SBI Growth
FEBRUARY 2, 2018
You are one month into 2018. Do you have a plan to hit your 2018 revenue goal? Every sales leader knows the routine. You crushed last year’s number. Your CEO and board repay you with a new, unrealistic revenue goal.
No More Cold Calling
FEBRUARY 2, 2018
Describe your ideal client. Does everyone know your ideal client profile? That’s the question I asked more than 500 sales pros. Only 25.31 percent answered yes. That means three-quarters of account based sales teams have failed to complete the first step in asking for referrals—making it clear who they want to meet. If people don’t know exactly who your team wants to meet, it’s really hard for them to refer you.
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Understanding the Sales Force
FEBRUARY 2, 2018
We want to get better at selling and as sales leaders we want our salespeople to improve. We need them to improve. We hope that training and coaching and sales ennoblement tools will get us there. We have also been told that there is more than one way to skin a cat but it might come as a surprise that there is more than one way to measure the progress being made by your salespeople.
Sales and Marketing Management
FEBRUARY 2, 2018
Author: Staff Take a minute to think about something that everybody loves. Is it chocolate? As weird as it might sound, not everybody likes it. Maybe you are thinking about vacations? Studies have shown that some people stress out when they travel. It’s hard to think of something that defines everybody, isn’t it? People are different, and their choices are motivated by different factors.
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.
The Sales Hunter
FEBRUARY 2, 2018
How many times have you talked to somebody who you can tell is not paying attention? Years ago I worked with Tom, who yes, was a nice guy, but I never felt I had his attention when talking with him. I’d be talking with Tom in a hallway or meeting room and the entire time […].
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SalesforLife
FEBRUARY 2, 2018
Sales reps are calling for more and better content so they can ramp up revenues, yet up to 70 percent of the content already produced by marketing is going unused. Why? For many B2B organizations, the problem of disappearing content now stands in the way of sales and marketing alignment. One of the primary reasons for this breakdown is that sales and marketing too often use contradicting definitions of a shared word: content.
Hubspot Sales
FEBRUARY 2, 2018
How to Deal with Difficult Customers. Practice Reflective Listening. Consider Their Affect Heuristic. Tap Into the Beginner's Mind. Let Go Of Fear. "Chunk" the Problem. Remember, Anger is Natural. Keep Calm and Carry On. Crossed arms, heavy sighs, short replies -- you know when a prospect’s getting frustrated. Worse, these physical signs show they’re losing interest in what you’re saying, and your shot at earning their business might be fading fast.
Allego
FEBRUARY 2, 2018
Showing onboarding graphically highlights numerous opportunities for ROI. Seventh in a series of posts about the ROI of sales training technology. The previous posts on sales training ROI explained the four basic sources of return on investment that sales training investments deliver. Two you surely knew about, cost reduction and revenue growth. And two you might have realized you were already delivering, risk reduction and less undesirable attrition!
Hubspot Sales
FEBRUARY 2, 2018
I wish worrying was a marketable skill, because I am good at it. An expert, even. When everything is hunky-dory, I’ll find the one potential issue -- and worry about it. Life might be grand, but I can guarantee I’m thinking of the 10 ways it could all go south in just two weeks. I know I’m not the only worrier out there. In fact, I’m guessing most people worry (although maybe not as often or as expertly as me).
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Pipeliner
FEBRUARY 2, 2018
Art Sobczak is the author of the book Smart Calling: How to Eliminate Fear and Rejection from Cold Calling. Let’s face it, when most of us hear the phrase “cold calling” they normally do associate it with fear and rejection, and generally a horrible experience. But there is a way to calm and confident cold calling, as Art shows us in this telling interview.
The Center for Sales Strategy
FEBRUARY 2, 2018
We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web. 1. 22 Things We Learned About the Sales Industry in 2017 — Hubspot. A lot has changed in the sales industry over the last year. Salespeople, processes, systems, compensation, and strategies have contributed to and changed the way we sell.
Engage Selling
FEBRUARY 2, 2018
Want to dramatically increase your results? In this video, I share a secret that I really never talk about in public, but something I do with my clients frequently. Curious to what this secret is?
LevelJump
FEBRUARY 2, 2018
Over the last 5 months, I’ve constantly been speaking with progressive sales enablement practitioners every week. I do this, because part of my job as a product marketer, is to really understand the market.
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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.
Engage Selling
FEBRUARY 2, 2018
??Today, we’re going to go over three tips that will help you in your interview process so you know which candidates you shouldn’t hire.
SalesFolk
FEBRUARY 2, 2018
I see a lot of people confusing features with benefits, especially in the tech world. Unfortunately, this can ruin sales and marketing efforts, making even a great product’s messaging unclear and alienating to customers. I made this short video explaining the difference between features and benefits, and why the distinction is so important. I also share a few tips on how to transform flat features into alluring benefits that will grab prospective customers’ attention and lead to more meaningful
Pipeliner
FEBRUARY 2, 2018
Theory of Constraints (ToC) is a management principle that states that output is essentially limited by one constraining process and by resolving this constraint, you may increase your output. This is another way of saying that you are only as good as your weakest link. A sales team works with a number of constraints – the number of people in your sales force, the average number of outreaches each member of your sales team can handle, the number of clients your implementation team can hand
Pipeliner
FEBRUARY 2, 2018
What is BANT approach? Within sales strategies, the use of BANT, an acronym for B udget, A uthority, N eed and T iming. This has as been around for decades. Salespeople throughout the world memorize this acronym and mentally run through it whenever qualifying an opportunity. Sales management routinely preach it so that salespeople will remember it. Within each of these four elements, however, there is almost a mini-pipeline of data to be gathered so that each will be fully answered.
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