Sales Hacker
JULY 24, 2019
Gender inequality in STEM has been making news for a while. But that’s not the only space where women are underrepresented. It’s a problem in sales too. According to the 2019 State of Sales Performance survey , 73% of teams polled said that less than half of their team were women. To many, this is an all too familiar problem — but not just for women.
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Connect2Sell
JULY 24, 2019
Asking sellers to describe the sales culture where they work is like asking a fish to describe water. The fish isn’t even aware of his environment because he is swimming in it and is completely oblivious to its presence or its importance, for that matter. Human beings are the same way about workplace culture. They are ‘swimming in it’ and are therefore oblivious its presence and really do have a tough time describing it.
Zoominfo
JULY 24, 2019
Millions of companies crowd the B2B universe, vying for the same share of business. As new companies join the space, existing companies will find it increasingly difficult to generate new leads. As bleak as this sounds for marketers, we remain hopeful. We’ll go out on a limb and say that, as a marketing practice, lead generation will never go extinct.
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.
Nutshell
JULY 24, 2019
When you can’t figure out why your sales have surged in one month and plummeted in another, it’s easy to shrug your shoulders and mark it up to “seasonality.”. Seasonality refers to fluctuations in your sales revenue that are caused by external factors and occur on a predictable schedule around the same time(s) every year. To be fair, you can’t really control seasonal shifts in consumer behavior, especially when those shifts are permanently tied to the holiday schedule or growing seasons.
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Anthony Iannarino
JULY 24, 2019
It’s fashionable to suggest that sales and marketing are merging. There is a line of thinking about how salespeople should use content to communicate with their clients and prospective clients that conflates these two functions into one, ignoring the different very different outcomes each delivers. The truth is that sales and marketing are not merging, nor should they.
Force Management
JULY 24, 2019
One of the keys to a successful sales kickoff is to execute it in a way that aligns with your organization's overall business strategy. From there, your SKO agenda should be prioritized by the objectives and the outcomes you want the event to drive as it relates to that strategy.
Nimble - Sales
JULY 24, 2019
Customer retention is much more valuable than customer acquisition. According to Forbes, the success rate of selling to an existing customer is 60% – 70%, while the rate of selling to a new customer is only 5-20%. As a result, you have to step up your efforts to keep a good relationship with your existing […]. The post 10 Best Tips to Boost Customer Retention Rate appeared first on Nimble Blog.
Membrain
JULY 24, 2019
“Cooperation is not good enough,” says Tim Ohai, Global Lead, Sales Process & Methodology at Workday. In this guest post on Keenan’s blog, he makes a case for sales professionals to avoid cooperation and claims it’s killing your sales effectiveness.
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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.
InsideSales.com
JULY 24, 2019
Can a more accurate sales forecasting process help in pulling in more revenue for businesses? Keep reading to check out these five strategies today. RELATED: The Six Principles Of Sales Forecasting In this article: How Sales Forecasting Affects A Business’ Decision-Making Process The Importance of Sales Forecasting Ensure Sales Reps Maintain Accurate CRM Data Make […].
Partners in Excellence
JULY 24, 2019
In the “old days,” networking seemed to be about meeting people, learning about them, building a bit of a relationship. There was value in networking. Often, our networking may have been a passing meeting, a chance to get to know someone for a few moments, have an interesting conversation, only to move on in our separate directions. Sometimes, it led to something more substantive, perhaps some follow up conversations, perhaps a deeper relationship.
RAIN Group
JULY 24, 2019
This RAIN Group article originally appeared on MarketingProfs. Sellers have a huge opportunity to take advantage of the vast amounts of information about their buyers that's available on social media. And yet, they don't. Whether you're researching new prospective buyers before reaching out, a buyer before a sales conversation, or a target industry, social media should be one of the first places you look.
Miller Heiman Group
JULY 24, 2019
In the latest Move the Deal episode, host Greg Moore talks with Predictable Revenue Founder and Co-CEO Aaron Ross. A pioneer in the evolution of the sales development representative role, Ross started at Salesforce.com as an inbound SDR and then moved on to create their outbound SDR process, helping them grow from $5M to $100M. Aaron wrote two best-selling books Predictable Revenue and From Impossible to Inevitable (co-authored with Jason Lemkin) and continues to help all kinds of companies find
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.
Pipeliner
JULY 24, 2019
In our last couple of articles in this series, we’ve talked about today’s vital need for the return of evangelists in business. Now, let’s have a look at what it really takes to become an evangelist. Inherited or Learned Skill? Are evangelistic traits only inherited? Do they only stem from a person’s genetic code? Or can they be learned—even when someone is so introverted and fearful of public speaking that they can’t even open their mouths?
Openview
JULY 24, 2019
The post Balena Raises $14.4 Million to Simplify IoT Device Management appeared first on OpenView.
Partners in Excellence
JULY 24, 2019
I hesitated writing this, I’m calling out a colleague who I think is providing very well intended, but misleading advice. This individual is genuinely trying to be helpful, he’s trying to simplify something that tends to get very cloudy and confusing. In sales we are deluged with all sorts of metric, most of which are meaningless, many of which are contradictory.
Sue Barrett
JULY 24, 2019
What is the correct title for a salesperson’s role? What should I call myself? This is a contentious issue… And a question we get asked frequently. The answer will depend on why you are asking the question. Are you asking because: You think the title ‘sales representative’ doesn’t adequately describe what you do. You are […]. The post What is the correct title for a salesperson?
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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
Janek Performance Group
JULY 24, 2019
In sales, there’s countless demands on your time. The incessant cascade of emails, phone calls, texts, meetings, digital and hard copy recordkeeping – one could literally spend virtually all of their waking hours doing nothing but engaging with all these demands. But that road leads to stress, burnout , and a risk of early death. So how do we make sense of it all?
Adaptive Business Services
JULY 24, 2019
What are some of the traits that you admire or respect in other salespeople? Humor – Relax! Inject some humor! Manners – I was raised in the liberal use of please, thank you, and respect. Put your phone away! Honesty is also a big part of this. Your word is your bond. Rapport – The correct amount of chit-chat is always important and this correct amount is dictated by the customer.
Bigtincan
JULY 24, 2019
First-year sales reps are in a tough spot. Not only is their new job challenging, but also their skill set isn’t developed enough (at least not yet) to excel in it. So what’s a first-year rep to do? How does a rookie handle their day-to-day responsibilities without succumbing to stress and anxiety? Maybe more important […].
Xactly
JULY 24, 2019
Effective sales managers are key to organizational success. These are qualities to look for and mistakes to avoid when hiring sales managers in your business.
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.
Xvoyant
JULY 24, 2019
The Secrets of High-Growth Sales Leadership. Welcome Friends of The Sales Leadership Podcast. Xvoyant proudly offers this FREE eBook for immediate download, loaded with experience and insights from over twenty-five of the greatest sales leaders in the world! Learn what Rob Jeppsen and other brilliant industry leaders have to say on topics such as coaching, vision, systems, and more!
Carew International
JULY 24, 2019
7 Things You Can Do to Improve Your Team’s Productivity. In a recent article for Inc.com, entrepreneurs shared specific practices they utilize themselves and instill in their team members to increase productivity. While the list may not include everything needed for effective sales leadership, it offers a holistic perspective and a solid foundation for strong leadership over the long-term.
criteria for success
JULY 24, 2019
In B2B sales, we are expected to do a lot of convincing, teaching, consulting, and, well, communicating. So, why are we so threatened by objections? First, let’s talk about an age-old practice of handling objections. The buyer challenges the seller. The seller hears it as an objection and provides a well-rehearsed response. But, what does [ ] The post Sales Professionals: Why Are We Threatened By Objections?
Highspot
JULY 24, 2019
The B2B landscape is rapidly evolving. Sales teams must keep pace with the latest market developments, new products and services, buyer behaviour, competitor news, and much more. The flow of information is unending. How can your sales team keep up? The answer is sales readiness. . Sales readiness encompasses efficient onboarding, ongoing sales communication, and effective coaching and training.
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Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp
G2Crowd - Sales Blog
JULY 24, 2019
Have you ever met anyone that likes paying rent? I sure haven’t.
Selling Energy
JULY 24, 2019
Today, we’ll continue with some more body language clues:
Lessonly
JULY 24, 2019
“Bad news early is good news.”. This wisdom is attributed to Ruth Clark. I think it’s a great reminder, because delaying action is so human. When we are frustrated, we wait to say something. When a project isn’t going well, we wait to say something. When an agreement isn’t going to work out, we wait to say something. When we decide to leave our jobs, we wait to say something.
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