Understanding the Sales Force

SEPTEMBER 24, 2019

At Objective Management Group (OMG), we ask salespeople to record their elevator pitch and value proposition as part of the sales force evaluation. Some are OK, most are not, and for most companies, there are tremendous inconsistencies between each salesperson's messages. Elevator pitches and UVP's are usually so poorly constructed I have to wonder if anyone in sales leadership puts any time at all into formalizing their messages.

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Construction Sales Leadership Groups Objections 214

The Sales Heretic

SEPTEMBER 24, 2019

All buying is emotional. Even if you’re selling microchips to engineers, there’s still an emotional component to the transaction. Because as human beings, we feel more often, more easily, more quickly, and more deeply than we think. And those emotions play a huge role in all our decision-making. Often unconsciously. So whenever you encounter a [.].

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Buyer Engineering Prospecting Customer 205

The Pipeline

SEPTEMBER 24, 2019

By Tibor Shanto. We know the filters we apply to given scenarios directly impact the outcome, more correctly, our view of the outcome. The more aligned we are to the buyer’s perspective, the more effective we can be in introducing insights. Insights that inform the buyer based on their objectives. Not an artificial view of the market designed to favor our product.

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Outsourcing Services B2B Decision Maker ROI 203

The Sales Hunter

SEPTEMBER 24, 2019

We cannot forget that not all prospects are created equal. Some prospects are actually not prospects at all, they’re just suspects in disguise. Everybody in sales cannot find enough time to prospect. If we’re already challenged for time, shouldn’t we focus our time on the best opportunities? Gain more insights in my video: One concept I strongly advocate is to qualify a lead fast to ensure that you’re quickly able to know who has potential and who does not.

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Sales Qualified Lead Prospecting Decision Maker Pipeline 190

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.

Sales Cycle

Sales and Marketing Management

SEPTEMBER 24, 2019

Author: Tessa Burg The success of a B2B company once largely depended on the relationships and contacts of its salespeople. Now, B2B companies must implement digital marketing into their sales funnels. Why? Because buyer behaviors are changing. Just like the average consumer, B2B customers’ buying patterns have become more complicated over time. Purchasing decisions now involve increased touchpoints through multiple channels, more self-driven research, and less reliance on salespeople.

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ROI Lead Rank Customer Marketing 166

Nimble - Sales

SEPTEMBER 24, 2019

A sales team is almost like a uniform mechanism striving for a universally common goal – to sell the company’s product or service. According to real practice, however, it may be quite challenging to adjust efficient cooperation between all the members in such a team. Let’s discuss how to structure a sales team most properly and […]. The post How to Structure a Winning Sales Team appeared first on Nimble Blog.

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How To Sales 94

InsideSales.com

SEPTEMBER 24, 2019

Text in sales may not be the most popular communication method out there, especially for B2B sales, but its power and presence is hard to ignore. In this episode of Sales Secrets, I share why it’s worth looking into including texting in your sales strategy and how to do it successfully, so read on to […]. The post Should You Be Using Text In Sales?

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B2B Sales Strategy How To 93

Anthony Iannarino

SEPTEMBER 24, 2019

The idea of creating value can easily be summed up as helping your clients. The more you help your clients, the greater their preference to work with—and buy from—you. Here are nine ways you help your clients and create a preference to work with you. Providing a New Vision of What’s Possible : You will often find your clients mired down in the status quo, sticking with the devil they know, and working to survive.

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Competition Lead Rank Lead Scoring Study 87

Smooth Sale

SEPTEMBER 24, 2019

How to Attract the Right Job Or Clientele: Business-oriented, I found myself in complete surprise to realize the sports team is overlooking essential steps for success. The score throughout the game indicates something is amiss. Moreover, it was evident the televised game was missing the typical crowd. Business development resembles the development of sports teams.

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Hiring Lead Rank Face-to-face Sports 74

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Keith Rosen

SEPTEMBER 24, 2019

YOU CAN’T SCALE DEPENDENCY! Ever see a coach at a sporting event run onto the field to play for their players? Then why are managers so quick to take OWNERSHIP of their team’s problems by telling them what to do? Instead, coach from the SIDELINES so your team can win: START HERE: In every conversation, you’re either: LEADING WITH ANSWERS ASSUME: Erode trust, create dependency, relinquish their accountability by taking ownership of their problem.

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Coaching Scale Sports Account 66

Miller Heiman Group

SEPTEMBER 24, 2019

Manufacturing sales leaders need insight into your organization’s sales funnel in order to accurately manage the pipeline. A strong funnel management plan is one that uses your pipeline to guide decisions about your daily sales activities, strategies and selling time spent in order to achieve both short-term and long-term goals. Effective funnel management ensures that manufacturing seller’s prospects continue moving through the funnel and are managed at every stage.

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Top of Funnel Funnel Strategy Lead Rank 55

Janek Performance Group

SEPTEMBER 24, 2019

Determining the best candidate for a sales rep position is a blend of art and science. Your ability to make a homerun hire requires smart utilization of all your resources. One of the best sources is the interview. The right questions can elicit compelling information that helps you decide who to advance or hire, and who to wish best of luck on their job hunt.

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Hiring Sales Management Resources Positioning 54

Leading Results Rambings

SEPTEMBER 24, 2019

Most often, landing pages are standalone web pages on your website designed specifically for a campaign or offer – a webinar, ebook, newsletter subscription, etc. Landing pages have one goal: to increase conversion rates and bring in new customers.

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Inbound eBook Webinar Metrics Campaigns 52

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.

Cold Calling

Close

SEPTEMBER 24, 2019

Here's how a tiny company started closing huge deals with federal government agencies—and how you too can get started in B2G (business-to-government) sales.

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B2G Government Closing Sales 52

Leading Results Rambings

SEPTEMBER 24, 2019

Most often, landing pages are standalone web pages on your website designed specifically for a campaign or offer – a webinar, ebook, newsletter subscription, etc. Landing pages have one goal: to increase conversion rates and bring in new customers.

Inbound 52

Inbound eBook Webinar Metrics Campaigns 52

Pipeliner

SEPTEMBER 24, 2019

With thirty plus years of federal service in the United States naval academy, Marine Corps, FBI agent, counterintelligence and author of The Code of Trust. With his background in federal law enforcement in counterintelligence, recruiting foreign spies and building trust to align their priorities with those of us he realized the art form of interpersonal communication.

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Chorus.ai

SEPTEMBER 24, 2019

You need a strong personality to succeed in sales - a combination of grittiness under pressure and true smarts makes for the perfect sales rep.

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Sales Management Sales 54

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Leading Results Rambings

SEPTEMBER 24, 2019

Most often, landing pages are standalone web pages on your website designed specifically for a campaign or offer – a webinar, ebook, newsletter subscription, etc. Landing pages have one goal: to increase conversion rates and bring in new customers.

Inbound 49

Inbound eBook Webinar Metrics Campaigns 49

Funnel Clarity

SEPTEMBER 24, 2019

How would you feel if you went to your doctor for an ailment, and without any diagnosis or investigation, your doctor says: “take some aspirin, you’ll be fine”? Most people would be outraged and immediately start looking for a new doctor. Sales training recommendations should be no different.

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Training How To Sales Sales Process 46

Closer's Coffee

SEPTEMBER 24, 2019

Angela Duckworth, author to “ Grit: The Power of Passion and Perseverance ”, says grit is passion and sustained persistence applied toward long-term achievement, with no particular concern for rewards or recognition along the way. Resilience, ambition and self-control are the ingredients to grit. During 15 years of sales experience, I have concluded too much time is spent talking about the outcome, and not enough time focused on the process and grit behaviors required to achieve these outcomes.

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Decision Maker Compensation Pipeline Account 45

Sue Barrett

SEPTEMBER 24, 2019

Last time I wrote about what we should be looking for in a good sales recruit. This time we will look at how we go about assessing a sales recruit. There are a myriad of ways you can assess someone – some are legitimate and purpose built for sales recruitment while other methods wouldn’t stand […]. The post How should I assess a sales recruit?

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Sales Sales Talent 45

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.

Sales Process

Highspot

SEPTEMBER 24, 2019

“With age comes wisdom, but sometimes age comes alone.” –Oscar Wilde. Oscar’s words ring true for many occasions, but especially so for the current state of sales enablement. In our quest to learn more about the state of our industry around the world, we partnered with CSO Insights for their Fifth Annual Sales Enablement Study. A consistent theme emerged — sales enablement has solidified its place as a necessary business function and, as a result, organizations are focused on m

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Sales Enablement Face-to-face Quota Top of Funnel 45

Pipeliner

SEPTEMBER 24, 2019

Selling involves a lot of negotiation. It’s an important part of creating a win-win scenario for both the buyer and seller, so that both parties walk away having accomplished their goal, with a shared amount of sacrifice. There are six principles that every expert sales negotiator should know and understand. Understanding and using these principles can give salespeople and sales teams the edge they need to close more deals and make more customers happy.

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Negotiation Sales Buyer Closing 45

Product Management University

SEPTEMBER 24, 2019

Here’s an example of product positioning at its finest. If you’re a car enthusiast, go read the marketing copy for your dream car. The product marketers do a masterful job of getting you to envision exactly how awesome you’d look and feel behind the wheel of that car. Apply the same concept to your products and solutions and watch what happens to your marketing and sales efforts.

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Positioning Comparison Trade Show Remedy 45

Sales Hacker

SEPTEMBER 24, 2019

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Sales 102

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Selling Energy

SEPTEMBER 24, 2019

If you’ve attended one of my sales trainings or are a frequent reader of my blogs, you’ve likely heard me talk about crafting the perfect elevator pitch. An elevator pitch is a concise statement that grabs the attention and communicates values, ideally leading to a next step.

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Lead Rank Lead Scoring Training Leads 40

Sales Hacker

SEPTEMBER 24, 2019

Learn the most impactful secrets (that are working right now) used by veterans that will increase your pipeline velocity and enable you to leapfrog the competition. The post How to Win More Deals with the Top Sales Secrets of 2019 [Revealed] appeared first on Sales Hacker.

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How To Pipeline Competition Sales 40

Funnel Clarity

SEPTEMBER 24, 2019

How would you feel if you went to your doctor for an ailment, and without any diagnosis or investigation, your doctor says: “take some aspirin, you’ll be fine”? Most people would be outraged and immediately start looking for a new doctor. Sales training recommendations should be no different.

Training 40

Training How To Sales Sales Process 40