Pointclear

NOVEMBER 8, 2017

There’s plenty of mediocrity in lead generation—both in-house and outsourced. However, there are a lot of things good insourced operations and lead generation companies do well. While lead generation (or teleprospecting) is not rocket science, there are a lot of moving parts in a well-run lead generation machine. Failure to execute and coordinate all of the moving parts leads to poor results.

Lead Generation 315

Lead Generation Outsourcing Services Sales Qualified Lead Lead Rank 315

Sales and Marketing Management

NOVEMBER 8, 2017

Author: Staff There seems to be no end to the workshops, webinars and blog posts on how managers can better understand millennials in order to effectively recruit and retain this emerging workplace demographic. Tom Coburn, the founder and CEO of Jebbit, a digital marketing platform, offered these management tips for millennials in a recent guest post at Entrepreneur.com.

Webinar Metrics 192

Webinar Metrics Meeting Demographics Exercises 192

MTD Sales Training

NOVEMBER 8, 2017

Have you ever interviewed someone who comes across as having all the skills you need to be successful for your company? Did their CV have all the qualities you want? Were the answers they gave to your questions good enough to give you confidence in their abilities? So, you employed them and they started with a flourish, building their knowledge of your products and services and getting some sales.

Objections 163

Objections Up-Sell Sales Training 163

SBI Growth

NOVEMBER 8, 2017

Marketing 288

Marketing Strategy 288

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

DiscoverOrg Sales

NOVEMBER 8, 2017

The post An Agile Process for Sales Development appeared first on DiscoverOrg.

Sales 171

Sales Outbound Industry Account 171

SBI

NOVEMBER 8, 2017

Your prospects want to succeed as much as you do. And they want to boost their companies — and hopefully their own careers — in the process. So, if your offer will help them succeed, why wouldn’t they call you back immediately and sign now? If something’s good for you, surely you should want it! Your prospect has a tough job. She must convince her organization and relevant stakeholders (the proverbial average of 5.5 internal stakeholders ) that change is a good thing.

Buyer 139

Buyer Top of Funnel Conference Sales Enablement 139

Openview

NOVEMBER 8, 2017

You’ve hit a homerun and your business growth is skyrocketing. The rapid growth fuels the need to add staff, especially in sales, to keep your growth rate going. The challenge is to integrate new talent seamlessly into the organization and get them up and running quickly and efficiently. A formal onboarding process is key, and creating it doesn’t need to be daunting.

Hiring 97

Hiring How To Sales Methodology Energy 97

SalesProInsider

NOVEMBER 8, 2017

Shalane Flanagan won the NYC marathon women’s division this past weekend. This is a goal achieved that was long in the making. Her story is one of determination and sacrifice, ending with big success. Yet, every day us “common folk” in sales also strive to achieve goals. Our achieved goals may not make the New York Times, but they are just as important to us.

Exercises 90

Exercises Lead Generation Retention Motivation 90

Membrain

NOVEMBER 8, 2017

Great coaching makes it easy for your sales team to execute on sales process and methodology. It supports skills growth and reinforces the right behaviors at the right times. It also improves ramp-up times and reduces excessive turnover.

Coaching 81

Coaching How To Sales Process Sales 81

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Sales

SalesFolk

NOVEMBER 8, 2017

Nothing ruins a sales email faster than a bad subject line. In fact, 33 percent of recipients open an email based on the subject line. That sounds like a pretty solid number—until you consider that 69 percent of email recipients report messages as spam just from reading the subject line. The fact is, we’re inundated with poor subject lines, and we no longer have the patience to investigate whether something is spam, a marketing promotion, or a legit sales email.

Campaigns 84

Campaigns Banking Hubspot Call-back 84

The Center for Sales Strategy

NOVEMBER 8, 2017

Last week was an exceptionally brutal soccer game for my girls. They played a team that preferred to play with aggression verses skill. There were many times the referee should have intervened with his whistle but chose not to. The opposing team got away with foul after foul, so guess what happened? The opposing team became more aggressive as the game went on, and by the end of the game, we had two girls with slashes on their arms that resembled a small animal attack and another girl with a snap

Leads 76

Leads Marketing Qualified Lead Sports Sales 76

SalesforLife

NOVEMBER 8, 2017

What are we going to do with those Millennials emerging within the workplace? Especially those taking on sales roles such as sales development reps, account executives, account managers and even sales leadership? According to Deloitte , 75 percent of the global workforce by 2025, want to work for organizations that foster innovative thinking, develop their skills, and make a positive contribution to society.

Sales Leadership 72

Sales Leadership Account Positioning Sales 72

The Center for Sales Strategy

NOVEMBER 8, 2017

In almost every industry, there are a few people or businesses that watch trends, see where the industry is headed, and share unique insights—thought leaders. These people and organizations are the ones that you check on regularly for innovation, market challenges, new initiatives, etc. The thought leadership position is certainly an advantageous position to have, as it can help with generating sales, lead generation, recruitment and retention, and new business opportunities.

Industry 66

Industry Lead Generation Retention Trends 66

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

BrainShark

NOVEMBER 8, 2017

Happiness in the workplace doesn’t just come from job satisfaction, it often comes from relationships and an overall sense of belonging at work as well.

Sales 62

Sales 62

Sales Hacker

NOVEMBER 8, 2017

Tis the season… that wonderful time of the year when the weather changes, the job requisitions open up, and the interviewees start pouring in to sit through hours of standard interview questions. You even get to read the same questions from your sales job interview script over and over and over. Some of the greatest hits include: “tell me about a major acco mplis hment” or “what about that time you had a conflict and how you resolved it?

Scale 66

Scale Top of Funnel Hiring Microsoft 66

Marc Wayshak

NOVEMBER 8, 2017

Most salespeople ask the same stupid sales questions, over and over. Learn how to avoid asking the top 5 sales questions that will lose you sales, so you can close more sales than ever before. The post Sales Questions – Never Ask These 5 Stupid Sales Questions appeared first on Sales Speaker Marc Wayshak.

Sales 60

Sales Closing How To 60

The Brooks Group

NOVEMBER 8, 2017

One of the challenges we hear come up over and over again with sales professionals is time management. There are only so many hours in a day to get everything done, so your salespeople have no room for wasting time. What’s the number one way your sales reps can start using their time more efficiently? Getting hyper-focused on the characteristics of a qualified buyer.

Sales Qualified Lead 61

Sales Qualified Lead Prospecting Buyer Persona Lead Qualification 61

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Data

RAIN Group

NOVEMBER 8, 2017

My grandfather Sidney was raised during the great depression. Often hungry growing up, he learned the value of a dollar the hard way. It stuck with him the rest of his life. When I was in college, he never let me call him because he would say it was long-distance. I told him that the distance was long, but the call didn't cost anything. Still, he could barely stay on the phone for 5 minutes.

Negotiation 58

Negotiation Sales 58

SalesLoft

NOVEMBER 8, 2017

We’ve all had that feeling: you see data about the latest sales tactic or trend that’s yielding massive results, you start to get excited and find ways you could use it in your own sales process, only to find out that you have to wait months to get the right tools or software in place before you can execute. Video is often viewed as one of these tactics that has significant barriers to entry.

Sales Process 52

Sales Process Video Scale Top of Funnel 52

EyesOnSales

NOVEMBER 8, 2017

Can You Email That to Me?” By Mike Brooks, [link]. What’s the number one blow off prospects use these days? “Can you email that to me?” If you think about it, that’s the perfect stall. They aren’t saying no, and it implies that you will need to talk to them later… Unfortunately, later becomes never as chasing down busy professionals – especially people who now don’t want to be followed up with – becomes nearly impossible.

Scale 51

Scale Hiring Inside Sales Follow-up 51

Hyper-Connected Selling

NOVEMBER 8, 2017

The post Are You Willing to Actually DO the Thing? appeared first on David J.P. Fisher.

75

75

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

Close

NOVEMBER 8, 2017

When you talk to prospects about switching software, you almost always encounter resistance. So how can you manage—and overcome—that resistance?

Software 52

Software Software Prospecting How To 52

Sales Evangelist

NOVEMBER 8, 2017

Customers come in all shapes and sizes. So how do you go about selecting great customers? Today, I’m sharing with you some great insights into how to maintain awesome relationships with clients and build new relationships. You Have Control You are on the front line so basically you have the ability to select the customers […] The post TSE 699: Sales From The Street-“Selecting Great Customers” appeared first on The Sales Evangelist.

Customer 40

Customer Sales How To 40

Sales and Marketing Management

NOVEMBER 8, 2017

Author: Judi Hand Contact center employees have one aim: using the information at their disposal to solve a customer’s problem. Companies provide these workers with data, contact history, service history, and so on to help them answer whatever questions the customer asks. But companies focus so much on the relationship between customers and data that they often ignore how smart data practices affect employees.

Data 218

Data Scale Customer Trends 218

Hubspot Sales

NOVEMBER 8, 2017

Are you a multi-tasker? That might not be a good thing. A study by the American Psychological Association found shifting tasks causes temporary mental barriers, which swallow up to 40% of your productive time. If you're keeping busy with tasks that are necessary but don’t contribute much value to your company or career, it might be time for a virtual assistant.

Outsourcing Services 106

Outsourcing Services Hotels Hiring Insurance 106

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No More Cold Calling

NOVEMBER 8, 2017

Research shows women in sales are a good bet. Men say they don’t understand women. Women say men don’t listen. Men say the best account based sales reps they know are women, but they also say we should stop talking so much and get to the point. It’s amazing we ever get any work done with such communication gaps dividing the sexes. Perhaps some of these perceptions get in the way of us working together.

Account 204

Account Hiring Sports Promotion 204

Adaptive Business Services

NOVEMBER 8, 2017

I’ve gone on the record a number of times with my conviction that, for most salespeople, we should keep CRM simple. I still remember the the days of Contact Manager applications, like Goldmine, that allowed salespeople to effectively manage their contacts, communications, and calendars. I believe that, if salespeople can master these three simple activities, their sales will skyrocket.

Social Media 48

Social Media GoldMine CRM Google 48