Sales and Marketing Management

MARCH 29, 2017

Issue Date: 2017-03-29. Author: Mark Magnacca. Teaser: Closing a deal depends on the salesperson’s ability to make a prospect feel as though their unique story is being heard. Sales reps must learn how to effectively encapsulate the value of what they are offering within the context of a prospect’s pain point, as this is the best way to truly connect with them.

Closing 146

Closing Prospecting How To Sales 146

Pointclear

MARCH 29, 2017

There is no such thing as a good list. I am sure that my opinion about lists makes purveyors of lists unhappy, but it is the truth. For the most part, lists suck. There are reasons: Chief among the reasons is that lists are incredibly expensive to keep clean. People change jobs, big guys buy little guys. Big guys buy big guys. Big and little guys shut down.

Direct Mail 132

Direct Mail Vendor Incentives Incentive 132

Sales and Marketing Management

MARCH 29, 2017

Author: Mark Magnacca Earning a prospect’s trust is essential when it comes to the art of the sale. It’s human nature to want to make a connection with the person we’re buying from – to feel like our needs are understood and that the sales rep cares about more than just a commission. Therefore, closing a deal depends on the salesperson’s ability to make a prospect feel as though their unique story is being heard.

GoldMine 136

GoldMine Commission Video Buyer 136

Anthony Cole Training

MARCH 29, 2017

Even if you are not in “sales”, you’ve actually been in sales your whole life and you’ve had sales get stuck in the pipeline. No? You don’t think so. Well, let me provide a few examples to clarify.

Pipeline 121

Pipeline Examples Sales Closing 121

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

MTD Sales Training

MARCH 29, 2017

Brand is often described as ‘a variety of something distinguished by some distinctive characteristic’. Apple’s brand, for instance, is characterised by the statement ‘Think Different’. It creates a label in people’s mind that attracts them and builds trust in the product or services. No matter what your brand is, you can make it stand out against competitors by putting the emphasis on what differentiates you.

Competition 120

Competition Transportation Guarantee ACT 120

Increase Sales

MARCH 29, 2017

Almost every day I am solicited to try this or that new sales tool. All promise incredible results. Really? How many sales tools does a salesperson really need? How did top sales performers years ago manage before the creation of all these new technology based sales tools? Will the adoption of a new sales tool really increase sales? Do you suddenly become captive to the newest latest technology and lose sight of what you as a sales manager or salesperson are supposed to be doing?

Sales Tools 91

Sales Tools Tools Facebook CRM 91

SBI Growth

MARCH 29, 2017

Strategy 139

Strategy Sales 139

Tom Hopkins

MARCH 29, 2017

There will be times when “no” really means there’s no sale to be made. It’s just part of selling. As a sales champion, it’s important to recognize a true “non-selling” situation as early as possible during interactions with others. That’s so you don’t waste their time or yours attempting to move forward in the sales process. […].

Selling Skills 71

Selling Skills Competition Relationals Sales 71

Customer Centric Selling

MARCH 29, 2017

Sales Tips: How to Position Your Business to Win RFPs. By Connie Schlosberg, Primary Intelligence.

Positioning 66

Positioning How To Sales Sales Forecasts 66

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Sales

Tom Hopkins

MARCH 29, 2017

There will be times when “no” really means there’s no sale to be made. It’s just part of selling. As a sales champion, it’s important to recognize a true “non-selling” situation as early as possible during interactions with others. That’s so you don’t waste their time or yours attempting to move forward in the sales process. […].

Selling Skills 60

Selling Skills Competition Relationals Sales 60

Close

MARCH 29, 2017

Smartly.io is a fast-growing Facebook ad optimization solution for agencies and performance marketers. I joined them as employee #32 in the summer of 2015. A few months later, our team had grown to double that size. Now, we’re almost 120 people, and we’re looking to hire 80 more.

Hiring 52

Hiring Account Revenue Facebook 52

Sales Evangelist

MARCH 29, 2017

Do you find yourself addicted to something? Food, cigarette, alcohol, whatever it is – do you just feel like you just can’t stop? And then you get hard on yourself for not having the willpower to do it. Would you be surprised if I told you that willpower has nothing to do with overcoming an […] The post TSE 538: How Can Overcoming Addictive Behaviors Help You Sell appeared first on The Sales Evangelist.

Sales 40

Sales 40

Sales Gravy

MARCH 29, 2017

The sales world is coming face to face with a cold hard truth: In this episode of The Marketing Book Podcast with Douglas Burdett, Jeb Blount explains that the sales profession is in the midst of a perfect storm.

Face-to-face 40

Face-to-face Competition Buyer Marketing 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

MARCH 29, 2017

Building value is one of the most essential tasks we have as sellers. In order to do that, you have to make sure the discovery part of your sales meeting is done perfectly. Today’s guest is William “Skip” Miller and he shares with us great tips and strategies you can use during the discovery phase […] The post TSE 539: Sales From The Street: “This Is How You Discover!

Sales Meeting 40

Sales Meeting Meeting Strategy Sales 40

Sales Gravy

MARCH 29, 2017

The problem is that most managers and other figures of authority — Directors, V.P.’s, and even Business Owners — have never been taught how to properly exercise authority and command respect as leaders.

Exercises 40

Exercises Leads Marketing Qualified Lead Sales Management 40

Bigtincan

MARCH 29, 2017

It’s been an exciting few weeks for Bigtincan and our partnership with Salesforce! Just last month, we announced that Bigtincan Hub has been added to the Salesforce AppExchange, allowing users to have a single, unified place to access CRM information and Hub content. Earlier this month, we were featured as one of the 12 breakout […].

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SalesForce CRM 52