Partners in Excellence

JULY 19, 2018

Differentiation is critical in helping customers select our solution over the alternatives. As important as it is, most sales people do a terrible job at differentiation. Ultimately, too many are unable to differentiate in meaningful ways, as a result they end up differentiating on price. Every time we win by taking pricing actions, we are telegraphing and reinforcing, “There is really no reason to buy our products/services other than we are the cheapest alternative available.” Over

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Course Marketing Up-Sell Customer 48

Jeff Shore

JULY 19, 2018

By Amy O’Connor. ?Why are we so terrified of buyer objections? We wince, we cringe and do all we can to avoid them. But why? What’s the very worse thing that could happen? They don’t buy! I’ve gotta tell ya, we don’t lose sales by dodging buyer objections. It’s actually the opposite. We lose sales when we sidestep buyer objections. As salespeople, we must learn to embrace buyer objections and recognize the benefits of confidently dealing with them.

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Objections Buyer Face-to-face Benefit 88

SalesLatitude

JULY 19, 2018

If someone asks if you are solving or selling, you may be wondering what the heck they are talking about. Your probable answer is that you do both. But do you? And should you? Let’s take a closer look to see if you are solving or selling, and why you need to know the difference. If You Are Solving. Solving typically leads to bigger deals in a shorter timeframe since you are providing true business value by helping buyers be more successful.

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Lead Rank Lead Scoring ROI Research 70

Sales and Marketing Management

JULY 19, 2018

Author: Erroin Martin, Vice President of Sales at Conversica “These are the new leads. These are the Glengarry leads. And to you they're gold, and you don't get them. Why? Because to give them to you is just throwing them away. They're for closers.” – Blake (Alec Baldwin’s character in Glengarry Glen Ross). It’s time for a major upgrade to the way salespeople are depicted in movies.

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Sales Qualified Lead Lead Rank Lead Scoring Leads 185

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 Cycle

SBI Growth

JULY 19, 2018

When looking for “A” player talent, it’s critical to set yourself apart as an employer that is progressive, sophisticated, and ahead of the curve by using tools to help find the best people for your organization. One way to set.

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Tools Consumer Opportunity Strategy 136

Hubspot Sales

JULY 19, 2018

Realtors, you know you can’t be good at your jobs if you’re not plugged into the industry. But you also can’t start a real estate business -- or grow the one you have -- if you’re stuck behind a computer spending hours each week reading. It’s important to get the industry news, trends, and marketing advice you need quickly, so you can get back to what real estate is all about -- helping your clients.

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Real Estate Lead Rank Lead Scoring Trends 128

Engage Selling

JULY 19, 2018

Sure, you’ve probably read numerous articles online dedicated to helping you make more sales. You’ve probably seen just as many videos dedicated to being healthy. Rarely though, are the two concepts ever fused.

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Video Sales Customer Service Up-Sell 92

Close.io

JULY 19, 2018

Episode #17: Close.io Women in Sales Series. Listen: Soundcloud. |. iTunes. | Your Favorite Podcast App ??. Watch: YouTube. Previous Guests: All Episodes. Rebecca Kacaba is the CEO and Co-Founder of DealMaker. She was previously a Partner at Dentons LLP, a Partner at Aird & Berlis LLP, and a Secondee at the Ontario Securities Commission. Rebecca earned her LLB at the University of Windsor and a Bachelor’s in Psychology at Western University.

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Hiring Software Software Cold Calling 91

Troops

JULY 19, 2018

What does it look like to empower and equip a high-performance customer success team? We think it probably looks much like what Feedvisor —which describes itself as ‘the AI-first’ optimization platform for large sellers and brands on Amazon—has done. Its platform analyzes pricing, inventory, competition, traffic, and conversion data, then recommends specific business strategies to help companies increase demand, profit, and revenue.

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Customer SalesForce Lead Rank Lead Scoring 91

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Shari Levitin

JULY 19, 2018

Remember the lion in the Wizard of Oz? He traveled far, risked his life, and defeated the Wicked Witch of the West in the hopes that when he reached the Emerald City, the great Oz would grant him courage but it was all smoke and mirrors. Too often salespeople hope someone, anyone, will give them the answer. But no one will ever hand you a badge of courage unless you earn it.

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Objections Travel Sales 90

SalesLoft

JULY 19, 2018

What enables one sales rep to perform better than another? Is the secret in the process of top sales reps? Recent research (provided by TOPO), Best Practices of Top Performing Sales Reps , explores where sales reps spend their time, what tools they use, and how these daily choices separate top performers from average performers. The habits and tools that sales reps leverage to get their jobs done have a material impact on an organization’s ability to meet revenue targets.

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Research Report Tools Revenue 80

The Center for Sales Strategy

JULY 19, 2018

The following blog post was first published in 2015 by the late Steve Marx , founder of The Center for Sales Strategy, and has been one of the most popular posts in the blog’s history. Even though the text is updated, the message has never been more relevant. To learn more about Steve Marx, click here. Most of us don’t head to the supermarket without a list in hand, and without knowing exactly what we intend to come home with.

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System Exact Strategy Sales 80

Xactly

JULY 19, 2018

Commissions play a key role in your sales compensation plans, driving sales behaviors and motivating reps to hit their quota. Depending on your sales force structure and size, there are different sales commission structures that can be used in your incentive plan. One of the biggest decisions organizations need to consider is when and how they will pay reps their commission.

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Commission Hiring Incentives Incentive 83

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.

Cold Calling

Repsly

JULY 19, 2018

If you have a background in sales or marketing and you want to fire up a brand’s marketing strategy with lots of creativity, becoming a brand activation manager might be the best career choice for you. On the flip side, if your brand could use some extra creative marketing energy, a brand activation manager might just fill that void. In this post we’ll outline what a brand activation manager is, what it takes to shine in the role, and what options are available in the market right now.

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Salary Energy Marketing Strategy 76

Babette Ten Haken

JULY 19, 2018

Achieving professional performance consistency is both a target for some professionals as well as a never-ending quest, for others. Why is that? Do you recognize yourself in any of these three professional performance scenarios? Do you target professional comfort or discomfort when you create output and outcomes, on behalf of clients? Is your workforce a mixed-bag of professionally inconsistent performers?

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SME Retention Intent Follow-up 58

Pipeliner

JULY 19, 2018

Julie Hansen is July’s Contributor Spotlight! Each month, SalesPOP! interviews one of our top contributors, giving readers a peek into the mind of experts in the sales industry. Hansen leads the sales industry in presentations, helping salespeople to create and deliver the perfect sales presentation. She founded Performance Sales and Training , an organization that helps teach sales presentations, and offers workshops on mastering the craft.

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ACT Construction Industry Maximizer 61

Accent Technologies

JULY 19, 2018

Want to learn more about Sales Asset Management technology? Get the run-down of its benefits and capabilities with this brief guide and SiriusDecisions report. Sales Asset Management (SAM) technology has been around for a while now, but if you’re just now coming across the term, you’re not alone. Many enterprise-level organizations find themselves saying “there has to be a better way!

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Enterprise Enterprise Report B2B 60

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Data

Partners in Excellence

JULY 19, 2018

Questioning is critical for sales people. Every sales training program focuses on the importance of questioning. We ask questions to qualify. We ask questions to understand need. We ask questions to learn requirements. We ask questions to understand alternatives the customer is considering. We ask questions about the decision making process. We ask questions to assess customer understanding/knowledge of our products.

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Proposal Follow-up Conversion Sales 49

Aviso

JULY 19, 2018

Join Stephen D’Angelo, Aviso’s President of Worldwide Field Operations, for an insightful discussion about “Data and AI in Sales” in this Bowery Capital Startup Sales Podcast. He talks about the need for sales teams to move from using “gut instincts” about deal opportunities to taking advantage of next generation technology, such as artificial intelligence (AI), […].

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Data Opportunity Sales 48

Allego

JULY 19, 2018

If you’re an experienced sales manager, you’ve probably witnessed a “cringe-worthy” sales moment. Your waking nightmare may have occurred during a ride-along when a newly-minted rep fumbled a presentation, mixed up product lines or froze in panic when a customer asked a tough question. As you sat there trying to smile, you may have suddenly realized that your onboarding and coaching processes were inadequate.

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Coaching Sales Coaching Video Study 48

Smart Calling

JULY 19, 2018

We had a member in the Smart Calling Community group ask about what others put in their “objections answer book.” I weighed in with how I’m not a fan of ”objection books” or ”objection rebuttals,” since a direct response is not addressing the reason they said what they did; it is replying to the symptom of a problem that we don’t know yet.

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Objections Direct Response Groups Course 51

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.

Sales Process

DialSource

JULY 19, 2018

The discovery call is an exploratory expedition, scoping out new territory to decide if it’s the best location for a new business settlement. It’s like a first date, where you’re trying to ask the important, but not intimidating, questions to decide whether you should pursue a deeper relationship. Discovery calls are an enigma with high stakes, yet if you take things too seriously, it still won’t work out.

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Jigsaw Hubspot Sales Qualified Lead Territories 53

Funnel Clarity

JULY 19, 2018

Role playing is an indispensable tool for sales people to improve with colleagues. It allows your team to practice techniques in a low-stakes, comfortable environment. In this video, Abin Dahal, Funnel Clarity Inside Sales Representative and Tyler Vance, Funnel Clarity Account Manager break down the second of four steps you can take to improve the quality of your sales role plays.

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Video Top of Funnel Funnel Inside Sales 42

Sales Evangelist

JULY 19, 2018

Oren Klaff calls sales an art form. A lifetime of raising money taught him that it requires the same process as selling: find a buyer, get his attention, hold his attention, convince him to trust you, and then convince him that what you have is scarce. Once he discovers that others want what you have, […] The post TSE 881: The Art & Science of Pitching Anything to Anyone!

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Buyer Sales 40

criteria for success

JULY 19, 2018

When you're looking to organize a remote sales team, it's important to keep these things in mind. Everyone has a responsibility when it comes to maintain organization on a remote sales team. For salespeople, it's important to remain organized, especially if they are working alone in an unsupervised environment. Additionally, the sales manager should help [ ] The post Need to Organize a Remote Sales Team?

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Sales Management Sales How To CRM 40

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CommercialTribe

JULY 19, 2018

Does your sales training budget ignore frontline sales managers? Today’s sales market is more competitive than ever before. With product and competitor information available at their fingertips, prospective customers no longer base their purchasing decisions solely on information provided by sales representatives. The most successful sales teams are skilled at interpreting client needs, provide detailed product features, and anticipate and overcome objections.

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Training Coaching Sales Management Sales Qualified Lead 40

Selling Energy

JULY 19, 2018

Think about how you interact with your prospects. Are you going from the outside in, or are you going from the inside out? In my experience, most people go from the outside in. They just bombard people with information – technical cut sheets, charts and statistics, and so forth. “Here’s all the data. What do you think?” And of course, people are going to say (most often to themselves), “Good grief!

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Course Data Prospecting Sales 40

Corporate Visions

JULY 19, 2018

In the 60s and 70s, the Bell phone system had a catchy commercial slogan I remember to this day: “Long distance. It’s the next best thing to being there.” It was all about extolling the virtues of connecting with far away loved ones via super expensive long distance phone calls. It made me wonder if that jingle still ring true today when it comes to how inside sales reps—and increasingly outside ones—are spending more time connecting with prospects and customers remotely versus face-to-face.

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Report Face-to-face Journal How To 40