Zoominfo

JULY 4, 2018

Social selling has quickly become one of the most popular and effective selling tactics. As social media platforms grew in popularity, businesses began to recognize how essential social media is to the sales process. Consider these statistics ( source ): 78% of salespeople using social media perform better than their peers. Social sellers generate 38% more new opportunities than traditional sellers. 62% of employees at large companies say social selling enables them to build stronger, more authe

Social Selling 233

Social Selling Social Media Ideal Customer Profile Media 233

Connect2Sell

JULY 4, 2018

I wanted to give you this formula for pipeline sales management because I get a lot of questions from sellers about: time management, about how to keep the funnel filled, and about when (and if) you should take people out of your funnel.

Pipeline 163

Pipeline Top of Funnel Funnel Sales 163

SBI Growth

JULY 4, 2018

ABM is a methodology, not a technology. If this is true, why do technology vendors keep trying to sell you ABM in a package? Use this article to avoid these vendors, and figure out if ABM is a good strategy.

Account Based Marketing 153

Account Based Marketing Vendor Strategy Engineering 153

Membrain

JULY 4, 2018

I care a lot about sales technology, and what it can do for sales teams. But for one day, I am going to stop talking about it. Why? Because for a large number of sales teams, technology is completely irrelevant.

Sales Technology 99

Sales Technology Sales Sales Management 99

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

John Barrows

JULY 4, 2018

I’m usually a big fan of avoiding my weaknesses and playing to my strengths. At the end of the day, my weaknesses are my weaknesses for a reason and it’s mainly because I don’t like doing them. With that, we all have weaknesses that we need to improve on which is which is why I try to address them in a structured way and one at a time. The first step in the process is identifying what your weaknesses are.

Call-back 85

Call-back Up-Sell Examples Training 85

Predictable Revenue

JULY 4, 2018

On this edition of The Predictable Revenue Podcast, we welcome Mark Kosoglow, VP of Sales at customer engagement juggernaut Outreach. The post X Marks the Spot: How Mark Kosoglow’s Sales Team at Outreach Uncovers the Pain Points and Needs of Their Customers appeared first on Predictable Revenue.

Customer 70

Customer Revenue Sales 70

SalesforLife

JULY 4, 2018

What you can argue with me is “my customer is not on social media platforms, and isn’t terribly digital in consuming content”. Essentially, some sales leaders believe that the digital evolution will never effect their business. What you CAN argue with me is that social selling or digital selling is not proactive in your industry, or your country, right now….

Social Media 68

Social Media Social Selling Consumer Media 68

Pipeliner

JULY 4, 2018

Next time you’re in a room full of business owners, try asking ten of them to define business development. Chances are, you’ll get ten different answers. Some might use the term interchangeably with “marketing,” while others think of business development as whatever the sales team does all day. A lot of people go to classes to learn about business development, but you can complete hundreds of hours of coursework without mastering the activities critical to realizing strong sales as quickly as po

Outsourcing Services 61

Outsourcing Services Sales Outsourcing Exercises Decision Maker 61

Igniting Sales Transformation

JULY 4, 2018

In this Conversations with Women in Sales interview, I talked to Mavis Norwich, Director of Sales Development at TINYpulse about why coaching sales team members is critically important to achieving sales objectives. Though talked about often, many sales organizations do not have a coaching culture either because leadership doesn’t see the value, or sales leaders have never been trained to coach people in the right way.

Coaching 53

Coaching Microsoft How To Territories 53

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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.

Sales

The Center for Sales Strategy

JULY 4, 2018

As a sales coach, I work with many salespeople at all different stages in their career. When we first start working together, we spend time talking about who they are, why they love what they do, and how their current and past experiences bring value to what they do today. I remember getting a very excited call from a salesperson that I had worked with.

Sales Coaching 53

Sales Coaching LinkedIn Coaching Prospecting 53

Sales Evangelist

JULY 4, 2018

Sales professionals sometimes talk so much about value that it becomes meaningless. We toss it around like a buzzword instead of sincerely seeking to provide value. What is value, and how can you become better at using value more effectively? Today on The Sales Evangelist, we’ll define value and discuss how you can make it […] The post TSE 867: What Is Value?

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Sales 40

criteria for success

JULY 4, 2018

Some employers have extremely generous work from home policies, while others rarely (or never) allow their teams to work from home. Regardless of your current perspective, here are some reasons to consider not just allowing, but encouraging your team to work from home. 1. Working from home can help employees focus. Traditionally, employers have often [ ] The post 6 Reasons to Encourage Your Team to Work from Home appeared first on Criteria for Success.

Policies 40

Policies Benefit Sales Management Sales 40

Sales Evangelist

JULY 4, 2018

Sales professionals sometimes forget that people buy you. We get so caught up pushing our products or services that we lose sight of the importance of networking. Today on The Sales Evangelist, Jordan Harbinger, host of The Jordan Harbinger Show podcast, explains that networking isn’t just about interacting with famous or popular people, but rather […] The post TSE 868: People Buy You appeared first on The Sales Evangelist.

Networking 40

Networking Sales 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

Pipeliner

JULY 4, 2018

Social selling has increased significantly, in the last few years especially. Yet, there are some significant pitfalls that salespeople are still falling into. Tom Skotidas explores some of these pitfalls and how to avoid them this expert sales interview, hosted by John Golden. This expert sales interview covers social selling: How to properly connect on social media.

Social Selling 40

Social Selling Ideal Customer Profile Social Media Media 40

Sales Evangelist

JULY 4, 2018

When it’s time to scale your team, there are dozens of things that can go wrong. How do you make sure you hire the right team members? What if they don’t work out? How can I make sure the people I bring are really good. On today’s episode of Sales From The Street, we’ll discuss […] The post TSE 869: Sales From The Street:”Scaling My Sales Team” appeared first on The Sales Evangelist.

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Scale Hiring Sales 40

Selling Energy

JULY 4, 2018

There will be times where you find yourself in a meeting that’s getting off track.

Meeting 40

Meeting Sales Meeting Sales 40

Selling Fearlessly

JULY 4, 2018

I want to wish my fellow Americans a happy July 4th. For the rest of you around the world, I hope you’ll raise a glass to us, wish us well. In 1776 when the United States of America was born, someone asked Benjamin Franklin, “What sort of government have you given us, Dr. Franklin?” Franklin […].

Government 28

Government 28

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Data

Selling Energy

JULY 4, 2018

There will be times where you find yourself in a meeting that’s getting off track.

Meeting 40

Meeting Sales Meeting Sales 40

Xactly

JULY 4, 2018

Creating sales compensation plans is a challenging task—it’s all about balance, but sometimes the perfect balance can be hard to strike. You need your incentives to drive the right sales behaviors in order to achieve sales objectives. But, before you even begin planning your compensation, you need to ensure your sales territories are aligned and balanced.

Compensation 84

Compensation Incentives Incentive Commission 84

Connext Digital

JULY 4, 2018

Any decision that customers make when purchasing a product or service can be described as a journey that begins with a single step. This is where they would have determined that there is a job that needs to be done. They will now embark on what is called a ‘customer or buyer’s journey,’ where they will go through a series of stages to complete it. While some of these journeys are short and simple, others can be quite long and a bit complex.

Email Marketing 66

Email Marketing Marketing Customer How To 66