SBI Growth
OCTOBER 25, 2017
Joining us for today’s show is Matt Slonaker, the Executive Vice President Business Development and Marketing for Chronos Solutions. Matt is an executive leader with extensive experience in turnarounds and knows how to generate revenue growth with the unique blend.
MTD Sales Training
OCTOBER 25, 2017
Sales Directors and Sales Managers rarely get to their positions simply through loyalty or length of time served. They’ve most likely been in the sales world themselves and been an excellent sales person. But this doesn’t mean they will necessarily make it as a manager or director of business. Indeed, there are many people who direct or manage sales , and they are simply in the wrong position.
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SBI
OCTOBER 25, 2017
The Sales analytics category has exploded in recent years, both in number and diversity. A recent industry round-up listed 50+ providers, and the list continues to grow. Metrics are the bedrock of any sales function (in fact, one could argue that no enterprise function is tracked, measured and analyzed more than sales!). But not all data is created equal.
Hubspot Sales
OCTOBER 25, 2017
Every salesperson has a go-to spiel for when someone asks who you are and what you do. You might call it a talk track, elevator pitch, or script -- but you’ve got one. Many salespeople launch into a 30-second diatribe on what their company does, why it’s important, and why they’d love to tell you more. Don’t be that rep. Inevitably, they’ll start rambling.
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 Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Adaptive Business Services
OCTOBER 25, 2017
Have you ever wondered why there seems to be such a large gap between the top sales performers and the bottom ones? Why do some sales reps hit their quotas effortlessly while others struggle and lag behind? Being good at sales is a skill. It takes discipline, hard work and often natural talent. Some people are just born good salespeople, while others need to work at it.
Membrain
OCTOBER 25, 2017
More and more organizations are coming to terms with the fact that traditional CRM has simply not lived up to its promises. Touted as a powerful sales performance tool, in many organizations it has turned out to be an unwieldy tracking and reporting tool, a glorified Rolodex that salespeople resent while sales managers wrangle to get them to use it at all.
SalesFolk
OCTOBER 25, 2017
A couple years ago, I took a job as a sales development representative (SDR) at TechValidate Software, a division of SurveyMonkey. I worked on a team of recent UC Berkeley and Stanford grads, all of whom were and still are amazingly gifted at selling, and who will doubtless become pinnacle sales leaders in Silicon Valley. Sounds great, right? Sort of.
The Center for Sales Strategy
OCTOBER 25, 2017
Abraham Lincoln once said, “If I had eight hours to chop down a tree, I’d spend six hours sharpening my axe.” Honest Abe and I see eye-to-eye on this, but as I’ve often said, simply knowing what to do is never enough. It’s the matter of actually doing it that makes all the difference. After speaking with a sales manager last week, I wondered, “How would Honest Abe’s philosophy apply to sales management today?
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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.
RAIN Group
OCTOBER 25, 2017
It's common advice to minimize emotions in a negotiation. For example, the reading line of the article "Emotion: The 'Enemy' of Negotiation" is "To succeed in negotiation, says one Wharton expert, one must take emotion out of the equation.". We disagree. Emotions are primary drivers of decision making in buying, and primary drivers in negotiation outcomes.
Close
OCTOBER 25, 2017
SMBs in the U.S. have quadrupled their spending on SaaS subscriptions in the past two years. There's a lot of competition in the SaaS market today. And it's increasingly more difficult to attract new customers—startups release cheap versions of SaaS products every day.
Mindtickle
OCTOBER 25, 2017
Purchasing sales enablement software isn’t as simple as deciding what features you want and ticking them off a list. That’s because sales enablement as an industry is at a nascent stage which makes it difficult to know exactly what your business will need today, tomorrow, and into the future. Sales leaders are also still defining what they need and want from sales enablement.
SalesforLife
OCTOBER 25, 2017
Content has quickly become one of the most effective ways for companies to attract, educate and sell to buyers. According to Forrester, 82% of buyers viewed at least 5 pieces of content from the winning vendor.
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.
Close
OCTOBER 25, 2017
If you’re looking for a crystal ball to see what your business will look like in a year from now, there are few things as powerful as accurate sales forecasting.
Marc Wayshak
OCTOBER 25, 2017
One of the most important aspects of selling is the power of habit. Here, you’ll learn 5 steps to start any sales habit that will give you the highest Return on Time. The post Power of Habit – 5 Easy Steps to Start Any Sales Habit appeared first on Sales Speaker Marc Wayshak.
Partners in Excellence
OCTOBER 25, 2017
Over the past several months, I’ve been on a bit of a rampage on sales and marketing automation tools. Some of my friends in those companies might be thinking, “What’s gotten into you Dave? Why are you turning your back on us?” Others of you may think I’m from the stone ages, and should just crawl back into some cave and be quiet.
Jeff Davis
OCTOBER 25, 2017
Very excited to have the chance to share my thoughts on Sales and Marketing Alignment strategy on The Quotable Podcast by Salesforce. Take a listen. Quotable Podcast Episode #67: “Sales and Marketing Alignment Comes from People, Not Technology” with Jeff Davis. “ We have to understand how the buyer goes through this journey with us and then adapt our processes to fit that. ” — Jeff Davis.
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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
Product Management University
OCTOBER 25, 2017
The more you’re talking the less you’re selling. Listening just might be the most underrated and overlooked sales skill of all. If you let buyers talk long enough, they’ll eventually talk themselves into buying whatever you’re selling. Try these three tactics with your next prospect and the odds of a desirable outcome go up exponentially. 1. Ask Insightful Questions.
Sales Evangelist
OCTOBER 25, 2017
There’s a fine line between being persuasive and being pushy. And you don’t want to get to the latter. But how do you reach out to clients without appearing too sleazy? Today’s guest is Michelle Weinstein and she’s going to show us just that. Michelle is fellow podcaster, her show Success Unfiltered talks about how you can […] The post TSE 689: Sales From The Street-“Don’t Be Sleazy” appeared first on The Sales Evangelist.
Sales Gravy
OCTOBER 25, 2017
A fruitful and user-friendly website will help convey your brands message, services, and most importantly products. We are living in the age of Big Data, and the more data you have on your customers, the better.
Sales and Marketing Management
OCTOBER 25, 2017
Author: Rick Cheatham Most leaders believe that strong salespeople are born sellers. They’re natural extroverts, they can easily create relationships with complete strangers, and they can quickly adapt to potential customers’ needs and personalities. But even if the strongest sellers are born sellers, leaders who help salespeople remain confident, learn from their customer experiences, and rise to challenges only enhance their sales teams’ overall performance.
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 Gravy
OCTOBER 25, 2017
When a group of empowered individuals comes together, there will be a strong start for the team. However, without team empowerment, the competing interests of individual empowerment can lead to unproductive conflict.
Sales and Marketing Management
OCTOBER 25, 2017
Author: Rick Cheatham Most leaders believe that strong salespeople are born sellers. They’re natural extroverts, they can easily create relationships with complete strangers, and they can quickly adapt to potential customers’ needs and personalities. But even if the strongest sellers are born sellers, leaders who help salespeople remain confident, learn from their customer experiences, and rise to challenges only enhance their sales teams’ overall performance.
Sales Hacker
OCTOBER 25, 2017
What’s the one number any salesperson knows by heart? That they can tell you within seconds of you asking, any time of day or year? How much revenue did I book? Did I hit quota? Did I hit my number? That number – bookings – is an incredibly useful business metric. It’s the #1 goal your CEO has, what your investors care about, and what makes you a successful salesperson.
SalesLoft
OCTOBER 25, 2017
Dreamforce is just around the corner and event season is already in full swing. As a sales rep, this is a beautiful time of year, and not just because of fall colors. Trade shows and industry events can generate an enormous amount of new leads for you to add to your pipeline. At a large scale event like Dreamforce, a sales rep can shake enough hands and scan enough badges to generate an entire quarters worth of leads in a single day!
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Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp
Sales Hacker
OCTOBER 25, 2017
Social Selling. It’s a term that divides opinion within the sales world. Some people think it’s simply another buzzword. Others say social selling is going to change the way we do business. No doubt there are also some salespeople out there that have no idea what social selling actually is. Whether you are completely new to the term or you are an experienced social seller it doesn’t matter, you will find value in this post.
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