projects, you will not enjoy exceptional results. Doesn?t t your business deserve the most impressive product possible? Have you ever made spaghetti sauce from scratch for a special night in? If you ha


The Aha Moment: How to Know When to Pivot Your Sales Strategy

The Center for Sales Strategy

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 strategy

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

Eliminating The Risk Of Inaction


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. One can argue the biggest risk for both buyers and seller

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Sales Landscape and Millennial Buyers — Let the Facts Guide You!


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.

How Allego Grew Sales 5,401% in Three Years

Sales Hacker

The post How Allego Grew Sales 5,401% in Three Years appeared first on Sales Hacker. Allego Choice Partner Sales Management Webinars

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Averting Sales Risk with Sunk Cost


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. They are fixed costs because the money has already been spent; they will not fluctuate.

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.