DiscoverOrg Sales

MARCH 8, 2017

If a salesman wanted to sell you a bridge in Brooklyn, you’d recognize the racket almost immediately. Today, it’s a punchline, but once upon a time, people took the offer seriously: Two people a week for 30 years bought a worthless deed to the Brooklyn Bridge thinking the document would change their fortunes with the toll fares they could charge. Turns out all they had bought was an expensive piece of parchment.

Campaigns 235

Campaigns Email Marketing Top of Funnel Vendor 235

The Sales Heretic

MARCH 8, 2017

Does boosting your sales mean you have to be sneaky, underhanded, manipulative, and high-pressure? Absolutely not! In fact, if you truly want to excel in sales, you need to be just the opposite. Because a virtuous salesperson is a successful salesperson. Listen to my appearance on the Black Belt Selling podcast with Anna and Stephanie [.].

Selling Skills 195

Selling Skills Sales Sales Coaching Coaching 195

No More Cold Calling

MARCH 8, 2017

What does it take to succeed in sales? Today is International Women’s Day, and what better time to celebrate all the smart, savvy women in sales ? In honor of the occasion, HubSpot is launching its #WomenInSalesDay project, a compilation of inspiring stories about top saleswomen, as well as tips and advice for women coming up the ranks in sales. HubSpot asked for my take, which is this: Women have natural strengths and talents that make us great at sales, often better than men.

Hubspot 195

Hubspot Cold Calling Energy Up-Sell 195

Score More Sales

MARCH 8, 2017

On International Women’s Day #IWD2017 we wanted to help recognize some great women past and present who have served as mentors, role models, and women we simply want to give a shout out to in the field of professional selling. We are sharing two resources today.

Resources 161

Resources Sales B2B 161

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

SBI Growth

MARCH 8, 2017

Buyer Persona 243

Buyer Persona Buyer Opportunity Strategy 243

SBI Growth

MARCH 8, 2017

Channels 149

Channels Strategy Sales 149

BrainShark

MARCH 8, 2017

So much of sales readiness depends on your sales team having the right knowledge, the right skills, and even the right content at the right time.

SalesForce 83

SalesForce Sales 83

LevelEleven

MARCH 8, 2017

[…] artificial time-constraints establish your product as a “need to have” versus a “nice to have.” That change of perspective makes your product more valuable to the […].

Conversion 62

Conversion Prospecting Sales 62

Partners in Excellence

MARCH 8, 2017

We know the importance of differentiating ourselves in attempting to win business. We try to do this at our web sites, often posting comparisons and charts showing how we have more features and functions than the alternatives. Too often, we think differentiation is about checking more feature boxes, having a richer product, than the competition. Web sites are filled with pages of, “Our Value Proposition.” Only when you compare competitors side by side, they say the same things̵

Comparison 58

Comparison Competition Opportunity B2B 58

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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

Bigtincan

MARCH 8, 2017

Anybody who has ever been involved in helping sales teams to be more successful knows how complex the process to improve their performance can be. Getting sales teams to sell more requires both consistent coaching, training, prodding and yes, some pushing. The challenge is often the human cost of all this work can be more […].

Sales Enablement 52

Sales Enablement How To Coaching Sales 52

Sales Result

MARCH 8, 2017

In the world of sales and marketing, “campaign” is a commonly-and-broadly-used buzzword. This blog will explore how a campaign should be defined as in the sales sense, and 4 elements of a strong sales campaign.

Campaigns 49

Campaigns Sales Marketing Sales Tools 49

OnePageCRM

MARCH 8, 2017

Estimated reading time: 24 minutes. There’s an old joke in sales about selling products at a loss but making it up on volume. A common complaint from sales teams is: we can outcompete and make more sales simply by reducing prices. But if you’re competing on the basis of having the lowest price, you’ll always be running on slim margins, putting pressure on the entire supply chain and putting your product (and your customers’ success) at risk.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

Close

MARCH 8, 2017

Through technology and a desire for transparency, companies are finding it easier to get teams to work together.

Company 52

Company Sales 52

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

Sales Evangelist

MARCH 8, 2017

Today’s guest is Carolin Soldo, a business coach who works with women, specifically, who are very passionate, highly skilled, and with the desire to bring their passions to the world. Along with her husband, Carolin immigrated from Germany into the the United States initially working as a telemarketer and her husband as a machinist. With […] The post TSE 524: Sales From The Street-“Started The From Bottom, Now We’re Here!

Telemarketing 40

Telemarketing Coaching Sales 40

The ROI Guy

MARCH 8, 2017

The Miller Heiman Group just published their list of the 'Top 12 Sales Enablement Movers and Shakers', folks that you should read, listen to and follow on social media and online. Was honored to be listed amongst some great analysts, authors and experts including Tamara Shenk, Peter Ostrow, and Brian Lambert. Check out the list and connect with these thought leaders at: [link].

Sales Enablement 40

Sales Enablement Social Media Media Groups 40

Hyper-Connected Selling

MARCH 8, 2017

The post There is Humor Everywhere appeared first on David J.P. Fisher.

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40

OnePageCRM

MARCH 8, 2017

Estimated reading time: 24 minutes. There’s an old joke in sales about selling products at a loss but making it up on volume. A common complaint from sales teams is: we can outcompete and make more sales simply by reducing prices. But if you’re competing on the basis of having the lowest price, you’ll always be running on slim margins, putting pressure on the entire supply chain and putting your product (and your customers’ success) at risk.

Strategy 20

Strategy Discount Lead Rank Enterprise 20

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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

Data

SalesLoft

MARCH 8, 2017

Traditionally, the sales profession has not encouraged a great deal of collaboration. When other teams were doing trust falls and team building exercises, sales teams were creating competitive dashboards, competing for performance bonuses (or steak knives – Glen Gary Glen Ross anyone?), or striving to meet individual goals. But that culture is slowly starting to change, and for good reason.

Closing 52

Closing Penetration How To SalesForce 52