SBI Growth
JUNE 23, 2017
Joining us for today’s show is Jennifer Arnold, a marketing executive who knows a thing or two about generating revenue. Today’s topic is customer marketing and how to grow revenues from existing customers. We leveraged the SBI annual workbook to guide our conversation.
The Sales Hunter
JUNE 23, 2017
What makes you think offering a discount is going to be an effective way to close a deal? The reasons are many, but none of them make any sense. The key is to be focused on the value the customer will receive and the outcome they will achieve by buying from you. You can’t cut […].
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SBI Growth
JUNE 23, 2017
The harsh reality of being a VP of Sales is getting a quota increase mid- year. It is sometimes masked as a ‘Recovery Plan.’ Don’t be fooled. There are many ways to try and hit this extra revenue. To explore.
Score More Sales
JUNE 23, 2017
It IS almost Q3 and many people are behind in hitting their quotas. Over the years we have written about how distracted sellers get – and sales leaders do as well. We come up with ideas to help counter the slower pace of the first two months of Q3.
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
JUNE 23, 2017
Author: Jessica Thiefels Your sales team is a digital workforce, 81 percent of which use tools to identify new leads. Empower them by providing your team with tools that they can use and customize for their own workflow and preferences. The following web and mobile apps can be used to track sales, personalize emails and spend less time scheduling – all of which will empower your employees to close more sales.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Fill the Funnel
JUNE 23, 2017
What does that do? One of the most frequent questions I get asked. As a reader of Fill the Funnel you are frequently participating in one of more tests or experiments I am running at any given time. For over ten years, I have been exploring, testing, deploying and sharing my experiences with sales web […]. The post What Does That Do? Curiosity Stimulates Interaction. appeared first on Fill the Funnel.
Allego
JUNE 23, 2017
Knowledge is a salesperson’s currency. Successful customer conversations depend on persuasive arguments for picking your solution over the rest. But in the age of the enlightened buyer, a prerequisite for persuasiveness is knowledgeability. Using microlearning for sales training reinforcement is an effective way to bootstrap knowledge retention and get your reps internalizing the things you train them on.
Engage Selling
JUNE 23, 2017
In the next 5 years, we are going to lose 33% of all inside sales jobs that are focused on order taking, and I estimate that over the next 10 years, all of those jobs will be gone for good.
Sales Evangelist
JUNE 23, 2017
Yesterday, I posted a quote on our Facebook group, The Sales Evangelizers, that says “It’s better to be told no than to not ask at all.” So today, I want to tackle a common problem for many sellers who find it hard to ask so they end up not asking even if they knew that […] The post TSE 597: Don’t Talk Yourself Out of It appeared first on The Sales Evangelist.
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MJ Hoffman
JUNE 23, 2017
As any salesperson will tell you, selling to an executive is fundamentally different than selling to a mid-level or junior decision maker. Unfortunately, most salespeople don’t understand these differences. They unintentionally sabotage their C-suite interactions by approaching conversations with false assumptions.
SalesEngine
JUNE 23, 2017
The sales department is an essential element of every business. It generates revenue and plays a crucial role in overall business success. This is exactly why recruiters are always on the lookout for individuals who have the skills to attract new clients and bring more profit. In order to be a successful sales rep, you need to learn how to dominate the world of sales.
Product Management University
JUNE 23, 2017
Markets are unpredictable, which makes the task of creating business cases questionable at some level. But there are three elements that can give your business cases stronger legs and improve the odds of getting new initiatives funded, especially when multiple business cases are vying for the same resources. Focus on Market Needs With High Strategic Impact.
SalesLoft
JUNE 23, 2017
The discovery call is undoubtedly important. As the first prolonged sales conversation, it opens the gate to a prospect’s relationship with your company. But even more than a first impression, it’s a pivotal point in understanding their needs. It’s the time you learn if you fit their business – your golden ticket to creating a thriving customer.
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.
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