Pointclear

SEPTEMBER 9, 2016

Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies? In late August I asked industry experts that same question and asked them to substantiate their answers. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist.

Outsourcing Services 138

Outsourcing Services Cold Calling B2B Ideal Customer Profile 138

The Sales Hunter

SEPTEMBER 9, 2016

Have you ever noticed how much more energy you have when you’re around others? Are you one who when working out in a gym or out for a run with others find yourself running faster? It’s pretty basic, but we all tend to perform better when we’re around others (as long as those other people […].

Prospecting 124

Prospecting Energy Sales Sales Leadership 124

Anthony Cole Training

SEPTEMBER 9, 2016

18 years ago this morning. I didn't wake up.

133

133

Increase Sales

SEPTEMBER 9, 2016

B2B buyers are becoming far more educated and astute. A 2014 DemandGen reported: 65% of the buyers shared the winning vendor’s content marketing had a significant impact on their buying decision. 68% indicated they increased the amount of content used to research and evaluate their purchases. Of course it is easy to be comfortable about writing posts on building rapport, asking open ended questions, to what CRM tools a salesperson should have.

Marketing 80

Marketing Decision Maker Lead Rank Lead Scoring 80

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

SEPTEMBER 9, 2016

Enterprise 120

Enterprise Enterprise Sales Strategy 120

Cincom Smart Selling

SEPTEMBER 9, 2016

CPQ and similar process automation systems are too often seen only in the context of their immediate functionality. It is tempting to see CPQ as a “sales process” system or perhaps an element within the overall guided selling process. While the quote process is a critical part of guided selling, it extends far beyond the selling silo and the sales rep’s laptop.

System 59

System Discount Proposal Engineering 59

SalesLoft

SEPTEMBER 9, 2016

When an inbound sales lead comes knocking on your door, they’re usually doing so because they have a pain point that they believe your product can fix. In this scenario, where the lead has come to you, you’d think it would be easy to simply ask for their contact information, a time they’re available to talk further, and then set up a meeting with an Account Executive.

Inbound 52

Inbound Ideal Customer Profile Sales Qualified Lead Lead Rank 52

Partners in Excellence

SEPTEMBER 9, 2016

Some managers reading this title will be thinking, “Dave, you’ve got this backwards, they’re our people, our employees, they work for us. They need to be creating value for us. That’s what we hire them for, to bring in orders!” It’s this very attitude that creates the challenges we have within too many of our organizations today.

Hiring 48

Hiring Maximizer Face-to-face Quota 48

Customer Centric Selling

SEPTEMBER 9, 2016

Sales Tips: Nick Saban and Sales - What's the Connection? By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®. The college football season kicked off last week. Reigning national champion, the Alabama Crimson Tide, began right where they left off last season with a convincing 52 to 6 win over the University of Southern California.

Segment 48

Segment Coaching Sales Process Channels 48

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Sales

Understanding the Sales Force

SEPTEMBER 9, 2016

Remember this week. On Tuesday I shared the single biggest selling lesson of my life. On Thursday I shared the second biggest selling lesson of my life. And today, in my most controversial article ever, I will share the biggest secret of my sales success. Some will undoubtedly call this the Dave went crazy article. Some of you might be able to sense what my secret is.

Conversion 131

Conversion Sales Sales Process 131