Pipeliner
FEBRUARY 1, 2019
With thirty plus years of federal service in the United States naval academy, Marine Corps, FBI agent, counterintelligence and author of The Code of Trust. With his background in federal law enforcement in counterintelligence, recruiting foreign spies and building trust to align their priorities with those of us he realized the art form of interpersonal communication.
Understanding the Sales Force
FEBRUARY 1, 2019
Perhaps you saw this too. Yesterday, a post appeared in my LinkedIn feed that talked about the power of sales process. The article was clearly written to support the author's technology application, which helps track sales KPI's; so they should know a little about the topic of sales process. Towards the end of the article, they provided a sample of what an effective sales process should look like.
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InsightSquared
FEBRUARY 1, 2019
Over the last twenty-five years, I have worked in a variety of environments and roles that, in one way or another, focused on the pursuit of sales. During those years, there were many times when I was frustrated by the lack of reporting capabilities necessary to drive continuous improvement. Through it all, it was clear that having the right metrics presented with actionable insights was the key to getting better.
Women Sales Pros
FEBRUARY 1, 2019
It’s a sad fact that most sales presentations and pitches are instantly forgettable. And forgettable presentations are unsuccessful presentations. One of the biggest reasons presentations are unsuccessful is because they follow a structure that has been around since the seventies. And how many of your prospects were even around in the seventies?! Does this mean you need to overhaul your entire presentation?
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
FEBRUARY 1, 2019
Picture this: We are a few weeks into the new year, the results from Q4 are in, and there’s been a big drop in sales.
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Gong.io
FEBRUARY 1, 2019
If doing a product demo FEELS easy and intuitive, watch out. Even if you have lots of product knowledge, doing a product demo persuasively is hard and counterintuitive. That’s right, COUNTERINTUITIVE. What do I mean? I mean that what feels right during a product demo usually causes failure. For example, it probably feels right and intuitive to do a “ramp up” product demo.
Hubspot Sales
FEBRUARY 1, 2019
What's your company worth? It's an important question for any entrepreneur, business owner , employee, or potential investor -- for any size company. And like most complex mathematical problems, it depends on a variety of factors. If you're an entrepreneur , understanding the value of your company becomes increasingly important as the business grows, especially if you want to raise capital, sell a portion of the business, or borrow money.
Nimble - Sales
FEBRUARY 1, 2019
To keep up with the times, salespeople are expected to improve themselves constantly. Gaining new skills and improving those you have are necessary in case you want to move forward. Successful traders often think that they know everything about sales and do not need to enhance their characteristics of a salesperson. However, there is always […].
Partners in Excellence
FEBRUARY 1, 2019
This post is another of my learnings on my personal learning journey on micro improvements. There are two habits I’ve realized are critical to my productivity that are enormously simple, but it’s taken a long time to recognize them. One is hugely simple to implement–it really focuses on my mindset. The other is theoretically easy, but takes a lot of practice to make it real.
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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.
The Center for Sales Strategy
FEBRUARY 1, 2019
- MOTIVATION -. "YOU WIN THE GAME ONE PLAY AT A TIME.". -FRANK TARKENTON. - AROUND THE WEB -. > One Simple Way to Improve Your Sales Process with Content (VIDEO) — LeadG2. Are you using content in the sales process? How do you use content in the sales process? Likely, your marketing team has created a large amount of great content that's not only beneficial for lead generation, but is also helpful for lead nurturing.
Partners in Excellence
FEBRUARY 1, 2019
Not long ago, I wrote a post, Sales Training And The “Forgetting Curve.” It’s stimulated more questions and conversation than I anticipated. I’d encourage you to read the article, but the basic idea is that 80% of skills we seek to develop through training are forgotten within about 90 days (Actually the forgetting curve shows a much more aggressive forgetting schedule.).
Xvoyant
FEBRUARY 1, 2019
Steven Rosen – StarResults — Most sales leaders would agree that effective sales coaching has a positive impact on a sales rep performance and sales. To that end, what is sales coaching? The Corporate Executive Board (CEB) has developed the following definition: Sales’ coaching is an ongoing and dynamic series of job-embedded interactions between a sales manager and sales rep, designed to diagnose and correct/reinforce behaviors, specific to that individual.
Engage Selling
FEBRUARY 1, 2019
?????I just got back from rolling out a program in a part of the world that I’ve never worked in before.
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.
People.ai
FEBRUARY 1, 2019
The world is changing, and business operations are changing with it. Whereas once upon a time marketing could function separately from sales, that time has passed. Industries of the future need a more holistic approach. Today, as much as 70 percent of the buyer journey happens before the customer ever comes into contact with someone from Sales. Each prospect is handed off from marketing to sales.
Smart Calling
FEBRUARY 1, 2019
Nothing has ended more prospecting calls than the words, “I’m not interested.”. Or, variations of it, like, “We’re all good.” Or “We’re happy with what we have.”. But, most salespeople who get blown off the phone by these things don’t understand that these are NOT real objections. Prospects WILL stay on the phone with you, and ultimately agree to meet with and buy from you, when you respond the right way.
Xvoyant
FEBRUARY 1, 2019
By: Steven Rosen – StarResults. Most sales leaders would agree that effective sales coaching has a positive impact on a sales rep performance and sales. To that end, what is sales coaching? The Corporate Executive Board (CEB) has developed the following definition: Sales’ coaching is an ongoing and dynamic series of job-embedded interactions between a sales manager and sales rep, designed to diagnose and correct/reinforce behaviors, specific to that individual.
Pipeliner
FEBRUARY 1, 2019
Register For This Webinar Here: Event Registration. The use of Artificial Intelligence in Sales has become a hot topic with a lot of hype and myth included. Join this expert panel who will discuss AI in Sales and cut through the noise bringing you the reality and the real benefit of AI for Sales. Join our host John Golden with guests Nikolaus Kimla, Adrian Davis and Rob Jolles on February 27th at 10am PST to as they discuss Artificial Intelligence in sales.
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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
CloserIQ
FEBRUARY 1, 2019
The CloserIQ Weekly Roundup features a list of the best content we’ve been reading recently. We’ve compiled some of our favorite reads to help you advance in your sales career and build top sales teams. Featured Article. 6 Sales Tools Your Team Should Be Using. As a manager, it’s your job to help sales representatives learn the ropes and achieve their full potential.
Selling Energy
FEBRUARY 1, 2019
We have so much jargon and so many acronyms in the energy industry that it is easy to confuse non-energy professionals. As many of you know, I’m a big proponent of clarity and simplicity – the fifteen-second elevator pitch , the one-page proposal , the one-page financial summary, and so forth.
Artesian Solutions
FEBRUARY 1, 2019
LONDON, England, February 1, 2019 – Artesian Solutions, the powerful Artificial Intelligence driven service that equips sales teams with the resources they need to succeed in a modern commercial environment, urges organisations to invest in effective sales training, seeing it as vital to boosting their investment in sales technology. According to a 2018 survey by Hubspot, 26% of sellers still rate their on-the-job sales training as ineffective.
criteria for success
FEBRUARY 1, 2019
Today's quote from Patrick Lencioni is about collaboration. Read on to learn more about this week's Let's Talk Sales inspiration. Patrick Lencioni Quote All January we've been writing and talking about planning, strategy, and staying organized. But for February, we're shifting over to teamwork and collaboration. And today's quote is about building trust.
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.
The Accidental Negotiator
FEBRUARY 1, 2019
Resources in a negotiation are not really a fixed pie Image Credit: Alan Levine. At lot of us go into a negotiation like we are getting ready to go to war. We do our research, make sure that we know who we’re going to be going up against, prepare our demands and then use our negotiation styles and negotiating techniques to charge into battle. To us a negotiation is all about competition.
CloserIQ
FEBRUARY 1, 2019
The CloserIQ Weekly Roundup features a list of the best content we’ve been reading recently. We’ve compiled some of our favorite reads to help you advance in your sales career and build top sales teams. Featured Article. 6 Sales Tools Your Team Should Be Using. As a manager, it’s your job to help sales representatives learn the ropes and achieve their full potential.
Paul Cherry's Top Sales Techniques
FEBRUARY 1, 2019
The best way to demonstrate your value is to get your customer to monetize their problem. Here’s how… Customer Issues & Problems A prospect or customer reaches out to you and states, “We have problems and issues for which we need your help…” Before you “jump the gun,” to present your solution, step back and ask the following questions: Tell me what this problem is going to cost you in: Time…?
SBI
FEBRUARY 1, 2019
The Importance of Data & Targeting For Modern Sales Teams. If you’re not fishing in the right pond, it doesn’t matter how many lures you use—you still won’t catch the right fish. Hear Christine Hayden of EverString and Tim Harris, Director of Marketing at DialSource, discuss how to use Modern Data to surface and target accounts that are both high-fit and in-market.
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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
FEBRUARY 1, 2019
What is the value of giving prospects hands-on control during presentations and leave behinds? Zvi Guterman , founder and CEO of CloudShare , is here today to tell us. CloudShare is a cloud company providing IT labs as a service mainly for IT training, IT sales enablement, and sandboxing, all in the cloud. Like most entrepreneurs, Zvi got the idea for CloudShare when faced with a problem that needed a solution.
Showpad
FEBRUARY 1, 2019
Better understanding the buyer journey has always been a challenge for Marketers. Various tools in the marketing tech stack are designed to give a more holistic view of every touchpoint in the buyer journey. More specifically, the Showpad and Marketo integration is designed to help Marketing and Sales professionals see the full scope of the customer journey.
Sales Hacker
FEBRUARY 1, 2019
Objections come in all shapes and sizes and rear their ugly head throughout the sales process. You’ve likely encountered responses like: I like your solution, but I don’t think it’ll work for us. I’ve been talking to a few other providers and your fees are at least 20% higher. Sounds good in theory, but I have a pretty full plate for the foreseeable future.
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