BrainShark

MAY 14, 2019

We may not have dragons or massive armies. But there’s still much to learn from the warring factions of Westeros about life, business and sales enablement.

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Sales Enablement Sales 117

LeadFuze

MAY 14, 2019

Here are five sales questions that you should start asking your leads so you can drive more sales. In the race to close a deal, sales professionals often deliver an unending list of product features. Doing so ignores the important step of asking the customer sales questions. Who says the sales professional needs to ask more questions? The customer. A study published in the Harvard Business Review reveals that after interviewing 200 customers, researchers found that “from the customer’s point of

Lead Rank 40

Lead Rank Lead Scoring Leads Marketing Qualified Lead 40

The Pipeline

MAY 14, 2019

By Tibor Shanto. You hear it said a lot in different fields of endeavour, “their numbers” or “his numbers” suck. Told in the abstract about a ballplayer you can understand what they mean. Given that the subject of the observation usually is not present, it remains more a descriptor with no direct impact on the subject. However, when a manager tells their rep, “your numbers suck,” it has an immediate and lasting detrimental impact.

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Sage Quota Coaching Proposal 313

The Sales Hunter

MAY 14, 2019

You cannot afford to waste your time with prospects that will not become your customers. Your time is too valuable! All prospects are not the same. The sooner you know who is good and who isn’t, the better off you will be. By getting answers to these four questions, you’ll also help turn them into better customers by offering them more value. Too many salespeople wait too long to get answers to these questions and it leads to having a pipeline that’s essentially a sewer line.

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SalesGenie Prospecting eBook Lead Rank 237

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.

Sales Cycle

MTD Sales Training

MAY 14, 2019

Selling to businesses is an ever-changing kaleidoscope of ideas, techniques and co-operations that can enhance or destroy careers in a very short time period. If we are still selling in the same way we did last year, we are out-of-date and run the risk if being fodder to those companies advancing in the sales world. Your B2B sales strategies need to be constantly updated if you are to even maintain your position in the market place, never mind enhancing it.

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B2B Social Media LinkedIn Influencer 150

Smooth Sale

MAY 14, 2019

Attract the Right Job or Clientele: Tomorrow arrives quickly, yet many are not preparing for the future. Life and career are never a straight path. It is essential we consider the ‘what ifs’ of life. A few conversations reveal what happens when a person does not contemplate all possibilities before settling into a systematic way of doing things. My Story.

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Insurance Insurance Face-to-face Hiring 100

Anthony Iannarino

MAY 14, 2019

One of the very best ways to become more productive is to wake up early and give yourself a head start on your day. The time you wake up is a habit, and like all habits, it can be difficult to change. Here is how I made the shift from 6:30 AM to 5:00 AM to 4:45 AM. Get Up. No Matter What : No matter what time you fall asleep, no matter how bad you feel, get out of bed when your alarm goes off.

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How To Travel Closing Sales Process 103

Partners in Excellence

MAY 14, 2019

For those people deep into analytics and understanding (usually) consumer buying behaviors, the concept of Propensity To Buy, is not new. It’s been around for decades. Propensity to buy is simply about determining the liklihood of a customer buying something. We use it in developing our websites, our web ad strategies, our marketing programs, and all sorts of things.

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Customer Forecasting Face-to-face Analysis 97

Openview

MAY 14, 2019

It’s always easier for Monday morning quarterbacks to say what should have been done than to plan for success. However, in the SaaS world there are absolutely some dos and don’ts around building a successful brand and keeping those dreaded churn rates low. Here are some of the most common mistakes SaaS companies make, according to experts. 1. You seem the same as everybody else.

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Churn Strategy Cancellation Advertising 85

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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.

Sales

Nimble - Sales

MAY 14, 2019

In this webinar, Nimble CEO Jon Ferrara discusses concepts from Mark Schaefer’s latest book, Marketing Rebellion: The Most Human Company Wins. Mark is a globally recognized blogger, author, speaker, and educator with one of the top marketing blogs in the world. He is the Executive Director of Schaefer Marketing Solutions, specializing in marketing strategy and […].

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Webinar Metrics Customer Education Strategy 92

Hubspot Sales

MAY 14, 2019

Who's likelier to make a mistake: The rookie sales rep who's never sold a day in their life, or the veteran rep who's been on the front lines for nine years? The reality is, they're both going to screw up. Experienced salespeople simply make different mistakes. Here are the five biggest errors I see seasoned reps make -- along with the steps you can take to avoid them.

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Quota Forecasting Buyer Persona Networking 88

The Brooks Group

MAY 14, 2019

Without even realizing it, your salespeople may be pushing potential buyers away by using the wrong communication approach. Every buyer has a unique personality style and will feel more comfortable and at ease when they are sold to in a specific way. On the flip side, when your reps don’t adjust their own style to match, they risk overwhelming, bulldozing, or simply annoying the buyer—and losing a potential sale.

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Guidelines Customer Influencer Groups 87

Force Management

MAY 14, 2019

You know your sales organization needs some help. You're seeing the negative consequences of too many bad habits. Things like too much discounting, an inability to accurately forecast revenue and reps pushing for too many product demos that don't demonstrate value and differentiation to the buyer.

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Discount Forecasting Buyer Revenue 70

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.

Cold Calling

Miller Heiman Group

MAY 14, 2019

Sales managers influence what salespeople sell, where they sell, who they sell to and even how they sell. These factors make the sales manager role one of the most influential and demanding jobs in any company engaged in complex B2B sales. How many direct reports do sales managers have in your company? Six? Maybe more? So why is the sales manager one of the most neglected roles when it comes to training?

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Coaching Sales Management Hiring Territories 73

KO Advantage Group

MAY 14, 2019

When you dine at a restaurant and look at their 8-page menu, doesn’t it feel overwhelming? This situation is no different when you’re presenting solutions to clients. When you’re selling your products or services to prospects and clients, we present them a couple of solutions that best solve their problems. No more than three recommendations suffice.

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Prospecting Proposal Conversion Sales Process 72

Mobile Locker

MAY 14, 2019

Twenty percent of marketing materials or MORE never get used. Here’s how to stop the madness. Studies show that, depending on the type of business, 20 percent of marketing materials are never used by salespeople. Some research pins the number at more than half. That’s a huge waste of marketing dollars — and effort — […]. The post How to Get Sales Reps to Use Your Marketing Materials appeared first on Mobile Locker.

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Marketing How To Study Research 75

The Center for Sales Strategy

MAY 14, 2019

A lot of salespeople and managers that I talk to on a regular basis often seek advice on time management and how they can better manage their time. The truth is. it really depends. It varies depending on you, your individual style, your talents, and the way you like to process things. In this 3-part series, I'm going to share various time management tips and things to consider based on your style and what will work for you.

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Video Sales Sales Management 70

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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

Data

Allego

MAY 14, 2019

Effective training is critical to the success of your salespeople, so it’s important to understand whether you’re getting the kind of return you expect from your training efforts. But assessing the ROI of sales training is often a challenge because the “R” (return) part is hard to measure. It’s easy to figure out the “I” because the investment is a tangible dollar amount that is budgeted and spent. .

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ROI Training Travel Sales Cycle 67

Close.io

MAY 14, 2019

Let me ask you one thing today: How do you currently track your sales team’s performance? How do you understand which sales rep is closing the most deals, which sales rep has a high deal closing % and which sales rep brought in the most amount of revenue in Q1 this year? In most cases, the answer is good ol’ spreadsheets. You would normally export the data from Close (or any other sales tool that you’re using), put it into a spreadsheet, and start compiling the report that will actually give you

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Comparison Report Hiring Cancellation 64

Mindtickle

MAY 14, 2019

In Conversation with SevOne: An Interview with Brian Promes. As the next installment in a series of interviews with Sales Enablement and Readiness leaders, MindTickle’s SVP of Strategy and GTM, Gopkiran Rao, recently spoke with Brian Promes to learn about his experience transforming sales enablement into an impactful and engaging initiative at SevOne.

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Sales Enablement Conversion Video Hiring 68

Accent Technologies

MAY 14, 2019

There were many amazing track sessions, key notes and lunch and learns at SiriusDecisions Summit this year. Check out a few of our favorite analyst quotes from the week. Sales AI: “When we automate activities we don’t like doing, we can get back to creating, designing, engaging and disrupting. AI frees us up to do that.”. – Megan Heuer, VP of Research for SiriusDecisions.

ROI 65

ROI Sports Research Sales Enablement 65

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 Process

Leading Results Rambings

MAY 14, 2019

We’ve been talking a lot about marketing with Facebook and programmatic ads , but we haven’t discussed what makes a successful ad design. You can gather the right audience, build appealing assets, and create landing pages, but if the ad itself doesn’t draw the audience’s attention, it won’t be a successful campaign. Here are 3 must-haves for a successful social or mobile advertisement design.

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Advertising Advertising Facebook Campaigns 65

Cincom Smart Selling

MAY 14, 2019

Market agility is critical with a changing geopolitical landscape, and sellers must maintain focus in an era of highly dynamic … Continue reading "Market Agility Is Critical with a Dynamic Geopolitical Landscape". The post Market Agility Is Critical with a Dynamic Geopolitical Landscape appeared first on Cincom Blog.

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Marketing Distribution Proposal Training 59

Sales Evangelist

MAY 14, 2019

Even if we have the right process or the best mindset, every seller is going to encounter difficulties, so we must figure out how we'll stick to our mission and achieve greatness in the face of adversity. Weldon Long has plenty of personal experience dealing with adversity in the form of 13 years in the penitentiary, homelessness, and dropping out of high school.

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Face-to-face Insurance Insurance How To 60

Close

MAY 14, 2019

Let me ask you one thing today: How do you currently track your sales team’s performance? How do you understand which sales rep is closing the most deals, which sales rep has a high deal closing % and which sales rep brought in the most amount of revenue in Q1 this year?

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Comparison Report Revenue Closing 52

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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

Report

InsideSales.com

MAY 14, 2019

Planning to get Bitrix24 for your company? Read on to learn about its features, pricing, and reviews. RELATED: 7 Advantages Of Using CRM Software In this article: What Is Bitrix24? Features and Benefits of Bitrix24 Packed With Features to Help Small and Medium Business Provides Tools that Make Time and Task Management More Efficient Hands-On Task […].

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Software Software CRM Benefit 54

criteria for success

MAY 14, 2019

We often hear that we should tell more stories, but have you ever thought about why storytelling works? What is it about storytelling that makes it such an effective form of communication? Why does it work in business, and especially in sales? To explain why storytelling works, I’d like to talk about both the science [ ] The post Why Storytelling Works: Science & History appeared first on Criteria for Success.

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Sales 51

Xactly

MAY 14, 2019

At Xactly Unleashed, we’ll help companies unleash the power of their sales teams by teaming up with the #1 generations speaker and researcher, Jason Dorsey.

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Research Company Sales 53