Sales and Marketing Management
NOVEMBER 8, 2018
Author: Mike Schultz, President, RAIN Group Before buyers will open up to you about their needs and desires, they have to first be comfortable with you. Comfort (and trust) begin with rapport. Building rapport is sometimes dismissed as a ploy to make a superficial connection with a buyer. You shouldn’t make superficial connections, you should make genuine ones.
Funnel Clarity
NOVEMBER 8, 2018
There is still a lot of confusion about how to achieve sales prospecting success, and it makes sense why. The efficacy of prospecting channels, messaging, and cadence of touches is constantly evolving.
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No More Cold Calling
NOVEMBER 8, 2018
Watch what you say, and do what you say. . “I want you to know it hasn’t gone unnoticed that there are no women on our sales team.” That comment came from the CEO of a fast-growing software company. Not only were there no women, but the sales team was all white men of a certain age. He wanted to hire saleswomen, he told me, but women rarely applied for the job.
SBI Growth
NOVEMBER 8, 2018
As The CEO, you obsess about your Customer. You also know you need to transform your Customer Experience. You are aware that customer expectations have risen, however, your company has not evolved to address them. You are committed to CX.
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.
Jeff Shore
NOVEMBER 8, 2018
By Ryan Taft. ?I have never met a sales professional that didn’t agree that follow-up is essential to a healthy sales career. It doesn’t matter if you sell, cars, homes, medical supplies or dog food. Follow-up is essential. Of course, we can all agree that follow-up isn’t created equally. My experience as a consumer and as a sales coach is that there are three common mistakes made in follow-up.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Engage Selling
NOVEMBER 8, 2018
Every time I speak to a new sales audience, someone starts up with a familiar whine: “Colleen it’s different around here…” “Colleen what you need to know about our market is…” “Colleen it’s unique here…” And then they go on … Read More »
Partners in Excellence
NOVEMBER 8, 2018
Recently, I was in a discussion with a great sales management team. At one point in the discussion, we started discussing forecast and accuracy. It’s a difficult topic, too often, I think management spends entirely too much time obsessing over the forecasting process. As we discussed ways to improve forecasting, a key point came up. We can never hope to achieve any level of integrity in our forecasts, until we have integrity in our Target Close Dates.
SalesLatitude
NOVEMBER 8, 2018
When I talk to different sales people, it always surprises me how few spend time evaluating their sales pipelines. Now, I know many sales managers regularly look at dashboards and other types of analysis to gauge the health of their team’s sales pipelines. But why is this not top of mind for sales people? I can hear it now: “Janice, I do look at my sales pipeline to ensure that when I meet with my management, I have the right story to tell.
Partners in Excellence
NOVEMBER 8, 2018
We’ve all been there, we’ve played the same games. It’s about the forecast–the monthly, quarterly, annual forecast. We’re pressured to commit. Ultimately, we agree on a commitment, “Lock me in at $10M for the quarter, boss! I guarantee you that I’ll make it.” At the beginning of the quarter, we kinda-sorta see the path.
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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.
The Center for Sales Strategy
NOVEMBER 8, 2018
Sales superpowers? Yes, really. To understand what I mean, please take a step back from the world of selling and focus instead on the process of buying. The easiest way to wrap your mind around this is to consider a few common business-to-consumer (B2C) purchasing processes like buying a car, remodeling a kitchen, or selecting a college. Looking through that lens, it is easy to see how different the process of buying is today than it was only 10 years ago.
Hubspot Sales
NOVEMBER 8, 2018
Congratulations! Your client closed on their dream home and it's time to show your appreciation. Or your client's home finally sold, and it's time to celebrate. You've been working with them for months and you've likely learned a lot about them. A closing gift is a great way to say ‘thank you' for their business. In real estate referrals and repeat business are important, and a closing gift is one way to ensure the buying or selling experience ends on a high note.
SaaStr - Sales Strategy
NOVEMBER 8, 2018
Building your first sales team will be an endless series of mistakes. It’s OK. Plan for me. But there are a few avoidable , key mistakes I see start-ups making > 50% of the time. Just make a few less of these mistakes, and you’ll scale faster, and just as importantly, with less turnover and more stress: Hiring Early Reps (#1 – #3) That You Personally Wouldn’t Buy From.
Smooth Sale
NOVEMBER 8, 2018
Attract the Right Job or Clientele: Year-end is when car dealerships provide sales offers that may see us coming to a halting stop. The excitement of the holidays, the need for a newer car, and gift-giving all come into play. Emotions are on the rise with the need to be kept in check for a sensible purchase. Over many years, I’ve encountered horrific ‘sales accidents’ at car dealerships.
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.
Xactly
NOVEMBER 8, 2018
Discover 23 ways to inspire employees and improve morale with different types of incentive compensation.
Allego
NOVEMBER 8, 2018
This blog is written by Maxine Jackson, a member of Allego’s award-winning Customer Success team. A famous thought experiment goes something like this: “If a tree falls in a forest and no one is around to hear it, does it make a sound?” The logical answer is yes. The impact of the tree produces sound waves, of course. However, if we define “sound” as something that someone actually hears , the answer is no.
Keith Rosen
NOVEMBER 8, 2018
Last day in the studio! Finished the Audible, Inc. audiobook of Sales Leadership and excited to share it with you. Thought you’d enjoy this video in the studio talking about my new book and Chapter One.
Leading Results Rambings
NOVEMBER 8, 2018
Have you ever been in a meeting with a prospect or had a conversation with someone interested in what your business does and they asked to see an example of your work? Most of you are nodding your heads, and your answer was probably, “Of course! I’ll send you an example later today.” Imagine if, instead, you could say, “Yes, of course, take a look at this.
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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
SalesLoft
NOVEMBER 8, 2018
Rainmaker is the sales engagement conference where industry-leading thought leaders gather to exchange ideas and learn. Salesloft Rainmaker 2019 is only 80 days away! Start 2019 off the right way by joining 1,500+ of the brightest minds in sales, industry thought leaders and influencers for the ultimate sales engagement conference. We are on the way to exceeding last year’s attendance numbers by 150%, and sponsorships are getting close to capacity.
Bigtincan
NOVEMBER 8, 2018
The new Apple iPad Pro is an amazing computer. It is the ultimate vision of the concept of iPad first introduced by Steve Jobs in 2011. With the power of the new A12X Bionic chip, new edge-to-edge display, and support for the new Apple Pencil, the new iPads are able to transform how customer-facing people work […].
Selling Power
NOVEMBER 8, 2018
One of the biggest mistakes I see in sales talent management is placing a good sales hire into the wrong sales role.
Accent Technologies
NOVEMBER 8, 2018
Good communication takes time to master. But your efforts will pay off in the form of stronger client relationships and a steeper competitive advantage. If your company provides a service to other businesses, you’ll need to communicate regularly with your clients. Whether you’re working on an IT project, construction services, a marketing project or nearly any other type of service, your clients need to be informed every step of the way.
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.
criteria for success
NOVEMBER 8, 2018
If you’re looking for sales targeting techniques for better prospecting—and less stress—then you’ve come to the right place. You'll find some tips and resources here. Targeting and prospecting isn't easy! And many times, we think we’ve got it down. We sit down, take the time to focus some time on prospecting, and cross our fingers [ ] The post Sales Targeting Techniques for Better Prospecting appeared first on Criteria for Success.
LevelJump
NOVEMBER 8, 2018
What do you mean you don't have a sale onboarding process in place? Are you kidding me? Every one of you, you need to have a sales onboarding process in place.
Guru
NOVEMBER 8, 2018
With the advent of things like chatbots, artificial intelligence (AI), interactive voice response, and machine learning, novel technologies continue to disrupt the contact center industry. These advances often fuel the fear that automation will someday replace humans. To dissect the hype and explore the real opportunities around AI, I teamed up with Customer Contact Central to discuss AI in cloud-based solutions.
Sales Evangelist
NOVEMBER 8, 2018
Most startups never reach the $1 million mark. Roughly 95 percent of startups will never achieve that level of revenue. On today’s episode of The Sales Evangelist, we visit with Sangram Vajre, “The Accidental Evangelist,” about what he learned from building a company and how to achieve $1 million. Sangram founded a company called Terminus, […] The post TSE 960: TSE Hustler’s League – “$1 Million” appeared first on The Sales Evangelist.
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Selling Energy
NOVEMBER 8, 2018
Traditionally, if you were a salesperson, you probably received a business degree and had a seasoned sales pro as a mentor. Or maybe you just loved selling, so you read every sales book available and kept abreast of industry trends online. However, with 7 million unemployed workers in the U.S. and 6 million job openings (many in the hard-to-fill sales field ), it’s more likely today that you’ve found yourself in the position of the “accidental salesperson,” a term coined by Chris Lytle in his bo
Lessonly
NOVEMBER 8, 2018
The world of customer service is multifaceted. To be successful, teams need the right training, channels, and solutions. To help our customers do the best work possible, we’re partnering with other companies that are revolutionizing customer experience. The latest way we’re streamlining customer service? Lessonly for Zendesk. Teams across the globe are bringing Lessonly’s team training right into Zendesk—where their reps spend the most time.
Product Management University
NOVEMBER 8, 2018
Learn B2B Skills Anytime, Anywhere With Product Management University On-Demand. Greenville, SC – November 7, 2018– Proficientz announced today the availability of Product Management University On-Demand, an online training and certification program that offers the convenience of learning B2B product management, product marketing and sales enablement skills anywhere, anytime.
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