The Sales Heretic
APRIL 25, 2018
The tall, gangly man wore an old t-shirt and cutoff jean shorts. His long black hair hung unkempt halfway down his back. And he arrived at the luxury car dealership on a bicycle. The veteran salespeople knew better than to waste their time with him. They sent the rookie out to deal with him. The [.].
Sales Hacker
APRIL 25, 2018
Okay, maybe you don’t have a bad sales pitch. Perhaps it could use just a bit of refining. Or maybe it really does suck. Well, whether you pitch in an actual elevator—or, like me, you’ve pitched hundreds of times on trade show floors around the world, there are some tried-and-true best practices, tactics, and “tricks” that have I learned. These have worked for me and they just might work for you too!
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Hubspot Sales
APRIL 25, 2018
Advanced Selling Skills. Core performers seek to gather information in preparation for a sales call, but star performers focus on testing information in preparation for a sales call. Question every piece of information you receive from a prospect, and benefit from unexpected insights that set you apart and make you a top salesperson. We often talk about “sales fundamentals” or “sales 101” -- the basic skills and knowledge a professional seller must master to execute an effective sales call.
MTD Sales Training
APRIL 25, 2018
Episode 13 – Habits Of Ineffective Salespeople, Don’t Talk About Your Products & A Quote From Jim Rohn. This podcast includes: The habits of highly ineffective salespeople. Why you shouldn’t talk about your products. A quote from Jim Rohn. The post Habits Of Ineffective Salespeople, Don’t Talk About Your Products & A Quote From Jim Rohn appeared first on MTD Sales Training.
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.
John Barrows
APRIL 25, 2018
… An Ego. If you have an ego you’re not going to get very far in sales or in life in my opinion. However, if you have confidence you can achieve almost anything. People gravitate towards confidence and want to be a part of it. This is true in all aspects of life and especially in sales. You could know every aspect of your product or solution but if you’re not confident in how it’s delivered or in the true value it provides then you’re going to have a hard time convincing anyone to buy it.
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Julie Hanson
APRIL 25, 2018
I try not to make snap judgments. But I do. And apparently so do a lot of other people. Research studies have found that we make several major decisions about another person in those first few seconds. Decisions like: Is this person trustworthy? Successful? Competent? In sales, this can affect everything from how a customer listens to you to whether they decide to work with you or not.
Alice Heiman
APRIL 25, 2018
Some of the most talented salespeople don’t come from a business background or even start out in that profession. Take Alice Heiman. She’s trained some of the largest sales teams in America, but for 13 years she was an elementary school teacher. After deciding it was time for a career change, she didn’t go back to school. Instead, she learned the business of sales with companies like Coca-Cola, John Deere, and Fidelity.
Selling Power
APRIL 25, 2018
We all know that people communicate differently. Some are chatty, others more analytical, still others are brief and to the point. But how can you know what type of person you’re dealing with in any particular sales opportunity to close the deal with success?
LeadIQ
APRIL 25, 2018
By: Ryan O’Hara. It was only a matter of time before Lauren Bailey and I would get in a Zoom room and jam about prospecting. Lauren, also known as LB in the sales world, is one of the best cold callers in the world. Factor8 has trained thousands of reps with cold calling, so we went deep inside her mind to understand how to actually turn a cold call into a warm and fuzzy call.
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Openview
APRIL 25, 2018
The post The Story Behind Cisco’s $3.7B Acquisition of AppDynamics [Podcast] appeared first on OpenView Labs.
Pipeliner
APRIL 25, 2018
In Sandler Enterprise Selling, the sales cycle is represented by a continuous process consisting of six stages. And continuity is the key as selling to and serving large enterprise accounts through streams of transactions over time in long-term relationships really has no end. That’s the enterprise world. The sixth and last stage in the enterprise selling process is Service Delivery.
Membrain
APRIL 25, 2018
Would a financial penalty equal to 4% of your annual turnover hurt your business? Do you ever collect information about any individuals who live in or are citizens of the EU? If you answer “yes” to both questions, then you need to understand the new GDPR regulation.
The Center for Sales Strategy
APRIL 25, 2018
The 2018 NFL Draft will take place this week. I root for the Cleveland Browns. The team with the 1-31 record over the past two seasons. The team with one of the worst track records when it comes to evaluating and selecting talent. That’s my team!
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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.
Accent Technologies
APRIL 25, 2018
A sales coach has an entire team to support. Their time is valuable and their sales reps' time is precious. Try these tactics to to build a more self sufficient team and save time on the questions reps already have answers to. You’ve given the same coaching advice 1,000 times and a rep still comes to you (or other colleagues) with the same questions.
Janek Performance Group
APRIL 25, 2018
The NFL draft takes place this weekend, and a lot of the discussion and analysis you’ll hear about the players as they’re picked is whether not they have a proper role and fit within their new team’s system. It’s something that has an underutilized but critical parallel in sales. Although we talk a lot about sports analogies in sales, and about processes and core values as systems, sometimes it seems the industry doesn’t discuss enough the importance of team roles and whether individual members
Anne Miller
APRIL 25, 2018
Answering questions under pressure can be very unnerving. (Think Mark Zuckerberg at the Senate Hearings a couple of weeks ago.) Your first best success insurance policy is to anticipate likely tough questions and practice appropriate answers in.
SalesLoft
APRIL 25, 2018
May 25th, the start date for GDPR (the General Data Protection Regulation), is fast approaching. With these new regulations come changes to how businesses handle customer data and prospect clients. You’ll want to ensure you’ve looked at how you handle data in order to be GDPR complaint. Salesloft’s VP of Information Security, Mike Meyer, is sharing valuable insights into how these changes will affect your business and how to ensure you’re compliant.
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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
Bigtincan
APRIL 25, 2018
What is a compliant system, and how can Sales Enablement Professionals adjust how their systems work to ensure compliance? Part 1 of this series introduced the European Union General Data Protection Regulation (GDPR) that will come into force throughout the European Union (EU) and European Economic Area (EEA) on May 25th, 2018. That article introduced […].
Mindtickle
APRIL 25, 2018
With today’s buyers waiting until they are 60 – 80% along their buying process, depending on which research you read, it’s becoming more and more important for these cross-functional departments to get on the same page. Without this alignment, it becomes nearly impossible for sales to function efficiently and close business as effectively as possible.
Close
APRIL 25, 2018
Here's the recording of today's webinar on how to optimize your pricing strategy with Price Intelligently's Patrick Campbell, OpenView's Kyle Poyar and Steli.
Mindtickle
APRIL 25, 2018
Sales enablement is a hot topic today. It’s difficult to not run across it, especially if you’re looking for ways to improve the performance of your salesforce. There are many definitions of this popular term, most of which are quite similar. CSO Insights defines sales enablement as, “a strategic cross-functional discipline designed to increase sales […].
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.
Partners in Excellence
APRIL 25, 2018
My apologies, I’m doing a series of rants that are something akin to David Letterman’s Stupid Pet Tricks. Instead these posts are about Stupid Sales Management/Marketing/Sales Tricks. Sales and marketing are among the most measured functions around. But having these metrics, knowing what they mean, developing and executing plans to improve performance and knowing what to do about them are not well understood.
Growbots
APRIL 25, 2018
Salespeople today are in a tough spot. Most customers won’t reach out to companies until they’re most of the way through the buying process. With the Internet thrown into the mix, customers often know more about your products and your competitors than you know about them. Fortunately, the secret to winning over customers is free and anyone can learn it.
Partners in Excellence
APRIL 25, 2018
John Gardner’s outstanding book, “EXCELLENCE,” published in 1961 has one line that has stuck with me since I read the book in college, “Do not let form triumph over substance.” I think it’s important to reflect on this as we think about our customer engagement and our scaling strategies. If we consider what customers are saying, customers want, in fact are hungry for substance.
Xactly
APRIL 25, 2018
Picture this: the sales compensation design team has spent months analyzing performance, designing, re-designing, tweaking and modeling the upcoming year’s new sales incentive plans. The outcome of the team’s efforts are perfect in your mind. There is no doubt that company leadership is going to love what is presented because there is huge potential for the company’s overall financial growth, and the sales team is going to see the opportunity to make huge money if they exceed target.
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Atlatl Software
APRIL 25, 2018
What is CRM Software? CRM stands for Customer Relationship Management. As Investopedia puts it , CRM is actually “principles, practices and guidelines” that companies implement for interaction with customers. In essence, CRM is a methodology or an accepted workflow. CRM software systems are the technological solution putting these methodologies into motion to empower sales and customer contact.
Selling Energy
APRIL 25, 2018
One of my first sales jobs was cold calling from lead lists. I would dial 200 numbers a day, make about 40 connections, and send out literature to about 10 of those folks I was able to reach. That was my quota. I don’t think I personally met one of my more than 100 clients during my two-year tenure in that position. All of our transactions were over the phone.
Showpad
APRIL 25, 2018
On May 25 2018, the GDPR ( General Data Protection Regulation ) will go into effect, changing how companies around the world deal with the personal data of people residing in Europe. GDPR is Europe’s new framework for data protection. The laws that currently govern data protection in Europe were enacted in 1995 – and needless to say, a lot has changed since then.
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