Sales Hacker
JULY 2, 2018
Below are six examples of sales discovery questions you should ask your prospects for an accelerated sales process. In sales, it’s normal to spend hours rehearsing for an upcoming demo and fine-tuning the deck. But when it comes to the discovery call , many of us assume we can wing it. It’s strange because the discovery call is how we uncover critical information early in the sales cycle.
Shari Levitin
JULY 2, 2018
There’s a scientific phenomenon that explains an idea called “Confirmation Bias.” Cognitive researchers have found that we have an unconscious tendency to seek out and readily accept information that confirms our preconceptions, and to ignore, distort, or discount information that contradicts (or disconfirms) them. The post Three Simple Tips to Practice “Constructive Delusion” appeared first on SHARI LEVITIN.
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The Sales Heretic
JULY 2, 2018
Most of the time, we salespeople want to be warm, friendly, and caring. We want to be liked and well-received. But warm and fuzzy doesn’t always get the job done. Sometimes, we need to be scary. Because sometimes prospects don’t appreciate the dangers of not acting. Other times, they’re afraid of the wrong thing. In [.].
Zoominfo
JULY 2, 2018
We get it, recruiting can be tough—especially in today’s competitive hiring market. The reality is, as a recruiter, you’re competing with thousands of other recruiters for the same batch of high-quality candidates. In any given day, a recruiter must focus on building strong relationships with both job seekers and hiring managers and put in the effort to stay organized, keep track of scheduling information, minute candidate details, and hiring preferences.
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.
Jeffrey Gitomer
JULY 2, 2018
WOW is your ability to be different. The WOW factor and your closing ratio have lots in common. If you don't WOW 'em it's likely you won't sell 'em. I went to New York to sell a publisher on a book of my first 100 articles. I used the WOW factor.
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Jeffrey Gitomer
JULY 2, 2018
How important is a sales letter/email?
Sales and Marketing Management
JULY 2, 2018
Author: Rilind Elezaj Everything starts with content. If your content development strategy is right from the beginning, the rest will follow. Things have changed, and today your content will not rank high just because it is SEO friendly. The quality of the content determines the feedback you will receive. Great content will inform, instruct, tell your story, entertain and sell both goods and services.
Anthony Cole Training
JULY 2, 2018
In 1975, I was Junior offensive lineman at UConn. On the team that year were a group of seniors that knew that their playing days were pretty much over. Younger players had been recruited and they were starting ahead of them. Those seniors formed a bit of a club – the Coast-to-Coast Club.
Understanding the Sales Force
JULY 2, 2018
It's summer so they're digging up streets, repaving roads, and repairing bridges. That leads to epic traffic jams, long commutes and tremendous amounts of frustration. And you're late! I've been doing my best impression of the digging, without the paving and repairing. Ten of my last fourteen articles have been based on Objective Management Group's (OMG) data from the evaluations of 1.8 million sales professionals and like the road work, we're gonna dig some more today!
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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.
Drift
JULY 2, 2018
Podcasts have the power to provide bite-sized chunks of insight in a short period of time. In 15, 20, or 30 minutes in the car, on the train, or in your Uber, you can turn your commute into an opportunity to learn about sales and marketing from some of the best and brightest in the space. With hundreds of podcasts out there, it’s tough to craft a short list of the ones worth your time.
Pipeliner
JULY 2, 2018
Building a sales organization that is able to respond to “the unexpected” is one of the most challenging roles for leaders to play in today’s environment. Market dynamics are significantly different than in the past where there were greater continuity and relatively less unpredictability. Today it is commonplace to see multiple new technologies shot into markets simultaneously; each ripping market flow with massive disruption.
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.
Hyper-Connected Selling
JULY 2, 2018
“I think I would really like his life.”. That was a statement made by my wife last year while watching an episode of Anthony Bourdain’s Parts Unknown. It’s one that I could echo. And it was an understandable sentiment. It seemed like a pretty good life. Travel around the world, go to interesting places, eat delicious food, spend time with fascinating people.
LeadIQ
JULY 2, 2018
By Jack The Intern. Have you ever noticed that spreadsheets and lists have a.CSV at the end of their filename? Are you one of those people who say, “I have no idea what a CSV is? Is that a pharmacy?” Don’t worry. We’ve all been there. Prior to writing this blog, I thought Microsoft invented the CSV. Luckily, I was shamed into submission by management to understand that the history of the CSV goes way deeper than that.
The Center for Sales Strategy
JULY 2, 2018
Technology continues to advance at lightning speed. It’s these advancements that change the way we live our lives. It seems that new technology impacts just about every aspect of our life. The way we communicate – from phone calls and letters to texts and social media. The way we consume entertainment – from going to a theater to streaming content on multiple devices.
Accent Technologies
JULY 2, 2018
Each month, we put together the best articles on marketing strategy and sales enablement in one place. Click to see the top articles from June! We’ve scoured the internet over the past month and put together the articles and blog posts on sales enablement you definitely will want to read: (more…).
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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
Babette Ten Haken
JULY 2, 2018
Take a mid year professional innovation break! Refresh and recalibrate your brain. This midyear professional innovation blog post review reflects the top 5 blog posts that readers find most relevant, valuable and impactful to their professional development trajectory. Often, we are so caught up meeting our organization’s KPIs, that we do not have the time to concentrate on ourselves.
Customer Centric Selling
JULY 2, 2018
By John Holland, Chief Content Officer, CustomerCentric Selling®. How should sellers reply when they are not going to win a transaction but are asked for a “best and final” number? Some respond with the lowest possible price with the thought being they may be able to steal the business (unlikely) or at least make it a skinny deal for their competitors.
Miller Heiman Group
JULY 2, 2018
According to a recent CNBC report , nearly 40 percent of this year’s college graduates aren’t confident they can pay off their student loan debt within 10 years. And, while the U.S. unemployment rate is unusually low, the report cites a worrying statistic from the National Association of Colleges and Employers: “Employers plan to hire 1.3 percent fewer graduates from Class of 2018 than they did from Class of 2017.
criteria for success
JULY 2, 2018
The featured guest on episode 61 is Dave Will. Dave is the Co-Founder and CEO of PropFuel, an inexpensive and effective software to cultivate a strong company culture. Dave Will is all about teamwork, collaboration, relationships, and cultivating healthy culture. Interview with Dave Will On this "Sales Leaders Talk Sales" episode, Dave shares insights on [ ] The post Let’s Talk Sales!
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.
Drift
JULY 2, 2018
Podcasts have the power to provide bite-sized chunks of insight in a short period of time. In 15, 20, or 30 minutes in the car, on the train, or in your Uber, you can turn your commute into an opportunity to learn about sales and marketing from some of the best and brightest in the space. With hundreds of podcasts out there, it’s tough to craft a short list of the ones worth your time.
Xactly
JULY 2, 2018
In a perfect sales world, every deal would close without objections, payment issues, or any hassles at all. Unfortunately, no sale is perfect. It can often feel like every sale comes with its own unique challenges, and closing can be the most difficult part of the process. However, sales objections aren’t always a bad thing. As a sales manager, it’s important to express to reps (especially those starting their sales career) that sales objections, while sometimes difficult to handle,
Selling Power
JULY 2, 2018
While companies are trying to fill plenty of entry-level sales and marketing roles, there is one underrated job they should emphasize: the sales proposal writer.
Sales Result
JULY 2, 2018
Business-to-business selling is a whole different beast than selling direct to consumers. Different needs, personas, sales processes, and statements of value only scrape the surface of the variances between the two.
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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 Power
JULY 2, 2018
While companies are trying to fill plenty of entry-level sales and marketing roles, there is one underrated job they should emphasize: the sales proposal writer.
LeadIQ
JULY 2, 2018
By Jack The Intern. Have you ever noticed that spreadsheets and lists have a.CSV at the end of their filename? Are you one of those people who say, “I have no idea what a CSV is? Is that a pharmacy?” Don’t worry. We’ve all been there. Prior to writing this blog, I thought Microsoft invented the CSV. Luckily, I was shamed into submission by management to understand that the history of the CSV goes way deeper than that.
Growbots
JULY 2, 2018
Today’s marketplace is driven by the consumer. This means effective lead developing entails establishing and nurturing buyer relationships. This is based on lead scoring as well as content marketing. . Web traffic is not guaranteed by good content alone. Visitor retention is what matters; that’s how visitors can be converted to prospects. Content created should be centered on what the lead is looking for to effectively cater to them.
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