Zoominfo

MAY 6, 2018

Sales reps often refer to receptionists, assistants, and phone operators as gatekeepers—and for good reason. These professionals have the job of screening calls, deciding what’s important, and ultimately, who gets through to their boss—the decision maker. Essentially, gatekeepers hold the key to B2B sales success. If you can’t convince a gatekeeper you’re important, you can kiss that sale goodbye.

Gatekeeper 203

Gatekeeper B2B Decision Maker Cold Calling 203

Hubspot Sales

MAY 6, 2018

How to Meet Quota. Create a Long-Term Plan. Prospect, Prospect, Prospect. Create Authentic Urgency. Re-Set Discount Expectations. Prioritize Your Time. Salespeople evolve. In stage one, they’re learning the ropes. It’s usually an epic battle to make their quota every month or quarter -- if they hit it at all. In stage two, reps have developed the right systems and honed their sales skills.

Top of Funnel 105

Top of Funnel Discount Quota Hubspot 105

Membrain

MAY 6, 2018

Few factors impact the success of a sale more than how you communicate the value that your product or service will bring to the customer. Yet many salespeople fail at having meaningful value conversations with their prospects.

How To 92

How To Conversion Sales Prospecting 92

Hubspot Sales

MAY 6, 2018

The Best Sales Message. Include a question to push the buyer off their status quo. Use a statement with empirical data to solve perceived challenge. Add a landing page link. End with a CTA to schedule a call. If you believe LinkedIn InMails “just don’t work" for connecting with prospects, you're experiencing user error -- not medium error. The user error is simple: Your messaging sucks!

Social Selling 92

Social Selling Campaigns Buyer Persona LinkedIn 92

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

John Barrows

MAY 6, 2018

This is a guest blog post written by Chris Orlob, VP of Sales at Gong.io. As illustrated by many sales teams before , there’s a dramatic ROI when you ramp new hires faster. The sooner they come up to speed, the sooner they pull in full quota revenue. This is such low-hanging fruit. You’ve got this. Here are five tips on how to ramp new hires faster. 1.

Hiring 71

Hiring Lead Rank Scale Quota 71

Pipeliner

MAY 6, 2018

If you’re in sales and hear that you must be ’ready to embrace changes’ and you think ‘Oh! Again?’ you’re not alone, and it only gets worse. See why and how sales people can break habits most effectively and handle new demands and opportunities in your sales job. “Change is the only constant,” as the Greek philosopher Heraclitus said more than 2,500 years ago, and it is truer today than ever before.

Construction 72

Construction Face-to-face Follow-up Energy 72

Bigtincan

MAY 6, 2018

Hello. This is my first blog post at Bigtincan but certainly not my last. I plan on using my writing as another means of reaching out to our customers and, most importantly, listening to what they have to say. Oh, wait, forgot to introduce myself. My name is John Moore and I recently joined Bigtincan […].

Customer 52

Customer 52

Partners in Excellence

MAY 6, 2018

Enablement is one of those $100 words as you read anything in the sales and marketing literature. There’s lots of discussion around “Sales Enablement.” In fact there’s even the Sales Enablement Society, which actually is doing some good work in discussing hot issues in enablement. The concepts of enabling our sales people isn’t just limited to the sales enablement function.

Analysis 48

Analysis Sales Enablement Research Account 48

Revegy

MAY 6, 2018

In our recent webinar, Bringing Sales Methodologies to Life inside CRM , Melisa Powers, Director of Sales Enablement for McAfee, shared practical takeaways for reinforcing and executing sales methodologies as part of reps’ daily workflow. In particular, she discussed how they operationalize the Challenger sales methodology for repeatable, measurable deal execution.

Sales Methodology 40

Sales Methodology Webinar Metrics CRM Sales Enablement 40

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Sales

Selling Energy

MAY 6, 2018

Monday : Read Outside Insight , by Jorn Lyseggen, to find out how t he right outside information can prove invaluable to insiders if you know what to look for. Tuesday : Treat a trade association the same way you’d treat a prospect—offer something of value and take on the role of a collaborator. Wednesday : Explore a perfect example of how probing for the emotional “why” will provide the motivation that makes your prospect say yes.

Energy 40

Energy Networking Motivation Examples 40