Understanding the Sales Force
JANUARY 29, 2020
We had a request for some data from one of our longtime partners. My knee-jerk reaction to her request was that it would be a big nothing burger. She asked for data that would show the difference between salespeople who are goal oriented and those who are not. I did not expect much of a difference except in the area of Motivation but I was wrong. Very wrong!
Connect2Sell
JANUARY 29, 2020
In last week’s CONNECT2Sell blog post, we laid out the case for developing soft skills. We examined how soft skills, in balance with technical/functional hard skills for selling, will improve sales performance. Our high-level overview listed three broad categories of soft skills that sellers need to focus on: critical thinking, communication, and emotional intelligence.
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Zoominfo
JANUARY 29, 2020
We’ve talked about cold calls time and time again on the ZoomInfo Blog. Do they work? How can you find more success with cold calling? And so on. But we’ve yet to discuss the next step after your cold call fails to get picked up. So without further ado, here’s Account Executive Dave Harris on […].
Membrain
JANUARY 29, 2020
“I like the sound of your solution, but I’ve already spent a lot of money with this vendor, so we’re going to keep trying to make it work.” “You seem to have built an impressive solution, but we really put a lot into our in-house solution, and even though it’s not working right now, we like it, so we’re going to keep building on it.”.
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
No More Cold Calling
JANUARY 29, 2020
If I can do it, you can do it. “You won’t get to second unless you take your foot off first.” That’s a saying in American baseball. The bases are 90 feet apart, and unless you’re standing on one of them, you can be tagged out. Successful players must get out of their comfort zones and risk being tagged out in order to win the game. I’m not looking forward to stepping out of my sales comfort zone this year, but I must.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
RAIN Group
JANUARY 29, 2020
Win-win negotiation is the way to go…except in one situation: when the buyer has their hand in your pocket. Whether they're doing it intentionally or just out of habit, sometimes buyers try to push down seller prices just to see if they can. When they do, you should counter with value , but you also have to signal as you respond, "That won't work. I know what I'm doing.
KLA Group
JANUARY 29, 2020
By Kendra Olney Lee Every January 1st brings with it a new round of resolutions, both personal and professional. You’ve made it through the first week of the year and your goals are hanging there. You may be feeling as if you’re already behind, or you’ve missed them already. For me, the first week went. Read more.
Drift
JANUARY 29, 2020
Let’s face it. Buyers no longer rely on salespeople to get information about a product or service. They don’t care about their lead score or what your sales team’s process looks like. And they don’t want another generic sales pitch. Because they have all the power. And can go online or talk to their peers to find all the information they need. To put it bluntly, today’s buyers don’t want to be.
SocialSellinator
JANUARY 29, 2020
1. Ensure your social profiles are pristine. As a financial service provider, your social media profiles have to be impeccable to look as professional as possible. Make sure your social profiles contain only information relevant to your business. Include as many details about your services as possible to make sure your clients understand your line of work.
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Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.
Anthony Iannarino
JANUARY 29, 2020
In Eat Their Lunch: Winning Customers Away from Your Competition , I wrote about salespeople who struggle because they try to leverage things like their company’s history, and their leadership team, to create a competitive advantage in B2B sales. Unfortunately, the idea that your competitive advantage is external is not only incorrect; it produces precisely the opposite effect.
Sell Courses Online
JANUARY 29, 2020
The post Kajabi vs Kartra: Which is Best for Your Online Business? appeared first on Sell Courses Online. Kajabi and Kartra are two of the most popular online business platforms and they stand out in this crowded market with their promise of being all-in-one solutions.These platforms are meant to replace a bunch of different solutions which means there are a lot of different dimensions to this comparison and so, most business owners find … Kajabi vs Kartra: Which is Best for Your Online Bu
Hubspot Sales
JANUARY 29, 2020
You’re working closely with your company’s marketing team and your efforts to align are paying off — a constant stream of leads is coming in. Time to cue the celebration, right? Well, yes and no. According to Gleanster, only 25% of marketing-generated leads are high enough quality to advance to a sale. So while attracting a good number of leads is a positive sign for your business, there is more work to be done to determine if they are the right leads you should be selling to.
Allbound
JANUARY 29, 2020
Starting a channel partner program is an exciting time for you and means your company sees the value in indirect sales. Forrester has stated that 75% of world trade flows indirectly, so now is the time to place deep value into your partner program. It’s a big responsibility – and an investment of time and resources – to attract the right kind of channel partners and provide each with the training and support they need to be effective.
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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
Close.io
JANUARY 29, 2020
A CRM spreadsheet can be a powerful tool for small businesses to get organized with their contacts and stay on top of their pipeline. And if you’ve seen SalesTable , our free CRM spreadsheet template, then you know just how useful it can be. This is a great way for new or small companies to start keeping track of their customers and their leads, instead of just piling up business cards and sticky notes.
Marc Wayshak
JANUARY 29, 2020
Overcoming objections is key to sales success. But how do you deal with strong objections from tough prospects? Follow these 5 steps to overcoming sales objections to find out. The post 5 Steps for Overcoming Objections in Sales (Like a Rock Star) appeared first on Sales Speaker Marc Wayshak.
KLA Group
JANUARY 29, 2020
By Kendra Olney Lee January always brings a hyper-focus on prospecting and lead generation to get the year started off strong. There’s excitement in the air as prospects have replenished budgets and new goals of their own. They’re more willing to talk with you as they try to determine how they’ll achieve their own objectives. Read more.
Guru
JANUARY 29, 2020
News flash: Guru’s Empower conference is coming back for its second year! Empower is a hub for thought leaders across the CX, Sales Enablement, and Knowledge Management fields. If you're anything like us, you probably have your hesitations pulling the trigger on a conference without being 100% sure that it will be valuable and well worth your time. So we're pulling back the curtains to give you a sneak peak of the key themes, amazing speakers, and killer content you'll see within each track.
Speaker: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
Nimble - Sales
JANUARY 29, 2020
Artificial intelligence (AI) technology has advanced to the point of being a vital part of marketing in today’s business world. Sorting through all the available data with a computer to analyze seems crazy when compared to what machines are capable of today. Adding AI to your marketing automation gives you an edge over the competition. […].
Anthony Iannarino
JANUARY 29, 2020
The currency of leadership is communication. In many organizations, there is a poverty of communication, with leaders infrequently transmitting information while also conveying too little meaning. No one thing makes for effective leadership. The attributes and characteristics are too many and too diverse, and you cannot contain them in a singular idea.
Xactly
JANUARY 29, 2020
Businesses need accurate sales forecasting to succeed. Here are some ways to improve accuracy and take the stress out of your sales pipeline forecasting.
Product Management University
JANUARY 29, 2020
The solutions manager role in its purest form mirrors one or more customer business functions. It feeds product management, product marketing, sales and customer success teams, and has no intended alignment to any products. Its mission is to deliver pure, unbiased customer business requirements to all customer-facing functions, especially product management, product marketing and sales.
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Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con
Troops
JANUARY 29, 2020
When it comes to sales forecasting, people usually talk about the big five forecast data points: forecast category, stage, amount, next step, and close date. Problem is, while these data points are enough to create a sales forecast, they’re not enough to ensure the forecast is realistic.
Sales Readiness Group
JANUARY 29, 2020
I’m often asked by prospective clients, “what does good sales training cost?”. Although, the correct and straightforward answer to this question is, “it depends,” I wanted to share the following five key factors that impact sales training costs.
G2Crowd - Sales Blog
JANUARY 29, 2020
Customers love the idea of a good deal, especially if it’s exclusive.
Sales Hacker
JANUARY 29, 2020
This video training was originally presented at the 2019 Sales Hacker Success Summit. In it, VP of Strategic Accounts at FelxPrintMPS & Host of the Sales and Influence Secrets Podcast Ryan Staley, shares the exact strategy that landed him a $10m client in 10 months. What You’ll Learn. The macro factors affecting the deal. The deal disruptors you need to watch out for.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
SalesLoft
JANUARY 29, 2020
There are a lot of great sales networks out there, each one doing something awesome in their corner of the world. We gathered a list of some of the sales industry’s favorites, and where to find them. AA-ISP: The American Association of Inside Sales Professionals (AA-ISP) is an international association dedicated exclusively to advancing the profession of Inside Sales.
Bigtincan
JANUARY 29, 2020
Today, in every facet and aspect of business, we’re hearing about the “customer experience” and the “buyer journey.” There is a very good reason for that. Customer expectations are shifting, and no industry is immune to these new demands. The proliferation of social media and expansion of big data means that people are accustomed to […].
Pipeliner
JANUARY 29, 2020
The world is full of bright, wise entrepreneurs, with many unique and innovative ideas. However, many of these innovative ideas never come to fruition, because these entrepreneurs don’t have the experience to execute their ideas. They don’t know what to watch out for, what the risks are, or the potential blind spots, and as a result, they fail to launch on the innovation.
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