DiscoverOrg Sales

MAY 6, 2016

Trade show season is here. What can you do to maximize both the time spent and your ROI to avoid these becoming a cost center? With some pre-show negotiation for the contact list, and investigation on your end to see who is going, you can begin nurturing contacts prior to the show. This is equally as important as the post-show follow-up. With the right strategy, you can begin working your leads and closing deals before you even get on the plane.

Trade Show 133

Trade Show Webinar Metrics Strategy Prospecting 133

Score More Sales

MAY 6, 2016

It drives me crazy to see myths perpetuated by people saying the same unsubstantiated thing in one place online, then everyone else repeating it as the verified truth. There is a myth going around that the TOP sales professionals were athletes in school as referenced this week on the Salesforce.com blog – a source sellers and leaders trust for good, accurate information.

Hiring 128

Hiring Sales B2B 128

DiscoverOrg Sales

MAY 6, 2016

Trade show season is here. What can you do to maximize both the time spent and your ROI to avoid these becoming a cost center? With some pre-show negotiation with the contact list and investigation on your end to see who is going, you can begin nurturing contacts prior to the show. This is equally as important as the post-show follow-up. With the right strategy, you can begin working your leads and closing deals before you even get on the plane.

Trade Show 120

Trade Show Webinar Metrics Strategy Prospecting 120

The Sales Hunter

MAY 6, 2016

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the below information: […].

Conference 115

Conference Meeting Sales Selling Skills 115

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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

Increase Sales

MAY 6, 2016

Yesterday in speaking with an executive coaching client, he mentioned how his firm was looking into a leadership training program, I suggested to him sustainable leadership happens through a developmental process not through a training program. Let me explain. The word “program” suggests a beginning, a middle and an end. Our business, education, health and live worlds are awash in a bunch of programs.

Training 84

Training Education Facebook Coaching 84

Partners in Excellence

MAY 6, 2016

No one wants to lose their highest performing sales people. Ideally, we do everything we can to keep them challenged, excited, motivated, and contributing. Often, if we think they are in danger of being wooed away to a competitor or another job, we’ll look at adjusting compensation, incentives or other things. We do whatever we can to retain these high performers.

Incentives 49

Incentives Incentive Compensation Sales Management 49

The Brooks Group

MAY 6, 2016

The use of hiring assessments to identify sales candidates with long-term success potential is fast becoming the norm. As sales leaders and HR professionals find themselves under increasing pressure to identify, hire, and onboard salespeople who can perform more quickly and who will stick around longer, they’re demanding more out of an assessment tool.

Hiring 53

Hiring Coaching Retention Energy 53

Engage Selling

MAY 6, 2016

Marketing is producing an overwhelming number of qualified leads…why aren’t closing ratios improving? Get the proven sales strategies that are helping sales teams across the world exceed their sales targets? Get your copy of Nonstop Sales Boom.

Closing 48

Closing Sales Qualified Lead Leads Marketing Qualified Lead 48

Mindtickle

MAY 6, 2016

New hire orientation ideas are indispensable to drive employee engagement beyond day one. . First impressions will be created on day one of your new hire orientation program. Introductions and hand-holding, but what’s next? What approaches can companies adopt? What methods are being used? Who can be leveraged in the organization for orienting new hires?

Hiring 40

Hiring Case Study Enterprise Enterprise 40

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Sales

A Sales Guy

MAY 6, 2016

I met Terry Lancaster yesterday. He’s an energetic, fast-talking Southern boy from Nashville Tenessee. Terry is the author of Better, Self-Help for the Rest of Us and a guest on The Word. We had a blast. Terry is a passionate dude who wants to change the world. Terry has this; anything is possible attitude that just jumps out at you. A self-admitted caffeine addict, it’s hard to argue with him as it’s hard to know whether it’s the caffeine or him.

Motivation 65

Motivation Call-back LinkedIn Sales 65