Wed.Nov 06, 2019

Critical Thinking Skills for Sales Success and Invalidating Objections


No one wants so hear an objection from a buyer. Sellers would prefer smooth sailing from open to close. overcoming objections critical thinking skills Critical Thinking Skills for Sales Success

Video Conferencing for Salespeople - To Zoom or Not to Zoom?

Understanding the Sales Force

No data or statistics today. No sales training or coaching either. This won't be a lesson for sales managers or sales leaders. This is my rant of the day. Dave Kurlan video zoom

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Abandon Dead-End Thinking: Best Practices for Working Leads

Sales and Marketing Management

Author: Rachel Krug Leads are the lifeblood of your business, yet, more often than not, leads fall outside the category of “sales ready” opportunities. As a result, reps often dismiss these as a dead end. But, as Orrin Woodward said, “There are no dead ends in life, only dead-end thinking.”.

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Can a unique Way of Selling win more deals?


My wife and I love a little restaurant near our home. They have the absolute best poke bowl we’ve eaten anywhere. Sales Management Sales Enablement Sales Methodology

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

Time-Based Branding: You Grow by Making Things Easier

Engage Selling

Time-based branding makes it as easy as possible for your customer to find you and buy from you. Get this right and you will unlock new growth in even the most competitive of marketplaces.

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Sales Hiring: The Ultimate Guide

Hubspot Sales

Your organization needs an effective sales hiring strategy to survive. The average annual turnover for sales teams is around 27% , meaning that if you have 10 reps, you could lose three of them within the year.

Q4 sales strategies to end the year winning

It’s the end of the year, and you’re focused on making these final days count. You have some leads that have been in your pipeline for some time—some that you’ve yet to make contact with, and others that have yet to commit.

Career Advice from the Pros: Starting a Sales Career in 2020? Do This

Sales Hacker

Sales development representative roles have grown 5.7X since 2012, according to LinkedIn’s State of Sales report. That’s a lot of new people entering sales! If you’re one of them, that’s both good news and bad: It means sales is growing, but you’re going to have a lot of competition getting started.

To Make More Sales, Make Time for Preparation


Have you ever watched what an athlete does before their event? Or any type of performer before their production? There’s stretching, visualizing, time with their coach and teammates or cast members, practice, and often quiet reflection.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

Business Intelligence vs. Performance Management


Business Intelligence (BI) and Performance Management are two very different elements of a technology stack for companies that are trying to improve their profitability and increase efficiency.

4 Essential Elements of a Winning Prospecting Strategy

RAIN Group

There are few areas of selling filled with more uncertainty, challenges, and conflicting advice than prospecting. Success in sales prospecting requires breaking through the noise to capture buyers' attention and influence them to meet with you.

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Everything You Need to Know About Value-Based Pricing

Hubspot Sales

Imagine a sales conversation unfolding as follows: Salesperson: " So, you’re interested? ". Potential Buyer: " Yeah, I might buy this. How much will it cost me? ". Salesperson: " That depends — how much are you willing to pay for it? ".

Human Resources: How to Recruit the Recruiters?


The whole management looks to HR for recruiting talented new employees for the company, but how is one supposed to recruit a recruiter? Of course, if you already have a HR department with an experienced staff and a good HR Head, things will become a lot easier.

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

Networking Effectively, Part Two

Selling Energy

“Networking is a lot like nutrition and fitness: we know what to do, the hard part is making it a top priority." – Herminia Ibarra. networking

Stop the Interrogation: Go Forward with Conversion Copy


I am a Law & Order SUV junkie – I enjoy figuring out the plot twists and whodunnit. I watch with interest how the detectives interrogate the suspects to get to the truth…or what they believe is the truth…and the information they seek. They sit across the table and look them straight in the eye.

Are You Willing to Lose For A Win?


It was an exciting time to be an appreciated member of a sales team finally. My motivation was at an all-time high to pursue the larger companies in my territory. Most of my teammates focused on the medium-sized businesses, but I always included a few Fortune 500 and 100 companies on my list.

Why Sales Performance Management (SPM)?


Sales performance management is critical to your sales process, and ultimately, your success as a company. Read this blog about the importance of SPM to learn why it may be the perfect solution to complications within your operations.

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

Social Selling on Instagram for Healthcare Professionals


When it comes to social selling, many people don't consider Instagram their primary platform. Marketers mostly use the platform for relationships and brand awareness building. Some of the primary reasons why people avoided Instagram was because they couldn't use sponsored posts or add links.

OpsStars – A Sales Operations Event Not to be Missed!


ringDNA is pleased to sponsor OpsStars – Journey to Revenue Operations, the largest standalone event alongside Dreamforce. This unique three-day event, focused on sales operations professionals, takes place on November 19 -21, 2019 at The […]. The post OpsStars – A Sales Operations Event Not to be Missed! appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Dreamforce events Sales Operations

Five Characteristics that Build Successful Sales Leaders

Force Management: The Command Center

Sales managers play a critical role in driving your sales organization’s success. Leaders in today’s top companies understand that it takes an enabled, successful sales management team to really impact revenue. Front-line Managers Sales Transformation Sales Leadership

Boost Your Sales Performance by Pairing Methodology and Technology

Miller Heiman Group

The sales industry is complex. Just as industries like medicine and aviation combine high-tech innovation with low-tech checklists to achieve success, sales professionals need to do the same using a sales methodology. A methodology provides a framework to the sales process, describing exactly what to do, why to do it and how to connect the sales process to the customer’s path. Checklists, on the other hand, help people focus pause and communicate.

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

How to Do Annual Sales Capacity Planning

KLA Group

By Kendra Lee It’s annual planning and budgeting season once again. Business owners’ favorite two numbers to use to build their plans are growth and operational expenses.

Frank Cespedes: How to Build and Manage Your Multi-Channel Marketing


Frank Cespedes teaches at Harvard Business School.

Mark Roberge: How to Approach Product-Market Fit

What’s the best way to build a data-driven sales culture? How does adding customer value impact top-line revenue? What do world-class CROs do differently?

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Xvoyant is coming to Dreamforce 2019


Rob gives a preview of what he will be speaking on at Dreamforce 2019, and how you can meet with Xvoyant during the week. video Dreamforce sales coaching sessions

How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

Eat Their Lunch at One Year

Anthony Iannarino

Today marks the first anniversary of my publishing Eat Their Lunch: Winning Customers Away from Your Competition. Eat Their Lunch is my third book. The first primary concept in that book, Level IV Value Creation , is my oldest framework.

A Strategic Approach to Exploring the Customer’s White Space


Research from Bain shows that it is six to seven times more expensive to acquire a new customer than to retain an existing one. In fact, boosting customer retention by just five percent increases profits by 25 to 95 percent. These findings illustrate the importance of strategic account planning.

Is the Pendulum Swinging Back?

Braveheart Sales

If it isn’t obvious from my many posts using the Objective Management Group’s database, I love to mine facts on salespeople. I’m fortunate to have access to this large database and all the information it provides.