Partners in Excellence
DECEMBER 19, 2018
Every year, billions are spent in sales training. Yet all the data shows over 80% of what is taught is forgotten within 90 days. As a result, what really is happening is that every year we are throwing away billions on sales training. But it’s worse than that. The billions spent represents spending in buying, developing, and delivering training.
Hubspot Sales
DECEMBER 19, 2018
Today's salespeople are afraid to pick up the phone. Yes, phone anxiety is real. At ValueSelling, we recently conducted a survey on B2B sales reps' top prospecting challenges and found that 50% of sales reps surveyed feared making cold calls. Half of the respondents we surveyed had anxiety about this essential part of their jobs. Perhaps it's generational -- after all, what millennial makes a phone call instead of texting or using social media?
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Zoominfo
DECEMBER 19, 2018
As we regularly remind readers on the ZoomInfo blog—the inception of the Internet brought about the sharing of information at a never before seen rate. Not only does this impact our personal lives on a regular basis—i.e. searching for recipes, directions, or new bars to try out. But, it also impacts our professional lives as well—i.e. searching for a question or resource, looking up design templates, or even hunting for the best tips and tricks to complete a task you’ve been handed.
Connect2Sell
DECEMBER 19, 2018
Like all managers, Sales Managers encounter 10 Time Thieves that steal precious moments out of every day and impair the managers’ effectiveness.
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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.
BrainShark
DECEMBER 19, 2018
Hitting your sales targets takes high levels of focus, determination and the ability to self-motivate. These clips will help make ambition a habit next year and beyond.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Vengreso
DECEMBER 19, 2018
I’ll be the first to admit it! I’m not a book reader in general and prefer consuming content in short, small bites. In fact, I find books a little overwhelming at times. Even so, my book collection is mounting, thanks to the privilege of hosting Vengreso’s Selling With Social Podcast. Because I interview some of the world’s top influencers and authors, I knew I had to come up with a resource list of the best Sales books for 2019.
Openview
DECEMBER 19, 2018
Ahh, the New Year. January is the month we, as sales reps, start anew. Often times, we try to embrace new methods of thinking and better ways of doing things – all with the intention of bigger and brighter things ahead. But instead of setting lofty goals that might not make it to February, focus on refining your skills and setting a clear plan to get to your goal.
Jeff Shore
DECEMBER 19, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Nir Eyal, author of Hooked, discusses with Jeff what great companies do to get people addicted to their product. What is amazing, is that any sales professional can do these same things. We talk about it all the time on the Buyer’s Mind – Easy = Right and Being Likeable leads to Trust which leads to Influence.
Babette Ten Haken
DECEMBER 19, 2018
These 18 ways create a more effective customer retention strategy. However, they are contrary to everything you have learned as a sales professional. Or a sales engineering professional, a customer service professional, or any other professional engaged in acquiring and retaining customers. Which is just about everyone in the organization. Sshhhh…. This is super-secret stuff.
Speaker: Jake Miller, Senior Product Marketing Manager, Allego
Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.
Partners in Excellence
DECEMBER 19, 2018
What would you think of a front line manufacturing manager failing to address problems that consistently cost millions of dollars in scrap and rework (not to mention customer sat problems because of missed deliveries)? Or an engineering manager that missed product launches that caused millions in lost revenue? Most people would say these are real problems and if they happened repeatedly, these managers would be fired!
CloserIQ
DECEMBER 19, 2018
As an enterprise sales representative, you may reach a point in your career when you want to switch verticals. Your interests have changed, the market has shifted, or maybe you just want to try something new and different. The good news is that it’s entirely feasible to change verticals. If you plan your transition carefully, and put work into executing your plan, many new opportunities will open to you.
Xactly
DECEMBER 19, 2018
With another year coming to a close, New Year’s resolutions and big hopes for the future are all around us. We’ll leave the gym goals up to you, but as you start compiling all of the things you want to achieve in 2019, we’d like to recommend adding a few sales-related commitments to your list. Here are six resolutions that will help your sales team hit quota faster—and make your 2019 a more successful and stress-free year.
Janek Performance Group
DECEMBER 19, 2018
One of the newest trends I have seen arise in the sales world over the last few years is the creation of a team within organizations called Revenue Operations. Often abbreviated as RevOps, it isn’t just another buzzword for sales operations. Rather, it’s a whole new department that serves as the main information hub for sales, marketing, and customer service.
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.
Allbound
DECEMBER 19, 2018
Tis’ the holiday season, the time to be merry, the time to show appreciation. Since your partners can highly impact your business, it’s important to show them appreciation, especially in the holiday season. If you’re looking for better ways to show appreciation than sending a basket full of meats and cheeses—although, that’s always a great option—look no further.
Selling Power
DECEMBER 19, 2018
Here are four key life and leadership principles I learned from my grandmother and still use to this day.
The Center for Sales Strategy
DECEMBER 19, 2018
Coaching is a hot topic! Makes sense. people who use their strengths every day are 12.5% more productive in their work. Any strong manager knows they need to coach their people to maximize their strengths, so they can benefit from that natural lift in performance.
Smart Calling
DECEMBER 19, 2018
As we end the year strong, many of you are putting plans in place to make 2019 your best year ever. I certainly am. To do that, it’s important to start the new year with huge momentum, both personally and sales-wise. I want to help you do just that with a big event, “Sales Kickoff 20+19 on January 3rd. H. Here’s a brief video that explains it, what you’ll get, and there are details on the page about how to attend.
Advertiser: ZoomInfo
This guide is designed to help today’s B2B sales leaders ramp up their effectiveness in any economic environment.
Membrain
DECEMBER 19, 2018
What follows is not a true story, except that it is.
Chorus.ai
DECEMBER 19, 2018
Is your team following a consistent sales process and using a proven narrative with customers, or are things a little bit all over the place? We’ve heard from many of you and the resounding answer is often “no” or “not exactly,” and that today’s sales leaders desperately want to fix this, but are overloaded with things to do. Yet every good sales leader knows what it feels like when you notice your reps doing and saying dramatically different things throughout the sales process.
Aviso
DECEMBER 19, 2018
There’s an incredible amount of excitement around us when it comes to AI. Consumer technology companies such as Google, Amazon, Uber, Netflix and Apple are using at AI at scale across every aspect of their business. Outside of a few examples B2B success adoption of AI by actual end users has been limited. We believe […]. The post How accurate and falsifiable are your AI predictions?
criteria for success
DECEMBER 19, 2018
If you checked out our CEO’s recent blog post, then you already know why you may need a business advisor. In short, they’re the person that will tell you what you don’t know that you don’t know. While caught up in the hustle of completing our daily to-do list, we may forget to notice and/or adapt to changes that [ ] The post 5 Tips on How to Choose a Business Advisor appeared first on Criteria for Success.
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Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.
Aviso
DECEMBER 19, 2018
The best AI solutions for sales start with incredible accuracy There’s an incredible amount of excitement in the IT industry when it comes to AI. Consumer technology is chock full of AI success stories like Google, Amazon, Uber, Netflix and Apple. B2B Technology is also filled with exciting new innovations like Tensorflow, Sagemaker and flashy […].
RAIN Group
DECEMBER 19, 2018
In the spirit of giving this time of year, we've made a charitable donation on behalf of our clients to Upper Ojai Relief. Last month, as multiple wildfires wreaked havoc across California, local organizations like Upper Ojai Relief provided much-needed support to victims without bureaucracy or red tape. Upper Ojai Relief has been particularly active at Seminole Springs, where 101 homes in one community were destroyed.
Carew International
DECEMBER 19, 2018
‘Twas the end of sales year and finally, at last, Sales pros were sending their final forecasts. Customers were happy; revenues had grown, A great bounty was realized from the seeds they had sown. So what was it that made this year better than before? No longer were sales elusive, or a difficult chore. When out of the blue the realization did dawn, ‘Twas their new selling skills making their job easy and fun!
Sales Evangelist
DECEMBER 19, 2018
The last thing you want is to have your sales process abandon by your sellers. We will share with you how to prevent this. Listen to how. The last thing you want is to have your sales process abandon by your sellers. We will share with you how to prevent this. Listen to how.
Advertiser: ZoomInfo
ABM gets better with age — but unfortunately, marketers don't have the luxury of pouring it into an oak barrel for a couple decades to let it mature. In a recent survey with Demand Gen Report, we found 59% of experienced practitioners (those with ABM programs more than a year old) indicated their ABM programs are meeting or greatly exceeding their expectations, while only 45% of novices (those with ABM programs less than one year old) could say the same.
Selling Energy
DECEMBER 19, 2018
When teaching I almost always reserve a section of the presentation for financial metrics. One of the most overlooked metrics is my favorite one to use: savings-to-investment ratio or SIR. It’s also one of the most effective to use if you frame it the right way.
Sales Evangelist
DECEMBER 19, 2018
I received an email the other day from a sales rep that I found so annoying that I am dedicating this entire episode to the ways you can avoid making the same mistakes with your emails. This episode will give you ideas to make sure your emails grab your prospect’s attention so that he will reply instead of deleting your email. ANNOYING EMAILS The annoying email I received began, “Hello there.
Lessonly
DECEMBER 19, 2018
The holidays bring holiday events, and holiday events bring conversations with strangers. On the advice of Terry Gross, I’ve started using a four-word phrase to navigate these moments: “Tell me about yourself.”. Dubbed “the only icebreaker you’ll ever need,” tell me about yourself allows you to start a conversation with anybody without accidentally bringing up something uncomfortable (like asking an unemployed person, “What do you do for work?”).
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