Connect2Sell
OCTOBER 10, 2018
It’s the dreaded price question, and this is only your first meeting … the buyer is asking for price information before the needs assessment, before the solution has been crafted, and before value has been established. So, what’s a seller to do? Use these sales negotiation skills. if you want to torpedo your chances of success.
Openview
OCTOBER 10, 2018
Maintaining a position of preeminence in the highly competitive IT industry requires leaders to adapt to changes in the business landscape more rapidly than the competition. Continued success also relies on innovative sales enablement techniques that boost performance, help meet customer needs and achieve bottom line results. While many corporate sales enablement functions are already leveraging state-of-the-art enablement mechanisms, like online and virtual trainings, chat bots etc., most are s
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Alice Heiman
OCTOBER 10, 2018
Are you desperate for better results from your sales team? Before you fire them all, try the 5 Cs of effective sales management. Provide clarity, consistency, coaching, collaboration and don’t forget to celebrate! The 5 Cs of Effective Sales Management. 1. Clarity. When asked, sales reps are surprisingly unclear about the sales process, priorities, goals, expectations and even how to put information into the CRM.
Sales and Marketing Management
OCTOBER 10, 2018
Author: Anil Kaul Co-Founder and CEO of Absolutdata Artificial intelligence — AI for short — is already changing the world in countless ways. Millions of people use devices like Amazon Echo and Google Home to find out more about products and services they need or to control their home environment. Virtually all automakers are exploring self-driving car technology.
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.
Jeffrey Gitomer
OCTOBER 10, 2018
How do you feel about your competitors? You say, "I have a great relationship with my competitors." Right, if you needed $50,000 or your business would fold, I guarantee your friend, the competitor, would send you a bon voyage note. Get real, man. They may talk to you, they may be civil to you, they may even appear to help you – but ask them if they wish you were dead or alive, I'm betting on the funeral home.
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Jeffrey Gitomer
OCTOBER 10, 2018
People are not afraid of achieving success, they just don't know how. Here's one element that will put you on the path. You have several goals you want to achieve, but they are not written down. They just pop up in your head every once in a while, only to be buried in a black hole of procrastination, excuses and guilt. Take heart – I found a way to beat the system.
DiscoverOrg Sales
OCTOBER 10, 2018
Hey, everyone! I’m Monica Stewart from Skaled : A modern sales-consulting firm that helps increase the efficiency and effectiveness of sales organizations through the use of sales technology. Welcome to another Whiteboard Wednesday! How many times have you run an awesome demo that didn’t close? They loved the product, everybody was super excited!
Jeffrey Gitomer
OCTOBER 10, 2018
You didn't qualify the prospect very well, did you? OK, what do you do now? When others need to approve the deal, besides qualifying the buyer better, you must take four action steps: Get the prospect's approval. Get on the prospect's team. Arrange a meeting with all deciders. Make your entire presentation again. If you think you can get around these steps, think again.
MTD Sales Training
OCTOBER 10, 2018
When I was growing up, my uncle had some ideas that, in this modern world, would seem laughable. Yet, in those days, we had no social media and a mobile phone was a brick attached to a 16lb battery! Yes, things were a little different then. One of my uncle’s ideas was that ‘if it’s in the paper, it’s true’. Journalists were lauded for having all the background knowledge and wisdom so that everything that came out of their mouths was deemed to be correct and wise.
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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.
Jeffrey Gitomer
OCTOBER 10, 2018
Where will you be one year from today? Where will your sales be? How will you get there? Are your goals established for next year? Are they written down? If not, next year you'll likely be where you are today. Wishing you were someplace else, without the direction or drive to get there. A goal is a dream with a plan and a deadline. The three main reasons people don't achieve their goals are: They fail to write them down and post them in plain view.
John Barrows
OCTOBER 10, 2018
I remember reading a study done by Harvard a while back on the characteristics of the top 1% of sales professionals in the US. There was one that stuck out to me since it’s usually not associated with sales professionals but it is something I strongly believe – Impeccable Honesty. They found the best sales professionals were impeccably honest with everything they did at every level.
Membrain
OCTOBER 10, 2018
We’re still underestimating artificial intelligence, says Andrew McAfee. That was the premise of his presentation at the Nordic Business Forum in September, and he should know.
Jeff Shore
OCTOBER 10, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Scott McKain and Jeff talk about giving your customer a sales presentation that stands out. You need to be distinct in your sales approach. But what comes after distinction? ICONIC which is the title of Scott’s new book. In this episode of the Buyer’s mind, you’ll learn what great companies do that make them the standard in their field, and not just companies – salespeople.
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
OCTOBER 10, 2018
CFO asks CEO: "What happens if we invest in developing our people and then they leave us?". CEO: "What happens if we don't, and they stay?". I really LOVE this "fictional" exchange. It drives a stake right through one of the arguments against training and developing your salespeople.
Sales Hacker
OCTOBER 10, 2018
They say the average human attention span is shorter than a goldfish’s. Yet, a new study just came out saying that the average person watches 18 days worth of Netflix a year. The math doesn’t exactly add up. But what’s the difference? How do you get your viewers to figuratively “hit full screen” and give you their complete attention, instead of Amazon Prime shopping in the background?
Partners in Excellence
OCTOBER 10, 2018
The concept of providing our customers rich insight has become “standard” for complex B2B selling for at least the last 7 years. Some of us have been doing that all our careers-without knowing that we are providing insight. There are lots of definitions around what insight is, but most of them tend to be around concepts of “commercial insights.” These are generally stories and data around things happening in our customer’s industries and markets that may impact th
Xactly
OCTOBER 10, 2018
Happy comp planning season! Over the next few months, there will be a lot of moving parts to keep track of—and many impactful decisions to be made. As part of the effort to make plan design easier, here are a few thoughts on the process (and a few other sales plan ideas too): 1. Yes, it is time to start. If your fiscal year ends in December, you should have already started thinking about the next round of plan updates, plan tweaking, or a wholesale rebuild of the entire system.
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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
RAIN Group
OCTOBER 10, 2018
If you've worked in sales for any length of time, you've likely heard the phrase, "Sales is a numbers game." It's true. A profitable sales organization relies on the careful analysis of success metrics, performance data, and sales reports. If your sales reports are incomplete, inaccurate, or just plain wrong, the outcome is simple: misguided and ineffective selling.
CloserIQ
OCTOBER 10, 2018
Boston is emerging as one of the hottest startup cities in the country, which is great news for sales professionals. With so many companies in the neighborhood, looking for a new job can be pretty overwhelming as well as exciting. Here are the companies you should consider to jump-start your job search. These companies are all backed by venture capital and are currently hiring in sales roles.
Marc Wayshak
OCTOBER 10, 2018
Want to learn some easy ways of building rapport with prospects in sales? Check out this video to learn the 6 scientifically proven steps to building rapport with anyone in sales. The post Building Rapport – 6 Scientifically Proven Steps to Building Rapport with Anyone in Sales appeared first on Sales Speaker Marc Wayshak.
Babette Ten Haken
OCTOBER 10, 2018
Our customers find us professionally boring when we are completely boring. Over time, we gradually become less than enthusiastic about serving them. For a number of reasons. And our sentiments about our customers become very obvious. As a result, as the song goes: “The thrill is gone.” It’s a two-way street. When current customers are good and bored with us, they are ripe for defection.
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.
Engage Selling
OCTOBER 10, 2018
We’re in Q4! This can bring feelings of anxiety for many salespeople, especially if they’re behind target. Don’t worry! There’s still time to end the year on target.or even exceed it!
Predictable Revenue
OCTOBER 10, 2018
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Bill Binch, Chief Revenue Officer at fast-growing product cloud provider Pendo. The post How to hire, and develop, great salespeople with Pendo’s Bill Binch appeared first on Predictable Revenue.
Allbound
OCTOBER 10, 2018
If you’ve read Gary Chapman’s book The 5 Love Languages , chances are you know about how important it is to keep your love tank full. It’s kind of like the gas tank in your car. If it’s full, you can drive a long way – but if it’s empty, you’re not going anywhere. Gary’s book introduces the idea of an emotional love tank.
MJ Hoffman
OCTOBER 10, 2018
From their first conversation to the close, a strong salesperson consistently asks her prospect for small closes. Getting incremental commitments from the buyer trains them to say “yes” and indicates how invested they are in the relationship. These closes also accelerate the deal, since they help you hit significant milestones more quickly. I’ve found waiting until the last stages of the sales process to make a request can significantly damage your chances of winning the deal.
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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
Janek Performance Group
OCTOBER 10, 2018
When Richard Thaler and John Balz of the University of Chicago and Cass Sunstein of Harvard Law School coined the phrase choice architecture in 2008, they clarified how decision makers make choices. More importantly, they illuminated how choice architects, such as sales people, can use choice architecture to “help nudge people to make better choices… without forcing outcomes”.
Bigtincan
OCTOBER 10, 2018
by Tim Keelan When Bigtincan acquired Zunos, a micro-learning & gamification platform – I’ll admit I was a bit skeptical. When first checking out the Zunos platform I thought it was cool, but I still didn’t fully “get it.” I had heard about “gamification” before, but to me it seemed like just another buzzword that lacked distinction. […].
Paul Cherry's Top Sales Techniques
OCTOBER 10, 2018
Sending quotes by email How many times does a prospect (or customer) email you for a quote? You want to be diligent and responsive, so you “shoot back” the quote to your customer. It’s one less thing off your plate – on to the next opportunity. Good for being so efficient. But hold on! Efficiency can create stalls and drive down your close ratio. That’s why you need to know how to slow down in order to speed up the sales process.
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