SBI Growth
MARCH 1, 2017
Consensus-building is tricky. Ask any CEO who’s trying to get agreement from a bunch of successful executives with strong opinions and healthy egos. Nonetheless, the entire team has to be heading in the same direction to grow revenue faster than your.
Anthony Cole Training
MARCH 1, 2017
MANAGEMENT RESPONSIBLE FOR A $450 BILLION PROBLEM.
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Sales Training Connection
MARCH 1, 2017
New Sales Managers. Customers expect salespeople to know more today than ever before … and to know it at a higher level of proficiency. This difference constitutes an inflexion point. Customers now want sales reps who are trusted advisors not product facilitators. All this means that in order for a sales team to be successful in the years ahead, front-line managers need be highly skilled.
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.
LevelEleven
MARCH 1, 2017
[…] your reps around objection handling, especially on topics like how to reposition their value proposition or strategize their approach […].
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
MARCH 1, 2017
Account Based Marketing (ABM), Account Based Selling (ABS), and Account Based Everything (ABE) are hot topics these days, particularly in the As-A-Service worlds. There are articles, books, conferences focused on these topics. Observing the interest around these topics, one begins to think, “They seem to have discovered the hidden secret to sales and marketing success.” In some ways, perhaps they have, but in reality, all of this is based on the same basic principles of all sales a
Customer Centric Selling
MARCH 1, 2017
Sales Tips: Sales Requires Courage. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®. “Just because you purchased a gym membership, it doesn’t mean you are fit!”. I love that adage! How many of us have purchased a gym membership, gone to a couple of sessions, and then simply stopped going? The same thing can be said about attending sales training.
Partners in Excellence
MARCH 1, 2017
Our society and business worlds seem to be becoming increasingly polarized with group taking extreme positions, suggesting their way is the “Right Way!” They argue that everything else is wrong and terrible things befall those not doing it their way. Social media channels are filled with people taking these positions. There are the social selling and “cold calling” camps, each thinking the other is wrong.
BrainShark
MARCH 1, 2017
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Sales Evangelist
MARCH 1, 2017
How would you answer when a client asks you for the best price? Would you go lower or stand your ground? How do you leverage your value on a situation like this? I’m bringing in David Negri on the episode today to share with us some strategies to help you answer this question the best […] The post TSE 519: Sales From The Street-“Is That the Best Price?
Sales Gravy
MARCH 1, 2017
Sales Myth: If I provide great customer service I will never have to prospect Sure, that sounds great. Providing great customer service is what every company and salesperson feels they need to be doing.
Sales Evangelist
MARCH 1, 2017
First impressions last for most people. Therefore, you have to make sure you establish a great perception. But, how can you create a great perception with your prospects and the people you’re working with? This is yet another great episode taken from one of the sessions of our online group coaching, the TSE Hustler’s League where […] The post TSE 520: TSE Hustler’s League-“Perception is Reality” appeared first on The Sales Evangelist.
Product Management University
MARCH 1, 2017
Opinions are like noses. Everybody has one when it comes to your product planning process. Just like noses, no two opinions are alike, making it difficult to garner broad support for any product plan. The speed bumps pop up every time you’re asked for more information leading up to the approval process. The Playbook: In many cases the need for more information stems from the lack of clarity in the information you’ve already gathered.
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.
OnePageCRM
MARCH 1, 2017
Manage your deals and margins better by using custom fields for deals. The latest update has three main features: Calculate the margin based on Cost (Deal amount, Deal margin & Deal cost). Calculate commission (total). Custom fields (Single line, multi line, dropdown, number, checkbox & date). Show the margin of your deal using the cost. Use the new Cost field to quickly calculate the Margin of your deals.
Product Management University
MARCH 1, 2017
It’s a common practice in all product companies to use marketing buzzwords and catchphrases in sales and marketing materials and in conversations with peers and colleagues. Are buzzwords bad? It all depends on who you’re talking to and what you’re trying to accomplish. Buzzwords don’t mean anything to the people we most want to influence, prospects, and customers that will eventually fund our future paychecks.
Understanding the Sales Force
MARCH 1, 2017
[Another disclaimer - this is not a political post and I am not taking sides. I am simply using an example from Trump's recent address to the joint session of congress to illustrate my message about managing resistance when selling.]. Image Copyright SIphotography. If you watched the address on Tuesday evening or the news coverage on Wednesday morning, you couldn't help but notice that there were three separate and distinct audiences in the hall.
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