Nutshell
MAY 16, 2018
Nothing inspires a salesperson’s creativity like a game-changing deal that’s hanging just out of reach. We asked eight sales professionals and business leaders for their best stories of going wayyyy above and beyond to close the deal. Enjoy, and tweet your own crazy sales stories to @nutshell. (The best story that can fit in a single tweet wins a prize!).
Babette Ten Haken
MAY 16, 2018
Does the siloed departmental culture in which you reside impede or promote customer success through service quality delivery? Consider findings from the 2017 Deloitte Global Human Capital Trends study (and the 2018 study builds on these findings). In this report, tomorrow’s workplaces are characterized by networks of interoperable teams. However, when today’s business models remain stuck in siloed departmental cultures, the workplace resembles an assembly-line mind set.
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MTD Sales Training
MAY 16, 2018
No matter how good your discussions have been with a prospect, there will come a time when you simply have to talk about lowering your prices. Even though you’ve built up your value, it still seems the prospect wants to shave a few pennies from your price in order to satisfy their innate desire to feel they have ‘made a deal’. Make it clear, though, to the prospect that you are going to trade rather than concede.
SBI Growth
MAY 16, 2018
Is cost reduction your company’s approach to value creation? If yes, this article does not address your strategy. This article is not about cost takeout, cutting your way to growth, or headcount reductions. If you have worked with a company seeking.
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.
Connect2Sell
MAY 16, 2018
I believe that sales managers have one of the hardest jobs anywhere. Not only is it one of the hardest jobs, but it's also a job that isn't as well supported as it should be. For example, sales manager training may not be offered at all or, when offered, usually focuses on sales and not management. And then there are the mixed messages about what, exactly, the job duties are -- selling?
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John Barrows
MAY 16, 2018
Something I get asked a couple of times a week and usually has a lot of engagement when I share it on social, is the topic of voicemails. There is always a debate if leaving voicemails still makes sense in 2018. The answer, for a number of reasons, is yes. Why you should leave a voicemail. Look, I get it, no one calls anyone back anymore. Many people don’t even have desk phones at this point, so why should you even bother leaving voicemails?
Close.io
MAY 16, 2018
Here's the recording of today's webinar how top sales reps use conversational selling to close more deals, with Drift, Chorus.ai and Close.io. The theme of today's webinar is that sales is changing. Prospects no longer want to fill out forms and wait hours (or days) to have their questions answered—so we're exploring all of the different ways you can optimize your sales process to better serve your prospects and leverage conversational selling to close more deals.
Jeff Shore
MAY 16, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Lisa Copeland, Serial Entrepreneur, and Jeff want you to understand what it means to be present. Many times sales professionals can suffer from distraction. The e-mails, the pressure of the next sale, home life, and so much more that keeps us from being present with our current client. How can you meet the needs of your client when you’re not present?
Alice Heiman
MAY 16, 2018
When Todd called me, he was worried. His company was growing. Over the past few years, they’d steadily acquired their toughest competitors. They were now the dominant player in a fragmented market, setting the benchmark against which all other vendors are compared. So, what could possibly be going wrong? It turns out, a lot! Recently they’d lost several big contracts to small firms who couldn’t possibly offer the breadth and depth of services that their customers wanted.
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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.
Jeff Shore
MAY 16, 2018
By Ryan Taft. ?I need to confess something to you. I am having flashbacks of 2005…economically speaking that is. If you were in sales in 2005, things were booming. Consumer confidence was high (maybe too high). People were buying homes, cars and more without a thought. You might be thinking, “Ryan, that’s a good thing, right?”. ?Yes, and no. Let me explain.
Membrain
MAY 16, 2018
The right sales strategy is critical to high sales performance. When a great sales strategy is aligned with appropriate sales process, methods, training, coaching, and technologies, sales teams can reliably knock the numbers out of the ballpark.
RAIN Group
MAY 16, 2018
Too many sellers have the following problems: Bloated pipelines filled with dead wood. Lack of clarity on what opportunities to focus on. In " How to Clear Your Pipeline of Dead Wood ," we shared how to make your pipeline real and manageable. Here, you’ll find a framework that will allow you and your colleagues to define and focus on the best sales opportunities with clarity and confidence.
Openview
MAY 16, 2018
Sales and marketing spend is and should be top of mind for sales leaders. On the BUILD podcast, Liz Cain, Partner at OpenView, discusses how and why companies waste resources. Later on we chat with Dave Grow, President & COO at Lucidchart, to learn from his experience scaling the company to 10M users with few wasted resources. ?. Prefer to listen on iTunes?
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.
Xactly
MAY 16, 2018
The sales compensation planning process can be complex, and unfortunately, sometimes a headache. Luckily, with the right tools, sales operations can reduce the stress and time it takes to design, test, and implement a new compensation plan, and they can work to maintain and tweak the plan throughout the year. Before you start building out the specifics of your plan, ensure that you have a strong team comprised of key players to drive the plan design process.
Mindtickle
MAY 16, 2018
In today’s ever-changing marketplace, it’s becoming more and more difficult to get an edge over competitors. Developing a strong value proposition is one way to clearly explain to prospects why they should buy your solution over others. In fact, a great value proposition could be the difference between losing a sale or closing it. According […].
Sales Hacker
MAY 16, 2018
The post Conducting the Symphony: How to Coordinate Your Sales Planning Initiatives appeared first on Sales Hacker.
The Center for Sales Strategy
MAY 16, 2018
Recently, I've had a few run-ins with bad email etiquette. Not just in a quick email thread from a co-worker (I'll admit, my email etiquette gets sloppy in this arena), but I've received emails from salespeople attempting to get me (the marketing manager) to subscribe to their software, utilize their platform, or allocate some of my budget to their product, and all had major email etiquette issues, misspelled my name, or included verbiage that clearly showed me we aren't on the same wavelength.
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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
MAY 16, 2018
We in the sales world and our marketing cousins are always trying to better our email open rates. It’s a tough thing to do, especially these days when people are bombarded constantly with messages - 105 billion emails are sent every day! Add in filtering systems like Gmail’s Social and Promotions tabs, and it becomes even more difficult to cut through the noise.
Mindtickle
MAY 16, 2018
In today’s ever-changing marketplace, it’s becoming more and more difficult to get an edge over competitors. Developing a strong value proposition is one way to clearly explain to prospects why they should buy your solution over others. In fact, a great value proposition could be the difference between losing a sale or closing it. According to HubSpot, only 69% of B2B firms have established value propositions, yet 54 percent of companies do nothing to optimize theirs.
Selling Power
MAY 16, 2018
Buyer behaviors are always evolving, and sales teams need to keep up with them. Technology plays a key role here. Software development is getting faster every day, and so is the way consumers adopt this technology. Here are some of the most recent examples.
Sales Hacker
MAY 16, 2018
The post How Unifying People, Process, and Tech Will Help You Pivot to Recurring Revenue Faster appeared first on Sales Hacker.
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.
G2Crowd - Sales Blog
MAY 16, 2018
In case you haven’t heard, reviews are all the rage.
Adaptive Business Services
MAY 16, 2018
In an article earlier this year, I announced “ Craig 4.0 – My Final Work Chapter ”. Well, here it is. I figure that I have five more years left in me and, as hard as I want to try to fully retire, work continues to be my main hobby so … I’m stuck. This does not, however, mean that I can’t have any fun. I have given a lot of thought as to what aspects of my work give me the most joy and here they are.
Close
MAY 16, 2018
Here's the recording of today's webinar how top sales reps use conversational selling to close more deals, with Drift, Chorus.ai and Close.
The ROI Guy
MAY 16, 2018
Tall and confident, with a more than notable German precision. This was my impression of Tamara Schenk, the first time I saw her present at a Sales Enablement conference. That was over 7 years ago, when she was still a practitioner, discussing the best practices she and her team had implemented at T-Systems. As with many of you, I’ve had the opportunity to see her present many more times and get to know her over the years.
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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
Sales Hacker
MAY 16, 2018
In part 5 of my sales meeting series, we take a closer look at a framework designed to help you improve your closing sales statements. Check out part 4 here— Storytelling Success: Why Some Reps Are Dynamite and Some Aren’t. We all have heard the ABCs—Always Be Closing! Sure, it was always rousing in the famous Alec Baldwin speech in Glengarry Glen Ross, but what does that actually mean?
Sales Evangelist
MAY 16, 2018
You are not the only salesperson who has contacted your prospect this week. In fact, she has likely heard from 10 other salespeople selling exactly the same thing you are. So what is different about you? How do you differentiate yourself from the other 10 people so she’ll want to move to the next step […] The post TSE 835: TSE Hustler’s League-“What Is Different About You?
Sales Hacker
MAY 16, 2018
The post How to Use Social Selling to Influence Your Sales Pipeline appeared first on Sales Hacker.
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