No More Cold Calling

DECEMBER 28, 2017

You don’t have to be the life of the party to succeed in sales. She lights up a room when she walks in. She doesn’t have to say a word, but you know she’s there. She looks for every opportunity to show up—at parties, networking events, conferences, you name it. She thrives on the interaction. That’s exactly the kind of people account based sales reps are—life-of-the-party types, not fearful of confrontation, can talk to anyone about any subject, blazing extroverts.

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Referrals Negotiation Conference Sales Qualified Lead 330

Sales and Marketing Management

DECEMBER 28, 2017

Author: Paul Nolan When I wrote about former New York Knicks coach Jeff Van Gundy in this space in 2014, I thought it was a one-off. Van Gundy is a smart basketball mind who now shares his insights as an NBA analyst on TV broadcasts. As far as I know, he’s not a brilliant business mind, so I didn’t think there would be cause to share his wisdom here again.

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Motivation Coaching Hiring Incentives 225

Score More Sales

DECEMBER 28, 2017

Is productivity what we should be working toward in the sales department, or is it innovation? This new, weekly series revisits a smart article, post or podcast from the greater sales community that was published in the past six months or so that is worthy of more discussion. Today we look at a LinkedIn post by Billy Bob Brigmon, Sr. Principal, Emerging Sales Talent & Innovation at Workday.

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Sales Talent Enterprise Enterprise LinkedIn 183

Increase Sales

DECEMBER 28, 2017

A team from the Affiliated Hospital of Hebei University in China has demonstrated the ability to 3D print a complex 1:1 liver model for surgical planning purposes for less that $90. The team, led by Professor Cheng Shujie, claims the patient-specific 3D printed liver models will help to improve hepatic surgery planning.

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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

Hubspot Sales

DECEMBER 28, 2017

What is relationship selling? Relationship sellers prioritize their connection with the customer over all other aspects of the sale. They develop trust -- usually by adding value and spending a lot of time with prospects -- before attempting to close. “Relationship selling is essential if you have a high average selling price (ASP),” explains VidScale COO Adam Rizika.

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Face-to-face Loyalty Hiring Hotels 137

Hubspot Sales

DECEMBER 28, 2017

What caught your eye in 2017: 6 signs of a narcissist, hairy chests and intelligence, the effects of alcohol on the brain, the type of people who cheat and more. ~ THE EBOOKS ~. Escape from low mood or depression with my " Activate ebook ". Discover how to deal with anxiety in my " Anxiety plan ebook ". Boost your motivation for anything with my " Spark ebook ". by Dr JEREMY DEAN.

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Study eBook Motivation How To 110

InsightSquared

DECEMBER 28, 2017

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. The end of year can often be a stressful, exciting, and chaotic time of year for a sales organization. Passion runs high as the year comes to a close and we get closer to hitting our goals. It’s also a great time for retrospectives and planning for the year to come. As the sales team does everything they can to hit their numbers, it’s important that we (sales ops) do everything we can to help them cross the finish line.

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System SalesForce Territories Sales Operations 79

Hubspot Sales

DECEMBER 28, 2017

Wish there were a gym for your brain? Your muscles need exercise to increase energy, strength, and dexterity -- and so does your brain. Reading, puzzles, and other mental activities improve memory and learning capacity so you process information more efficiently. Ready to see how much it benefits your performance at work? Find your favorite books below and get started.

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Training Exercises Face-to-face Construction 110

Babette Ten Haken

DECEMBER 28, 2017

One Millimeter Mindset customer retention moves you and your organization one millimeter outside your current comfort level. Depending on where we sit around the business table, we all see the same things differently. One of the biggest differences has to do with how we acquire and then retain customers. When I started this blog in 2009, I focused on the thorny issues involved with communicating across the sales-engineering interface®.

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Retention Customer SME Engineering 74

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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.

Sales

Hubspot Sales

DECEMBER 28, 2017

The end of 2017 is mere days away. This year, like most years, has been a roller coaster of emotions. You'e experienced the awesome high from closing deals and the horrendous lows of missing quota and working with tough customers. The beauty of it all? You get to start a whole new year of the same soon. Let’s not dwell on that yet though. Instead, enjoy these nine relatable sales memes. 1) New sales targets.

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Government Quota Up-Sell Relationals 89

Julie Hanson

DECEMBER 28, 2017

And just 11 percent plan to add one in the coming year.

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Partners in Excellence

DECEMBER 28, 2017

The article I wrote, Moving From Selling As An Art To Selling As A Science , has stirred up a lot of reaction in the various venues in which it’s appeared. There have been various comments, mostly supportive. Many suggest, I think correctly, that sales is a blend of art and science. Robert Racine added the great insight that professional selling is a blend of art, craft, and science.

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eBook Maximizer Up-Sell Sales 60

Pipeliner

DECEMBER 28, 2017

We cannot control the economic climate in which we find ourselves. We can, however, face up to it and make the most of it. Ten years ago offering a prospect the opportunity to save 10 percent might have been enough to close it. Today, though, a mere 10 percent isn’t worth the time and risk a decision maker must take to upset the status quo. To motivate a decision maker into action, he/she must feel that the result of that decision will benefit him/her somehow.

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Decision Maker Vendor Face-to-face Campaigns 58

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.

Cold Calling

Repsly

DECEMBER 28, 2017

If you’ve read our blog before, you know we work with thousands of brands who are vying to take over their category. Whether they’re just breaking into a new segment or gearing up to unseat a category leader, we hear one question over and over: “ How do I get our products more real estate in the store?”.

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Real Estate Segment Field Sales Study 54

Pipeliner

DECEMBER 28, 2017

Two weeks past Christmas, people are still lined up at the service desk to return that thoughtful gift from Aunt Betty. The oversized shirt. The ugly sweater. The kitchen gadget that hasn’t seen daylight since being packed in China last August. Each year we’re enlightened with new insight about which gifts not to give. According to a 2015 Newsweek article , “42 percent of women returned holiday gifts from their husbands (who should theoretically have at least some insider gifting knowledge). 17

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Marketing Case Study Retail Call-back 55

Allbound

DECEMBER 28, 2017

In today’s subscription economy, software-as-a-service (SaaS) and the Cloud have become the accepted standard for most businesses as they build their technology infrastructure and software stacks. But even with global behemoths such as Salesforce leading the SaaS revolution, some business units are still taking notice of several critical reasons why organizations at every stage are increasing their savvy in SaaS.

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Software Software Face-to-face Enterprise 48

Customer Centric Selling

DECEMBER 28, 2017

Sales Tips: How Staying on Top of the News Can Help You Close Sales. By Drew Steigerwald, Co-Founder of 1440 daily news digest. Creative Commons photo: Source.

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Closing Sales Sales Forecasts Forecasting 45

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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

Data

Allbound

DECEMBER 28, 2017

In today’s subscription economy, software-as-a-service (SaaS) and the Cloud have become the accepted standard for most businesses as they build their technology infrastructure and software stacks. But even with global behemoths such as Salesforce leading the SaaS revolution, some business units are still taking notice of several critical reasons why organizations at every stage are increasing their savvy in SaaS.

Face-to-face 48

Face-to-face Software Software Enterprise 48

Nyden on Negotiation

DECEMBER 28, 2017

A stakeholder said in front of the supplier during negotiations, “What the hell does ‘G.S.’ (V.P. of Sourcing) have to do with my deal!?” My coaching client and I had to regain control of the conversation immediately. In this article I’ll explain what we did and ask you to consider what you would have done […].

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Negotiation Coaching Conversion 40

Sales Evangelist

DECEMBER 28, 2017

Today, I’m going to share some more insights into making your prospects commit in every stage of your sales process. This is another snippet taken from one of our sessions over at the TSE Hustler’s League. The goal is to move the prospects slowly to the sales process. Hit every single stage. Give them meaningful commitments […] The post TSE 735: TSE Hustler’s League-“Keeping Their Appointments” appeared first on The Sales Evangelist.

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Sales Process Prospecting Sales 40

Sales and Marketing Management

DECEMBER 28, 2017

Author: Paul Nolan You certainly can’t judge a book by its cover. On the bookstore shelf, NYU business professor Scott Galloway’s “The Four: The Hidden DNA of Amazon, Apple, Facebook, and Google” appears to offer a reverent look at the giants of the tech industry. However, on the pages inside, he rants about how these behemoths avoid taxes, invade privacy and destroy jobs to increase profits.

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Facebook B2C Consumer B2B 149

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 Process