The Sales Heretic
JANUARY 16, 2018
Love is great and everything, what with it being a many-splendored thing, and conquering all, and making the world go round. And in fact I’ve discussed previously the value of love in your sales efforts. But hate is also a powerful emotion. And it has its place in sales as well. Here are thirteen things [.].
The Sales Hunter
JANUARY 16, 2018
Remember Lake Wobegon, the ficticious community brought to us by Garrison Keillor? It’s the mythical community known for the line, “…where all the children are above average.” That line is used by too many salespeople when it comes to claims about being a top performer. I’m going to pop some bubbles, but it’s time this […].
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Pointclear
JANUARY 16, 2018
In five minutes, Jill Konrath reveals how she reframes a problem and turns it into a challenge which has made a huge difference in her life. This is an outtake from her interview on SLMA where she talks about the five most important things she has learned in business and life: The Most Important Things Jill Konrath Has Learned in Business and Life. "One of the things that I found that really made a difference to me early on was whenever I faced a problem, to not call it a problem.
Hubspot Sales
JANUARY 16, 2018
What is agile sales? Agile sales takes project management strategies from the IT world -- such as sprints, daily stand-ups, and constant iteration -- and applies them to selling. This methodology helps sales teams be more flexible, data-driven, and effective. Why should you care about agile? There are three changes in the sales world that should make you sit up and pay attention.
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.
Xvoyant
JANUARY 16, 2018
Tom Brady is arguably the best quarterback to ever play in the NFL. He wasn’t a first round draft pick and he wasn’t highly recruited coming out of High School. Most of his college experience came as a backup at Michigan. Brady was taken as the 7 th quarterback taken in the NFL draft as the 199 th player taken overall after having a famously unimpressive NFL combine.
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Sales Hacker
JANUARY 16, 2018
A proper outbound sales strategy has real science behind it. You can’t just start pounding the pavement with no direction and expect to achieve growth. Wanna know the secret sauce behind a scalable outbound process that leads to significant growth? Market Segmentation combined with tailored messaging. The key to achieving explosive growth is to start by identifying your Ideal Customer Profiles (ICPs) via segmentation, reaching out to them with personalized targeted messaging while building
The Center for Sales Strategy
JANUARY 16, 2018
After a workshop I was leading about earning a first appointment with prospects, one of the folks in attendance shared an incredible success story with me.
SalesforLife
JANUARY 16, 2018
When I transitioned to the B2B sales world, I was still stuck in the mindset that more dials = more meetings. Although to some degree I still agree with that statement (the higher volume of activity a sales professional does can increase their success), I now know there’s more to it.
Sales Hacker
JANUARY 16, 2018
2017 was an incredible year for sales and marketing, and WE KNOW 2018 will be even better ! With that in mind, we wanted to start a new tradition here at Sales Hacker, of rewarding the best in class practitioners from the year before. Introducing, our 1st Annual Sales Hacker Top 50 Awards ! We’ve seen many other industry awards become popularity contests between influencers and thought leaders, (which is well deserved) but we wanted to provide an opportunity to finally show love and appreciation
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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
JANUARY 16, 2018
Our survey of sales professionals showed that most sales kickoffs are missing the mark; 74% said their SKO doesn’t merit an “A” grade.
Partners in Excellence
JANUARY 16, 2018
In the “good old days” of selling (if there ever were any), a lot of sales people reveled in their “information advantage.” Prospects and customers relied on sales people to educate them on products and solutions. Those days are long gone, customers are self educating on the web. They no longer have to rely on sales people for that information.
Pipeliner
JANUARY 16, 2018
Despite today’s explosion of technology and information, we’re still encountering some of the same selling challenges we did 25 years ago. Knowledge isn’t the problem–it’s the application of knowledge that’s the issue. For example, have you ever seen a salesperson move straight into the “product dump” when she knows she should actually be asking questions instead of pitching solutions?
SalesFolk
JANUARY 16, 2018
I recently did a critique of a bad cold email that had a lot of bullet points and jargon. I shared that video on various channels such as LinkedIn, and ended up getting over 20,000 views on the video in less than 24 hours, along with dozens of positive comments and engaging questions from people just like you. ( Thanks for that if you watched the video, liked it, or commented!
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.
Sales Evangelist
JANUARY 16, 2018
Do you feel like you’re in the wrong industry? Or the wrong company? Today’s guest, Joe Lemon, had that same dilemma. Find out how he tweaked his course to get him on the right track, and hopefully, you can apply this into your own life and career. Alignment is key! Joe Lemon has been in […] The post TSE 749: Sales From The Street -“Don’t Be The Wolf” appeared first on The Sales Evangelist.
Corporate Visions
JANUARY 16, 2018
Training connoisseurs are pretty consistent when listing the pros and cons of virtual classroom training and onsite learning options. Here’s a simplified version of what you might hear: Virtual classroom pros: It’s cheaper, highly scalable, and less disruptive to schedules. Virtual classroom cons: It’s less engaging, thus multi-tasking can impinge on learning.
Sales Gravy
JANUARY 16, 2018
Here are some of my favorite screw-ups. Those funny stories that I have seen many of my fellow sales professionals make ? me included. Ever realize how much you can learn from watching other people screw up?
Pipeliner
JANUARY 16, 2018
Here is the next in my series on salesperson fitness. Emotional fitness is important for anyone, but is crucially important for a salesperson. Something like 90 to 95 percent of the interactions a salesperson has are negative. Phone calls and emails are ignored. Gatekeepers furiously protect decision makers. Many have a 5 to 10 percent closing ratio.
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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
Nudge.ai
JANUARY 16, 2018
AI, the future of work, and the future of sales. The rapid advance of AI is threatening millions of jobs. Right now, no discipline seems safe. AI systems first tackled purely digital tasks and demonstrated their superiority in everything from transcribing voice data and translating languages to recognizing images and diagnosing medical conditions. But more recently, AI-based systems are tackling the physical world and now can drive cars, build houses, and mow lawns.
SugarCRM
JANUARY 16, 2018
As I’m sure you have heard by now, an emergency alert notification sent out over the weekend claiming a “ballistic missile threat inbound to Hawaii” was a false alarm. Pushing the “wrong button” was the explanation provided in an official timeline for that false warning. In truth, it’s a bit more complicated than simply pushing the wrong button.
Eyeful Presentations
JANUARY 16, 2018
Sales presentations make a huge difference to the performance of your sales team – they go into battle charged with greater confidence, access to the right information at the right time, and with a message that truly resonates with your audience. In short: the key to great sales success. To ensure that your sales team buys into this ‘brave new world’, we’ve collated five simple tips to ensure that you and the team get the most out of your new shiny presentation… Step One – Don’t just
The Bridge Group
JANUARY 16, 2018
Last July, I posted a survey on this blog. My aim was to learn how most sales organizations are handing vacation for their selling reps. When a rep takes a vacation, are they offered quota relief? If yes, what are the policy specifics? If no, how are leaders ensuring reps take successful vacations? I thought a few dozen companies would respond and I'd have some interesting results to share with the community.
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.
SBI
JANUARY 16, 2018
With this week’s announcement of a professional league for Esports , it’s time to recognize what great salespeople have known all along. Sales is a sport. Think about it. We love to watch others optimize a process to achieve a goal, whether physical or mental. Just like a sports team, great sales teams are built with an obsessive focus on stats and success metrics.
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