Membrain
NOVEMBER 20, 2019
Every sales leader appreciates a great salesperson who can “hunt” and "close more logos” than anyone else. But in the complex b2b world, sometimes your team needs to be less hunters and more mycorrhizal fungus. Here’s why–and how.
No More Cold Calling
NOVEMBER 20, 2019
Use Black Friday code 50OFFJB. My colleagues at Vengreso created an amazing online course on Selling with LinkedIn for Individuals. I’ve taken it. (Well, most of it.) It’s dynamic and highly detailed, and I’ve learned a ton. (A caveat: We differ about asking for referrals. They say yes to asking for referrals on LinkedIn. I say no way, ever.). Vengreso is celebrating Black Friday by offering 50% off the Selling with LinkedIn for Individuals training course.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Zoominfo
NOVEMBER 20, 2019
A winning B2B sales value proposition tells a story about a real problem – and puts real monetary value on the solution. The best way to create the kind of value proposition your prospect is looking for is by addressing a need. Let’s talk about what value is – and what value isn’t. In B2B sales, value is the financial benefit you get from a solution beyond the price you pay for it.
SBI Growth
NOVEMBER 20, 2019
Managing Complexity and Competition. Cloud-based Software as a Service (SaaS) software delivery has revolutionized the B2B software sales cycle. It has streamlined implementation and heightened ease of use for customers and vendors alike. For vendors, however, these bright sides have come.
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.
MTD Sales Training
NOVEMBER 20, 2019
This may sound a quite simple topic but you really need to have deep understanding of your product knowledge with regards to what you sell. There’s much more to it than just understanding features and benefits. There are a wide range of product knowledge areas that will be instrumental in reaching the ultimate outcome of a transaction. This means that product knowledge is crucial to building effective sales and a lack of application of the right pieces of knowledge is frequently the reason peopl
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Zoominfo
NOVEMBER 20, 2019
A winning B2B sales value proposition tells a story about a real problem – and puts real monetary value on the solution. The best way to create the kind of value proposition your prospect is looking for is by addressing a need. Let’s talk about what value is – and what value isn’t. In B2B sales, value is the financial benefit you get from a solution beyond the price you pay for it.
Alice Heiman
NOVEMBER 20, 2019
269 Billion Emails. Ugh! Email. The minute you’ve cleaned up your inbox and finally feel like you’ve got a handle on it, another message comes in demanding your time and attention. It’s impossible for most of us to focus with all that email sitting there. We wonder if there is a big order, a client canceling or another important message. But 90% of it is not urgent, and we dig through all that email instead of completing our priority items first.
Engage Selling
NOVEMBER 20, 2019
There’s a disconnect between the future of sales and the current popularity of two-tiered sales structures that include sales development reps (SDRs) combined with field reps.
eGrabber
NOVEMBER 20, 2019
The marketing/demand generation/lead generation teams are the ones that feed the sales pipeline with a steady flow of potential sales leads. But studies reveal that marketing teams are unable to generate sufficient sales leads to keep the salespeople busy. It means that your sales pipeline would eventually dry up at one point or other which would severely impact your sales conversions as well as your company.
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.
RAIN Group
NOVEMBER 20, 2019
Who should go first in a negotiation when it comes to offering a price, solution, and agreement to key terms? Do you ask for a budget and then craft what you do from there? Or do you, once you know what the needs and major parameters might be, suggest a solution and a price before talking about budget? It’s a common question, one that continues to baffle many sellers.
Nimble - Sales
NOVEMBER 20, 2019
If your business is built on long-term relationships with customers, then sooner or later you physically will not be able to control all the tasks yourself. The CRM system can do this for you, increasing sales, improving employee productivity and making your long-term customers more loyal to you. Of course, all this affects both your […]. The post 7 Ways CRM Can Help Reduce Costs for Your Business appeared first on Nimble Blog.
Anthony Iannarino
NOVEMBER 20, 2019
If you look at people who produce excellent results and lead their field, if you pay attention and look closely, you will notice that they do the hard things that others seek to avoid. If you look a bit longer and quite a bit deeper, you may catch a glimpse of why they choose to do hard things. What you will notice is that doing hard things prevents them from suffering the adverse outcomes most others experience.
Hubspot Sales
NOVEMBER 20, 2019
Your days are jam-packed with tasks related to bringing in revenue for your company. As your company finds its stride and continues growing and scaling, your daily tasks become increasingly complicated, especially as your product line grows in complexity. If you are manually tracking orders, you can save time, reduce your sales cycle, and increase future sales by implementing a configure price quote (CPQ) solution.
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.
SocialSellinator
NOVEMBER 20, 2019
In the ever-changing business landscape of today, using social media to promote your business is one of the best ways to get ahead of the competition. Most modern industries use a wide range of social channels to build their brand identity and online presence. That's how they reach a wider audience and ultimately increase their sales.
Force Management
NOVEMBER 20, 2019
“A goal without a plan is just a wish.” - Antoine de Saint-Exupéry. It’s that time of year again when elite sellers are putting together their plan for 2020. Early in my career, I remember having an incredible year of performance. I was the top rep in my region and preparing to go to Hawaii for President’s Club. It was, by far, my biggest income year to date.
Miller Heiman Group
NOVEMBER 20, 2019
Advancements in technology have changed the way sales organizations recruit and hire their sales force. The 2019 World-Class Sales Practices Study revealed that just 32% of organizations believe they have the right people in place to meet their business goals, and only 24% assess why their top performers are successful. Less than one-quarter of buyers see sellers as an important resource to help them solve their business problems, which is why sellers need to not just meet, but exceed buyer expe
Canidium
NOVEMBER 20, 2019
Deciding on the right sales performance management (SPM) or “ configure price quote ” (CPQ) solution vendor can be a daunting task, but it doesn’t have to be. An SPM consultancy will help you stay on track by providing the expertise necessary to find the best solution for both your team and your company.
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
The Center for Sales Strategy
NOVEMBER 20, 2019
Great client experience is key to increased revenue and overall growth. And there are many things that affect your client’s experience with your company. From every encounter with the receptionist and support staff to the product itself, the client is forming an opinion on what the experience is like working with your company. While all of these aspects have an impact on experience, for many, it’s often the salesperson that has the biggest influence.
Sales Hacker
NOVEMBER 20, 2019
There’s a big problem in B2B sales right now. The sales cycle for nearly half of all B2B sales is at least 7 months. The average tenure of a sales rep in 2018 is 18 months. So, what’s the problem? Because it takes time to get a new rep up to speed, the actual productive time you gain from those 18 months is far less. In fact, it’s often less than the average 7-month sales cycle.
Babette Ten Haken
NOVEMBER 20, 2019
An invitational business story welcomes clients. You invite them to become part of your organization’s world. And, the focus is way beyond the short-term gain of closing a contract. How impactful and inviting is the business story you tell, today? First, invitational stories generate a sense of community. Next, these stories change client perception.
Marc Wayshak
NOVEMBER 20, 2019
Sales skills aren’t an innate talent. They have to be learned, nurtured, and developed over time. Follow these 7 keys to transforming your sales skills to join the top ranks of salespeople out there. The post 7 Keys to Transforming Your Sales Skills appeared first on Sales Speaker Marc Wayshak.
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.
Close.io
NOVEMBER 20, 2019
Managing your sales pipeline in Close is now even simpler, thanks to our new, customizable Opportunity Pipeline View. Close has always been focused on helping sales teams efficiently manage high volume sales processes. But what if you need to manage just a small number of deals? What if your team has very long sales cycles that can be notoriously difficult to keep track of?
Showpad
NOVEMBER 20, 2019
There’s little doubt that sales at manufacturing companies are becoming more complex. Product portfolios are broader, and service contracts are more common, not to mention the impact of new technologies like 3D printing, the IIoT and Industry 4.0. As such, Sales teams are having to be trained on increasingly diverse portfolio sales including value-added services.
Close
NOVEMBER 20, 2019
Managing your sales pipeline in Close is now even simpler, thanks to our new, customizable Opportunity Pipeline View.
Selling Energy
NOVEMBER 20, 2019
My goal as an instructor is to make sure you're successful. When you write a one-page proposal it might not be perfect; however, it isn’t the end of the world. You're not obligated to stick to the format I recommend. In fact, my format's a little different than the one Patrick Reilly shares in the book, The One Page Proposal. Still, it's pretty close.
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
KLA Group
NOVEMBER 20, 2019
By Kendra Lee Talking price with prospects gives most reps heartburn, so they wait, and wait, and wait, all the way until the proposal. Aside from wasting your valuable time on potentially unqualified prospects, without some discussion of price, you are setting up a sticker shock situation. The Circular Pricing Problem The problem with how. Read more.
Pipeliner
NOVEMBER 20, 2019
Brandon learned from a very young age from his father, Christopher Voss who is a former FBI hostage negotiator, how to communicate with people. He has adapted those lessons to the sales world and discusses how to set yourself up for the most effective negotiations. He details the importance of understanding the different negotiator types and how adapting to each unique situation is key.
The ROI Guy
NOVEMBER 20, 2019
Excited to launch the Evolved Selling Institute (ESI)- a collaborative community with podcast interviews, insight articles & assessment tools, all designed to help advance your Sales Enablement, Content Marketing and Value Selling practices and capabilities. Checkout the introduction here: Article: [link] Podcast: [link] Site and Signup for Newsletter: [link].
Expert insights. Personalized for you.
79 
Let's personalize your content