Score More Sales
JANUARY 30, 2018
We walk away from sales opportunities every day - abandoned sales opportunities. You do it, I do it, and a few of us have the discipline to identify why our deal didn’t come to closure.
The Sales Heretic
JANUARY 30, 2018
Stories are extremely powerful. They can be both informative and persuasive, while being entertaining. And they’re engaging—neuroscientists have discovered that our brains are hard-wired for stories. (That’s why it’s so hard to walk out of a movie, even if it sucks.) Are you using stories in your sales and marketing efforts? If not, you’re missing [.].
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Zoominfo
JANUARY 30, 2018
If you’re not familiar with push notifications, here’s a very basic definition: Push notifications are messages that come from an app or website that appear on a subscriber’s desktop computer or mobile device—even if they’re not on that particular company’s website. Businesses everywhere use push notifications to deliver content and important updates to customers and website visitors.
The Sales Hunter
JANUARY 30, 2018
I woke up this morning and was shocked to find I had the same amount of time today as you. Your competitor woke up today and they too found themselves with the same amount of time as you. At the end of the day, will I or my competitor have achieved more? It comes down […].
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.
SBI
JANUARY 30, 2018
Happy New Year! The start of a new year means a lot of different things to people, for some it’s the time to exercise more, eat healthier, read more, text less, and be happier. For sales teams, it’s both a time of endings as well as beginnings. Closing out the year in sales means getting those last minute deals in and determining which reps will come out on top and make it to club.
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Fill the Funnel
JANUARY 30, 2018
Converting website visitors into customers should be one of the highest priorities for any website owner. Though it might be a priority, it is usually not being done very well, if at all. With that in mind, why do so many websites fail miserably in this effort? In my experience, one of the primary reasons […]. The post The Most Overlooked Lead Generation Method appeared first on Fill the Funnel.
Go for No!
JANUARY 30, 2018
One of the things we hear a lot is feeling guilty about asking, approaching, and/or “selling.” Can you imagine starting a business and failing just because you feel guilty for trying share information about your product, service, or business? You may completely be able to imagine it because you know people that it’s happening to. Guilt about asking is coming from a place where you … a) don’t believe in your product. or b) you think that sell is a four letter word.
Repsly
JANUARY 30, 2018
Running a business is all about trial and error, which makes mistakes inevitable. Still, some mistakes can cost you more than others. When it comes to territory management, many managers do not realize what they are doing wrong and how to improve. If sales are lagging or your reps are falling short of their duties, it can often be difficult to identify exactly what the source of the problem is.
Sales Hacker
JANUARY 30, 2018
In this article, you’ll learn how to write a sales proposal, along with a pre-meeting checklist to follow in order to maximize your chances of closing the deal. Simple Sales Proposal Evaluation Checklist. Is it organized? Is it readable? Does it address the prospect’s pain? Does it address pricing and timeline? Is it organized? Often, when we spend weeks working on a proposal, we know our way around the document just as well as our own home.
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Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.
SalesforLife
JANUARY 30, 2018
It’s not fair. Some B2B companies really do have an unbeatable advantage. New research from McKinsey points to a specific path for digital transformation as the defining factor allowing some B2B leaders to post operating profits 8X greater than their peers on 5X greater revenue growth. In fact, overall, these leaders can post an average profit growth of 13.5 percent while the rest of the industry watches their margins shrink.
EyesOnSales
JANUARY 30, 2018
3 Ways to Ensure Your Tech Is Keeping Up With Your Prospects. The old saying “Time is money” is never truer than for a salesperson. Any time you spend out of contact with your prospects — or being inefficient with your contact — is money lost from your goals. For a sales team to continuously grow its goals, every member of the team must become better, smarter, and faster each and every month.
Mindtickle
JANUARY 30, 2018
Being a sales manager today is less about managing and more about developing, inspiring and growing the skills of your team. This is not easy and can leave a lot of sales managers chasing their tails trying to work out how to improve the performance of their team. Some focus in on performance appraisals, which means that they’re only checking in on their reps’ performance once or twice a year.
The Center for Sales Strategy
JANUARY 30, 2018
Everybody’s got one. In fact, ideas are not only cheap and plentiful, but their overuse often obscures the work we should really be doing—gaining an understanding of what the prospect is trying to get accomplished. I see so many salespeople (and sales managers) default to premature ideas that end up nowhere. The temptation is to vomit an idea the minute we see or hear a possible need in the customer’s business.
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.
Paul Cherry's Top Sales Techniques
JANUARY 30, 2018
Salespeople ask me this all the time, “Is leaving a voicemail an effective strategy to get prospects to call you back?” Don’t Make Your Prospect Work My answer, “No.” The reason being… You are making the prospect work! You’re placing too much burden and responsibility on the prospect to initiate the callback. Instead, YOU take the action step.
SalesLoft
JANUARY 30, 2018
The lineup at Rainmaker 2018 just keeps on getting better. We’re thrilled to announce the addition of Jeff Sprecher, Founder, Chairman, and CEO of Intercontinental Exchange, Inc. (NYSE: ICE) and Chairman of the New York Stock Exchange to the Rainmaker content program. From one really strong “elevator pitch” to acquire the predecessor company to ICE for $1, Sprecher’s visionary leadership built a company with a market capitalization over $40 billion.
Bigtincan
JANUARY 30, 2018
Three Commandments of Great Retail Experience. Alright, there are definitely a lot more than three really important things to consider when re-crafting your customer journey, but for the sake of simplicity, let’s focus down on three of the biggest. #1 — Sales Associates should never need to leave the sales floor. Never. Say it with […].
Mindtickle
JANUARY 30, 2018
Being a sales manager today is less about managing and more about developing, inspiring and growing the skills of your team. This is not easy and can leave a lot of sales managers chasing their tails trying to work out how to improve the performance of their team. Some focus in on performance appraisals, which means that they’re only checking in on their reps’ performance once or twice a year.
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In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B
Pipeliner
JANUARY 30, 2018
In the traditional sales role, a full pipeline of potential clients is essential to remain employed. Since the answer ‘no’ is far more frequent than ‘yes’, thought is to be given to how you can win the game and earn the sale. Winning refers to not only receiving commissions along with bonuses but also alleviating the stress. If you are having a slow start with your sales career, take time to experiment with the types of companies that appear to hold an interest in what you sell.
Product Management University
JANUARY 30, 2018
The B2B Product Manager Magazine January 2018 is now available. We’re kicking off 2018 with a discussion on product success metrics and a viewpoint that there’s only one critical metric that’s important over the long term. If you routinely hit that one, all the others will take care of themselves. We also look at the benefit of using customer value themes to drive your sales demos and how they can improve win rates.
Pipeliner
JANUARY 30, 2018
This is my final article on salesperson fitness, with a note on the incredible Tom Brady. As we’ve discussed throughout this series, fitness isn’t just a matter of one’s body. There is also fitness of the mind, and (believe it or not) fitness of the spirit. Most importantly, these must all be addressed together, holistically, as many Asian cultures tell us–unlike the ancient Greek, who considered you could address either the mind, body or spirit separately and ignore the
SugarCRM
JANUARY 30, 2018
Big news! We have expanded SugarCRM Hint, our flagship offering from SugarCRM’s Relationship Intelligence product line beyond leads and contacts. Now, you can gather relationship intelligence about businesses and organizations. It works like this: users enter a name and email address into Hint (just like they always have). In addition to more info about the contact, Hint now pulls in accurate, verified corporate data about the contact’s organization into Sugar’s accounts module.
Advertiser: ZoomInfo
Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.
Sales Evangelist
JANUARY 30, 2018
Sometimes, we don’t think and we just do things. Irrational? Hmmm… yes. But it’s somewhat rational. So how do you exactly deal with a rationally irrational consumer? Today’s guest is Steve McKee. He is the president of Wallwork and Company. He is also the author of the book When Growth Stalls and Power Branding. […] The post TSE 758: The Rationally Irrational Consumer appeared first on The Sales Evangelist.
Mereo
JANUARY 30, 2018
Mereo founder and President, Jay Mitchell , was featured in the world renown sales and marketing publication, Top Sales Magazine this month. See excerpt below and download complete magazine here. But how can leadership achieve “dynamic and adaptable” sales and marketing processes? Sales and marketing still need to collaborate. Regardless whether part of the sales or marketing team, each member of an organization is working toward a shared revenue performance goal.
Sales Evangelist
JANUARY 30, 2018
This podcast just started out as a hobby until people began coming and asking me to teach them and speak to different events. It was a sideline. But as things were growing, I knew this was serious. Hence, there had to be plans and strategies in place. In short, I jumped ship and left my […] The post TSE 759-Sales From The Street -“Focus and Measure” appeared first on The Sales Evangelist.
Eyeful Presentations
JANUARY 30, 2018
Like all audiences your CPD presentation will be delivered to a real mix of audience types. Chances are that because you’re delivering a technical presentation your audience is likely to be more technical than most. With this in mind, how can you best engage them? We’ve identified five key steps to ensure that you get the most out of engaging a technical audience.
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Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp
Groove.co
JANUARY 30, 2018
Part 1: Building Your Ideal Customer Profile. What is an ICP? If you’re running an account based sales or marketing program, it’s critical to spend some time defining your ideal customer profile (ICP). An ideal customer profile is a description of the company that’s a perfect fit for your solution — they benefit greatly from your product, and you also get significant value from having them as a customer.
Circleback
JANUARY 30, 2018
2017 is finally over. Some assumptions have turned out to be true, and others have simply fallen flat. Most B2B organizations are now working on their new year’s strategy. More acquisitions and partnerships, an increased role of AI and automation, a rising millennial workforce, and higher costs of customer acquisition are all making the B2B space highly unpredictable and competitive.
Hubspot Sales
JANUARY 30, 2018
Sales meetings are crucial to a sales team’s success … when done properly. But a poorly-run, disorganized meeting isn’t just inconvenient, it’s a waste of everyone’s time. Over my career, I’ve learned how to run productive sales meetings that last 20 minutes -- no longer. My system lets us cover all the bases without spending too much time on a single agenda item.
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