Bernadette McClelland

JANUARY 18, 2017

Imagine you’d been given your own perfect audience and then handed a microphone. What would you do? Would you stare at it, wondering how it even worked? This device whose role is to increase the volume of the human voice – purely and simply? It’s not like the mask with the horn shaped mouthpiece that was invented to amplify sound in the ampi-theatres of Greece, nor the megaphone that followed, or even the ‘lovers device’ with two cups attached by a cord that some of us called walkie talki

Journal 230

Journal Follow-up Sales Leadership Call-back 230

Sales and Marketing Management

JANUARY 18, 2017

Issue Date: 2017-01-01. Author: Dan Siedman. Teaser: What if your sales reps could read buyers and know if they're being truthful or deceptive - or better yet, to know which emotions they're feeling during a conversation so they could adjust their presentation accordingly? That power exists. What if your sales reps could read buyers and know if they're being truthful or deceptive - or better yet, to know which emotions they're feeling during a conversation so they could adjust th

Buyer 152

Buyer Conversion Sales 152

MTD Sales Training

JANUARY 18, 2017

At some point in the sales process we need to make our pitch. This is an area where most salespeople could do a lot better. Most people in sales present a standard pitch that all their customers get to hear. This doesn’t work! People are different and buy for different reasons. When people buy things buyers have what we call buying criteria. These are the overriding reasons for buying that are most important to them.

How To 120

How To Motivation Objections Call-back 120

SBI Growth

JANUARY 18, 2017

Buyer 230

Buyer B2B Strategy Marketing 230

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

Pointclear

JANUARY 18, 2017

We recently turned over a huge opportunity to one of our clients. When we explained the number and type of touches this lead required, the president of that company said: “our AE’s would never have been persistent enough to get this opportunity.”. Here are the facts: We worked the lead from August – December of 2016. It took thirty-two total touches from start to finish.

Account Based Marketing 109

Account Based Marketing Opportunity Decision Maker Scale 109

A Sales Guy

JANUARY 18, 2017

Today I did a BrightTALK presentation for the Sales Xpert Channel. I talked about what I call “Gap Selling” or “Selling to the Gap” Selling to the Gap is based on the concept that when people buy, there is a “gap” between where they are today and where they want to go, and it’s this gap that drives the value and probability of closing the deal.

Channels 66

Channels Motivation Buyer Closing 66

SBI Growth

JANUARY 18, 2017

Sales Talent 131

Sales Talent Strategy Sales 131

Customer Centric Selling

JANUARY 18, 2017

Sales Tips: Handling Requests for Brochures. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. "Can you send me a brochure?". Sometimes buyers want to get salespeople to leave them alone. An effective ploy is asking sellers to send information, a request that inexperienced sellers think is a positive sign.

Hotels 57

Hotels Collateral Buying Cycle Vendor 57

Close

JANUARY 18, 2017

Roland Ligtenberg and his team at Housecall Pro have been using SMS as a critical part of their sales process for some time. We had their team participate in our closed SMS beta to provide that same honest and direct feedback our product team has always relied on.

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Closing Sales Process Case Study Study 52

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Sales

Bigtincan

JANUARY 18, 2017

Bigtincan co-founder and CEO, David Keane, understands that staying competitive in today’s business climate and growing top line revenue is an ongoing challenge for even the biggest organizations. In his newest article for Business 2 Community, David outlines his top ten tips for achieving and sustaining a more productive sales team, including: Using a mobile […].

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Influencer Competition Revenue Sales 52

Partners in Excellence

JANUARY 18, 2017

It seems like the concept of hunters and farmers have been around virtually as long as sales. In theory, hunters are the people that have to prospect, to bring in new accounts or logos. The farmers, according to mythology nurture those accounts, retaining the business, possibly growing to drive more revenue. In much of the literature, there’s a lot of jockeying and ego about which is the “real” sales job.

Territories 48

Territories Maximizer Retention Account 48

Jeff Davis

JANUARY 18, 2017

This guest blog post was written by Aurelien Gohier over at btobmarketingsales.com. We know that company culture effects alignment between sales and marketing. I discovered Jeff’s writings by reading about the terrible effect that misalignment between sales and marketing could have on a business development - “ World War B2B: The misalignment of sales and marketing ”.

Hiring 48

Hiring Marketing B2B B2C 48

Sales Gravy

JANUARY 18, 2017

First, get over the fact about how you don’t want to text somebody because it may cost them. If that’s your reason for not texting, then you are a member of the flat earth society!

Prospecting 40

Prospecting Customer 40

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.

Cold Calling

Sales Evangelist

JANUARY 18, 2017

You’re probably familiar with Napoleon Hill’s Think and Grow Rich. But today’s guest, Danny Iny, is going to teach you how you can Teach and Grow Rich through building your own online courses. Danny is the founder of Mirasee, a company that helps clients with audience building, offer creation, and building and selling courses. He […] The post TSE 489: Sales From The Street-“Teach and Grow Rich” appeared first on The Sales Evangelist.

Course 40

Course Sales Company 40

Platinum Rules for Success

JANUARY 18, 2017

Your ability to inspire action and commitment is an essential component of your success. Entrepreneurs must be able to effectively inspire the individual actions of their employees. Sales professionals must be able to persuasively and succinctly explain their products or services. Last but not least, coaches must possess this skill for BOTH of the aforementioned reasons.

How To 40

How To Hotels Hiring Software 40

BrainShark

JANUARY 18, 2017

Sales Management 71

Sales Management Training Sales 71

SalesEngine

JANUARY 18, 2017

Click For More Information. Via Salesforce. The post How to Effectively Respond to Sales Objections appeared first on Sales Engine.

Objections 50

Objections How To SalesForce Engineering 50

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Data

Hyper-Connected Selling

JANUARY 18, 2017

It’s an experience we’ve all had. We’re at a party, a conference, or a reunion. Up walks someone that we know we know…but we can’t for the life of us remember their name. It’s right there, at the edge of our memory, but it won’t come to us. We mumble an apology, ask for their name, and carry on with the conversation.

Networking 45

Networking Face-to-face Tools Meeting 45

SalesLoft

JANUARY 18, 2017

Your sales stack is like a puzzle — a combination of pieces that come together every day to create the picture of your sales engagement process. And whether it’s modern technology and apps to keep you efficient, or you’re using physical notepads and hit lists, it’s a personal combination that works just for you. Why is your sales stack so important?

Face-to-face 52

Face-to-face SalesForce Fashion Call-back 52