The Sales Heretic
JUNE 26, 2019
Are your salespeople too efficient? Is their closing rate too high? Are they bringing in more business than you can handle? It’s a common problem. I see it all the time in my work as a speaker and trainer. I feel your pain. Fortunately, there are plenty of things you can do to handicap even [.].
Connect2Sell
JUNE 26, 2019
Sales productivity is the measure of how productive a seller or sales team is. This is measured in results (dollars!). In this post, we’re going to take a look at the key drivers of sales productivity and provide actionable sales manager tips for boosting productivity on your team.
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Zoominfo
JUNE 26, 2019
You spend weeks developing your latest email campaign only to receive terrible results. Your bounce rate was astronomical and barely anyone engaged with the campaign. This is a marketer’s worst nightmare. The likely culprit? A bad email reputation. The best way to ensure the deliverability of your emails is to maintain a healthy email reputation.
Sales and Marketing Management
JUNE 26, 2019
Author: Paul Nolan Much has been written about the irony of technology connecting people globally while simultaneously disconnecting us on a human level. My iPhone sends me a weekly report on how much screen time I logged and how that compares to the previous week. Up to this point, I haven’t stopped to consider how the screen time total correlates to the quality of personal connections I’ve had during the week.
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
JUNE 26, 2019
Gallup recently released a poll explaining that 45% of Millennials and 31% of Gen-Xers prioritize roles that will accelerate their career development when evaluating opportunities and measuring their happiness in their current role. One way to ensure that your employees are feeling challenged, fulfilled, and motivated is to create career ladders. Let’s talk about what that means.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Membrain
JUNE 26, 2019
Far off the coast of Ecuador, deep in the South Pacific Ocean, lies a collection of tiny, remote islands called the Galapagos. There in that ocean, in the midst of the Galapagos, a rim of volcanic rock rises from the sea to surround an ancient crater, together forming a hot and treeless island called Daphne Major.
Anthony Iannarino
JUNE 26, 2019
In major account sales, you can win a new client that requires the upfront effort of standing up the account. The larger and more important the client, the more time it takes. The more complex the solution, the more your presence is necessary, even if you have excellent support. The success of standing up a new client requires more effort at the beginning when there is much work to be done, decisions to make, and when your presence can be critical to the success of the program.
Nimble - Sales
JUNE 26, 2019
Microsoft Inspire 2019 offers community members more opportunities than ever before to network and cultivate relationships with the people who can have a significant impact on their success. As we kick our Microsoft Inspire prep into high gear, we wanted to share the process we’ve used to secure back-to-back meetings throughout the conference and highlight […].
Partners in Excellence
JUNE 26, 2019
I’m surprising myself, I never thought I’d have to write an article about pipeline metrics. After all, the pipeline has been fundamental to professional selling since the very first sales transaction. Sure, everyone will give lip service about the importance of the pipeline, but, I always ask, “Show my your pipeline and how you use it as a tool in managing your own performance.” Inevitably, there is a lot of hand waving and excuses.
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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.
Allbound
JUNE 26, 2019
When used correctly, market development funds (MDFs) can be an excellent way to grow your channel business. We’ll share a few ways for you to use these funds more effectively, but first, it’s important that you understand what they are and why they aren’t always a fan favorite in the marketing world. Understanding Market Development Funds. Market development funds are made available by a brand to help channel partners sell more of their products.
Marc Wayshak
JUNE 26, 2019
Sales motivation isn’t a mystery. In fact, it’s all about having a closer’s mindset. Check out this step-by-step guide to developing the must-have mindset of a closer. The post Sales Motivation: The (Must-Have) Mindset of a CLOSER appeared first on Sales Speaker Marc Wayshak.
Close.io
JUNE 26, 2019
Bad CRMs. You know the type: clunky interface, obsolete features, massively user-unfriendly, too technical for your sales team, the list goes on. Either you’ve heard the horror stories or you know from experience—maybe you’re stuck with a bad CRM right now. Frankly, it’s an awful situation for any sales team. So how do you ensure that your next buy is legit, especially after a painful experience with another CRM?
Janek Performance Group
JUNE 26, 2019
There are many theories on the differences between top performing sales professionals and their underperforming peers. Given the divergence of opinions, it can be challenging to determine why some sales reps excel while others have a much more difficult time achieving their target. However, there are a few notable principles that correlate with higher performance and suggest a causal relationship (A reminder from Statistics 101: Correlation does not necessarily mean causation, though in this cas
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.
Selling Power
JUNE 26, 2019
If you want to improve sales performance, there is nothing more effective than focusing on your frontline sales leaders.
Closer's Coffee
JUNE 26, 2019
The Reason Why Everyone Needs to Learn Sales. I once met a guy. Let’s call him Tom. Tom was very smart. He had a gift for technology and worked hard. This guy had several degrees, qualifications, and read a lot of books on IT. Bottom line, Tom was brilliant at his job as an IT consultant at one of the big 4 firms in the world. Through his brilliance, he eventually made it to partner.
SalesLoft
JUNE 26, 2019
For B2B companies, the journey to identifying the right targets for your product and earning their attention can be tricky. A “spray and pray” approach to lead generation isn’t effective and certainly doesn’t deliver a great return on your marketing investment. You realize the best ROI when you take a more surgical approach. How can you speak directly to those companies who would benefit from your solution and avoid wasting time, energy, and money on businesses that aren’t a good fit?
The Center for Sales Strategy
JUNE 26, 2019
Once you present a solution to a prospective buyer or client, two things happen. It becomes either Close Won or Close Los t. Close Won is obviously the ideal or desired scenario, but what happens when your pending deal is Close Lost? Is ALL lost? Maybe not.
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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
Repsly
JUNE 26, 2019
No business wants to be left with excess stock, but unfortunately this is inevitable for even the most successful CPG companies. That’s because excess inventory often results from factors outside of your control -- Unseasonal weather, economic instability, and fluctuations in demand are all factors that can result in a surplus of products that need to be shifted.
RAIN Group
JUNE 26, 2019
What challenges do sales enablement and sales leaders encounter most often? Which ones are most difficult to tackle? What are the top sales priorities for the next 12 months? How should they be addressed to ensure they're achieved? To find out the answers to these questions, we surveyed 423 sales, enablement, and company leaders. The results are fascinating.
Sales Hacker
JUNE 26, 2019
Everyone seems to be an expert these days on getting referrals. It seems that every blog on the block right now has an article on how to ask for referrals or build a referral program. Too bad most of them lack any actual luster. A solid referral program is not built on a foundation of getting. It’s the reward you naturally receive for giving everything you’ve got to the business relationship you are developing with your prospect or client.
criteria for success
JUNE 26, 2019
Are you a sales leader looking to help your team solve customer problems? In today’s competitive marketplace, it is vital to address any all customer issues as soon as they arise. Customers have a billion companies and products to choose from and it is imperative to stand out from the crowd. The quicker you can [ ] The post 3 Ways to Solve Customer Problems appeared first on Criteria for Success.
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.
Sales Hacker
JUNE 26, 2019
After another 12 hour day of prospecting on October 1, 2015, I laid on the floor of my studio in downtown SF, stared at the ceiling for about an hour, and asked myself 3 questions that would forever change the trajectory of my career in Sales Development: 1. Is sending “boilerplate” templates getting me the results that I want? 2. Do I typically respond to emails with no personalization?
Bigtincan
JUNE 26, 2019
When building a successful training and coaching program it is key to prioritize learning for the duration of your employees’ career with your company. Training isn’t just a one-and-done exercise to be completed during the onboarding process. On the contrary, training should be continuous. Information moves and changes extremely fast. Not to mention your employees […].
InsideSales.com
JUNE 26, 2019
In sales, prioritization is key to productivity and achieving your revenue and business goals. But the question is, are your sales reps doing it right? Read on to find out. RELATED: 7 Best Effective Account Management Strategies In this article: Working Harder vs. Working Smarter The Pareto Principle The Power of Prioritization The Law of […].
Sales Hacker
JUNE 26, 2019
The better you are at running demos, the faster your career grows in sales. Just 30–60 crucial minutes…. But they can make or break your career as a B2B sales professional. What’s weird is how simple they appear. To an untrained eye, a demo is a demo is a demo. And it makes sense when you realize that the difference between good and great is incredibly subtle.
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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
Adaptive Business Services
JUNE 26, 2019
One of the most basic tenets of networking is that you are going to have to figure out ways to stand out in a crowd. The bigger the group, the bigger the challenge and. speaking of large groups , how about the internet and social networks? Very crowded! You are going to need to be … R.U.M. – Remarkable, Unique, Memorable. It’s not magic … Where everybody practices bad behavior, you don’t.
Funnel Clarity
JUNE 26, 2019
Each year billions are spent on sales training. In the US alone, companies spend $15 billion a year training sales employees according to LinkedIn. They range from Fortune 50 to small start-ups, all united by one similarity: they have invested considerable budget to purchase hope. The hope that training will improve sales productivity. Far too often, the results of that purchase fail to make improvements, and fail to produce ROI.
Selling Energy
JUNE 26, 2019
Today, we’ll continue with two more examples that address the following questions (again, through the lens of an HVAC sales professional selling “smart valves”), which would allow you to stack the deck in your favor and get the wheels spinning in your mind: Why should a particular prospect or group of prospects be interested in what I have to say? How might I reframe the value so it resonates specifically at their frequency?
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