Zoominfo

DECEMBER 9, 2018

It’s that time of the year again— the holiday season is upon us and festivities are in full swing. Your B2B sales reps are working long hours to close last minute deals. And your marketing team is busy too—fully entrenched in holiday messaging and plans for the upcoming year. It seems like there’s not enough time in the day. Yet, there’s one last thing to consider before taking a well-deserved break for the holidays—corporate gift giving.

Handbook 160

Handbook Government Policies B2B 160

Mr. Inside Sales

DECEMBER 9, 2018

What’s the ONE thing you all wish for this season? More money, right? If you’re in sales, then the way to make more money is to close more sales. It’s that simple, isn’t it? And if you’d like to make more sales, then you need to upgrade your selling skills. Would you be willing to spend just $18.30 on yourself to do just that? If so, then the easiest way to do that is to gift yourself the bestselling book inside sales guide that has over 500 Word-For-Word Scripts, Phrases and Questions that will

Face-to-face 138

Face-to-face Cold Calling Inside Sales Selling Skills 138

Topline Leadership

DECEMBER 9, 2018

Have you ever been frustrated by a thickheaded sales rep whom you’ve coached over and over again but they simply don’t get the message? Or by a sales rep who simply refuses to acknowledge that their behavior is a problem? Here are seven tips for how to confront an under-performing salesperson. Timely: Act as soon [ ] The post How to Confront an Under-Performing Salesperson appeared first on TopLine Leadership.

How To 93

How To ACT Coaching Sales 93

Membrain

DECEMBER 9, 2018

Over the years, we’ve seen a lot of research, and collected our own data and analytics on what causes sales professionals to win. We’ve seen certain patterns emerge. Things like engaging the customer early in their process, ideally being the organization driving their thinking drives higher win rates.

Analytics 86

Analytics Research Data Sales 86

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.

Sales

Keith Rosen

DECEMBER 9, 2018

Hope this puts a smile on your face! It’s time to exercise your brain! With Audible, you can listen on a plane, on a train, while your drive, in the rain, at the gym, without the pain from muscle gain! You think business, sellingand managing is a game? You must be insane! It’s not about glory, money or fame. Great results and company cultures are not the same.

Sales Management 70

Sales Management Face-to-face Exercises Coaching 70

Keith Rosen

DECEMBER 9, 2018

Join Jonathan Farrington, myself, and several other thought leaders as we discuss the current landscape of sales, sales management, and what it takes to crush your quota by creating a top-performing coaching culture and sales champions.

Sales Leadership 66

Sales Leadership Quota Coaching Sales 66

KO Advantage Group

DECEMBER 9, 2018

You don’t ask the person you’re dating to marry you unless you’re both ready. In the same vein, you don’t present your proposal to a prospect who isn’t completely sales-ready. Customers go through a buyer’s journey and each experience is different. Some prospects take their time weighing their options in the consideration stage while there are those who already know you have what they’re looking for.

Sales Cycle 54

Sales Cycle Proposal Sales Qualified Lead Sales Process 54

Bigtincan

DECEMBER 9, 2018

Persona development is becoming increasingly sophisticated as more organizations are make it standard operation procedure. If you’re new to buyer personas or eager to learn more about the development process, check out the Resources section of this guide. Below are answers to a few frequently asked questions about buyer personas. How do I find buyers […].

Buyer Persona 52

Buyer Persona Buyer Resources 52

Smart Calling

DECEMBER 9, 2018

At a prospecting training seminar for a client I was asked what to do with a prospect who blows you off the phone even before you can get your opening statement out of your mouth. Do you just call back right away and act like you were disconnected, the participant asked. (He had heard that recommended by another trainer.). I asked fellow group members in our Smart Calling Community on Facebook how they would have answered that, and/or what do they do?

How To 56

How To Call-back Groups Facebook 56

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SBI

DECEMBER 9, 2018

eSigning Contracts with AdobeSign to Shorten Sales Cycles. Using AdobeSign allows companies to minimize risk and it simplifies the closing process both of which lead to increased sales and better customer experience. Visit AdobeSign.

Video 50

Video Sales Cycle Closing Marketing Qualified Lead 50

Xvoyant

DECEMBER 9, 2018

I was very fotunate the other day to be interviewed by Meg Walter for the new Silicon Slopes magazine. It gave me the opportunity to share the Xvoyant story and show its value to a broad audience. Sales Coaching is such an important space. I’m happy that I could add some value for their readers and showcase Xvoyant’s technology. I’ve included the full article below, in case you missed it. “Have you heard of this small little CRM platform that the kids are calling “Salesfo

SalesForce 48

SalesForce Hiring Banking Coaching 48

Selling Energy

DECEMBER 9, 2018

Here are our favorite sales-enhancing tips from this week's Selling Energy Blogs.

Energy 40

Energy Sales 40

Xvoyant

DECEMBER 9, 2018

Now that the NFL has officially laid claim to the first Sunday of each February, the SuperBowl has for many become The mid-winter holiday to get excited about. But whether you prefer chocolate hearts to buffalo wings or vice versa chances are that you’ve heard of and may even have an opinion of one of the biggest names in the sport, who while having a major impact on each game his team plays in, will do so without ever taking the field.

Coaching 48

Coaching Sports Sales Coaching Comparison 48

Advertiser: ZoomInfo

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

Intent Data

Partners in Excellence

DECEMBER 9, 2018

We–or rather my wife–had an incident the other day. We have a housekeeper that comes into our house once a week. Recently, our housekeeper told my wife, “I really don’t like what I have to do here. You have too many bathrooms, I only want to clean one–or I’d love not to clean any. I don’t like dusting the high spots on your shelves or the high ceilings.

Jigsaw 83

Jigsaw Territories Pipeline Account 83

Xvoyant

DECEMBER 9, 2018

Effective Sales Leaders don’t push the more button without pushing the how button. They push the how button by painting the target and not by micromanaging. A recent business survey said that even in mundane jobs like flipping burgers in a fast food restaurant, well over half of all employees say that they don’t clearly understand how to do their jobs correctly.

Motivation 48

Motivation Guarantee Segment Survey 48

Xvoyant

DECEMBER 9, 2018

When he said “Time is the fire in which we burn,” poet Delmore Schwartz touched upon an undeniable truth. Our projects, careers and lives flash brightly but briefly. Time is our most important resource. It’s also the thing we are worst at managing and is in the least supply. According to the TAS Group, 73% of managers spend less than 5% of their time coaching their sales teams.

Coaching 48

Coaching Proposal Groups Intent 48

Xvoyant

DECEMBER 9, 2018

As part of the “Attention Economy” of today I noticed recently my reading habits had slipped. I reached out to a few friends for recommendations for my next 10 books. High on the list was Phil Knight’s bestselling story of Nike, Shoe Dog. I categorize books I read into Sales (so I can continue to up my sales skills), Leadership (because too often we don’t see leadership as a skill that must be developed), and Success (because I believe that whatever you put into your mind

Hiring 48

Hiring Motivation Lead Rank Lead Scoring 48

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Xvoyant

DECEMBER 9, 2018

1. Failure to Meet Quota. According to CSO Insights, only 55% of sales reps met their quotas in 2016*. That’s down from 63% in 2012 and the percentage continues to fall. The harsh reality is that companies continue to increase sales goals but do so without expanded headcount. “Do more with less” is the mantra. In this environment, the sales leader must do more with what he or she has to be successful.

Coaching 48

Coaching Sales Coaching SalesForce Forecasting 48

Xvoyant

DECEMBER 9, 2018

I was very fotunate the other day to be interviewed by Meg Walter for the new Silicon Slopes magazine. It gave me the opportunity to share the Xvoyant story and show its value to a broad audience. Sales Coaching is such an important space. I’m happy that I could add some value for their readers and showcase Xvoyant’s technology. I’ve included the full article below, in case you missed it. “Have you heard of this small little CRM platform that the kids are calling “Salesfo

SalesForce 48

SalesForce Hiring Banking Coaching 48

Xvoyant

DECEMBER 9, 2018

Now that the NFL has officially laid claim to the first Sunday of each February, the SuperBowl has for many become The mid-winter holiday to get excited about. But whether you prefer chocolate hearts to buffalo wings or vice versa chances are that you’ve heard of and may even have an opinion of one of the biggest names in the sport, who while having a major impact on each game his team plays in, will do so without ever taking the field.

Coaching 48

Coaching Sports Sales Coaching Comparison 48

Xvoyant

DECEMBER 9, 2018

Effective Sales Leaders don’t push the more button without pushing the how button. They push the how button by painting the target and not by micromanaging. A recent business survey said that even in mundane jobs like flipping burgers in a fast food restaurant, well over half of all employees say that they don’t clearly understand how to do their jobs correctly.

Motivation 48

Motivation Guarantee Segment Survey 48

Advertiser: ZoomInfo

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

Lead Qualification

Xvoyant

DECEMBER 9, 2018

In 1979, a DC-10 Passenger Jet flew from New Zealand to Antarctica on a sightseeing excursion on Air New Zealand flight 901. This 8 hour flight would provide passengers an experience of a lifetime: a chance to see the bottom of the world. 257 passengers and crew members took off at 8:20 that morning for routine 8 hour round-trip sightseeing trip with great anticipation to experience a part of the world very few people had ever seen.

Course 48

Course Coaching Intent Quota 48

Xvoyant

DECEMBER 9, 2018

The world of sales coaching is as complex as it is important. There have been many studies and reports in recent years about the efficacy and impact of sales coaching and making sense of it all can be difficult. Questions like “How does sales coaching help me?” “How much time should I spend on it?” and “Who should coach?” can be daunting. Here’s a handy infographic to help you navigate the landscape— Sales Coaching By-The-Numbers.

Sales Coaching 74

Sales Coaching Coaching Study Report 74

Xvoyant

DECEMBER 9, 2018

The world of sales coaching is as complex as it is important. There have been many studies and reports in recent years about the efficacy and impact of sales coaching and making sense of it all can be difficult. Questions like “How does sales coaching help me?” “How much time should I spend on it?” and “Who should coach?” can be daunting. Here’s a handy infographic to help you navigate the landscape— Sales Coaching By-The-Numbers.

Sales Coaching 54

Sales Coaching Coaching Study Report 54

Xvoyant

DECEMBER 9, 2018

Sales leaders know that in order to have successful teams, they need to coach. But where do you start? And how do you measure success? There are three questions that sales leaders should ask themselves: How do I prioritize my limited coaching time? How do I optimize my coaching efforts? How do I dollarize coaching impact? Answering these questions can provide the basis of establishing and maintaining a strong coaching culture.

Scale 54

Scale Analysis Coaching Quota 54

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ROI

Xvoyant

DECEMBER 9, 2018

Sales leaders know that in order to have successful teams, they need to coach. But where do you start? And how do you measure success? There are three questions that sales leaders should ask themselves: How do I prioritize my limited coaching time? How do I optimize my coaching efforts? How do I dollarize coaching impact? Answering these questions can provide the basis of establishing and maintaining a strong coaching culture.

Scale 54

Scale Analysis Coaching Sales Cycle 54