MTD Sales Training
AUGUST 20, 2018
It’s a common subject brought up on our training programmes, and it can affect even the most experienced of salespeople. How do we overcome the feeling of nervousness before having a sales interaction? First, let’s highlight why nerves may show themselves. Feeling anxious, uneasy or worried is a natural reaction to stressful or uncomfortable situations.
Anthony Cole Training
AUGUST 20, 2018
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LevelJump
AUGUST 20, 2018
How do you quickly create an effective sales onboarding program? Hard thing to do for sure, and many times it’s just knowing where to start and what you want to do.
Sales and Marketing Management
AUGUST 20, 2018
Author: Paul Cherry I was working with a manufacturer of medical instruments that use lasers to measure blood flow. The products cost upwards of $50,000 and are sold primarily to medical research facilities. With a niche product like this, the pool of potential customers is small, so you have to make the most of every opportunity. Unfortunately, the closing percentages for this company were low.
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.
SBI Growth
AUGUST 20, 2018
It’s Crunch Time – the Beginning of Q4. Are you going to hit your 2018 number? What’s your forecast for 2019? Do you have the heads, processes, and funding to ensure a successful 2019? Only a handful of Sales Ops leaders can.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Pointclear
AUGUST 20, 2018
Most sales and marketing teams are looking for ways to generate more leads. It's likely a daily discussion for most of us, but have you ever considered that your sales reps need fewer leads—or more accurately, fewer raw, unfiltered, unqualified leads. Sales reps need leads that have been carefully qualified and properly and consistently nurtured increasing the likelihood of a sale.
Zoominfo
AUGUST 20, 2018
Marketing automation has become an increasingly effective tool in today’s technology-driven business landscape. In fact, studies show that the use of a marketing automation platform produces, on average, 60% revenue growth for B2B businesses ( source ). While its name implies marketing automation is strictly for marketers, sales teams can also use marketing automation to boost productivity and efficiency.
Close.io
AUGUST 20, 2018
“I have [insert disadvantage]. How could I possibly succeed in B2B sales?”. I can’t tell you how many times sales reps have told me they can’t sell because something is getting in their way. I get it. Sales isn’t always easy. And it can drag you down when you feel there’s something making it even harder just for you. But there’s a silver lining to everything.
Shari Levitin
AUGUST 20, 2018
Many salespeople share how others have used their product, but they fail to think about why they’re telling the story or how it will benefit the customer and the sales process. Before telling any story, ask yourself these questions. The post Why Stories Are Rocket Fuel For Your Business Growth appeared first on SHARI LEVITIN.
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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.
Topline Leadership
AUGUST 20, 2018
Every experienced sales manager knows how costly it is to make a bad hiring decision because that bad hire takes a lot of your time and attention and then doesn’t contribute anything. Here are six “must-have” techniques that successful sales managers can use when hiring salespeople. Ask for a “Memo of Understanding” from the [ ] The post Hiring Salespeople: 6 Must-Have Techniques for Making Better Hiring Decisions appeared first on TopLine Leadership.
The Center for Sales Strategy
AUGUST 20, 2018
When a problem comes along, you must whip it. When something's going wrong, you must whip it. Now whip it into shape… shape it up, get straight, go forward, move ahead. Try to detect it… it's not too late to whip it! Whip it good! -Devo, "Whip It".
LevelEleven
AUGUST 20, 2018
As an undergraduate at Wayne State University Mike Ilitch School of Business, I learned how important strategy and execution are to the success of an organization. Regardless of company size, organizations have many layers, departments, and employees that need to work together seamlessly. Realizing business objectives requires planning and monitoring progress and nobody wants to spend their time on spreadsheets to do so.
Costello
AUGUST 20, 2018
If you were to ask someone in an organization what they think of when they hear the phrase “sales team”, their first thought would most likely be the new business sales team: the SDRs, the account executives, and the field sales reps who are fearlessly picking up the phone to prospect, moving opportunities through the pipeline, and inking fresh contracts.
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.
Gong.io
AUGUST 20, 2018
We’ve entered an era where how you sell has become just as important as what you sell. Here’s why…. Every product category out there is exploding in competition. Customers have hundreds of choices for any category of product they want to buy. And all of them are more or less the same. Differentiation based on product features is short-lived at best, and non-existent at worst.
Partners in Excellence
AUGUST 20, 2018
Moving into the role of Sales Manager is a challenge for everyone. Most people struggle, and if you aren’t struggling, perhaps you should be worried. Often, new managers don’t get great coaching from their managers. Often, new managers don’t pay attention to the coaching they get from their managers. Too often, new managers rush in to change things–because they think that’s what managers do.
Babette Ten Haken
AUGUST 20, 2018
Customer retention experiences create a rich chronicle of just how it is to work with us, and our organizations. Yet, how many of us are storytelling, featuring our loyal and retained clients? Chances are, we focus on the dramatic: the big, sexy stories where we clearly are heroes and heroines. Solving daunting problems, overcoming time-intensive obstacles.
Hubspot Sales
AUGUST 20, 2018
Major industry events are all about entertainment, motivation, and connection, right? Well, sure. But they’re also great opportunities for salespeople to build relationships and generate revenue. Each year, the INBOUND event draws thousands of sales and marketing professionals to Boston ( Hint: It’s happening in about two weeks, so click here to sign up ).
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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
Selling Power
AUGUST 20, 2018
Here are four proven sales leadership techniques to challenge and change self-limiting beliefs so you can get better sales performance this quarter.
Product Management University
AUGUST 20, 2018
A product marketing roadmap for sales is like a popular technique used in deep sea fishing. The captain turns on the sonar to locate schools of fish, you put the appropriate bait on your line, drop it and start reeling in fish. Has product marketing taken your salesforce deep sea fishing this year? Your product marketing roadmap is the equivalent to sonar on a fishing boat.
The ROI Guy
AUGUST 20, 2018
Buying of B2B solutions isn’t just difficult, new research indicates that “it’s become nearly unnavigable”. Gartner says that today’s customers are spending around two-thirds of the buying journey gathering, processing and de-conflicting information. An ever growing buying committee, an inability to differentiate look-alike options, frugality and risk aversion, are all conspiring to make purchase decisions more difficult.
Xactly
AUGUST 20, 2018
Automation and artificial intelligence/machine learning (AI/ML) have grown in popularity over recent years. Companies in all industries are beginning to dip their toes into intelligent tools to grow their businesses. Technology like IBM’s Watson, Amazon’s related items, and Netflix’s watch suggestions is making business interactions with customers more digital, and the same can be said for sales organizations.
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.
Sales Evangelist
AUGUST 20, 2018
Sales numbers won’t tell you much about your sales team. They might tell you who’s struggling and who isn’t, but they won’t tell you where the problems lie. Numbers alone aren’t sufficient to help you coach your sales team. On today’s episode of The Sales Evangelist, we’ll discuss the role numbers play in coaching a […] The post TSE 902: Numbers Alone Can’t Coach appeared first on The Sales Evangelist.
criteria for success
AUGUST 20, 2018
The featured guest of episode 75 is Brynne Tillman. She is the Co-Founder, Strategic Advisor, and Chief Learning Officer of Vengreso, a sales training company that emphasizes social selling and sales and marketing alignment. With over 25 years of experience, Brynne has become an expert in the art of helping companies create growth. She teaches businesses [ ] The post Let’s Talk Sales!
Altify
AUGUST 20, 2018
I too have heard the horror stories. The senior executive arrives to join the ‘closing call’. Because she is not well prepared she sends the deal sideways. Or because there are no agreed rules of engagement she overrides the salesperson’s pricing strategy during the meeting. Everyone’s credibility suffers. I’ve seen this happen too many times. Sales that should have been won were lost or relationships with existing customers can be irretrievably damaged.
Pipeliner
AUGUST 20, 2018
The Top Skill of Successful Salespeople? Emotional Intelligence. What Traits are in the Toolbox?: Emotional intelligence and intellectual intelligence probably aren’t the first thing that comes to mind when you think “salesperson.” Traits like good speaking skills, extroversion, and dedication are all likely to be at the top of the list of descriptors for those who have chosen sales as their profession.
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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
ExecVision
AUGUST 20, 2018
Get ready to supercharge sales effectiveness with Outreach and ExecVision! We’re excited to announce that we’re partnering with Outreach to provide their users with a free month of ExecVision*. Learn more about uncovering key insights in your sales calls with the ExecVision + Outreach integration below. ExecVision’s conversation intelligence technology ingests, transcribes, and analyzes your sales calls made through Outreach to provide powerful data and insights.
Carew International
AUGUST 20, 2018
Sales enablement ultimately comes down to being able to integrate three different areas – development, technology and strategy – in a way that creates a strategic advantage for your sales team. Read this Training Industry blog by Carew CEO Jeff Seeley to see what sales enablement truly is and how you can leverage it to drive success in your organization.
Altify
AUGUST 20, 2018
I too have heard the horror stories. The senior executive arrives to join the ‘closing call’. Because she is not well prepared she sends the deal sideways. Or because there are no agreed rules of engagement she overrides the salesperson’s pricing strategy during the meeting. Everyone’s credibility suffers. I’ve seen this happen too many times. Sales that should have been won were lost or relationships with existing customers can be irretrievably damaged.
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