Connect2Sell
OCTOBER 24, 2018
You're at that crossroads. … You'd like to get ahead, to take on some new responsibilities, to stretch to the next level. You’ve been thinking that it’s time to become a Sales Manager. But without experience and without sales management training, how will you show the “powers that be” that you are, indeed, ready ?
RAIN Group
OCTOBER 24, 2018
Broad, open-ended sales questions are great for helping you find out what's going on in your prospects' and clients' worlds. They are essential to sales success. In fact, "listened to me" and "understood my needs" are two of the top five factors most separating sales winners from second-place finishers. Sales questions also help you connect with buyers personally, understand what's important to them, reshape their thinking, and create better futures for them.
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Janek Performance Group
OCTOBER 24, 2018
At its best, sales is a wonderful, exciting profession with a thrilling chase for closes, supporting clients in achieving their objectives and being able to meet a variety of people in all kinds of locations. At its worst, sales is an exercise in frustration, and the kind of losses that can wound your self-confidence. In the spirit of Halloween, we examine common horror scenarios and how to come back from them.
MTD Sales Training
OCTOBER 24, 2018
“The customer is always right”. I’m sure you’ve heard these oft-quoted words from Harry Gordon Selfridge, the founder of the department store that bears his name. And how often have you thought of those words and cringed when the customer you are with has said something you know is definitely the wrong side of wrong? Alexander Kjerulf is an independent writer and an expert on workplace happiness.
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.
Understanding the Sales Force
OCTOBER 24, 2018
I had a chance to review the CSO Insights 2018 Sales Talent Study and extracted some fascinating data. I thought it might be interesting to take their data, overlay some of Objective Management Group's (OMG) data, and see what we can take away from that.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Mr. Inside Sales
OCTOBER 24, 2018
How would you rate your cell phone company’s customer service? To get the answers to these questions, we conducted a survey and here are some of the words consumers used most often: Dread. Frustrated. Angry. Hopeful. I’ll bet you can add some of your own words to that list, but the end result would probably be more negative ones than positive. Customer service basics are a part of all inside sales positions.
Zoominfo
OCTOBER 24, 2018
Welcome to our October B2B Blog Post Round-Up. If you’re new to the ZoomInfo blog, we use our monthly round-ups to highlight the work our writers have done for outside publications. This month’s round-up covers a variety of topics including email marketing, sales reporting, storytelling and so much more. Let’s get into it! 1. The Beginner’s Guide to an Email Marketing Audit.
Alice Heiman
OCTOBER 24, 2018
77% of executive decision makers found at least one new supplier at the last trade show they attended ( Spingo ). Did they find you? Lead Generation. Many of you have sales plans for 2019 that includes attending and exhibiting at trade shows to generate leads. In fact, trade shows top the list for lead generation methods for most companies with a business to business sale, “88% participate in trade shows to raise awareness of the company and its brand” ( Spingo ).
Hubspot Sales
OCTOBER 24, 2018
Have you ever thought of turning your passion into a business ? Many businesses offer a wide range of products or services but struggle to become the market leader for each of their offerings. Instead of targeting a broad population, your idea could focus on a small portion of potential customers. Narrowing your scope provides the opportunity to be the best at what you do.
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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.
Nutshell
OCTOBER 24, 2018
It’s rare to land on a website these days without seeing a chatbot emerge from the bottom right hand corner, asking, “What can I help you with today?”. The message appears to be coming from a nice man named Brent, but you can’t know for sure if it’s actually Brent or just some bot programmed to be Brent while the real Brent is off doing other things.
Membrain
OCTOBER 24, 2018
If you could perform at the peak of your abilities, wouldn’t you want that? What if you could harness the same ability for everyone on your sales team? Steven Kotler, the co-founder of the Flow Genome Project and leading expert on human performance, says you can, by harnessing the power of “flow.”.
SalesHandy
OCTOBER 24, 2018
Every salesperson dreams about the closing part of a sale. It’s at that time that their product gets sold, hopefully. It’s their time to shine or fail, depending on how well they did their job. The benefits of a great selling closing technique are that it gives the prospect that last nudge, working on their minds to make them close the deal with you.
Jeff Shore
OCTOBER 24, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Jeff has dealt with snarky customers. You’ve probably dealt with snarky customers. Selling to snarky customers is a challenge. What is their problem? Today Jeff explores the emotion behind that snark and what your response should be. It’s easy to write-off the sale and give up, but a great salesperson knows what a snarky customer really needs.
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.
Babette Ten Haken
OCTOBER 24, 2018
Does our organization engage in a couch potato storytelling culture? We know the plot. A client has a problem. They are in crisis and call our company. Our company solves the client’s problem. And everyone lives happily ever-after. And returns to their couches. End of story. Yes, solving big hairy problems for clients certainly is both dramatic and impressive.
The Center for Sales Strategy
OCTOBER 24, 2018
Picture this. You are seven weeks into the quarter and pacing behind last year, and significantly behind your budget. Your manager and your manager’s manager are nosing around to find out what is going on and peppering you with questions about your plan to fix this. Your sales team is growing increasingly frustrated as orders get canceled and prospects fall through.
Close.io
OCTOBER 24, 2018
Here's the recording of today's webinar about how to perfect your sales emails (and close more deals), with Mixmax's Don Erwin, Intercom's Dustin Crawford, Predictable Revenue's Collin Stewart and Steli. In today's webinar, we got to hear from Don, Dustin, Collin and Steli about their experiences learning how to optimize (and revamp) how top B2B companies operate their sales processes—particularly when it comes to perfecting email as a tool for opening doors and closing deals.
Mindtickle
OCTOBER 24, 2018
Enablement success…or not? According to research from CSO Insights, “organizations with successful sales enablement programs see 67% quota attainment, compared to only 42% for companies that admit their enablement programs fall short of expectations”. This is great news if you’re running sales enablement for a company or trying to get buy-in across the organization for your own enablement initiatives.
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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
Marc Wayshak
OCTOBER 24, 2018
Ready to send better sales emails that actually get opened—and replied to? Use these 8 tools to send better sales emails that will engage your ideal prospects and help you close the sale. The post 8 (Shocking) Tools to Send Better Sales Emails appeared first on Sales Speaker Marc Wayshak.
Accent Technologies
OCTOBER 24, 2018
Not sure if you need an employee advocacy program? Then this series is for you. Learn what it is, how it benefits business and tips for success. If you’re wondering if you should establish an employee advocacy program at your organization, we wrote this guide just for you. Here are six business benefits of employee advocacy, as well as six practical tips for success.
Mindtickle
OCTOBER 24, 2018
Enablement success…or not? According to research from CSO Insights, “organizations with successful sales enablement programs see 67% quota attainment, compared to only 42% for companies that admit their enablement programs fall short of expectations”. This is great news if you’re running sales enablement for a company or trying to get buy-in across the organization for your own enablement initiatives.
Pipeliner
OCTOBER 24, 2018
In the first blog in this series on building sales character, I introduced a proverb that I believe comes from ancient Jewish tradition (Mishnah): Watch your thoughts, for they become words. Watch your words, for they become actions. Watch your actions, for they become habits. Watch your habits, for they become your character. Watch your character, for it becomes your destiny.
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.
Accent Technologies
OCTOBER 24, 2018
If you’re not sure if you need an employee advocacy program, this series for you. Learn what what it is, how it benefits business and tips for success. Organic reach on social media isn’t what it used to be. Social platforms operate with pay-to-play models, and businesses across the world are spending increasing amounts of money to promote their content.
Carew International
OCTOBER 24, 2018
In Carew’s Dimensions of Professional Selling ® sales training program, we address four customer buyer types , or buyer personas, as a means to better understand our customers and better align our style of engagement with their preferences and expectations. Should we consider customers’ learning styles as well? To the degree that understanding buyer types helps us engage customers in the manner they prefer, might understanding their learning style help us share information in a way that is more
Allbound
OCTOBER 24, 2018
Halloween is right around the corner and the best costumes always get the most candy; just like the best PRM can help you get the most revenue out of your partners. To ensure your pillowcase pipeline is full this year, here are 4 monster mistakes you’ll want to avoid after purchasing a Partner Relationship Management solution. Every PRM Needs a Frankenstein.
Predictable Revenue
OCTOBER 24, 2018
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Mike Radocchia, Marketing and Business Development Lead at Big Health. The post How marketing and sales development collaborate to help Big Health connect with, educate, and close Fortune 500 companies with Mike Radocchia appeared first on Predictable Revenue.
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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
The Digital Sales Institute
OCTOBER 24, 2018
Sales techniques training courses are about improving a salespersons selling skills across a broad range of activities from sales prospecting to closing to social selling. Here are a few things to think about in choosing a sales training course to improve your sales skill set as every serious salesperson is on the constant lookout for new sales techniques.
criteria for success
OCTOBER 24, 2018
Early in my career, I became a micromanager. This was a byproduct of my own insecurity, anxiety, and mistrust. When the numbers were down, I got anxious, and I worried. I didn’t sleep well, wasn’t able to concentrate, and didn’t exercise. This, in turn, exhausted me further. In this state, I was impatient and didn’t [ ] The post I Was a Micromanager.
Growbots
OCTOBER 24, 2018
Most sales reps view sales prospecting as a necessary evil. But that might just be because they’re spending time on methods that aren’t producing the results they want. The right sales prospecting methods can help generate qualified leads and more of them. But to do it right, it’s important to know where the customer is at. And we don’t mean physically.
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