Zoominfo
OCTOBER 22, 2019
Salespeople are perpetually busy throughout the year, as they strive to find their next customer and hit their quotas. While it’s great to see a motivated sales team working hard day in and day out, it’s important for them to take a step back and regroup every once in a while. Sales professionals thrive when given the opportunity to learn, develop new skills, and interact with one another.
Sales 2.0
OCTOBER 22, 2019
You may know I’m a Brit. At the time of this post, the UK government is going through it’s 27th vote on Brexit. (Actually I don’t know how many votes there have been. It’s unlikely anyone could agree on the definition of “vote” ). I’m involved in helping companies sell more effectively. There is an issue in sales that is a lot like Brexit.
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The Sales Hunter
OCTOBER 22, 2019
The prospect agrees to take your meeting, and they even agree to your demo call. Both indicate that they are going to make decision quickly. Then, it’s time for you to close the deal and boom! You get hit hard as this new favorite customer tells you that they have to take it to others to get an approval to buy. Suddenly, the potential to make your quarterly number is going up in smoke!
The Pipeline
OCTOBER 22, 2019
By Tibor Shanto. I enjoy doing podcasts about sales, and as with anything, some are better than others. The ones I seem to enjoy most are ones where the host is still actively involved in sales. The quality and tone of the discussion are always more challenging and meaningful. They speak from experience, rather than the second-hand view from the press booth, far from the field.
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.
Anthony Cole Training
OCTOBER 22, 2019
In our fourth installment of the 9 Sales Productivity Tools, we bring you the next tool in our series, Goal Setting. When we talk about goal setting, we start with personal goals and then help our clients convert those personal goals into business plans. Those business plans have goals for activities that need to be performed, as well as practice management objectives to be accomplished.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Nimble - Sales
OCTOBER 22, 2019
Employers often wonder how to increase profit. Unfortunately, not many of them consider motivating the employees an important factor. However, your profit and success directly depend on the people on your team. The more efficiently they work, the higher the company’s performance. Employee engagement ideas for small companies are especially important.
Zoominfo
OCTOBER 22, 2019
As with nearly every other aspect of business— automation, predictive learning, and artificial intelligence have drastically changed the advertising landscape. The biggest change? Programmatic advertising. Defined, programmatic advertising is the use of data-driven software to automate the buying and placement of digital ads, including online desktop display, mobile, video, etc.
Close.io
OCTOBER 22, 2019
SaaS customers love the freedom and flexibility that monthly subscriptions give them. But you as a SaaS business want to sign them up for annual deals when possible since that's going to increase cashflow and predictability and decrease your churn. How can you make them "give up" freedom and flexibility and commit to your product for a whole year? The scripts and templates you find below will answer that question and help you close more annual deals.
Smooth Sale
OCTOBER 22, 2019
Attract The Right Job Or Clientele: The question, are you ready to update your perspective, came to mind after attending an event and sharing the picture below. The first immediate response to my photo was, the area sure didn’t look like that when I was growing up! Being witness to change in business practices, city growth, and online platforms emphasize the need to be ready to update our unique perspectives.
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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.
Pipeliner
OCTOBER 22, 2019
We have recently made a radical transformation in our business model. Instead of simply hiring employees to sell our product, Pipeliner CRM, and paying them as such, we are partnering with people globally and, when they sell, actually letting them keep a really healthy portion of whatever the final selling price is. Our product is actually a vehicle for our overall strategy.
Janek Performance Group
OCTOBER 22, 2019
Every step of the sales process has gone smoothly – you’ve uncovered needs, presented the ideal solution, gotten agreement from the customer, and all seems good. The client even tells you they plan on buying. But then come the delays. Reason after reason for why they’re not taking the step of physically purchasing. Days turn into weeks, weeks to months, and your hair and sanity are both rapidly receding from frustration.
SBI
OCTOBER 22, 2019
Transforming Sales: How to Maximize Revenue in your Biggest Accounts. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Mark Kopcha , Founder & CEO of Revegy. NANCY: WHAT ARE THE TOP AREAS OF FOCUS IN THE NEXT 12-24 MONTHS FOR ORGANIZATIONS THAT WANT TO TRANSFORM THEIR SALES ORGANIZATIONS?
Anthony Iannarino
OCTOBER 22, 2019
There aren’t too many jobs more difficult than effectively leading a sales force. It is a tough role, with as many ways to get things wrong as there are to get things right. There are, however, common mistakes that awareness will allow you to avoid. Here are nine terrible mistakes sales leaders make and their cures. Not Modernizing the Sales Force : The world of sales has changed more over the last ten years than the preceding forty years.
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.
The Center for Sales Strategy
OCTOBER 22, 2019
Have you ever felt pumped after leaving a sales training session, conference, or workshop, thinking about all the new, fresh ideas you can put into action to improve sales performance ? A good sales training session forces you to grow and challenge yourself. Whether it’s motivational speakers or powerful content, there are several moments where we feel empowered to be better professionals, and we leave with pages of notes and quotes to live by.
Allbound
OCTOBER 22, 2019
Great leaders listen. They understand the importance of keeping their ears – and a line of communication – open when it comes to their teams. With channel partners, modern tools like PRM platforms make it simple to continuously monitor KPIs. But there’s nothing like a good, old-fashioned survey to net honest and straight-from-the-horse’s-mouth opinions from partners.
Partners in Excellence
OCTOBER 22, 2019
Recently, I had an interesting email exchange with someone who clearly had bad experience with sales people. The conversation started around the “intrusiveness,” and “obnoxiousness” of sales people “interrupting” this person’s day. I had a lot of empathy for this person. Every day, I can calls from numbers I don’t recognize (the majority of them are local, even the same exchange……).
BrainShark
OCTOBER 22, 2019
Ramping SDRs quickly and maximizing their performance has a huge impact on the success of the sales team and the company.
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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
Predictable Revenue
OCTOBER 22, 2019
Read more on Outbound Labs – Our Compass in the Storm of Rapid Change… The post Outbound Labs – Our Compass in the Storm of Rapid Change appeared first on Predictable Revenue.
Keith Rosen
OCTOBER 22, 2019
Enjoy the Video! We were finishing two of my leadership coaching program in Dublin, Ireland, for a team of talented sales leaders. As we went around the room listening to what people had learned, one manager said, “I totally believe in coaching and how essential this skill and mindset is so that I can effectively coach my team to achieve their goals.
Richardson
OCTOBER 22, 2019
Month-end is a critical time for sales professionals as quotas loom large. Reaching a sales goal is difficult because customers are often distracted by their own month-end responsibilities. Moreover, many solutions are complex. As a result, sales professionals face the challenges of addressing customer needs, aligning stakeholders, and gaining commitment all in a short period.
Miller Heiman Group
OCTOBER 22, 2019
In this post, Kathy Venincasa, one of our inaugural Miller Heiman Group Icons and a sales forecasting master, discusses what she sees as the top four sales operations best practices. Over the course of my career, my roles in sales operations have ranged from serving as a number cruncher to motivating and training sellers, analyzing sales budgets and compensation plans to forecasting.
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.
Sandler Training
OCTOBER 22, 2019
Holding salespeople accountable: This is one of the major challenges of managing a sales team – regardless of whether it’s a traditional team where people show up for work at a central physical location, or a team working remotely, or a team at a call center. The post The Neglected Art of Holding Your Sales Team Accountable appeared first on Sandler Training.
Guru
OCTOBER 22, 2019
At Guru, our customers live in Slack, so it should come as no surprise that we want to make sure we create a great Guru experience in Slack. When Slack introduced Block Kit earlier this year, we were thrilled to be a launch partner. We used it to make the Guru Help Center in Slackbot a richer, more interactive experience. Today, we’re excited to announce that we’ve taken advantage of the ease of building in Block Kit with Modals to design a better — and more beautiful — end-to-end Guru Slack exp
Chorus.ai
OCTOBER 22, 2019
In basketball, the “post” is a position a player takes in-between the basket and the top of the “key.” It’s a middle position, neither attacking the basket nor dropping back for the three-point shot. That’s why sales prospects who can’t be readily defined as either “inbound” or “outbound” can be categorized as “postbound.” They have the potential to become hand raisers, but for now, they’re hanging back.
Partners in Excellence
OCTOBER 22, 2019
I must have done thousands of pipeline reviews over my career. Somewhat casually, I toss around the terms “Pipeline Quality And Integrity” Usually, we get into a discussion about what these things mean–it’s dangerous to assume people understand. But I usually talk about those terms collectively, that is I don’t differentiate between “Quality” and “Integrity.” Up until yesterday, no one had ever asked me, “What do you mean by integrity?
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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
SalesLoft
OCTOBER 22, 2019
Catie Ivey is the Regional Vice President of Sales at Demandbase and has made her mark in the account-based marketing space. Catie comes on the Hey Salespeople podcast to talk with Jeremey not about ABM, but about diversity in sales. The two discuss the data-backed benefits of a diverse workplace, common misconceptions, and actionable advice for women in sales.
criteria for success
OCTOBER 22, 2019
All leaders are different, but to some degree, there are universal risks a leader should take. These leadership risks are what set apart the great from the good. At Criteria for Success, we work with tons of different types of companies. They operate in different industries, countries, states, and marketplaces. And, one of the best [.]. The post 7 Leadership Risks The Best Managers Take appeared first on Criteria for Success.
InsideSales.com
OCTOBER 22, 2019
??? Hiring a sales rep is one of the biggest challenges organizations regularly face. In this Sales Secrets episode, Neal Benedict shares some tips on how to streamline your hiring process and make sure you only get the best talent. Read on to find out more. RELATED: Your Hiring Is Broken & How You Can Fix […]. The post Hire And Retain Or Wither And Die In Today’s Market w/Neal Benedict Silver Brick Solutions appeared first on The Sales Insider.
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