Sales and Marketing Management

JULY 30, 2017

Author: Mark Holmes It is challenging to sell and differentiate value for any product or service, but it doesn't have to be complicated. Here are five rules of megavalue selling: Verify value drivers – Accurately identifying each customer's value drivers is the chief priority for sales professionals. Most buyers feel like salespeople bring little or no value to the purchase decision.

Construction 168

Construction Policies Buyer Influencer 168

The Sales Hunter

JULY 30, 2017

When you have a stack of orders with you, it is a visual reminder that you ARE successful in sales! Yes, every time you get an order, print it out! This is a great technique to boost your sales motivation as you move on to the next call. That stack of orders will help you […].

Motivation 131

Motivation Video Sales Selling Skills 131

No More Cold Calling

JULY 30, 2017

Here’s what you might have missed from No More Cold Calling this month. Will you be in London on October 4? If you lead an account based sales team, you might want to be. It’s not often that I promote an event, but this opportunity is too good to miss. It’s the first Top Sales World European Sales Enablement Summit with an unparalleled speaker lineup.

Referrals 120

Referrals Cold Calling Lead Rank Lead Scoring 120

SBI Growth

JULY 30, 2017

Sales 283

Sales Sales Operations Strategy 283

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

A Sales Guy

JULY 30, 2017

I recently recorded an interview with Ben Martin (Program Manager IBM Digital Mastery) and Erik Taylor (Team Lead, IBM DST Sales Enablement), for IBM’s Digital Sellers Guidebook. We actually recorded the interview a little over a month ago, but it was released just last week, so I got to listen to it again. It’s fricken good. I enjoyed this interview.

Sales Enablement 77

Sales Enablement Opportunity Leads Marketing Qualified Lead 77

Bigtincan

JULY 30, 2017

“How can your salespeople move more deals through the pipeline? Well, making every interaction count is a great place to start!” Check out Smart Selling Tools founder Nancy Nardin’s video review of Bigtincan Hub to learn how we can take your selling team to the next level. Ready to take the next step? Click here for […].

Tools 52

Tools Pipeline Video 52

Sales Evangelist

JULY 30, 2017

You’ve probably met somebody in one way or another where they do something for you but you just know there are strings attached to that. They expect something from you in return. Sure, they talk about reciprocity but what does it really mean? Reciprocity happens when you do it without any intention of getting something […] The post TSE 627: No Strings Attached!

Intent 40

Intent Sales 40

Tenfold

JULY 30, 2017

The primary goal of a sales team is, of course, sales. Achieving that may be straightforward for small organizations with a clear, single sales channel. However, complex businesses with many sales channels can benefit from a more inclusive approach. A successful multichannel strategy engages marketing, distribution, and finance teams, among others. It may also spend equal amounts of time managing direct and indirect sales teams.

Channels 41

Channels Strategy Marketing Lead Rank 41