Membrain
FEBRUARY 5, 2020
Dear Company Leader, I see you. You’re frustrated by your sales organization. By its lack of growth. The missed forecasts. Failing to meet targets. Your sales leaders send people to training, and nothing gets better. They invest in new tools, but the problems remain. You pour tons of investment into strategic consulting and big, fancy new initiatives, only to have them peter out and yield nothing or less than nothing.
Connect2Sell
FEBRUARY 5, 2020
In last week’s CONNECT2Sell blog post, we got an overview of why communication skills are so crucial to sales success. In fact, out of all the soft skills required for selling, communication skills may be the most important of all. The surprising takeaway is that there are a minimum of 20 specific skills under that broad umbrella of communication.
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SBI Growth
FEBRUARY 5, 2020
Many CEOs often ask us while planning for 2020, “what’s the secret marketing sauce? What’s worked for your other clients when it comes to the marketing mix? What isn’t working?” And as most CMOs can agree, there’s no such thing.
Zoominfo
FEBRUARY 5, 2020
It’s tough to name a marketing tool more powerful than the mobile phone. That’s right—these days it’s less of a phone and more of a lifeline that consumers are connected to nearly 24/7. They don’t just surf the web and refresh their social media feeds. They’re also using their mobile phones to interact with businesses […].
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.
Adaptive Business Services
FEBRUARY 5, 2020
I have spent a lot of time recently contemplating the state of outbound prospecting. To be fair, most of what I am about to discuss is based on my experience as a buyer vs. as a seller. As a salesperson, I see this as a very serious concern. I also need to make it very clear that, as we discuss these methodologies, we are looking at them for use in cold prospecting.
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Close.io
FEBRUARY 5, 2020
It’s time for the showdown: CRM vs spreadsheet. Which one does your business really need? When you put these two in a ring and let them fight, there’s obviously a clear winner. Spreadsheets are a huge step up from Post-it notes and email threads, and using a template like our SalesTable CRM spreadsheet templat e can help a small business get started with lead tracking and organize contacts.
Anthony Iannarino
FEBRUARY 5, 2020
There was a time when a post like this would be about salespeople who used high-pressure selling techniques, the hard sell and bullying to cause their polite, conflict-averse prospective clients (i.e., victims) to buy products or services under duress. The craft we call “sales” has evolved, and thankfully, the sales techniques described here are lost forever and unknown to salespeople.
Allego
FEBRUARY 5, 2020
Boston Celtics power forward Jayson Tatum and his generation of NBA players are better athletes at younger ages than any previous lineup. Their secret is access to more information than anyone has had before. How do they do it? They’ve spent their entire lives watching basketball on YouTube. 21-year-old Tatum, according to the Wall Street Journal , was seven when YouTube was invented, and soon he began searching for Kobe Bryant videos.
Force Management
FEBRUARY 5, 2020
"Shift Left" is a saying we often promote to our Value Negotiation customers. What we mean by this saying is that your salespeople need to start the negotiation strategy early on in the sales process. It needs to be a part of the far left columns in your sales process, not just in the late stages of the opportunity (the sections to the right of the page).
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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.
Sandler Training
FEBRUARY 5, 2020
In selling to and serving major accounts, we hear a lot about value. Certain buzzwords have emerged around this topic, terms that, more often than not, simply add confusion. The post Value Is in the Eyes of the Client appeared first on Sandler Training.
Allbound
FEBRUARY 5, 2020
Being picky has a bad reputation. But when it comes to some things – like pizza toppings, the milk/sugar ratio of your coffee, or choosing channel partners – selectivity is the only way to get exactly what you want, no concessions required. Why be picky about partners? Truth be told, not all potential channel partners are going to fit with your product, process, and vision.
Sandler Training
FEBRUARY 5, 2020
It’s the start of a new year, with new goals, new challenges, and new opportunities. Each sales team is unique. but every team leader in every industry is, we believe, likely to be interested in the answer to a critical question about the year 2020: What can we do to improve closing ratios and margins this year? Here are three proven strategies to consider from the Sandler leadership playbook.
Pipeliner
FEBRUARY 5, 2020
There is no question that adding in a relocation makes recruiting for a role much more complex. It is indisputably easier to find local talent when filling a position. However, attempting to recruit the very best executive talent often requires extending the search beyond a specific geographic region… We have seen countless deals fall apart over the years because companies tried to save some money on relocation costs, and end up alienating the candidate or even worse the spouse, which n
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.
Xactly
FEBRUARY 5, 2020
Sales compensation is the main driver of team performance. Here are five reasons you shouldn't cap sales commissions and how it helps you hit peak performance.
Marc Wayshak
FEBRUARY 5, 2020
Need more sales leads? Follow these 7 ways to generate more sales leads this year with a prospecting campaign. Check it out. The post 7 Ways to Generate More Sales Leads This Year with a Prospecting Campaign appeared first on Sales Speaker Marc Wayshak.
Aviso
FEBRUARY 5, 2020
It’s hard to improve process maturity when your CRM is holding you back. According to research from CSO Insights, the more mature your sales processes, the more success you’ll have as a company. In fact, companies with formalized, well-developed sales processes hit their sales quotas almost 20% more often than companies with scrappier sales process […].
Sales Result
FEBRUARY 5, 2020
Being in sales requires being an optimist. Regular rejection and the pressure of hitting your numbers means you have to believe in what you are doing. Keeping your salespeople optimistic is a must and relying on their predictions of sales revenue requires some filtering.
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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
Sandler Training
FEBRUARY 5, 2020
Hope, the saying goes, is not a strategy. Wise words! But are you perhaps relying on hope a bit too much after you and your team lose a major account? The post Move Beyond Hope: In Major Account Sales, You Win or You Learn! appeared first on Sandler Training.
Anne Miller
FEBRUARY 5, 2020
Getting the attention of your customers, whether in an advertisement, email, social media post, or presentation, can be a challenge. My guest blogger this week, business owner Ryan Scott , shares his tips to help you interrupt and engage your. customer’s attention in print or in person. Start with a question – A series of rhetorical questions stimulate the audience’s mind as they ponder the answers.
Sandler Training
FEBRUARY 5, 2020
Mike Montague interviews John Rosso on How to Succeed at Getting More Referrals. In this episode they will answer, why are referrals so critical, how to create a well rounded prospecting plan, and so much more. The post How to Succeed at Getting More Referrals [PODCAST] appeared first on Sandler Training.
Product Management University
FEBRUARY 5, 2020
If you use market segments and personas interchangeably, your market aim could be a little off! Use them in conjunction with one another though, and you have higher value targets for product management, product marketing, sales and customer success teams. The Playbook: Think of market segments as the WHO and personas as the WHAT & WHY. Market segments typically consist of the following three components.
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.
RAIN Group
FEBRUARY 5, 2020
Date: Thursday, February 13, 2020 Time: 11 A.M. ET Presenter: Mike Schultz Cost: Free. Whether you work on a sale for 9 days, 9 weeks, or 9 months, you can lose it in an instant during the negotiation. Even if you win, you may watch your margin slip away, the buyer piecemeal the product or solution set, or find yourself fighting against any number of hardball tactics.
Pipeliner
FEBRUARY 5, 2020
The Responsibility of Leadership. You don’t know what you don’t know, right? Sharon Hughes who runs Launch Your Creativity and is a certified Life Coach and certified in Critical Incident Stress Debriefing/Management talks about things leaders may not realize about themselves or leadership blindspots. She discusses the importance of outside feedback and other responsibilities of being a leader.
Selling Power
FEBRUARY 5, 2020
Most sales teams want to know how to speed up the sales cycle so they can close deals faster. Here are three steps you can take.
Xvoyant
FEBRUARY 5, 2020
From Episode 84 of the Sales Leadership Podcast, Jonathan Graham explains to Rob why the best sales organizations hire for skills ahead of experience, and how to avoid falling into the trap of being blinded by the big names on candidate’s resume.
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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
criteria for success
FEBRUARY 5, 2020
Having a strong enterprise sales process is a sure-fire way to ensure some type of sales success. It’s important to consider your team’s ideal buyer personas as well as the type of offerings they’re responsible for selling when creating a sales process. That’s why we dedicated an entire blog post to building a sales process for enterprise sales teams.
Sandler Training
FEBRUARY 5, 2020
David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. The post How to Succeed at Sandler Rule #4 – A decision not to make a decision is a decision [PODCAST] appeared first on Sandler Training.
Selling Fearlessly
FEBRUARY 5, 2020
You have probably been aware of how the value of a solo unit of bitcoins comes with doubled, when you have not really, then you will need to hear at this time. A recent study showed that nearly 50 % of all Us citizens believe that the worth with this virtual foreign exchange will double […].
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