Understanding the Sales Force

OCTOBER 7, 2020

This is gonna be fun! In 2005, GM produced four mini-vans known as the Buick Terraza, Chevrolet Uplander , Pontiac Montana SV6 and Saturn Relay. These four cars were exactly the same, with the brand logos being the only differentiators. Today, some Luxury car companies dress up the cars from their primary brands as Toyota is known to do with its Lexuses, Nissan with its Infinities, Honda with its Acuras, and Ford with its Lincolns.

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Comparison Exact Groups Objections 323

Shari Levitin

OCTOBER 7, 2020

In preparation for writing a new virtual sales course for LinkedIn Learning, I contacted my brother, a best selling author and neuroscientist, who focuses on productivity and the brain. . I figured he would share the science behind distraction-why we’re more prone to it today than when we grew up watching Bugs Bunny cartoons. During our Zoom call, he became visibly frustrated.

Social Media 160

Social Media Media Facebook Course 160

Membrain

OCTOBER 7, 2020

Economic downturns are almost nobody’s favorite time. For sales teams, they can signal lower incomes, more worry, and harder work that yields smaller returns.

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How To Account Sales 161

RAIN Group

OCTOBER 7, 2020

Imagine this: You're in a live sales meeting in a conference room with three decision-makers, and one of them, while you're talking, pulls out their phone and starts responding to text and email messages. They continue to check the news and start fiddling on social media. You even hear a light snicker.

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Sales Meeting Meeting Decision Maker Social Media 136

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

Partners in Excellence

OCTOBER 7, 2020

Right now, open up your CRM system. Go to the opportunity tab, look at your sales process steps. It will probably reflect critical stages and selling activities, enabling you to move through your process. Probably, it also creates a “probability assessment,” that is a likelihood of winning. Unless your system has been modified, it measure your progress through the selling cycle.

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Customer Proposal Negotiation Forecasting 129

Hubspot Sales

OCTOBER 7, 2020

The follow-up email is a key component of sales communication. When done right, a follow-up email can keep your company top-of-mind with prospects, demonstrate your investment in your customer relationships, and convey the value of your business without being intrusive or obnoxious. Like any other sales activity or messaging, some companies do follow-up emails considerably better than their peers.

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Follow-up Examples Top of Funnel SalesForce 113

Crunchbase

OCTOBER 7, 2020

In “The Monthly Rundown” series , I dive into a few up-and-coming startups from the past month, filtering by recent funding rounds and significant influxes of new website visitors. Stay tuned for an updated list each month and get a jump on the competition. Hello, Q4. We’ve been waiting for you. From silicon chip manufacturers to virtual assistants, we’re West Coast heavy with three out of the five picks coming out of California this month.

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Health Care Scale Enterprise Enterprise 111

Miller Heiman Group

OCTOBER 7, 2020

What is the #1 obstacle preventing sales organizations from reaching their goals in the current crisis? Talent gaps within sales and sales management teams. Our recent research reveals that only 32% of organizations are confident that they have the talent to succeed in the future, and the constant stream of changes over this past year leaves businesses especially vulnerable if they don’t have strategies in place to help teams pivot and adapt.

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Sales Talent Webinar Metrics Pivotal Sales 104

SBI

OCTOBER 7, 2020

Qstream Achieves 30% New Business Revenue Growth in 2020. Burlington, MA, October 7, 2020 –. Qstream, leaders in microlearning software for the remote workforce, reports that through August 2020, achieved 30% year over year new business growth and expanded its revenue by 20% in existing accounts. This momentum speaks to significant market demand in corporate enterprises seeking remote learning technology to better engage distributed teams and providing them with learning and development opportun

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Revenue Pharmaceuticals Enterprise Enterprise 98

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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.

Sales

Connect2Sell

OCTOBER 7, 2020

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Maximizer Sales 181

Sales Hacker

OCTOBER 7, 2020

Right now, businesses are under more pressure than ever to reduce costs. Between the downturned economy and a customer base not as willing to spend money, many boards and CEOs are demanding their companies trim a significant amount of fat to get through the hard times. But if you are a VP of Sales being told to reduce costs, what is the best way to approach these cuts to minimize damage to the company and your team?

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Hiring Salary Margin Compensation 103

Allego

OCTOBER 7, 2020

On average, each of us creates 1.7MB of data every second. At that rate, 90% of the world’s data was created in the last two years. That means there’s a lot of information out there and having your message stand out to buyers is harder than ever before. To break through the noise, successful brands are using resonant storytelling to deliver compelling buyer experiences.

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Top of Funnel Sales Enablement Hiring ACT 98

Partners in Excellence

OCTOBER 7, 2020

I had a fascinating call with a young sales person. He’d been reading a lot of my blogs, particularly on the “ customer’s why.” He had been trying to apply the concepts in improving his customer conversations. “Dave,” he asked, “I tried everything you suggested in your blogs. I really tried to understand what the customer faced, whey they needed to change, what the consequences of not changing might be.

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Face-to-face Conversion Customer Relationals 78

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

Nutshell

OCTOBER 7, 2020

Most sales training focuses on prospecting , lead nurturing, and closing techniques. In other words, the things a sales rep needs to know to attract new customers. But what should a seller do after securing a new buyer? Smart salespeople know that the initial sale is small potatoes compared to the numerous sales they can make in the future if they learn to retain their current customers.

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Retention Outsourcing Services Buyer Customer 71

Adaptive Business Services

OCTOBER 7, 2020

Most people are familiar with F.I.F.O. or L.I.F.O. as inventory control terms … First In First Out or Last In First Out. However, they are also applicable in selling. There are two schools of thought. Proponents of F.I.F.O. would suggest that, in any competitive deal, he who is in first can seal that deal and avoid competitors altogether. L.I.F.O. aficionados prefer to give competitors their best shot and then rise above them and walk out with the sale.

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Closing Face-to-face Guarantee Referrals 71

Marc Wayshak

OCTOBER 7, 2020

With the right sales training basics, even a beginner salesperson can outperform advanced salespeople in no time. Watch my latest video on Sales Training 101 to learn how. The post Sales Training 101 [All Beginners MUST Master] appeared first on Sales Speaker Marc Wayshak.

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Training Video Sales 68

LevelJump

OCTOBER 7, 2020

Sales enablement is a broad term that covers a wide gamut of efforts, ultimately aimed at driving more revenue. This includes stuff like tools and processes, but also content, coaching frameworks, and practice spaces for sales to get better at their jobs.

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Sales Enablement Coaching Revenue Tools 75

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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

Data

Marc Wayshak

OCTOBER 7, 2020

Are you relatively new to selling? Or maybe you’ve been in sales for a while, but you’d still consider yourself a sales beginner. If that’s the case, it’s not a bad thing. In fact, acknowledging that you’ve still got a lot of sales training basics to learn is the first step to starting to crush your sales. Once you’ve come to that realization, you can follow one of two paths…. 1) You can try to figure out sales training basics out on your own— banging your head against the wall as you keep doing

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Training Call-back Up-Sell Conversion 62

Aviso

OCTOBER 7, 2020

Rigorous revenue forecasting is crucial to driving growth and to conveying confidence to your Board or Wall Street that your business is supported by a reliable forecasting machine that will scale well for future successes. However, most companies rarely meet forecasts. By making lowball forecasting a self-fulfilling prophecy, companies are leaving substantial value on the […].

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Forecasting Scale Revenue Meeting 62

Sales Lead Management Association

OCTOBER 7, 2020

Increasing sales by 30% in 90 days is a bold statement. This program is an authentic, unscripted, exchange of ideas that broadcast live on October 8th, 2015. It is brought back to you because it is one of our more popular shows that are timeless. .

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How To Sales Lead Management Leads 62

Sales Evangelist

OCTOBER 7, 2020

4 Steps to Systematic Sales Growth Salespeople and business owners employ different strategies to achieve sales growth. In this episode, Jimmy Burgess talks about steps to systematic sales growth. Jimmy has been in real estate for 27 years and the years have let him experience all the different marketing cycles. He was able to build a time and had over a million dollars income in a year and he’s also experienced bankruptcy with just $500 to his name.

Real Estate 59

Real Estate Social Media Facebook Video 59

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

Atlatl Software

OCTOBER 7, 2020

Several months ago, we were early in a national shutdown amidst the rapidly escalating pandemic. I wrote then , as we were entering Q2, that “what you do now will determine the rest of your year.and beyond.”.

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Sales 52

Close

OCTOBER 7, 2020

Discovery meetings are like the first dates of the sales world: Here is where you either make or break the relationship. Learn how to set a clear discovery meeting agenda, the types of questions you should ask, and how a discovery sales deck can help you improve your process.

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Meeting How To Sales Sales Meeting 52

Bigtincan

OCTOBER 7, 2020

On October 7th, we announced our latest acquisition – Agnitio A/S, a leader in e-detailing, remote selling, and creating digital sales rooms with world-class expertise in the Life Sciences Industry. We could not be more excited to have them and their customers join our growing family. Our overarching vision is to empower people to be […].

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Industry Sales Customer 52

Richardson

OCTOBER 7, 2020

During the initial panic of the pandemic, businesses made quick and aggressive moves to cut costs. Data from PwC reflects just how pervasive this early response was. In a survey of 871 CFOs, the research shows that 81% planned cost-containment measures as a reaction to COVID-19. In recent months, however, something started to change; businesses began to soften the intensity of their cuts.

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ROI Cancellation Face-to-face Survey 52

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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

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Braveheart Sales

OCTOBER 7, 2020

Last article , I mentioned I’ve been re-reading “ Good to Great ” by Jim Collins. Continuing with the theme of how the book can apply to sales organizations, I am fascinated by the data around the 11 “good to great” companies Collins’ research team studied as they determined what made the great ones so great. Hire for the Who and the Team. In chapter two (I’m reading the book slowly to really absorb all the detail this time), there is a focus on company leaders and the executive teams they built

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Hiring Promotion Industry Study 52

Pipeliner

OCTOBER 7, 2020

With the rise in the number of products offered for retail purchase, the significance of packaging rose as well. So, in today’s Expert insight Interview, we discuss branding regarding packaging with our guest, Michael Keplinger. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 Branding in Regards to Packaging appeared first on SalesPOP!

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Retail 52

Highspot

OCTOBER 7, 2020

SEATTLE, WA — October 7, 2020 — Highspot, the revenue enablement platform that makes every customer conversation count, today announced at Spark 2020, its inaugural global user conference, the launch of the industry’s only natively-built end-to-end revenue enablement platform. This platform introduces new training and coaching capabilities and Scorecards that provide left-to-right analytics on business impact. “The majority of companies miss revenue opportunities every da

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Revenue Face-to-face Microsoft Analytics 52