No More Cold Calling
JUNE 15, 2017
Referrals might be your silver lining. I have been in B2B sales so long that I’ve probably forgotten more deals than I remember. But there’s one I’ll never forget. It was 20 years ago, when I was working as an account-based sales rep , and I lost the biggest deal of my career. I was so close to nailing a million-dollar deal—something no one in my company had ever done.
SBI Growth
JUNE 15, 2017
Modern marketing organizations operate as revenue centers, not cost centers. CEOs at top-performing companies utilize revenue attribution to understand which activities produce revenue bookings. Revenue attribution models give executives a clear line of sight from the corporate strategy through customer.
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Understanding the Sales Force
JUNE 15, 2017
Image Copyright bowie15. As we close in on closing out the first half of 2017 (already!) this is when I share the best articles from the first six months. Today, it's more difficult to read that article, watch that video, listen to that audio tip or pay attention to any of the great material that is being written by experts so this is a way to catch up and read the best of the best.
The Pipeline
JUNE 15, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca . There is no denying that summer brings a different rhythm, energy and cadence to sales. Vacations, kids out of school, longer sunnier days are but a few contributing factors. Unfortunately, this just feeds in to tribal notions about selling the summer; no doubt helped by prospects and customers using “summer” to hold sellers at bay and fend off making decisions.
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.
The Sales Hunter
JUNE 15, 2017
I’m sitting in the office of a VP of Sales and he begins to share with me about all of the “vendor of the year” awards his team has received from their customers. He says this is a great example of the leadership his team has with customers and how they don’t have one […].
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Partners in Excellence
JUNE 15, 2017
Virtually every organization I know is struggling with making their numbers. Every sales person, manager, executive inevitably says: “We need to make our numbers, we need more wins, we need more in our pipelines!” Inevitably programs du jour are launched. Sales people are told, “Get more into your pipeline.” They’re told to prospect, we start counting prospecting conversations, and counting pipeline deals.
Cincom Smart Selling
JUNE 15, 2017
Are you prepared to deliver a sales proposal? Many years ago, I was sitting in on a sales training session for new hires who were learning the selling method my then employer used. Like many of the selling processes utilized during that era, this one featured a step-by-step process to guide the rep from initial introduction all the way to presenting a proposal and closing the deal.
Mindtickle
JUNE 15, 2017
In this 13 minute podcast, Harrison outlines: How he tests new sales tools out. The three mistakes to avoid when hiring your sales enablement team. The best resources to inform your sales enablement strategy. To download or subscribe to the Sales Excellence podcast login to. Soundcloud. , Stitcher. , iTunes. or find it. here. “CAKE’s at an interesting time right now.
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Sales Gravy
JUNE 15, 2017
I think its a shame that more sales enablement leaders and perhaps more sales or business leaders in general, dont have a better grounding in formal strategic planning, tactical execution planning, organization development (OD), organization effe
Mindtickle
JUNE 15, 2017
You need a license before you can drive a car. Your SAT scores open the door to grad school. Applying the same lens to sales teams, how do you know if your sales team are ready to have customer conversations? If you don’t know whether your reps are sales ready, you’re really just hoping they know what to say and how to address your customer’s pain points.
OnePageCRM
JUNE 15, 2017
The ultimate guide to planning, conducting and tracking your outbound sales calls. Jump ahead to: Part 1 – Before the call – Catch up here. Part 2 – Making the call. Part 3 – After the call (21th June). Part 4 – Tracking and improving performance (28th June). Making the call. Now that you’ve prepared, it’s time to get in the zone and start dialling.
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 Bridge Group
JUNE 15, 2017
Over the last few months, we published our latest research reports on the Account Executive role (AEs, ISRs, etc.). Both the SaaS and non-SaaS versions are currently available. The reports provide base and on-target earnings for the AE role—both averages and broken down by specific factors. A number of readers have emailed in and the top three requests have been: Update the 2015 calculator with the latest data (allow tailoring by geography, rep experience, ASP, etc.).
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