The Sales Heretic
APRIL 11, 2018
James Saucedo isn’t a salesperson. But most salespeople could learn a thing or two from him. James drives a shuttle van for the Courtyard by Marriott hotel in Austin, Texas. I had the pleasure of riding in his van when I flew into Austin not long ago. Just before he pulled the van away from [.].
Zoominfo
APRIL 11, 2018
Whether you’re a hiring manager, sales leader, or the CEO of a company, you know it can be difficult to identify and hire top sales talent. Although an intensive interview process can help you weed out unqualified applicants, you never really know how well a candidate is going to perform until a few weeks or even months into the job. Hiring the right people can directly impact your company’s overall success and revenue.
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SBI Growth
APRIL 11, 2018
Today’s show focuses on capturing the attention of customers and prospects through campaign strategy and planning. Our expert guest is Randolph Carter, the VP of Marketing in North America for Rentokil. Rentokil-Steritech represents the North American division of Rentokil, one.
Zoominfo
APRIL 11, 2018
Whether you’re a hiring manager, sales leader, or the CEO of a company, you know it can be difficult to identify and hire top sales talent. Although an intensive interview process can help you weed out unqualified applicants, you never really know how well a candidate is going to perform until a few weeks or even months into the job. Hiring the right people can directly impact your company’s overall success and revenue.
Speaker: James Kahler, COO of Full Course
Ever wondered where to splurge and where to safely conserve when it comes to operating and growing your restaurant? 🤔 Join James Kahler, COO of Full Course and industry visionary, in this new webinar where he'll talk all about best practices to invest in your restaurant's success! Whether you're a new business or an established restaurant, a seasoned pro or a rookie, you'll learn the keys to sustainable success in this competitive industry.
The Sales Hunter
APRIL 11, 2018
Are you the lone wolf at your company or are you the first one to sign up to help organize the 3-legged sack race at the company picnic? Sales is emotional and don’t say it’s not. We all have found ourselves screaming loudly after closing a big sale and gnashing our teeth when the “stupid customer” doesn’t agree to the sale.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Pointclear
APRIL 11, 2018
One of PointClear’s business development representatives, working on behalf of a global software company, made 11 touches (calls, voicemails and emails) and his persistence paid off. He landed a huge lead for our client (with a $1 billion company). The timing and number and type of touches makes up what is called a cadence, which must be carefully orchestrated.
Understanding the Sales Force
APRIL 11, 2018
In September I wrote this article on the difference between asking good, tough and great questions. I included examples all three types of question in the article. There is also a proper sequence: Good question. Tough Question. Great question. You will get immediate feedback on how effective your questions are: Your prospects will say, "Good question" when you ask one.
Jeff Shore
APRIL 11, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Matthew Pollard, an introvert, deliberates with Jeff, an introvert, about who has the advantage in a sales situation. As a sales professional, who do you think has the edge? An extrovert or an introvert? Everyone brings something to the table when it comes to their sales ability. But just because you’re quiet or introverted, doesn’t mean that you can’t or won’t be successful.
Hubspot Sales
APRIL 11, 2018
Sensory Words. See. Picture. Appear. Outlook. Sound. Hear. Mention. Feel. Grasp. Firm. Pressure. People have a preference for one of three primary senses in their communication: Sight, sound, or feeling. These innate biases make them more respond more favorably to visual, auditory, or kinesthetic language. Speaking your prospect's preferred language facilitates rapport building, making you easier to trust.
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.
Repsly
APRIL 11, 2018
At the latest Repsly Power Hour, I was chatting with someone from one of the country's fastest-growing breweries. When I asked him about the brand's plans for 2018, he told me they were set on becoming their distributors' and retailers' favorite brewery to work with. Whether you make beer, snacks, makeup - no matter what your brand sells - if you sell through retail this is one of the best goals your brand can strive for.
Openview
APRIL 11, 2018
Editor’s Note: This article first appeared on the Intercom blog here. Founders make natural salespeople. So much of what they do, particularly fundraising, is selling. They’re the first and best salesperson your company will ever have. But even if you have a great product, there will come a point where you simply need to build out a sales function.
RAIN Group
APRIL 11, 2018
Challenges abound when it comes to sales prospecting. From targeting and using the right outreach methods to maintaining motivation and energy, there are plenty of ways to outbound prospect and fail. Download: 5 Sales Prospecting Myths Debunked. For our Top Performance in Sales Prospecting research, we asked 489 sellers who outbound prospect about the biggest prospecting issues they face.
Membrain
APRIL 11, 2018
Sometimes, the way you begin a thing determines how you will end it. Nowhere is this more true than in the sales pipeline, where how an opportunity comes in at the front end, can make or break the revenue that pops out at the other end.
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Pipeliner
APRIL 11, 2018
As a young salesperson, my job included prospecting by pounding those phones, day after day. My colleagues and myself spent hours on the phone hoping to get a meeting. On one particular day, I happened to walk into a colleague’s office and heard him saying on the phone, “I’m calling you regarding the XYZ even you’re attending. This i urgent. Please return my call as soon as possible.”.
Costello
APRIL 11, 2018
We’ve been on a roll with our People > Process articles lately! Once the word got out that we were in search of rockstar sales professionals and leaders to highlight in our series, we’ve had the privilege of speaking with many incredibly talented individuals. A few of our latest conversations have included the likes of Russell Van Leuven , Sr. Director of Sales at DiscoverOrg, Ally Brettnacher , Senior Account Executive at Sigstr, and Simon Mutlu , Large Enterprise Accounts at Slack.
Partners in Excellence
APRIL 11, 2018
Customer experience is increasingly a key differentiator in acquiring and retaining customers. But, too often, we look at customer experience in a very narrow way, we think of it as their experience in using our products, after they have purchased them. The customer experience begins begins long before the first purchase a customer makes. Of course we know the reputation of our company, products, and solutions is important and influences them.
Paul Cherry's Top Sales Techniques
APRIL 11, 2018
The BANT Acronym OK, maybe it’s not such a secret, because it’s been around 50 years — yet it amazes me how many of us try to sell, persuade, or close without first qualifying the opportunity using BANT with our customers. Understand what the customer’s BUDGET is Understand what the customer’s level of AUTHORITY is Understand what the customer’s NEEDS are Understand the customer’s TIMING When you understand the BANT, you’re ready to close more sales.
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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
Growbots
APRIL 11, 2018
“Your price is too high!”. If salespeople got a dime for every time they heard that, they wouldn’t need a job in sales. But there’s no need to panic when you hear a price objection. In fact, a price objection can actually be good news — it may mean the buyer is serious about making a purchase and is just trying to negotiate a lower price. We’ve learned at Straight North that there are a number of ways to respond to price objections.
SalesLoft
APRIL 11, 2018
Regardless of your deal size or role within the sales organization, using well-defined sales cadences makes prospecting more efficient and effective. One of our own Account Executives, Brett Lange, is sharing the 3 ways to leverage cadences as a full-cycle sales rep in this sales tips video. In his role, Brett’s activities vary widely. Daily responsibilities can be anything from sourcing pipeline to maintaining customer relationships.
The Center for Sales Strategy
APRIL 11, 2018
Have you ever met with a prospect for the first time and felt like the entire conversation was like pulling teeth? Maybe they took a bunch of "Oh I need to get that," phone calls or answered some urgent emails while you were waiting to ask your next question. Maybe you had to have your meeting on the phone, and you could sense the person you were meeting with was distracted and not focused during the little time you had.
Sell Courses Online
APRIL 11, 2018
The post Online Courses vs Membership Sites: What Should You Create? appeared first on Sell Courses Online. If you have some experience with online marketing, you must have heard about membership sites and online courses. They are two of the most popular ways of monetizing your expertise online. Even though they both are digital products and are similar in a few ways, they are two very different business models.
Speaker: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
Pipeliner
APRIL 11, 2018
Information hits sales managers from all sides on the subject of creating high-performance sales teams. Provide constant feedback, hire the right people, incentive programs, create compensation plans that drive behavior…the list goes on and on. Given these endless choices, it can be hard for sales managers to figure out where exactly to focus their attention.
Marc Wayshak
APRIL 11, 2018
Want to hear a motivational sales speech that will get you fired up about your selling career—and teach you how to beat your goals in sales? Check it out. The post This Motivational Sales Speech Will Get You Fired Up! appeared first on Sales Speaker Marc Wayshak.
Anthony Cole Training
APRIL 11, 2018
How does your sales team compare to others around the world and in your industry? Click HERE for a free analysis.
Close
APRIL 11, 2018
One of the most common questions Steli’s been fielding from startup founders for years, is “should we use Salesforce?” Now, as a sales CRM ourselves, our answer is undoubtedly biased, but because we’ve become so well-known as one of the best Salesforce alternatives on the market, we’re very clear.
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.
Mindtickle
APRIL 11, 2018
Organizations are always looking for ways to improve sales’ performance. It used to be sufficient to sell the with pointing out features and benefits. Today’s buyers expect salespeople to understand their business and guide them to solutions that target their specific challenges. The best way to do this is by focusing on value. Research by the Rain Group found that companies that drive value have 9% higher win rates than all others.
Selling Power
APRIL 11, 2018
One of the keys to sales growth and a peak performance mindset is to identify (and continually implement) high-impact behaviors; and it is not just for the management team.
Mindtickle
APRIL 11, 2018
Organizations are always looking for ways to improve sales’ performance. It used to be sufficient to sell the with pointing out features and benefits. Today’s buyers expect salespeople to understand their business and guide them to solutions that target their specific challenges. The best way to do this is by focusing on value. Research by the Rain Group found that companies that drive value have 9% higher win rates than all others.
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