Jill Konrath
OCTOBER 30, 2019
After spending months trying to meet with a perfect prospect, the last thing you want to do is blow the opportunity. Yet all too often, that's exactly what happens—especially when you only have a short time together.
Sales 2.0
OCTOBER 30, 2019
In my last post I went through the math on traditional cold calling. There’s an alternative way to get meetings with prospective clients, but sales people don’t generally use it. Oddly enough they often do use it when they need a job and in this case they call it “networking”. I had to come up with a cool name for using networking in sales so I call it “social calling”.
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Connect2Sell
OCTOBER 30, 2019
Arguing is not necessarily a bad thing. To argue simply means to present reasons for (or against) a position. The ability to construct a solid argument enables you to be persuasive, influential, and effective in advancing toward your goals.
Membrain
OCTOBER 30, 2019
“There are five questions that determine whether a person will do something or not. These five questions have been heavily investigated at the individual psychological level, the psychobiological level, all the way down to cells and molecules. If you know the answers to these questions, you know whether the person will do something or not.”.
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.
SalesLoft
OCTOBER 30, 2019
Anyone who’s dieted probably remembers the book Eat This, Not That. . The premise? Cut unhealthy foods from your diet. Replace them with nutrient-dense options that energize and satiate you. Essentially, the book is about giving your body more bang for the buck with the right type of fuel. . We know that empty calories will make us hungrier faster. Underwhelming conversations will starve our sales efforts, too.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SocialSellinator
OCTOBER 30, 2019
The healthcare industry has gone through quite a transformation in the last decade. There are now many new approaches to organizational processes of healthcare institutions.
The Center for Sales Strategy
OCTOBER 30, 2019
When you coach baseball and manage a sales team for 15 years, you realize the astounding similarities between sports and business. Like sports, sales is a highly-competitive field, and you must have the ability to think on your feet with rock-solid professionalism. In both, success boils down to having a winning attitude that demands discipline and attention to detail regarding how you prepare and perform.
Canidium
OCTOBER 30, 2019
Configure, Price, and Quote, better-known as CPQ , is a powerful software solution that helps companies automate their capability to configure complex products, simplify pricing models, and quickly generate a quote or proposal document. Typically a CPQ solution is used as an extension of a CRM system, though they can be leveraged without one. Learn more about CPQ here.
Anthony Iannarino
OCTOBER 30, 2019
My brother-in-law is a football coach. His oldest son started as a quarterback in his freshman year of high school, and he started as a safety on defense. He was the best player on the field and eventually played for Ohio State. My brother-in-law’s youngest son is now starting as quarterback for the junior varsity team at his high school. On Saturday, he ran for five touchdowns, beating a team that was supposed to beat his team badly.
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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.
Close.io
OCTOBER 30, 2019
Failing to find the right audience for your business will guarantee a startup's failure. As founders tend to be fanatical about closing their first customers and hustling their way to initial traction, they need to keep in mind that not all customers are created equal. If you close deals with customers that ultimately shouldn't be buying your product because their use cases are not a good fit, you will suffer the consequences.
Keith Rosen
OCTOBER 30, 2019
Do you focus your energy on what you VALUE and WANT to achieve, or what you feel you SHOULD do? If You’re Struggling to Achieve Your Goals, They’re Not Your Goals. Create Value-Based Goals, instead. STOP Stressing and Struggling to Achieve Other People’s Goals and START Working On Your Own. Here’s the ONLY FORMULA for creating your IDEAL LIFE and designing the right goals to achieve it. 1.
criteria for success
OCTOBER 30, 2019
Sometimes, the hardest part about implementing change is inspiring change in the first place. That's why we created this list of 17 quotes for inspiring change. As a sales leader, you realize that your team needs to get ahead of the curve when it comes to sales. For the people on your team, this realization [.]. The post 17 Quotes for Inspiring Change at Work appeared first on Criteria for Success.
RAIN Group
OCTOBER 30, 2019
Finding and hiring new sales talent is a long and expensive process. Once the new rep is hired, it takes time to onboard them. Especially challenging during the ramp-up period is building their knowledge in: Your customers' businesses—their markets, industries, customers, regulations, etc. The needs you solve and how to identify those needs.
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.
Close
OCTOBER 30, 2019
Failing to find the right audience for your business will guarantee a startup's failure. As founders tend to be fanatical about closing their first customers and hustling their way to initial traction, they need to keep in mind that not all customers are created equal.
Bigtincan
OCTOBER 30, 2019
How to improve sales productivity While we’re sure there are a few outliers, for the most part, great field sales reps make terrible admins. Ask any marketing director in charge of providing marketing support to a sales team or any VP of sales tasked with wrangling their reps. In any case, the response is the […].
Allbound
OCTOBER 30, 2019
A partner portal – whether it’s a PRM or a homegrown system – can be an amazingly effective way to empower your team with the tools and resources it needs. But like any system, it needs regular monitoring and maintenance to make sure everyone’s reaping maximum benefit from it. Because your portal is partner-focused, there’s no indicator more vital or telling than whether your partners are actually using and benefiting from it.
Pipeliner
OCTOBER 30, 2019
As a born and bred Irish person, I love the festival of Halloween due to how deep it is embedded in Irish culture. It goes all the way back 2000 years to the Irish Celtic celebration of Samhain which was the dividing point between the light part of the year and the dark part of the year. As such it was also the point of the year when this world and the other world were closest allowing spirits to cross over to the land of the living.
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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
Guru
OCTOBER 30, 2019
Guru is excited to announce that Public Cards are here to solve all of your problems—ok, maybe not all of them, but definitely a few key ones. We have some ideas for how you and your team can best leverage Public Cards, including: Reference Lists. Post-Webinar/Event Follow-Up Emails. Best Practice Lists. Company-Wide Announcement Emails. Industry Group Emails.
Miller Heiman Group
OCTOBER 30, 2019
Chief Marketing Officer Jon Perera of Highspot , a sales enablement platform that empowers companies to elevate their customer conversations, joins host Greg Moore on this week’s podcast. With a unique background in both marketing and sales, Perera offers his advice for sales and marketing professionals alike on how to align successfully to support the customer.
Partners in Excellence
OCTOBER 30, 2019
It seems our days are consumed with meetings. We have meetings to develop win strategies for a deal. We have meetings to develop proposals. We have endless reviews–pipeline, deal, account, territory reviews. We have meetings to talk about new programs or initiatives. We have meetings to talk about meetings. And then there are the meetings we have with out customers–all following similar patterns to those mentioned above.
InsideSales.com
OCTOBER 30, 2019
??? In this Sales Secrets episode, you’ll learn how the right sales development program can produce the three skills a sales development representative must possess to succeed. RELATED: Sales Development Action Plan For 2019 In this article: Sales Development Rep Skill #1: Conversation Starter Sales Development Program: How to Start a Conversation Respect Your Prospect’s Time […].
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.
Pipeliner
OCTOBER 30, 2019
Eddie is a C-Suite Network Advisor, a professional speaker and a national media commentator who holds international certifications as a trainer, facilitator, and coach. Eddie is a member of the global network of Harvard educated Adaptive Leadership practitioners in the Adaptive Leadership Network. He is an alumnus of Northwestern University where he studied Leadership and Organization Behavior.
Xactly
OCTOBER 30, 2019
Aligned, agile, data-driven sales organizations perform better. Here are the top 10 things to look for in a sales performance management (SPM) platform.
Sales Hacker
OCTOBER 30, 2019
In my early years as a leader, I remember one of the first eye-popping conversations I had with an account executive (AE) on my team. You know the kind… You pause for a few seconds, think hard, wonder if you heard the person correctly, hope you didn’t, and then say, “Wait, walk me through what you just said.”. So, what was the miss, you ask? We were talking about how to open up an account we had never sold to — one of the world’s largest shipping companies — and she said, “I got hold of th
Selling Energy
OCTOBER 30, 2019
I talk a lot about being concise and focusing attention on the real value proposition, particularly in the context of written proposals. While it’s vital that your proposals are short, persuasive, and understandable, it’s equally important that you trim down your talking points when meeting with a prospect face-to-face.
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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
Sales Hacker
OCTOBER 30, 2019
The post Q4 Survival Guide: How to Turn Objections into Commission appeared first on Sales Hacker.
Pipeliner
OCTOBER 30, 2019
Richard Forrest talks ethics in sales in our Sales Experts interview, hosted by John Golden. Ethics in sales has been a big discussion in the business world. Many people don’t think of salespeople as honest and ethical. The general public often typecasts them as slippery people to be wary of. Moral salespeople are more common than the stereotype suggests and for a significant reason.
Selling Power
OCTOBER 30, 2019
Here are four expert ideas to help you recruit and keep great sales partnerships.
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