SBI Growth
JANUARY 12, 2018
Many of you are looking at the revenue plan and worried that you are already behind. Why? You are wondering if you have enough headcount to make your revenue number. So, what do you do about it? There are two.
Sales and Marketing Management
JANUARY 12, 2018
Author: Jim Ninivaggi Many companies have their annual sales kickoff (SKO) meetings approaching. A good kickoff successfully blends motivational elements, education, team building and fun – setting the tone and momentum for the year ahead. Here are six secrets to make your meetings a hit and not a miss. Secret 1: Form the right planning committee. It’s easy and tempting to simply repeat the general format and agenda of past meetings.
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Hubspot Sales
JANUARY 12, 2018
What is direct mail? Direct mail is a marketing strategy that involves sending a physical letter, package, mailer, brochure, postcard, etc. to your prospects and/or current customers. It’s used in both B2C and B2B selling, although more commonly with consumers. Everything old is new again. Although direct mail’s response rate has dropped over time, it’s still a valuable tool for marketers and salespeople.
Increase Sales
JANUARY 12, 2018
Almost two weeks into the New Year and is procrastination starting to rear its ugly head? You know what I mean those “I’ll do it tomorrow” thoughts. Years ago during a workshop, one of my clients shared that her greatest obstacle to business success was her inability to: Honor her commitments, Do what she know she needed to do. Put things off until tomorrow.
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.
Hubspot Sales
JANUARY 12, 2018
Want to reduce your sales cycle by 400% ? Electronic signature technology is typically used in the very last stage of the sales process -- after the deal is closed, and you need the customer’s signature. However, using e-signature technology throughout the selling process (even as early as the first contact), has major ROI. Let’s review the 10 most valuable ways e-signature technology can improve your bottom line. 1) Improve Stakeholder Management.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Center for Sales Strategy
JANUARY 12, 2018
We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web. 1. 5 Skills Every Sales Development Rep Needs to Master in 2018 — HubSpot. To be successful next year and beyond, sales development reps need to think outside the box. With the right skills, they’re more valuable than ever before.
InsightSquared
JANUARY 12, 2018
Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. As a strategic member of the sales team, ops plays a critical role in owning the sales tech stack. While sales leadership may sign on the dotted line for new vendor contracts, the responsibility of onboarding, implementation and training falls on the sales ops team. It’s important to be involved in every step of the process so you can effectively manage your organization’s sales technology.
Engage Selling
JANUARY 12, 2018
?I spent a couple of days this week with a client rebuilding their sales process and specifically, helping them define what the qualifications, needs, and solutions portion of their sales process is.
Julie Hanson
JANUARY 12, 2018
It’s 2018, and by rough count, I’ve sat through a thousand sales presentations. Most of them have blurred together in my mind. What stands out? The exceptionally good ones…or the cringingly bad ones. Your prospect may not have seen quite as many as me, but they likely struggle to recall most of them as well. Why does this matter? Boring, forgettable presentations are unsuccessful presentations. .
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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.
Partners in Excellence
JANUARY 12, 2018
For some reason, articles on “Leaders must show vulnerability,” have been flooding my in-box recently. I get it, leaders must show vulnerability, but what does that mean? As I think of these articles and dozens of others on other leadership qualities, I wonder if we make this far more complicated than it need be. The authors of these articles are just describing behaviors they see in leaders, attaching multisyllabic words to them (because that’s what writers and consultants do
SalesforLife
JANUARY 12, 2018
Customers are looking for information to inform and arm themselves to make calculated business decisions. I as a sales professional can provide superlative information and basic levels of trust through the insights in the boardroom. But, I as the subject matter expert command a completely different relationship with the buyer. I have a teacher-student relationship, and command the same respect you would have had with your professors in university.
Marc Wayshak
JANUARY 12, 2018
Do you know the biggest blunders that salespeople are making on the phone? Most high-level prospects receive between 5 and 25 sales calls every day, and their goal is to get off the phone as quickly as possible so they can get on with their busy schedule. So, if you are making one of these mistakes, you are in huge trouble. Learn the 8 crushing phone sales blunders that most salespeople make and how to avoid them!
Zendesk Sell
JANUARY 12, 2018
Searching for a CRM is a roller coaster of emotions. There’s thousands of options, it’s a major purchase and you often don’t know where to start your search. We’ve been involved in thousands of CRM evaluations and have learned a few things along the way. Here’s our guide for finding the sales software that’s right for your team. Get Your Priorities Straight.
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.
InsightSquared
JANUARY 12, 2018
Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. As a strategic member of the sales team, ops plays a critical role in owning the sales tech stack. While sales leadership may sign on the dotted line for new vendor contracts, the responsibility of onboarding, implementation and training falls on the sales ops team. It’s important to be involved in every step of the process so you can effectively manage your organization’s sales technology.
Pipeliner
JANUARY 12, 2018
The debate has been widespread on which attribute–confidence or competence–is more critical for the achievement of salesperson success. While there might be some merit in engaging in this debate, there is a simple answer: it takes both in equal measure to succeed. What is a Competent Salesperson? A competent salesperson is one that has learned the skills involved with engaging a prospect, building rapport and credibility with that prospect, exploring prospect needs, offering solution
InsightSquared
JANUARY 12, 2018
Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. As a strategic member of the sales team, ops plays a critical role in owning the sales tech stack. While sales leadership may sign on the dotted line for new vendor contracts, the responsibility of onboarding, implementation and training falls on the sales ops team. It’s important to be involved in every step of the process so you can effectively manage your organization’s sales technology.
Sales Evangelist
JANUARY 12, 2018
Ever experienced hiring a bad salesperson? Or have you ever interviewed someone who turned out they were just faking the interview to land the job? Well, you need to be better in your hiring process when you’re applying and interviewing for companies. As well, hiring managers need to a better job as selecting better sales […] The post TSE 746: Never Hire a Bad Salesperson Again appeared first on The Sales Evangelist.
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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
Sales Gravy
JANUARY 12, 2018
Always prioritize quality over quantity when it comes to best business practices - and potatoes. When I was at school, I earned some extra money as a waiter for an agency in Bristol in the west of England.
Hubspot Sales
JANUARY 12, 2018
How to Be a Good Salesperson. Identify and stick to your buyer personas. Use a measurable, repeatable sales process. Know your product. Review your pipeline objectively. Find shortcuts and hacks. Practice active listening. Manage your emotions. Follow up. Personalize your message. Take breaks. Get 8+ hours of sleep every night. Believe in what you’re selling.
Sales Gravy
JANUARY 12, 2018
When it?s an objection, you?d handle this in a way that magnified desire by looking through the lens of value. Rather than focusing exclusively on price, you?d figure out what else is in this particular buyer?s value equation ?
The Sales Hunter
JANUARY 12, 2018
Each year I get to work with dozens of companies at various levels, from doing a single keynote to engaging long-term with them in a consulting or training project. One thing I’ve found is every company has a sales culture. Problem is many companies don’t realize it. A few years ago I was sitting in the […].
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.
LeveragePoint
JANUARY 12, 2018
What percent of your B2B sales force made quota in 2017? A CSO Insights survey suggests that 57% is the average. This means that 43% didn’t meet goal. Getting better performance out of the middle 80% of the sales force is an obvious way to meet target sales growth in 2018. To improve average rep performance, sales management and their sales enablement team call in the experts.
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