Julie Hanson
OCTOBER 23, 2018
Repetition can be a very effective way to make sure your key ideas are heard and remembered by your prospect. It’s often helpful to repeat benefits, competitive differentiators, even the customer’s questions or words. So how can repetition possibly hurt you in sales? Human beings are quick to pick up on patterns. It allows us to sort and select what we give our attention to.
The Center for Sales Strategy
OCTOBER 23, 2018
Proposals come in all shapes and sizes. Some are highly-technical and data-focused, while others are more detail-driven. Some are filled with fluff, while others are pretty worthless. The best proposals are a combination of data, solutions, and detail.
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The Sales Heretic
OCTOBER 23, 2018
When it comes to your sales—and pretty much everything else in your life—your brain is your most valuable asset. So it makes sense to do as much as you can to protect it. And it needs protection. The challenges of modern life mean our brains are under assault every day. The enemies of the brain [.].
SBI Growth
OCTOBER 23, 2018
It’s Q4. If your company is behind on the revenue goal, it’s likely all hands-on deck. How can we finish 2018 stronger? And how can we prevent lagging numbers again in 2019? The CEO has come to you to figure.
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.
Zoominfo
OCTOBER 23, 2018
In the B2B world, email marketing continues to be a reliable, revenue-driving channel. But, as buyer preferences change and technology evolves, creating the perfect B2B marketing email isn’t so simple. What worked five years ago may not work now. If you’re focused on email marketing campaign optimization you’ve come to the right place. In today’s blog post, we’ll explore five modern campaign optimization tips for better email marketing results.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Increase Sales
OCTOBER 23, 2018
Believe it or not, old school sales still tops new sales skills. So what are these historic old ways? #1 – Pick up the telephone – Sure some people like texts, but using the phone is the first old school sales skill and still works. People want responses now, not later. Technology of emails is not fool proof and does fail. #2 – Honor your word by doing what you say you will do.
SBI
OCTOBER 23, 2018
Seven years. A thousand employees. Hundreds of consultants. $500 million. And one announcement that ended the whole thing. Lidl, a German grocery chain with locations all over the world including 10,000 in Europe, 80 in the U.S., and plans to expand to another 500+ U.S. locations, earlier this year scrapped a technology project that was supposed to be the largest tech transformation in the company’s history.
John Barrows
OCTOBER 23, 2018
Recently I’ve noticed reps and companies spending a lot of time worrying about their competition and trying to figure out what they’re doing or how to defend against them, etc. I don’t know why but I’ve never really worried too much about competition. Don’t get me wrong, I don’t ignore competition but I find focusing on them tends to take me away from what I should be focusing on (the customer), which is ultimately what loses the deal for me.
Jeff Shore
OCTOBER 23, 2018
By Jeff Shore. “The destination called Mastery lies on a road called Repetition.”. I’ll get right to the point. Your salespeople think that they practice. But they don’t. In his excellent book The Talent Code , Dan Coyle points out three keys to talent development: Practice, Practice, Practice. Great Coaching. Total Concentration. I’m completely down with number one.
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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.
Hubspot Sales
OCTOBER 23, 2018
Nothing comes easy in sales -- it’s always earned. But I’ve noticed a strange phenomenon: even the most seasoned and confident account executives can flinch when it comes to securing budget from their head of sales. Reps won’t break a sweat asking for thousands of dollars from a future customer but second guess themselves when asking for a few hundred dollars from their boss for new software or a professional development seminar.
Partners in Excellence
OCTOBER 23, 2018
What’s selling have to do with project management? It may not be obvious, but strong project management skills are essential for top performing sales people—both for helping our customers buy and for effectively leveraging our own resources in the process. Think about it, a moment. Our customers have a project–not a buying journey.
Lead411
OCTOBER 23, 2018
We live in an age where products and services are increasingly similar, and are increasingly based on both our fast paced lifestyle, and all that comes along with it. If you’ve tried to have a telephone conversation with anyone under 30 years old recently, you can relate to the above statement. The fact is that the weekly call to Mom has now become three text messages over the course of the same period of time.
People.ai
OCTOBER 23, 2018
Today, we are pleased to announce that People.ai received $30M in Series B funding, led by Andreessen Horowitz, with Lightspeed, Y Combinator and GGV Capital also participating. We will use these funds to build more, hire more and expand more quickly. Check out the official press release here: [link] Artificial Intelligence (AI) are words that are used a.
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.
BrainShark
OCTOBER 23, 2018
Companies in the market for a sales LMS (learning management system) are really looking for a sales readiness platform – whether they realize it or not.
Go for No!
OCTOBER 23, 2018
Call it what you will: following up, checking in, touching base – you’re trying to turn invested time into profitable time. If you are selling a product or a service you cannot assume that your first contact with someone will close a sale. A statistic (from the Sales & Marketing Management Institute) reads: 87% of all leads are never pursued. 48% of all sales leads that are pursued are dropped after the first call/meeting.
CloserIQ
OCTOBER 23, 2018
So you’ve landed multiple job offers. Congrats! You are now in a great position to determine your professional future—but the choice can definitely feel overwhelming. Although you may be tempted to flip a coin on this one, we don’t recommend it. To make a decision that’s right for you and your career, evaluate each option in terms of these six key factors: 1.
Smooth Sale
OCTOBER 23, 2018
Attract the Right Job or Clientele: Traditional thought influences how we prioritize possibilities. When we pay attention, business practices teach additional ideas for us to consider. Effective sales appeal to the need, want, and deep down desire of clientele. My Story. Hearing stories about the stock market crash of the 30’s, including those of the Great Depression, provided many lessons as I grew up.
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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
Mindtickle
OCTOBER 23, 2018
Bringing together data talent, tools and decision making is often easier said than done: many a company faces this challenge. How do you incorporate data into your daily business model and strategy? What about your company culture? With these questions in mind, the McKinsey report gathers and analyzes some key research that touches on seven fundamental principles that underpin a healthy data culture.
Pipeliner
OCTOBER 23, 2018
Every year, businesses send out over 124.5 billion emails, but few results in a click-through or sale. The typical opening rate is approximately 22-25% , meaning that the average response rate is even lower. There’s no way around it: If you want to generate your prospects’ interest and make a sale, your emails need to attract the right kind of attention.
LevelEleven
OCTOBER 23, 2018
No matter what industry you are in, companies are looking for ways to keep their employees engaged without decreasing their productivity. One of the best ways to do this is through contests (Don’t believe us? Check out our post on why your organization needs contests ). While running a contest sounds like a simple way to motivate the right behaviors, contests require some thought to make them successful which can be hard to fit into a manager’s already busy schedule.
Bigtincan
OCTOBER 23, 2018
by Brandon Vasciannie Marketing teams devote endless time, money, and effort to churn out sales content that they can’t wait to hand off to their sales team. The reality is that their sales team is unlikely to use the content, and might not even know where to find it. SiriusDecisions has found that 65% of […].
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.
Mindtickle
OCTOBER 23, 2018
Bringing together data talent, tools and decision making is often easier said than done: many a company faces this challenge. How do you incorporate data into your daily business model and strategy? What about your company culture? With these questions in mind, the McKinsey report gathers and analyzes some key research that touches on seven fundamental principles that underpin a healthy data culture.
LeadIQ
OCTOBER 23, 2018
By: Ryan O’Hara. A few weeks back, I posted a video about how to get your LinkedIn Connection requests accepted. I thought today it would be a good idea to go through some real life LinkedIn Connection Requests and explain why people continue to struggle getting their prospects to accept them on LinkedIn. If you missed the video, watch this before we jump into this: These are real LinkedIn Connection Requests I got last week.
The Brooks Group
OCTOBER 23, 2018
Choosing a sales keynote speaker for your annual sales meeting is a challenge. To make your event memorable and productive you need the kickoff to be engaging, inspiring, educational, and relevant. Finding all of those qualities in one sales keynote speaker, within the budget you’ve been given, can be daunting. Here are 7 steps you can take to choose a sales keynote speaker that makes a lasting impact on your team’s performance.
criteria for success
OCTOBER 23, 2018
Are you a sales manager looking for some sales management resources to fine tune your skills? Here at Criteria for Success, we work with tons of sales managers just like yourself to grow and evolve their skills. Our trainings cover topics like shifting to a leadership role from being in the trenches to managing different [ ] The post Sales Management Resources for Becoming a Top-Notch Sales Manager appeared first on Criteria for Success.
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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
Selling Fearlessly
OCTOBER 23, 2018
I’ve always been intent on leaving a big footprint wherever I go. I insert myself forcefully into a group interaction – a work meeting or a sales call or a cocktail party conversation. And despite the blustery title of my book and my in-your-face online presence, I tend to think of my insertions as almost […].
Sales Evangelist
OCTOBER 23, 2018
On today’s episode of The Sales Evangelist, we talk to Michael Koral about building an empire, and what small businesses need to know about building an empire through effective marketing. Michael is the co-founder of needls.com, a robo-agency that creates targets and optimizes Facebook and Instagram ads for small business owners and entrepreneurs. Small business owner […] The post TSE 948: What Small Businesses Need To Know About Building An Empire Through Effective Marketing appeared first on T
Costello
OCTOBER 23, 2018
Mark Raffan, Negotiations Ninja. As one of the world’s most innovative sales playbook solutions, we are constantly on the lookout for other innovative thought leaders and educators. Mark Raffan, negotiation coach, speaker, and host of the Negotiations Ninja Podcast , is certainly an innovator. After starting a career in ad sales, Mark worked on the procurement side for a while leading teams at various companies before starting out on his own.
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