Thu.Oct 17, 2019

Who is Your Sales Superstar?

Anthony Cole Training

Throwback Thursday Post: effective sales coaching Sales Coaching increase sales hire better salespeople consultative selling sales effectiveness training banking sales training professional sales training consultative sales coaching corporate sales training sales force performance management

Sales Process and Why So Many Salespeople Lose Their Way

Understanding the Sales Force

Last night I was on Interstate 90, the MassPike, driving home from the airport in a wind-driven rainstorm. It was so bad I couldn't see the white lines that divide the three lanes nor could I see the Jersey barriers dividing the eastbound from the westbound traffic.

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Ease Compliance Woes with Better Data Management Processes

Sales and Marketing Management

Author: Ben Thoren This past May marked the one-year anniversary of Europe’s General Data Protection Regulation (GDPR), a data privacy regulation that has had a significant impact on the way enterprises process and store personal data.

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Startup sales: Should you sell the future vision or the current reality of your product?

Close.io

As a founder, you have a vision for the potential of your startup. You have a successful company with a team of amazing people. You’re working on an awesome product that solves your customers' needs better than anything else in the marketplace, and your customers love you.

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

Prospecting Dress Rehearsal and Warm-ups

The Pipeline

By Tibor Shanto. Some may not like to say it, but there is a lot of theater in sales. Sometimes drama, sometimes comedy, at times tragic, but sales is a performance art. Once you accept that, it becomes easier to accept some of the up-front work, rehearsal and more that goes into a successful sale.

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Swimming upstream: how Proposify went from selling self serve deals to working with enterprise clients with CEO Kyle Racki

Predictable Revenue

Enterprise deals are tough, long, and require a robust product to compete. Find out how Proposify went from selling self serve deals to working with enterprise clients.

The Radical Shift in Learning: How to Learn in Today’s Data Overwhelm

Pipeliner

In the world I was born into, people went to school in the traditional way. During that time, you were asked what you wanted to be one day. You went to elementary, middle school, high school and university. You learned a profession, and you worked in that profession most of your life.

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What’s the Difference Between Brand Positioning and Brand Messaging?

Guru

So you’ve decided to become a marketer. Welcome to the club! Before you get your swag though, we have one simple request: explain the difference between brand positioning and messaging. product marketing

Real Sales Plays: How to Make $100k in One Month with Outbound Sales

Sales Hacker

Real Sales Plays is a Sales Hacker series featuring real salespeople sharing their playbook for achieving amazing results. Today, we feature Lee Constantine, Head of Growth at Publishizer, a one-of-a-kind publishing platform that is revolutionizing the way publishing and technology come together.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

Cultural Difference in Business

Pipeliner

About Rhett Power: Rhett Power co-founded Wild Creations in 2007 and quickly built the startup toy company into one of the fastest-growing businesses in South Carolina and now he travels the globe speaking about entrepreneurship and management.

The step-by-step guide to building an effective sales strategy

Zendesk Sell

In construction, it’s impossible to erect a building if you don’t have one critical document — a blueprint. Steel frames, power tools, and a team of builders are all important elements, but they’re useless if you don’t have a document to guide the process.

What Is Status Quo Bias in Sales and Marketing?

Corporate Visions

The post What Is Status Quo Bias in Sales and Marketing? by Anton Rius appeared first on Corporate Visions. What Is Status Quo Bias? Status Quo Bias is defined as a person’s innate preference for not doing something different from what they’re doing today.

It’s Too Simple

Selling Energy

Simple Payback Period (SPP) is a metric that all too many prospects are tempted to use when deciding whether or not to fund an expense-reducing capital project. As many of you already know, I am not a big fan of SPP. In most cases, it’s far too simple a tool to evaluate proposed projects accurately.

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

How Sept 11th Transformed Me And My Career w/ Jim Donovan (Bonus Episode)

InsideSales.com

?? 9/11 was a time everyone in the U.S. would never forget, and was a day that changed lives forever. In this Sales Secrets Episode, sales exec Jim Donovan talks about how 9/11 changed him.

Helpful Ideas on How Not to Fear Your Clients

Anthony Iannarino

It is vital that you respect your client. But it is equally important that you don’t fear your clients—or your prospects.

How to Successfully Prospect Enterprise Clients

Smart Selling Tools

How to Successfully Prospect Enterprise Clients. REGISTER NOW. WHEN: FRIDAY, 10/25 AT 8AM PT. Key Takeaways from the Webinar: Strategies to win at enterprise sales prospecting. How to prospect C-level executives for effective ABM closure rates?

Everything You Need to Know About Sales Opportunity Management

Nimble - Sales

Even if your business is profitable, sooner or later you will face the question of how to boost your sales. To achieve this goal, you need to analyze your company’s sales processes and determine exactly what you can do to boost returns.

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

Building a Culture of Mutual Agreements

Sandler Training

I remember taking a parenting class when my boys were young. The big takeaways from the class were the requirement to tell your child what the consequences of their behavior would be and to be clear on what you expected from them. The post Building a Culture of Mutual Agreements appeared first on Sandler Training. Blog Posts Management & Leadership coaching leadership skills sales culture sales management

5 Steps to Boost Your Sales Success Rate by 250%

criteria for success

Looking to boost your sales success rate? Well - if you're not, you probably don't work in sales! Why do 70%+ of businesses fail? What causes your employees to fail to meet their objectives? Why are your salespeople missing quota?

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What the Challenger Sale Gets Wrong about Customer Relationships

Miller Heiman Group

The Challenger Sale—popularized in 2011 by the book of the same name—posits that consultative selling is dead. Instead, it recommends that sellers use friction to aggressively take control of buyer conversations and drive results. While this approach can generate net-new business, its approach contradicts a key concept that research has proven: in uncertain economic times , the best way to grow your sales organization is to invest in deepening customer relationships.

How Xactly's Prior Payment Processing (PPP) Improves Payroll

Xactly

Prior period adjustments complicate payroll for companies. Discover how Xactly Incent's automated Prior Period Processing (PPP) helps improve your efficiency. Incentive Compensation Revenue Recognition (ASC 606

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

?? The Mentalist Talks Persuasion

Pipeliner

‘Mentalist,’ according to Gilian Gork, is a marketing term. A mentalist is anyone who does something for the mind. It involves a lot of psychology, reading and influencing people, and nonverbal communication.

Funnel Radio Line-up October 17

Sales Lead Management Association

Starting at 9 am Pac Line up includes these guests on our podcasts streaming - Denis Champagne, Tzeitel Hviland, Mark Coronna, David Keane, Kyla O'Connell, Kristin Roberts [link] to listen live or go to the post for individual links to the shows. The Best B2B line-up for at-work listeners.

?? Sales Process

Pipeliner

The sales process gets talked about a lot, but people in the organization often don’t fully understand it and struggle with the concept. Using a sales process can be so beneficial for a company, and lead to great success for salespeople.

5 Traits Great Sales Leaders Have In Common

Xvoyant

By Steve Jensen. 4 min read. What sets great sales leaders apart from their less effective peers? What habits and personality traits make them different? Exceptional sales leaders share a number of traits that make them great, and each trait can be cultivated to enhance leadership skills and become more effective. Empathy. Although this trait has taken on new importance in the workplace, it has always been a key differentiator between managers and leaders.

How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

Sales Enablement CRM: A Guide

Showpad

Sales enablement is about ensuring Sales reps have the resources and tools necessary to connect with leads, prospects, and customers in a way that prompts further engagement.

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All Things Personalization with Tim Riesterer {Hey Salespeople Podcast}

SalesLoft

Tim Riesterer is the Chief Strategy Officer at Corporate Visions and he makes it his mission to deliver customer conversations that win. Tim and Jeremey discuss Corporate Visions’ recent study on sales engagement personalization and the key takeaways from it.

How to Personalize at Scale

Chorus.ai

The sales development industry has two camps when it comes to personalization: One camp believes personalization is a terrific idea, but is impossible to scale and so don’t implement the process in their sales development teams.