No More Cold Calling
SEPTEMBER 21, 2017
Women in sales have everything they need to succeed. Daily headlines remind us that unconscious bias exists in its most virulent form. We know bias is there, but we can’t confront it until it’s stated and proven. It’s sneakier than gender discrimination or racial prejudice of old, but just as damaging for careers, relationship-building opportunities, and account based sales teams.
Jill Konrath
SEPTEMBER 21, 2017
Yesterday, Dianna Geairn (The Irreverent Sales Girl) and I were musing about some of our big sales wins. As we talked, we realized that our underlying assumptions—about prospects, our roles and factors that could hinder success—were crucial to our performance. In very short order, we identified 17 sales assumptions and why making them helps you win more deals.
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Sales and Marketing Management
SEPTEMBER 21, 2017
Author: Jay Mitchell, Owner and Principal, Mereo LLC While chief security officers and chief marketing officers each have their respective teams to manage and goals to accomplish, they also must make time to manage the relationship with one another — and each other’s departments. Why? The growing gap between sales and marketing is becoming more than a minor issue to be ignored.
MTD Sales Training
SEPTEMBER 21, 2017
So many sales professionals ask us to assist them in writing emails to their prospects that we sometimes think we should devote all our time and attention to this one area! It’s natural to want to contact prospects and show them how your world-changing products can make them successful. Why wouldn’t a prospect want your stunning range of products to make them incredible profits or enjoy life to the full?
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 Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
BrainShark
SEPTEMBER 21, 2017
. It’s that time of year again. The leaves are beginning to change, there’s a crispness in the air, and sales and marketing professionals around the globe are flocking to Boston for #INBOUND17.
A Sales Guy
SEPTEMBER 21, 2017
I have nothing but love and respect for salespeople. You guys are the extreme athletes of the business world. Salespeople risk 50%, 60%, 70% and sometimes 100% of their salary in their job. You don’t get paid until you sell something. No one else takes that kind of risk in corporate America. I created this video to show you how much I love you and to celebrate the greatness that is salespeople.
Cincom Smart Selling
SEPTEMBER 21, 2017
Sales management software tools cover a vast amount of functional territory. The sales management process involves many things that are not directly tied to selling. Complex organizations often require sales managers to oversee many mundane tasks and processes that support the organization itself but offer little in return in the form of increased sales, shorter closing times or happier customers.
Engage Selling
SEPTEMBER 21, 2017
Do more: it’s an expectation imposed on sales reps constantly. Every year, quotas go up, KPIs get revised and the number of people that need to be served keeps climbing.
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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.
Cincom Smart Selling
SEPTEMBER 21, 2017
Sales management software tools cover a vast amount of functional territory. The sales management process involves many things that are not directly tied to selling. Complex organizations often require sales managers to oversee many mundane tasks and processes that support the organization itself but offer little in return in the form of increased sales, shorter closing times or happier customers.
Jeff Davis
SEPTEMBER 21, 2017
I had the pleasure of speaking at and attending a Sales Enablement Society (SES) meeting recently. SES is an international organization that is dedicated to increasing the visibility of the Sales Enablement function in the organization as well as more acutely defining it's scope and relevancy in moving the company toward better alignment. It's exciting to see more people add to the conversation of how we can better align Sales and Marketing to drive revenue - so I couldn't be happier to be invol
Partners in Excellence
SEPTEMBER 21, 2017
Surprisingly, one of the characteristics I see too many managers lacking is empathy. One would think otherwise, after all, most sales managers have been sales people at some point in their career. We would think these managers would have deep understanding of the challenges sales people face every day. Perhaps there’s a switch, of some sort, that causes individuals to forget what it means to sell in today’s environment.
Sales Evangelist
SEPTEMBER 21, 2017
Today’s episode is taken from one of our sessions over at the TSE Hustler’s League, If you haven’t yet check out our two-tracked training happening this October where we will focus on building value and business development. Asking Questions Stop winging it! Ask meaningful questions. A study that was done on the Journal for Applied […] The post TSE 665: TSE Hustler’s League-“The Art of Asking Questions” appeared first on The Sales Evangelist.
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.
Hyper-Connected Selling
SEPTEMBER 21, 2017
The post Know Your Responsibilities appeared first on David J.P. Fisher.
The Pipeline
SEPTEMBER 21, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca. Picture an weighty, rectangular object, placed in the middle square of nine squares; your task is to move the object to another square on the grid, a square other than the one you found it in. Ignoring the tools and resources you may want to utilize, there only three things that are going to happen; You’re going to lift it (in this case maybe a crane, so will move to the next).
DiscoverOrg Sales
SEPTEMBER 21, 2017
If only you’d invested in Bitcoin six years ago. If only you had known where Amazon stock was headed. There’s no Magic 8 Ball for investing, but new tools are making the world of B2B sales development a whole lot more predictable. There’s something very sexy under the hood of DiscoverOrg, and it’s solving a quintessential outbound sales development problem: Knowing when to act.
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