LevelEleven
SEPTEMBER 4, 2018
Sales management is a journey. In this journey, there are five main steps. These steps do not have to occur in order and leveling up to the next stage doesn’t mean forgetting the one that came before it. This framework is not set in stone; sales leaders should simply use the framework as a guide to show their current stage and what they must do to arrive at the next.
Sales Hacker
SEPTEMBER 4, 2018
What is Customer Success and why do you need it? This mini guide talks about this and more. Also inside are actionable steps to get started with CS! Gain a new customer, you increase revenue. Lose an existing one, your company’s sales potential drops. What happens when you lose more customers than you gain? Doomsday — and the painful clarity of failure.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
DiscoverOrg Sales
SEPTEMBER 4, 2018
First things first: People buy from people first, product second , according to Director of Sales Steve Wernke. They want to feel good about who they’re buying from, and they want to walk away feeling good. As they negotiate, they want to feel like they won. So how can you make sure your customer-to-be wins – and feels like they won – while winning business yourself?
The Pipeline
SEPTEMBER 4, 2018
By Tibor Shanto. Sure, how many times have you seen that from pundits and talking heads like me. Well, I don’t claim to have any secrets, offer cracked codes or other usual empty promises. What I will offer up here, and in a webinar, this afternoon, are specific steps you can choose to implement and see an immediate difference in your prospecting calls.
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 and Marketing Management
SEPTEMBER 4, 2018
Author: Todd Handy Before we start, let’s make sure we’re all on the same page regarding the term “direct sales.” In this context, I’m referring to companies that sell their products and services directly to their customer base rather than selling through retail or other sales channels (distributors, value-added resellers, system integrators, and so on).
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Sales Heretic
SEPTEMBER 4, 2018
Recently, a woman called me, stated that she was taking a survey and started to ask me questions. (Without asking for my permission, by the way.) After the third question, it was obvious where this “survey” was going, so I cut to the chase. “Is this a sales call?” I asked. “No sir. I’m just [.].
DiscoverOrg Sales
SEPTEMBER 4, 2018
Reading Time: 8 minutes First things first: People buy from people first, product second , according to Director of Sales Steve Wernke. They want to feel good about who they’re buying from, and they want to walk away feeling good. As they negotiate, they want to feel like they won. So how can you make sure your customer-to-be wins – and feels like they won – while winning business yourself?
Julie Hanson
SEPTEMBER 4, 2018
Here’s some news worth celebrating: The number of presenters tediously reading every slide and bullet point to their audience appears to be on the decline. But hold off on popping the champagne just yet. The pendulum is swinging dangerously towards the other extreme – presenters are ignoring their slides altogether. Consider this from a sales presentation I recently observed: As the presenter spoke, a slide with a statement in 60 point Arial Bold type flashed in front of my face.
Jeff Shore
SEPTEMBER 4, 2018
By Jeff Shore. We are sales professionals, and therefore we very much love three letters: Y-E-S. Is there a sweeter sound than that of a hard-earned “yes” at end of a sales presentation? I think not. The converse, of course, is also true. The word “no” is like a dagger in the heart. The word falls upon us as if weighing two tons, and we are Wile E. Coyote under its crushing weight.
Advertisement
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.
CloserIQ
SEPTEMBER 4, 2018
The research is very clear: more diverse sales teams do better. According to an article written by sociologist Cedric Herring and published in The American Sociological Review , companies with the highest levels of diversity brought in 10-15 times as much revenue as compared to companies with the lowest levels of diversity. Diverse companies tend to have greater revenues, market share, and customers.
The Center for Sales Strategy
SEPTEMBER 4, 2018
What came first, the chicken or the egg? No doubt you have heard this question. No doubt the debate continues. Here’s is the chicken-and-egg version as it relates to sales: What leads to more cash, more appointments, or more assignments from set appointments?
Drift
SEPTEMBER 4, 2018
When you look back on the past decade of B2B sales and marketing, there’s been one constant — one thing that buyers and businesses alike could count on, day after day, week after week, month after month, and year after year… Waiting. As B2B marketers and salespeople, we’ve been conditioned to make our buyers wait. We’ve been taught that putting up lead capture forms and following up with.
Smooth Sale
SEPTEMBER 4, 2018
Attract the Right Job or Clientele: One question had me reflect on my past and how I came to arrive where I am today. It’s easy to realize now that each decision we make is a step toward our future tomorrow. If only we could recognize the fact when we are young, life might be more relaxed. My Story. I was groomed for sales and entrepreneurship without knowing it.
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.
Partners in Excellence
SEPTEMBER 4, 2018
I was sitting in a series of reviews. Sales people were walking through their pipelines, key deals and other issues. The team was struggling to make their numbers. Of course, there were a number of execution issues, with each sales person, there were challenges they had created for themselves. Chasing poorly qualified deals, not executing the strongest deal strategies, poor planning…… Their manager coached people on various areas, all focused on improving their abilities to execut
Close
SEPTEMBER 4, 2018
There’s a cold, hard truth about cold calling few sales reps want to admit: It doesn’t actually matter what you say. Sure, you can practice your script until your lips go numb. But those first few words out of your mouth are way less important than how you sound.
Pipeliner
SEPTEMBER 4, 2018
The Tunnel that Meets in the Middle. The Gotthard Base Tunnel in Switzerland is, at 35.5 miles, the longest tunnel in the world, and an incredible feat of engineering. It took over $9.5 billion dollars and 14 years to complete. Tunneling is an exact science. If such a project were begun from two sides, and either side was just a half a meter off, they would never meet.
Vainu
SEPTEMBER 4, 2018
Often when we talk about sales prospecting we talk about outbound sales prospecting. This is the process of finding new companies that match your Ideal Customer Profile, companies that you should reach out to and try to persuade into becoming your customers. In this article, we'll instead focus on inbound sales prospecting. Inbound sales prospecting is, simply put, about scrolling through leads that marketing automation workflow provides.
Advertisement
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
Customer Centric Selling
SEPTEMBER 4, 2018
Courtesy of Primary Intelligence, a CustomerCentric Selling® Partner. What are the chances you can win a B2B sales deal that’s priced higher than your competitors? As challenging as it may be, winning a competitive bid is not impossible. How often do B2B buyers select the more expensive offering? In Primary Intelligence’s newest industry report, How to Win at a Higher Price , we examined nearly 900 B2B purchase decisions and competitive evaluations.
Sales Evangelist
SEPTEMBER 4, 2018
We cannot develop quality inbound leads without a process that nurtures and prepares our customers. As a sales professional, it’s important to know how to handle inbound leads so that you’re working in tandem with your marketing team. On today’s episode of The Sales Evangelist, I’m putting myself in the hot seat to discuss how […] The post TSE 914: Sales From The Street:”How To Handle Inbound Leads” appeared first on The Sales Evangelist.
criteria for success
SEPTEMBER 4, 2018
As a CEO, VP of Sales, or Sales Leader, it’s your job to make sure your sales reps experience both learning and discovery. Here at Criteria for Success, there’s a lot that goes on behind the scenes to make sure we produce the best content for you: our audience. We have very strategic monthly themes [ ] The post September is All About Learning and Discovery appeared first on Criteria for Success.
Carew International
SEPTEMBER 4, 2018
4 Essential Ingredients for Effective Customer Service. Anyone tempted to downplay the importance of customer service need look no further than the PR nightmare playing out for Verizon Wireless in its handling of a data overage occurrence with the Santa Clara County Fire Department. Verizon and other wireless carriers have a policy of “throttling” users once they have reached their monthly data limit, which means data processing speed is greatly reduced.
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.
Showpad
SEPTEMBER 4, 2018
Our daily lives are personalized ones. We now have apps and streaming services that use analytics to determine what we want to read, what we want to watch, what we want to listen to, and what we want to shop for and when we want to shop. That transformation in B2C selling has created heightened expectations in the B2B world. Buyers accustomed to accessing content on the go or at home and on whatever device they choose now expect the same ease in their businesses.
Selling Energy
SEPTEMBER 4, 2018
In this time-sliced society, people are interested in action. People start muttering under their breath if their web browser doesn't load in three seconds. They’ll move to Firefox or Chrome if Safari doesn't work. Similarly, if someone contacts a company and it takes 14 days for them to reply, they’ll be miffed. Chances are they’ll move on to someone else who is more responsive.
Showpad
SEPTEMBER 4, 2018
Our daily lives are personalized ones. We now have apps and streaming services that use analytics to determine what we want to read, what we want to watch, what we want to listen to, and what we want to shop for and when we want to shop. That transformation in B2C selling has created heightened expectations in the B2B world. Buyers accustomed to accessing content on the go or at home and on whatever device they choose now expect the same ease in their businesses.
Selling Fearlessly
SEPTEMBER 4, 2018
My late father was a huge baseball fan; it was his favorite sport. He thought baseball was an excellent metaphor for life itself; I’m inclined to agree with him. As most of you know, Nicki and I have season tickets for the Chicago Cubs; I go to about 25-to-40 games a year, share the rest of the […].
Advertisement
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
Zoominfo
SEPTEMBER 4, 2018
Before you roll your eyes and click away, take a deep breath. We’re not here to sell you on the effectiveness of video as a marketing tactic—if you’ve been online even once in the last five years, you’re likely already aware. Instead, we want to focus on something slightly less talked about: YouTube and video optimization. YouTube is often referred to as a social media platform—used to share immersive, high-quality video content that educates and engages potential prospects and existing customer
Pointclear
SEPTEMBER 4, 2018
B2B marketers are certainly aware that business marketing data degrades quickly. Most know that there is no such thing as a “good list”. Keeping data clean is critical to lead generation success. Yet, it is frequently done wrong. To reveal segments with higher probability of generating leads, compare your marketing database, which could number thousands of contacts, to your customer database.
Costello
SEPTEMBER 4, 2018
When it comes to hiring and onboarding new sales professionals, there is a lot at stake: hours and hours of training sessions, a significant amount of HR resources, and of course, several months—if not more—of ramp-up time before they’re selling at full capacity. When sales leaders consider the cost of replacing a team member (it costs approximately $115,000 to replace a sales professional), along with the average turnover rate of 28% in sales, onboarding becomes an even more important discussio
Expert insights. Personalized for you.
67 
Let's personalize your content