The Sales Hunter

AUGUST 18, 2017

When was the last time you did a deep dive to really determine why your customers choose to do business with you? We’d all like to think we have customers who are incredibly loyal to us because of how good we are, but is that really the case? When we have a customer agree […].

Sales Leadership 161

Sales Leadership Customer Sales Selling Skills 161

Sales and Marketing Management

AUGUST 18, 2017

Author: SMM staff This summer’s Fourth of July weekend marked the two-year anniversary of the Grateful Dead’s “Fare Thee Well” three-night curtain call at Wrigley Field in Chicago. The surviving members of the band, Bob Weir, Phil Lesh and drummers Mickey Hart and Bill Kreutzmann, continue to play and tour in various iterations, but the July 2015 shows were, according to the band, the last time the core four will all play together.

Lead Rank 149

Lead Rank Marketing Strategy Trade Show 149

Mr. Inside Sales

AUGUST 18, 2017

Every month, I get emails from my readers asking me how to deal with gatekeepers. They tell me the most frustrating part of prospecting is actually getting through to the decision maker. They get interrogating questions like: “Will he know what this call is about?”. And. “Is she expecting your call?”. And. “Have you spoken to him before?”. These and other objections frustrate sales reps to the point of them developing some serious call reluctance.

Gatekeeper 129

Gatekeeper Decision Maker Call-back Objections 129

SBI Growth

AUGUST 18, 2017

How To 185

How To Revenue B2B Strategy 185

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.

Sales Cycle

SalesLoft

AUGUST 18, 2017

There are a number of reasons that an opportunity may need to be marked as “Lost.” Maybe the account is in another contract, going through changes in management, or they “just can’t make it happen right now.”. Whatever the reason, it doesn’t mean you stop your pursuit of the sale. If you stopped pursuing all the accounts that went dark or put you off, you’d miss out on a majority of your quota.

Closing 52

Closing Prospecting Strategy Scale 52

Partners in Excellence

AUGUST 18, 2017

Are you a Front Line Sales Manager? Do you still have a personal territory with a quota for that territory? In the past couple of weeks, I’ve gotten into a number of discussions about this topic. Unfortunately, too many managers are in this position–it’s untenable. Think for a moment, each of these jobs are very different. The job of a high performing sales person, an individual contributor requires focus and full time dedication.

Territories 48

Territories Hiring Quota Sales Management 48

Engage Selling

AUGUST 18, 2017

If you’re in sales, you know the age-old mentality towards marketing. They’re often looked at as the “bad guys.” They’re not the enemy.

Marketing 48

Marketing Strategy Sales Customer Service 48

Sales Evangelist

AUGUST 18, 2017

Steve de Mamiel is a marketing and sales expert. He is a big proponent of utilizing technology to help your business to grow. Today, let’s talk about how AI systems can actually accurately determine online behaviors to find potential buyers. It takes the work out of it for us. We’re also going to touch on […] The post TSE 641: How AI Systems Can Accurately Help You Find New Leads appeared first on The Sales Evangelist.

System 40

System Leads Marketing Qualified Lead Buyer 40