Understanding the Sales Force
NOVEMBER 6, 2019
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.
Sales and Marketing Management
NOVEMBER 6, 2019
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.”. Rather than shelve these so-called “dead-end leads,” reps must commit themselves to find what may be hiding in plain sight.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Connect2Sell
NOVEMBER 6, 2019
No one wants so hear an objection from a buyer. Sellers would prefer smooth sailing from open to close.
Force Management
NOVEMBER 6, 2019
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.
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.
SocialSellinator
NOVEMBER 6, 2019
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.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Hubspot Sales
NOVEMBER 6, 2019
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? ". With prices readily available online and in-store, it’s likely transactions are moving this way. However, companies employing the value-based pricing model need to think about what the answer to that final question would be, if they want to employ the strategy su
SalesProInsider
NOVEMBER 6, 2019
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. They often say they can “hear” the applause from the crowd in their head during their preparation. No matter what the endeavor, there is purposeful preparation needed to perform at top levels.
Sales Hacker Training
NOVEMBER 6, 2019
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. So how do you stand out from the crowd? How do you jump-start your sales career and fast-track success?
Close.io
NOVEMBER 6, 2019
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. You want to meet your end-of-year targets, and you want to show your boss that you can perform when your company needs you most.
Advertisement
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.
Engage Selling
NOVEMBER 6, 2019
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.
Nimble - Sales
NOVEMBER 6, 2019
What is a digital transformation? Digital transformation is a tricky subject to define. Because it is a completely customizable practice, digital transformation looks different for every company. In general, we can define digital transformation as the process of integrating digital technologies into a variety of areas within a business. The goal of a digital transformation […].
RAIN Group
NOVEMBER 6, 2019
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. Which begs a few questions: What does capture buyers’ attention? Do buyers want to hear from sellers, and if so, when?
LevelEleven
NOVEMBER 6, 2019
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. Many companies feel BI can address their Performance Management needs, though this is usually not the best approach. While the two can work hand in hand, one solution will often fit a business better than the other.
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.
The Center for Sales Strategy
NOVEMBER 6, 2019
Finding a candidate with top talent to fill an open position is a good feeling. You’ve found someone that possesses the skills and experience necessary to perform the job at hand and do it well. Box checked! During the interview process, you focused mainly on their qualifications and professional background, but it was hard to get a sense of who they are and what they are about.
Canidium
NOVEMBER 6, 2019
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.
Miller Heiman Group
NOVEMBER 6, 2019
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.
Pipeliner
NOVEMBER 6, 2019
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. Just in case you are only starting out, or you have never really needed an HR department until now, which qualities should you be looking for in your new HR recruit/recruits?
Advertisement
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
SalesProInsider
NOVEMBER 6, 2019
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. They ask questions that include assumptions and ask for the same information over and over if needed.
SalesLoft
NOVEMBER 6, 2019
The word “perfect” sets a high bar. And perfection makes us nervous, anxious even. But if you think that crafting the perfect sales email is a mythical maneuver, think again. Writing sales emails that hook prospects isn’t as tough as it seems. What does it take? Researching the prospect and making a thoughtful connection, delivering value quickly, and providing them with a clear next step.
Pipeliner
NOVEMBER 6, 2019
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. Due to their complexity, larger companies inevitably require a far longer sales cycle.
Gong.io
NOVEMBER 6, 2019
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? On a recent episode of the Reveal podcast, we connected with Mark Roberge for answers to these and other questions that are top of mind for revenue leaders. Mark is the former CRO of Hubspot, founder of Stage2Capital, and current faculty member of Harvard Business School.
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.
Fill the Funnel
NOVEMBER 6, 2019
What Is This New Approach To Obtaining Customers? If you are interested in trying a fresh approach that will compliment your other marketing and sales campaigns for lead generation, this new tool is worth your investment of under $30. VidScratch is a powerful cloud app that creates irresistible “video scratch card” lead campaigns that help […].
Xvoyant
NOVEMBER 6, 2019
Simplus : Whether you are in manufacturing, healthcare, media, financial services, or the public sector, what “digital transformation” means will vary by industry. This year at Dreamforce, our goal is to provide industry-specific solutions to your common pain points. This year, enjoy the Tuff Shed Manufacturing dinner, the Simplus Industry Journey Booth, the Simplus Basecamp with industry-specific demo stations, and Simplus SMEs standing by to find solutions to your specific needs.
Anthony Iannarino
NOVEMBER 6, 2019
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. The order in which I wrote my first three books was intentional; I wrote them in the order I believed a salesperson should read them if they were starting in sales.
Xvoyant
NOVEMBER 6, 2019
We can’t hide our love for helping sales leaders succeed — it’s in Xvoyant’s DNA, and we think it’s one of the best jobs in the world. That’s why we’re always excited to reunite with sales leaders at Dreamforce to share how we’re helping them become smarter, faster, and more successful. And we’ve got some exciting stuff in store for you! Dreamforce will be jam-packed with ways to help each member of your sales team be successful and reach their version of awesome.
Advertisement
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
Richardson
NOVEMBER 6, 2019
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. Strategic account planning is a customer-centric approach to identifying priority accounts, capturing and analyzing critical information, and developing a strategy to expand and grow existing customer re
The Brooks Group
NOVEMBER 6, 2019
Trust is an intangible measure of relationship with very tangible business results. It is often the differentiating factor in a sale and, once lost, it is very difficult to regain. Be sure to coach your salespeople on the ways they can establish and maintain trust with buyers. Here are 6 steps they should follow throughout the sales process to do just that.
Braveheart Sales
NOVEMBER 6, 2019
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. And recently I’ve noticed a slight trend shift regarding how salespeople are motivated that needs to be shared. Motivation Changes. In February 2019, the breakdown looked like this: And as of November 2019, it looked like this: To break it down, in just nine months’ time our data on ov
Expert insights. Personalized for you.
245 
Let's personalize your content