SBI Growth
JULY 12, 2017
As marketing leader, you step into the CEO’s office with a preview of your presentation for the upcoming strategic planning meeting. You picture the conversation going one of two ways: The CEO congratulates you on speaking his language. Or he.
Understanding the Sales Force
JULY 12, 2017
Did you watch the Home Run Derby on Monday night? I've never seen anything like it. You could see thunder and lightening through the glass wall in left field as thunderstorms raged while all the home runs were being launched. Wow, what a show! Of course, my mind always looks for a correlation to selling and there are some good ones here. The sales equivalent to the Home Run Derby wouldn't really work - buyers lining up to place orders with the greatest salespeople on the planet.
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MTD Sales Training
JULY 12, 2017
So, you have finally closed the big one! You have been working on that sale for a long time and no one believed that you could close it, but you did. However, now you look up and see your pipeline is empty. Now you are short on leads, prospects , appointments and generally everything. When your pipeline runs dry, it’s like being stranded on the beach and up to your ankles in troubled waters.
Pointclear
JULY 12, 2017
I read and reread Andy Paul’s book Zero-Time Selling , and gave it to my sales reps. We discussed the 20 chapters in sales meetings each week, with a different representative taking 2-3 chapters and highlighting what he or she had learned. We expected everyone in the sales team to chip in. In the book, Andy discussed 10 essential steps to accelerate every company’s sales.
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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.
Increase Sales
JULY 12, 2017
Yesterday I heard another sales and marketing expert misspeak about mission statements. His webinar probably drew thousands and hence now thousand more salespeople, SMB owners and entrepreneurs potentially will fail in their quest to increase sales and grow their businesses. What this expert did as many other so called experts have done is confuse mission with vision. .
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
BrainShark
JULY 12, 2017
. When reflecting on why reps win certain deals and lose others, we often overlook our teams’ ability to present on-screen material. Did reps’ slip-up during the product demo? Did they forget key slides in the presentation?
SalesProInsider
JULY 12, 2017
“I’m giving notice today.” What manager longs to hear those words from a sales rep? Those words typically don’t make a sales leader’s day. Yet maybe some rep change isn’t the disaster or reason to make a lot of changes. I will share the good, the bad, and the ugly of sales rep turnover. Let’s look closer… Many years ago I was calculating turnover rates for the teams within the company I was working with.
SalesLoft
JULY 12, 2017
Your discovery calls can have a big impact on the deals you’re working. A positive outcome drives your sales cycle forward with ease, while a lackluster call can have your prospect pumping the breaks. With so much hanging in the balance, you’re probably asking yourself “how can I improve my discovery calls?”. We partnered with Gong.io to analyze over 500,000 discovery calls and what we found is that a lot of your call’s strength comes down to the questions; the number of questions you ask, the t
Partners in Excellence
JULY 12, 2017
Today, most of what I hear from sales people and executives is they are opportunity starved. They are all desperate to find more qualified opportunities. Prospecting and lead gen have become the dominant issues in many sales organizations. There are, of course, the ongoing challenges of making sales people understand they must prospect! Clearly, lead gen programs aren’t producing enough and it is irresponsible for sales people not to prospect.
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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.
Your Sales Management Guru
JULY 12, 2017
The Sales Manager’s Guide to Greatness. -a book review-. I recently read Kevin Davis’s book, The Sales Manager’s Guide to Greatness , 10 essential strategies for leading your team to the top, published by GreenLeaf books. This book hits the mark when it comes to setting the standard for successful sales management. What I enjoyed about the book is Kevin’s writing style along with the very important topics he covers in each chapter and the many tools he provides.
Partners in Excellence
JULY 12, 2017
It’s an age old adage, “You get what you measure and compensate for.” If it were true, why do we have such a gap in sales quota performance? We’re measuring it, we’re tracking it, but the majority of sales people aren’t achieving their goals. There are a lot of things that impact quota performance, but I suspect a large part of the challenge are the other things we measure, hold people accountable for, even compensate at some level.
Repsly
JULY 12, 2017
Wondering how to become a product demonstrator? First, you must read up on the role and responsibilities of the job. Though product demonstrators have been around since the invention of the wheel, the role has continuously evolved over time. Today, successful demonstrations demand an individual who is committed to learning, mastering, and sharing a product with others.
Sales Result
JULY 12, 2017
In our 2017 summer blog series 8 Weekly Projects to Stay on Track During a Summer Slump , we'll be sharing weekly ideas and suggested activities for sales leaders to keep themselves and their team productive in the typically slower summer months.
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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.
Close
JULY 12, 2017
What’s makes a great salesperson? Consistency. And this just gets more important when you’re dealing with a sales team.
Sales Evangelist
JULY 12, 2017
As an entrepreneur and seller, prospecting is one of the fundamental things you need to master. Today, I’m sharing some effective ways I’ve seen to get to that decision maker. This is something you’re going to have to do as a seller. These are strategies I’ve seen that work and that you can tweak and […] The post TSE 614: Sales From The Street -“Reaching VITO” appeared first on The Sales Evangelist.
Velocify
JULY 12, 2017
Sales has been targeting contacts at key accounts for decades. On the marketing side, account-based marketing (ABM) has gained major traction, becoming a key strategy to better align with sales and close quality deals. At its core, ABM is focused on personally connecting with your buyers. Having a deeper understanding of your buyers’ goals and objectives and how your product or service can make a difference could help you win more business for your organization.
EyesOnSales
JULY 12, 2017
Live Webinar: How to Create Compelling Email Copy That Converts. Writing appealing copy for your email campaigns can be tricky with so many emails flooding your subscribers’ inboxes on a daily basis. In addition, there will always be the constant war with competitor’s campaigns for you to stand out with your readers. The copy you write for your email campaign is one of the top elements of whether an email campaign is a success or fail.
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