Sales Hacker
MAY 14, 2018
Here are three of the top sales enablement benefits that increase revenue and drive sustainable growth. Sales leaders, welcome to the new paradigm. It doesn’t matter if your product or service is the best in the world. If your sales team doesn’t have the right resources and training, you will lose sales. In today’s fast-paced world, you need to get your junior reps up to speed quickly.
The Center for Sales Strategy
MAY 14, 2018
This article was originally published on Entrepreneur.com.
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Hubspot Sales
MAY 14, 2018
"Looking Forward to Hearing from You" Alternatives. “Could you return all proposal feedback by Friday?”. “Could you help me find the answer here?”. “I saw X and thought of you. What are your thoughts?”. “It would really help me out if you could reply by Wednesday.”. “If you’re too busy to handle this request, is there someone else I can reach out to?”.
Zoominfo
MAY 14, 2018
In marketing, it’s common knowledge that lead quality is generally more important than lead quantity. And yet, marketing lead qualification remains a sticking point for many organizations. In fact, 61% of B2B marketers send all leads directly to sales, but only 27% are sales qualified ( source ). This statistic highlights a huge discrepancy. As a marketer, how do you know if a lead is truly ready to buy?
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.
MTD Sales Training
MAY 14, 2018
It’s an exciting time when you meet a client or prospect for the first time. It can also be nerve-jangling as you try to make a good impression, so your products or services virtually sell themselves. Opening the first meeting contains a whole load of interesting phenomena. You are trying to build rapport; you want to make that great first impression; you want to be better than the competition; you want to come across as friendly but also professional; you don’t want to slip up and make a fool o
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
MAY 14, 2018
What is GDPR? The new regulation referred to is of course the EU General Data Protection Regulation (GDPR) which goes into effect next month on May 25, 2018. This is just the tip of the iceberg in data privacy regulations.
MTD Sales Training
MAY 14, 2018
Episode 17 – Prioritise Your Day In 10 Minutes, Having A Different Perspective, Confucius On Life Improvement. This podcast includes: How to prioritise your day in just 10 minutes. Seeing things from a different perspective. An insight on Confucius on life improvement. Take a look at this episode on [link]. The post Prioritise Your Day In 10 Minutes, Having A Different Perspective, Confucius On Life Improvement appeared first on MTD Sales Training.
Pointclear
MAY 14, 2018
Momentum in sales and sports is a strange phenomenon. Most ‘players’ don’t realize it exists until it slows, stutters and grinds to a halt. Then everyone gets excited, but they don’t seem to recognize momentum has a life of its own. They don’t appreciate that there are things that both enhance momentum and kill it. In this article we’re going to discuss momentum killers for salespeople and organizations.
Close.io
MAY 14, 2018
Every smart sales rep knows you can’t go out and sell to just anyone. You have an ideal customer. And you’re going to have much higher levels of success if you target that exact person. So why don’t you do the same with your inbound sales? Too many startups and SMBs see a customer at their door with a fistful of cash and suddenly forget all the work they’ve put into defining their ideal customer.
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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.
Smart Calling
MAY 14, 2018
A reader emailed me with a question, looking for information on “assuming the sale.” I’ll share the answer with you as well. You need to be careful here. The old school, tactical methods of selling say that you should “assume the sale as soon as the prospect shows some interest.”. I disagree. That’s annoying, salesy, cheesy, and wrong in most cases.
Igniting Sales Transformation
MAY 14, 2018
It might just be one of my new favorite reality shows for a couple of reasons. One, I don’t think I’ve ever seen an instructional reality TV show about selling. I don’t think you can count infomercial types on late, late, late night with someone hawking their sales training program. In Sell it Like Serhant, Ryan gets into the sales trenches with sales reps who need help improving their sales game and saving their jobs.
Anne Miller
MAY 14, 2018
When asked what Carol needed to help increase sales of corporate sponsorships for her companys conferences, her manager said, Confidence. He attributed her disappointing results to poor sales skills and would I help her get up that learning curve.
Mindtickle
MAY 14, 2018
Onboarding for sales engineers isn’t just about making sure they have a pass to get into the building on day one. Research by the Aberdeen Group found that 71% of employees who were onboarded effectively exceeded expectations compared to 8% in laggard companies. While every role may need the same foundational background about your company, […].
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.
Pipeliner
MAY 14, 2018
The Network Selling Model: Vital for Today’s Sales. Network Selling is a sales model we created several years ago, that expresses the ideal needed in today’s interconnected digital sales landscape. It is expressed in the graphic below: In this blog series, we will be going through each of the factors in Network Selling, fully explaining each. But it should be expressed now that the Network Selling model isn’t just for sales—it actually has application in every human interaction.
SalesforLife
MAY 14, 2018
Many sales leaders are familiar with the so-called summer slump. Generally speaking, business slows down when the warmer weather arrives. Decision-makers are out of the office, and it may be more difficult to gather key people in order to make a decision.
Babette Ten Haken
MAY 14, 2018
The power of defining your professional deliverables is grossly under-rated. However, understanding what and how you deliver to clients is the best piece of self-discovery you can focus on. Why? Because once you understand your professional deliverables, so will your clients. Finally. Articulating the compelling case for why they do business with you – and continue to do so – is more than mutually fulfilling.
Partners in Excellence
MAY 14, 2018
Over the past several weeks, I’ve been sitting in a number of pipeline and deal reviews. While the companies are in very different businesses, different solutions, different sales processes, different sales force maturities; I’ve noticed some patterns: Deal quality is not where it need be. Average deal sizes seem to be eroding. Average sales cycles are increasing.
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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
KO Advantage Group
MAY 14, 2018
Have you taken the time to look back at your ideal customer persona since you started your business? Pause for a minute. Look back and re-evaluate what works, what you need to improve, and how to find a better approach to reaching out to your customers and their business. Because admit it, there are times where you just don't want to continue working with some clients.
LeadIQ
MAY 14, 2018
By: Ryan O’Hara. Throughout business history, being first to market is always great, but often times, it is the 2nd and 3rd companies that come to market that prevail. Sometimes it may even be the 15th-20th company in that space then ends up prevailing. This is because they can look at what the current market leader is doing, and do some crazy ninja stuff to beat them out.
Mindtickle
MAY 14, 2018
Strategic sales onboarding, regardless of team size or role, should be a non-negotiable priority for any company. Research by the Aberdeen Group backs this up: a recent study found that when onboarded effectively, 71% of employees exceeded expectations, versus a reported 8% by companies without an onboarding strategy. And while it’s a given that every team member needs to learn the same foundations about the company and its culture, different roles require specialized learning.
Customer Centric Selling
MAY 14, 2018
By John Holland, Chief Content Officer, CustomerCentric Selling®. You would enjoy a lavish life style if you were on the PGA tour and finished second in each golf tournament you entered. In stark contrast a salesperson that came in second on every opportunity would have to live on their base salary and make frequent job changes. By its nature selling is a winner take all proposition.
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.
Revegy
MAY 14, 2018
According to a CSO Insights study, companies that engage in effective ongoing key account planning have win rates nearly double that of companies without a formal process. Moreover, companies that use a solution designed specifically for account planning have an 11-point advantage over those using manual efforts and a 9-point advantage over those using homegrown or CRM applications.
Allego
MAY 14, 2018
“Winging it” won’t cut it in today’s competitive selling environment. Sales managers and enablement pros need to spur reps to practice on their own before getting in front of customers so they articulate the message properly and win more. Geoffrey Colvin, in his article “ What it takes to be great ” in Fortune Magazine, posits that “natural talent is irrelevant to great success…The best people in any field are those who devote the most hours to what researchers call deli
People.ai
MAY 14, 2018
It’s not surprising that managing data is one of a marketer’s least favorite activities. Even though everything modern marketers do hinges upon having accurate CRM data, it’s not always easy to define a data hygiene process that allows you to have confidence in your data. We all know there are issues with duplicate records, incorrect email attribution and more in even the best-kept databases.
Selling Power
MAY 14, 2018
Seventy-six percent of sales managers say sales coaching is strategically important. Yet most also admit that they don’t do it.
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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
Sales Evangelist
MAY 14, 2018
When you’re not making the progress you know you’re capable of, you have a choice to make: do you continue doing the same things you’ve always done, or do you try something new? I believe it’s important to investigate new ideas, and I’m going to conduct a social selling experiment that will accomplish that very […] The post TSE 832: The Social Selling Experiment appeared first on The Sales Evangelist.
Mindtickle
MAY 14, 2018
Onboarding for sales engineers isn’t just about making sure they have a pass to get into the building on day one. Research by the Aberdeen Group found that 71% of employees who were onboarded effectively exceeded expectations compared to 8% in laggard companies. While every role may need the same foundational background about your company, […].
Sales Evangelist
MAY 14, 2018
Facebook is a powerhouse social media platform. Its 2 billion users make it a great place to connect in Facebook groups and a great vehicle for targeted online networking. On today’s episode of The Sales Evangelist, we’ll talk with Travis Chappell, founder and host of Build Your Network podcast, about how to connect in Facebook […] The post TSE 833: How To Connect In Facebook Groups Without Being That One Person appeared first on The Sales Evangelist.
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