The Center for Sales Strategy
NOVEMBER 12, 2018
In fact, it’s better than OK. The reality is, in the course of any business relationship, something is going to go wrong at some time and it’s smart to get out front of it and to be very transparent.
MTD Sales Training
NOVEMBER 12, 2018
Many salespeople have nightmares when trying to present solutions to their prospects because they perceive their competitors are stronger than them in certain areas, or their prices are higher and they are convinced the buyers will always go for the cheaper option. The perceived weaknesses you have will prove costly if you consider them to be reality.
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Zoominfo
NOVEMBER 12, 2018
Podcasts have captured the attention of millions and millions of listeners in recent years, more than earning their title as the modern-day radio. The success of podcasting is due, in part, to the convenience and pervasiveness of the modern smartphone. Think about it, people today are constantly on the go—but almost never without their cell phones. And thanks to music and radio streaming services, people have easy access to a wide range of podcasts to listen to during their commutes, car rides,
Sales and Marketing Management
NOVEMBER 12, 2018
Author: Anand Srinivasan The typical B2B sales process goes through four distinct stages. It begins with Discovery, and then moves into Diagnosis and Design before it ends with Delivery. Among these four steps, Diagnosis and Design is where a lot of organizations falter. This is because each industry and client is different and it is not always a straightforward process to identify client problems, understanding their expectations and charting out a solution.
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.
SBI Growth
NOVEMBER 12, 2018
What is your company’s Brand Image? If we asked everyone in marketing would we get the same answer? What kind of answers would we get from the sales team? Most importantly, what answer would we get from your customer? These.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Vengreso
NOVEMBER 12, 2018
Digital sales transformation requires buy-in from not only the leadership team but the people on the front line – your salespeople. Do you know how to get them involved and create lasting results? At the Sales Enablement Soiree in September of 2018, Vengreso CEO Mario Martinez Jr. outlined the ten steps to launching a digital sales program that creates measurable results.
Anthony Cole Training
NOVEMBER 12, 2018
In our sales training classes, we spend a great deal of time on the appropriate "attitude" required to be successful in selling. With the right attitude, you can count on consistently executing the required conduct and sales techniques to be successful. I once heard another sales development expert explain that "sales technique is just a change in language.
Babette Ten Haken
NOVEMBER 12, 2018
We instinctively know that collaborative storytelling is profitable. Except, we don’t have time to discover valuable client stories. Or, tell these stories, compellingly, while acquiring or retaining customers. Consider the impact of our not having time to capture these stories on productivity, profitability and customer retention? Collaborative storytelling becomes profitable storytelling.
Anthony Cole Training
NOVEMBER 12, 2018
In 2008, I posted two blogs covering 14 of the 21 core competencies identified by the Objective Management Group Sales Person Assessment. Between then and now, much has taken place that I've written about, and as I fly from Atlanta to Portland, Oregon, I have some time to write about the remaining 7 core competencies. I know that you've been waiting with baited breath.
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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.
BrainShark
NOVEMBER 12, 2018
With budgets opening up for the new year, January and February are often the busiest months of the recruitment cycle.
Anthony Cole Training
NOVEMBER 12, 2018
From our 5 Keys to Coaching series:
Xactly
NOVEMBER 12, 2018
Let’s face it—companies periodically miss their sales targets. Sometimes, companies miss their targets for “macro” or environmental reasons —like a shift in the marketplace that fundamentally reduces customer demand, or a new competitor that unexpectedly enters the market. These macro events, while uncommon, are difficult to predict and are the hardest to adjust to quickly.
Gong.io
NOVEMBER 12, 2018
In the Gong Labs series, we publish what we learn from analyzing sales conversations with AI. Subscribe here to read upcoming research. The words “list price” signal that your price is wobbly and movable. They telegraph that you have a fat margin with more than enough room to negotiate. When these words pass your lips, you’re practically begging your buyer to grind you down on price.
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.
The Digital Sales Institute
NOVEMBER 12, 2018
Sales training courses for beginners is normally focused on all the general selling skills a new salesperson will need to acquire over a relatively short time period. In today’s content filled, competitive, buyer self-educating environment, persuading someone to buy is becoming increasingly difficult. This article explores what sales training courses for beginners typically cover starting with why customers act in the way they do in order to help new salespeople to adapt and improve their approa
Bigtincan
NOVEMBER 12, 2018
The Sales and Marketing technology landscape can be a vast and overwhelming one. In the Sales Enablement space alone, there are over 500 vendors! Luckily, firms like Selling Power regularly evaluate vendors’ offerings to recommend the solutions that will best help organizations sell smarter and win more. Selling Power’s November 2018 issue is all about […].
criteria for success
NOVEMBER 12, 2018
Sales targeting is critical to sales success. That's why in today's interview, we're talking about our newly released sales targeting eBook! And this month on the CFS blog, we're writing about sales targeting ideas. In this episode of Let's Talk Sales, I interviewed our Operations Office & Senior Sales Advisor, Elizabeth Frederick. She just wrote [ ] The post Let’s Talk Sales!
Sales Evangelist
NOVEMBER 12, 2018
The political and dating industries share a common goal: to narrow your choices down to the one candidate that makes the most sense for what you want. Particularly in the political arena, the ads target those people who would be most likely to support a particular cause or candidate. On today’s episode of The Sales […] The post TSE 962: What Salespeople Can Learn From The “Political and Dating” Industries 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
Paul Cherry's Top Sales Techniques
NOVEMBER 12, 2018
Who else is involved? We’ve all been there. You have a great relationship and rapport with your customer contact. But this contact is not the person making the final decision on whether the company accepts your deal or offer. How do you sell your product or solution to someone when there are other people involved in the decision-making process. ? Here’s a recommendation… When a customer asks, “Please give me a quote?
Product Management University
NOVEMBER 12, 2018
Product management responsibilities look completely different if you view them through the lens of the customer. For solution providers though, products are the basis for all things revenue and that can cloud the true objective of a product management function and how it operates. Success in product management and product marketing is first and foremost about understanding what your target customers want to accomplish and why it’s a priority.
Seismic - Sales Effectiveness
NOVEMBER 12, 2018
We are now in an age where buyers expect more and more. And because the buyer is always right, we have to play by their rules. It’s no longer acceptable to just hand off the same old plain, generic content that might’ve worked 10-15 years ago. SiriusDecisions reports that 82% of decision makers believe sellers are unprepared. These days Sales needs to be equipped with dynamic sales materials to ensure they have the best possible chance of closing a deal.
Selling Energy
NOVEMBER 12, 2018
Sometimes you can find great advice in the most unlikely places. This week I’d like to highlight a book that doesn’t necessarily come from a business or energy efficiency standpoint, but from a design standpoint. Nevertheless, it has some excellent ideas you can apply to your career and home life.
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.
SugarCRM
NOVEMBER 12, 2018
An Update on Key Features. By Zachariah Sprackett, SVP, DevOps at SugarCRM. What can users expect from the Fall ‘18 release of Sugar? Here’s a small taster from my point of view. The short answer is more, faster and simpler. Fundamentally, it is our commitment to continuously deliver the most productive relationship management experience throughout the entirety of our application portfolio.
Sales Hacker
NOVEMBER 12, 2018
This week on the Sales Hacker podcast , we interview Ilir Sela , the Founder and CEO of Slice, one of the fastest growing companies focused on the small business space in the US. . Slice helps pizzerias compete with Big Pizza and transforms the way they manage their business. Slice is a team of over 400 folks spread across New York, Macedonia, and Ireland and Ilir walks us through how he thinks about growing and scaling a company that is fundamentally about helping small business owners surviv
Costello
NOVEMBER 12, 2018
Scott Brown, Managing Director, UpRamp. For Scott Brown, starting and selling two companies in the early ‘90’s was just the beginning of a fast-paced, human-oriented sales career. “After selling my first two companies, I was a bit adrift and couldn’t really find something to hold my interest,” he said. “I was lucky enough to meet a mentor that took me under his wing.
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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
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