SBI Growth
APRIL 23, 2018
CEOs must inspire and lead while setting strategic direction. A critical factor for achieving growth and profit objectives lives in the weeds. Talent assessment, powered by the marriage of culture, retention, and the future of HR (aka people analytics), is.
Jeffrey Gitomer
APRIL 23, 2018
Salespeople have feelings too. If you're a buyer, company owner or CEO, I ask you – how do you treat salespeople? Would you like to know how they want to be treated?
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Zoominfo
APRIL 23, 2018
Sales professionals are under constant pressure to achieve higher quotas and deliver value to their clients in an increasingly competitive landscape. To gain a better understanding of the specific challenges facing sales professionals in 2018, Richardson Sales Training surveyed more than 350 sales professionals. The resulting 2018 Selling Challenges Study provides a panoramic view of these challenges and solutions to overcome them.
Jeffrey Gitomer
APRIL 23, 2018
Anne Boe is one of America's foremost networkers. In the last twelve years she has worked 100's of rooms as a speaker and author. (Book title: Is your "NET" Working? ).
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.
Hubspot Sales
APRIL 23, 2018
Salespeople don’t hold all of the cards anymore. With a quick Google search and some browsing, prospects can gather as much information about a product as a salesperson has. As a result, it’s harder for salespeople to demonstrate their expertise. And if they can’t demonstrate expertise, it becomes all the more difficult to establish credibility and eventually build trust.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Pipeliner
APRIL 23, 2018
My eyes glaze over when I read articles on sales ethics. There is a huge volume of content out there on the topic, and there are almost a limitless number of prescriptions on how salespeople can adopt a better moral code — every writer has their own take on the subject. I find that the advice given tends to present a nirvana perspective on how sales should comply with norms promulgated by academics and experts alike.
Hubspot Sales
APRIL 23, 2018
Questions are the key to sales. From the first insightful question that makes a prospect think, "This person might have something to offer me," to the ones that get a prospect to realize, "We need what this company has," to when you finally hit pay dirt and prospects say, "Yes! We are ready to solve this problem once and for all," questions are what drive a sales process forward.
Selling Power
APRIL 23, 2018
Customers today have more choices than ever, and loyalty is a moving target. Product and service satisfaction are no longer enough to guarantee sales growth – brands need to engage on a far deeper, emotional level.
The Center for Sales Strategy
APRIL 23, 2018
Have you ever tried to fill a leaky bucket? Pouring water into the bucket while water leaks out from the bottom is a fruitless process and a waste of time. The net result is a partially-filled bucket!
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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.
Go for No!
APRIL 23, 2018
What happens when you get inspired? What’s the underlying benefit? For us, it’s one word: HOPE. If you’ve ever felt hopeless, it is about the worst feeling you can have. Someone said, Everything in the World is Done by Hope. We all have one thing in common, and that is the desire to better our situation and improve our lives. For many, it’s far too easy to get sucked into the belief that we are limited, that our dreams are impossible and that the ‘good life’
Accent Technologies
APRIL 23, 2018
Get the expert perspective on sales enablement in this insightful industry Q&A with Accent Technologies’ CEO and Impact Instruction Group’s President. Every B2B sales team wants to improve revenue growth, but achieving higher sales isn’t as simple as flipping a switch. So, what’s the tried and true approach? Sales enablement. (more…).
Bigtincan
APRIL 23, 2018
Part 1: What is GDPR, and What is All the Fuss About? What is GDPR? On May 25th 2018, the European Union General Data Protection Regulation (GDPR) will come into force throughout the European Union (EU) and European Economic Area (EEA). This new regulation has created a lot of discussion amongst data processing specialist both […].
DocSend
APRIL 23, 2018
In today’s world, email is the most important and often most successful method for selling and marketing your product, even more so than PPC campaigns and social media. And, it makes sense that when it comes to sales prospecting, email continues to be the method of choice. This is because, unlike other channels, sending an email provides you with a direct connection with your prospect.
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.
SalesforLife
APRIL 23, 2018
You’re a seller, a sales leader, an entrepreneur—and you feel you’re missing the mark on creating a personal brand. You’re not alone. Six years into my committed journey into digital selling best practices and I still have moments of Instagram, LinkedIn, and YouTube envy. But then I step out of myself and really review what matters: “Are you engaging the right type of customer in a way they want to learn from you?
Pipeliner
APRIL 23, 2018
Why is the subject of process so important? Why is it as important to have a marketing process as it is to have a sales process? Why should sales and marketing processes be connected? On what should you base your sales and marketing processes? The subject of the sales process has been around for many years—the subject of marketing process, not so much.
Close
APRIL 23, 2018
You hang up the phone… An hour long sales call is now in the books. It was a quality lead you’ve been trying to get time with for a while.
Sales Hacker
APRIL 23, 2018
The post How to Turbocharge Conversions by Adding a Human Layer to Your Sales Stack appeared first on Sales Hacker.
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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
Xactly
APRIL 23, 2018
No organization exists without facing challenges. From increasing sales to enhancing productivity, these obstacles inadvertently affect an organization’s overall performance and bottom line. To stay competitive, it is important for companies to plan ahead and understand what changes, if necessary, need to occur in order to remain profitable. The Forecasting and Sales Planning Relationship.
Sales Evangelist
APRIL 23, 2018
If a buyer doesn’t believe you’re credible, he won’t do business with you. Credibility takes time to craft, and it’s incredibly delicate and easy to lose. You must do everything you can to avoid destroying your credibility. On today’s episode of The Sales Evangelist, we continue our sales basic series with a discussion about how […] The post TSE 817: Selling Basic 101…Doing This Will Destroy Your Credibility!
DocSend
APRIL 23, 2018
In today’s world, email is the most important and often most successful method for selling and marketing your product, even more so than PPC campaigns and social media. And, it makes sense that when it comes to sales prospecting, email continues to be the method of choice. This is because, unlike other channels, sending an email provides you with a direct connection with your prospect.
Sales Evangelist
APRIL 23, 2018
Qualifying represents a vital piece of the sales process. Qualifying is perhaps the most underserved part of the process, and most of us are doing it wrong. Truth is, it doesn’t matter how well you close if you don’t have a good pipeline. On today’s episode of The Sales Evangelist, we’ll talk to John Barrows […] The post TSE 818: 10 Effective Qualifying Questions Salespeople Should Ask Each Prospect appeared first on The Sales Evangelist.
Advertiser: ZoomInfo
Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.
ExecVision
APRIL 23, 2018
Being a sales leader (CRO/Head of Sales) is hard and in many ways getting harder every day. Not just because the job is a bit daunting and the expectations are almost always high, but the complexity of the job is getting harder, the number of tools and processes you need to have as well as the amount of training you have to do are all growing exponentially.
Altify
APRIL 23, 2018
Over the last few weeks I have posted here , here , here , here , and here to describe the underlying framework to build your Ideal Customer Profile. Doing this well is one of the most impactful exercises for Marketing and Sales professionals. In this post I will pull it all together in a model that you can use. (The entire model is described in detail in my latest book: Digital Sales Transformation in a Customer First World ).
ExecVision
APRIL 23, 2018
I’ve been to a lot of events in my career: sometimes as a sponsor, sometimes as a vendor, and other times as an attendee. Depending on the day I am the prospector or the prospected, the hunter or the prey. Over time, I’ve noticed the number and quality of interactions between attendees and sponsors has gotten worse. People used to approach sponsors’ tables and booths, but now they avoid the exhibition hall altogether.
Sales Gravy
APRIL 23, 2018
If you communicate well, you have the competition beat by a mile. The question then is whether or not you're fostering good communication in everything you do. If you can only be one thing, be a good communicator!
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Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp
Selling Fearlessly
APRIL 23, 2018
Not too long ago I spoke about Nicki’s attitude regarding weight loss—specifically that she saw it as really hard, difficult. I told her she needed to reframe her attitude. Please read the rest of that blog—The Question is, How Badly Do You Want It?—to discover the point I was making. Today I want to touch […].
Sales Gravy
APRIL 23, 2018
Failure to listen to others who offer a contrary viewpoint can hamper progress, profitability, and performance.
DataHug
APRIL 23, 2018
Relationship mapping is a key skill that any business to business (B2B) sales executive should have. Every B2B sales deal is complex and involves multiple key stakeholders. Mapping key relationships to executives, decision-makers and influential partners can help a salesperson… The post What Is Relationship Mapping and How Should Sales Teams Be Using It?
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