Fri.Oct 04, 2019

The Parallel Between Prospecting and Leading

The Sales Hunter

This morning, during a call with a business owner, he shared with me about their latest product upgrade. As he talked, I could hear passion in his voice about how his product could help others. Without hesitation, he stated why his solution was better than his competitor’s offering.

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How to Use Compensation Benchmarking to Make Your Number

Sales Benchmark Index

As Summer wraps up and a successful third quarter draws towards a close, it’s time for sales leaders to start looking towards 2020 and beyond as part of the annual planning process. Amongst the plethora of reports and discussions to.

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A Simple ‘Thank You’ Can Make You A Better Leader

Sales and Marketing Management

Author: Cindy McGovern Remember the last time a client, a boss or a co-worker gave you a handwritten thank-you note to tell you you’re doing a good job? Maybe someone at work has surprised you with flowers, an unexpected gift or a bonus.

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Sales Automation: The Ultimate Guide

Hubspot Sales

Sales automation may just be the answer to all your selling woes. No, really. Have you ever: Lost a deal because you forgot to follow up? Spent precious minutes adding opportunities or leads to your CRM? Overlooked an issue in your sales process for a dangerously long time?

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

How to Use Case Studies Effectively in Sales (And Mistakes to Avoid)

Sales Hacker

Used right, case studies can boost your deal closing ratio by 70% and your sales by 185% — making them a valuable addition to your sales enablement library. But here’s the thing… There are hundreds of tutorials on how to create them. Not so much on how to use them in your sales process.

More Trending

Weekly Roundup: Sales Performance Management, Unhealthy Beliefs + More

The Center for Sales Strategy

- MOTIVATION -. "If If You Don't Stand For Something, You Will Fall For Anything.". Gordon Eadie. AROUND THE WEB -. > > The Sales Leader's Guide to Performance Management - HubSpot.

The Big Mistake in Picking a Sales Manager | Sales Strategies

Engage Selling

????????????????????????????????? We’ve seen a lot of very high performing sales managers that come through our program. And one thing I noticed was that most of them were never the best salesperson in their organization.

The Path to Year-End Success: Streamline Your Sales Process

Sales Hacker

The post The Path to Year-End Success: Streamline Your Sales Process appeared first on Sales Hacker. Choice Conga Partner Sales Process Webinars

To Generate Pristine Data, Lock Down Your Buying Group


This article is part of the Mini Mighty ABM series where we ask top experts in ABM to share one actionable idea that you can use at work today. These tips are mini, but mighty. For more, visit ABM Revealed. The biggest, most underrated benefit to ABM is that it makes your data better.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

Prospecting At Scale To Grow Sales

Wondering how prospecting at scale can help you grow sales? Scaling your prospecting efforts becomes easier when you focus on these four vital components. Keep reading to learn more about them here.

Forget B2B vs. B2C – Long Live B2P Sales & Marketing


A majority of modern businesses fall into one of two categories: B2C (business-to-consumer) or B2B (business-to-business). These classifications provide the building blocks at a company’s inception, as they broadly define a brand’s audience and target market.

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Why Validate an Outbound Strategy?

Predictable Revenue

Read more on Why Validate an Outbound Strategy?… … The post Why Validate an Outbound Strategy? appeared first on Predictable Revenue.

Are You Frustrated By The Ferris Wheel Syndrome?

Smooth Sale

Enjoying the National Harbor, MD, I began to compare what the sales cycle and Ferris Wheel have in common. While the idea may sound ridiculous, they both have their ups and downs. In either case, our anticipation of the highs and how we deal with the lows are quite similar. . My Story.

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

What’s Your Focus?

Selling Energy

When you approach a prospect with a new project, you have a very limited amount of time to convince them that your product or service is a worthy investment of their time and money. For this reason, it’s vital that you decide ahead of time what you’re going to focus the conversation on.

Nominations Now Open for the 2020 Miller Heiman Group Icons

Miller Heiman Group

We’re excited to announce we’ve opened the nominations for the 2020 Miller Heiman Group Icons program. The Icons program honors outstanding client facilitators as trusted ambassadors and advocates of our sales and service methodology and skills programs. The community extends across the globe, in diverse industries and of all company sizes. What Do We Look for in a Miller Heiman Group Icon? You’re probably wondering what it takes to be a Miller Heiman Group Icon.

How to leave the perfect voicemail

Frontline Selling

Leaving the perfect voicemail is a critical sales skill Anyone in business development does (or should do) a lot of outreach. They do research, send emails and hopefully, use the. The post How to leave the perfect voicemail appeared first on FRONTLINE Selling. Featured Sales Tips

“Would you hire this rep?” A new measure of sales rep performance


After a recent call to the customer service department of a major airline, I was presented with a single simple automated yes/no question: “If you ran a customer service department, would you hire the rep […]. The post “Would you hire this rep?” ” A new measure of sales rep performance appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce.

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

The 7 biggest mistakes salespeople make when presenting pitch proposals


It doesn’t matter how good your product or service may be, or what kind of deal you’re offering potential clients. If you can’t clearly communicate your value proposition through a well-written and well-delivered presentation, you’re never going to land the sale.

Prospecting At Scale To Grow Sales

Wondering how prospecting at scale can help you grow sales? Scaling your prospecting efforts becomes easier when you focus on these four vital components. Keep reading to learn more about them here. RELATED: 4 Best Practices For Incorporating Twitter Into Your Prospecting Sequence.

?? Big Arrow Process


One of the many challenges that organizations face today is that there are a lot of productive people, who are trying to push the organization to success, but the organization itself is not necessarily moving forward in the direction that they want it to.


Using Search Engine Marketing & Empathy To Connect With Customers

Women Sales Pros

Years ago when I decided to pursue a career in marketing, I was driven by the concept of motivation and persuasion. Why do people do what they do? Why is it that given the same circumstances and environment, people can have completely different perspectives? Why do people make the decisions that they make? Why, why, why… I was determined to find out, so I studied marketing plans, demographics, customer segmentation versus mass marketing, and sales processes.

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

?? The Telephone Assassin


Cold calling has mostly gone by the wayside in the sales world, largely due to advancing technologies and new ways of doing things. However, Anthony Stears, “The Telephone Assassin,” says that you can still get results by calling people on the telephone.

Why Do Culturally Diverse Sales Teams Perform Better?


A culturally diverse sales team is a distinct advantage that many organizations fail to recognize. It’s human nature for the hiring managers to employ people that are similar to them, and companies often fall into the trap of hiring people with similar backgrounds, experiences, and habits. This can hold back an organization and cause the company to miss opportunities.

5 Ways to Get Your SDRs to Start Thinking More Like AEs

What sales leader doesn’t want highly skilled and motivated account executives (AEs) on their team? Here’s another question: Have you looked at your bench of sales development representatives (SDRs) to find up-and-coming AE talent?

7 Steps to Onboard New Sales Hires Effectively

The Brooks Group

Onboarding new sales reps effectively is a critical success factor when it comes to retention and performance levels. Unfortunately, it’s an area that most sales organizations struggle with.

How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

How Negotiators Can Deal With “The Winner’s Curse”

The Accidental Negotiator

So how can you make sure that you don’t get a worse deal than you deserve? Image Credit: Steven Lilley. What would the perfect negotiation look like to you?

The “Did I Manifesto”

Partners in Excellence

My friend, Kevin Dorsey, wrote a fantastic piece on LinkedIn. Be sure to read it. Kevin outlines a number of important things, but underlying these in the importance of periodic self reflection. For many, we are beginning a new quarter. It’s always a good time to go through a quick mental checklist about what we have done and not done in, for example, the past quarter. Too often, we are consumed with our day to day activities, we lose site of what we are doing and where we are going.

Let’s Talk Sales! Inspirational Quote by Pablo Picasso – Episode 192

criteria for success

Today's quote from Pablo Picasso is all about planning for success! Read on to learn more about this week's Let's Talk Sales inspiration! Pablo Picasso Quote This month's theme is Assessing the State of Your Business. And today's quote comes from Pablo Picasso, one of the best-known artists of the 20th century. He said: “Our [.]. The post Let’s Talk Sales! Inspirational Quote by Pablo Picasso – Episode 192 appeared first on Criteria for Success.

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