SBI Growth

DECEMBER 22, 2017

Joining us for today’s show is Jeff Harris, the Chief Business Development Officer for Millar. Jeff answers questions out of SBI’s 2018 hbspt.cta.load(23541, 'b3b0ba05-3172-4e97-8fd8-29d6273cafc2', {}); to provide guidance on how to onboard and train reps quickly. Turn to the Sales Enablement.

Sales Enablement 222

Sales Enablement Training Hiring How To 222

The Sales Hunter

DECEMBER 22, 2017

Who did you have a significant impact on this year? The past few days I’ve been thinking back on the year by asking myself that same question, and I came up with a long but shallow list. I can list a lot of people I’ve impacted, but at the same time I don’t know if […].

Selling Skills 134

Selling Skills Sales 134

Hubspot Sales

DECEMBER 22, 2017

Today’s salespeople need to know more about their prospects before conducting outreach. And, chances are, they’ll need to know someone other than the decision maker pretty well. In days of old, salespeople could call the C-suite, marketing could email them, and it was much easier to gain access to the decision maker. Now, C-suites can isolate themselves with caller ID, email filters, and assistants.

Decision Maker 141

Decision Maker Gatekeeper Influencer Prospecting 141

Increase Sales

DECEMBER 22, 2017

Today’s questions follows the one result you desire to increase sales leadership. (Read yesterday’s posting for further clarification). What planning action or actions must you take to make that desire a reality in 2018? President and General Eisenhower said “Plans are worthless; planning is everything.” In this hurry up, must have, quick fix sales culture, planning is often “short cutted” or worse yet ignored.

Sales Leadership 88

Sales Leadership Facebook Research Follow-up 88

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

Hubspot Sales

DECEMBER 22, 2017

Do something you love, and you'll never work a day in your life. People ask, " Tony, how do you consistently 15+ hours every day? After three decades, how are you not beyond burnt out on selling, calling, and incessantly traveling across continents? ". It doesn't mean I love every element of what I do or enjoy the rejection-laden gauntlet. Between finishing my latest book, meeting client commitments, and publishing blog articles, I've had moments of near-implosion this year.

Epiphany 115

Epiphany Face-to-face Exercises Energy 115

Hubspot Sales

DECEMBER 22, 2017

How do you get hired at one of the world's best companies? You know, one of those fun companies with great culture, a challenging environment, and has unlimited perks of seemingly everything. With everyone applying for these jobs, I asked myself a question: How can I stand out from the hundreds of other applicants? Well, I'm excited to say with a little bit of luck and a little bit of planning, I figured out how.

Hiring 102

Hiring Company Hubspot Twitter 102

PandaDoc

DECEMBER 22, 2017

Any successful and well-structured business proposal or business plan should include an executive summary. This section can take many forms, lengths, and writing styles. What is an executive summary? An executive summary is, by its very nature, a summarization of information. Serving as an introduction to a proposal, the executive summary often contains brief statements describing what will be further detailed in the coming proposal.

Proposal 72

Proposal Case Study Report Follow-up 72

Engage Selling

DECEMBER 22, 2017

I want to have a quick conversation with you about something that often doesn’t get discussed when we’re talking to sellers, top performers, and sales leaders. It’s a mandatory discussion that we have to have on a regular basis.

Strategy 65

Strategy Conversion Sales 65

Partners in Excellence

DECEMBER 22, 2017

Those who have followed me for some time know this time of year, I shift my focus to a pet project: Charity:Water , more specifically providing clean water to people in villages I will probably never see. I’ve been running annual campaigns to raise money for about 4 years. These, along with donating a part of the profits from the sales of Sales Manager Survival Guide, have enabled us to raise over $40K, providing water to 1000’s of people in Africa and Southeast Asia.

Face-to-face 52

Face-to-face Campaigns ACT Education 52

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Sales

Allego

DECEMBER 22, 2017

Want your team to remember and utilize more of what they learn from sales training? Supplement your written materials with video. Engaging multiple senses in the act of learning improves knowledge retention. This is called multimodal learning. Research shows using images combined with sound improves retention because the brain stores working memory in separate places for each.

Retention 48

Retention Video Distribution ACT 48

Sales Evangelist

DECEMBER 22, 2017

Trong Nguyen wrote a book called Winning the Cloud: Sales Stories and Advice from My Days at Microsoft. He’s packed with some great tips and strategies today so be sure to take a listen. Trong is a top performing technology sales rep, doing some amazing things. We’re discussing some points he covered in his book. […] The post TSE 731: The Keys to Becoming a Successful Enterprise Sales Rep appeared first on The Sales Evangelist.

Enterprise 40

Enterprise Enterprise Microsoft Strategy 40

Pipeliner

DECEMBER 22, 2017

Local. Is it just us or does it feel like everything is a controversy these days? From the shape of the earth to bathroom signage, it seems like anything and everything is worth fighting over. So, Sukle created a conversation guide to help their friends get through holiday celebrations without engaging in a shouting match.

Conversion 40

Conversion 40

Hubspot Sales

DECEMBER 22, 2017

Sales can be rough. Some reps deal with hard days by going for a coffee or listening to music. While providing sales training to many reps, I asked what their most effective motivation-boosting techniques were. One of the most popular responses? Scrolling through funny memes, short videos and gifs. They sent me their favorite sales-related jokes and memes, which I've compiled below.

Hubspot 111

Hubspot Insurance Insurance Call-back 111

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

Hubspot Sales

DECEMBER 22, 2017

Multichannel Sales. Maximize every interaction with your prospect. Have a strong digital strategy. Make sure you have educational content for all stages of the buyer's journey. Align your buying channels. Create a single view of your customer. Fix your website. On October 17, I had the privilege of welcoming over 1,200 senior sales and marketing executives to CEB, now Gartner’s, 8th annual Sales and Marketing Summit at the Cosmopolitan in Las Vegas.

Channels 80

Channels B2B Survey Margin 80