SalesforLife
JULY 25, 2019
Every month I do a mentorship call with Matt Sharrers, the CEO of Sales Benchmark Index. During these calls, I’m working on my business, as both an investor and CEO,rather than working on the tactics. Over time, it’s incredible how much I’ve grown to appreciate and understand how vision and strategy are actually 80% of the conversation – and 20% is around process, structure, people, tools, and tactics.
No More Cold Calling
JULY 25, 2019
Do you really need more people in your business network? Well, yes and no. I’m sure you have people in your business network you never talk to. I do. And while I want to remain connected with them, how I stay in touch depends on the value we provide each other. You receive my weekly emails and a recap at the end of every month. But I don’t really know you unless you reach out to me—which I encourage you to do.
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The Pipeline
JULY 25, 2019
By Tibor Shanto. Are you one of these reps who likes jumping ahead of objections, or just likes to jump in all over? [link]. The post Stop Jumping Ahead Of Objections appeared first on TiborShanto.com.
SBI Growth
JULY 25, 2019
Ten. Nine. Eight. Seven. Six. Five. Four. Three. Two. One. The all-too-familiar sound of the champagne popping signals the beginning of a new year. It’s Wednesday, January 1, 2020. You have twenty-four hours left of vacation. Twenty-four hours left until you.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
The Sales Hunter
JULY 25, 2019
Your customer does not want to buy anything, but they want you to give them solutions. The biggest challenge for you is not knowing the solution that your customer is looking for. Often, the customer doesn’t know the answer either. The customer may think they know what they want, but because it’s the only thing they know. Your job is to them get to the next level.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Women Sales Pros
JULY 25, 2019
I was able to contribute to the recent Sales Hacker post Top Communities for Women in Sales and Revenue written by Sales Hacker founder Max Altshuler. Max is a strong ally in the B2B sales world for diversity and inclusion. From the very first events that Sales Hacker put on six years ago, Max was asking for names of strong women keynoters and diverse speakers to change the face of the existing sales conference world which was full of all-male lineups on main stages everywhere.
Hubspot Sales
JULY 25, 2019
Startup life can be lonely. Even with a growing team, dozens of customers, and supportive friends, it’s easy to slip into solitude as you figure out how to grow your business. Thankfully, organizations and investors around the world have put together intensive business programs to combat that loneliness and provide mentorship, education, and support.
Zoominfo
JULY 25, 2019
Artificial Intelligence, or AI, has become an increasingly hot topic in the marketing world. The reason? AI technology can automate tasks, simplify complex processes, and organize complicated datasets just as a real marketing professional would — only faster and more accurately. In the early days of artificial intelligence, this idea of automation seemed threatening to the human workforce.
Sell Courses Online
JULY 25, 2019
The post Squarespace Membership Site: Why You Shouldn’t Use It? (Plus 3 Alternatives) appeared first on Sell Courses Online. Squarespace is one of the most popular website builders in the market and is used by thousands of creators to build their online presence. Naturally, a lot of people who use the platform (or are interested in using it) for their website want to know whether they can also use it to host their memberships/online courses … Squarespace Membership Site: Why You Shouldn’t
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Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.
Sales Hacker
JULY 25, 2019
As a sales trainer, there’s always a balance between research and just picking up the phone and dialing out. How much research do you do before just picking up the phone and dialing? Too little, and you sound like a cold call , and you’ll get disconnected. Too much, and you waste time you could spend connecting with the people who you can convince to take an appointment and eventually to buy your product or service.
Partners in Excellence
JULY 25, 2019
Imagine coaching a basketball player, “All you have to do is master your foul shots, they are the single most important thing to win games.” All of us, even those who don’t play basketball, would say this is ridiculous coaching. We would argue you have to master everything—dribbling, passing, inside and outside shots, defense, playmaking, and on and on.
Sandler Training
JULY 25, 2019
In the past couple of decades, our workplaces have gone from the office to mostly virtual spaces. We get our jobs done and we communicate in the cloud. However, we still struggle with the same issues in communication which we had decades ago. Here are a few effective ways to overcome communication barriers in the workplace which you can apply right now.
The Center for Sales Strategy
JULY 25, 2019
Editor's Note: This post was originally published on the LeadG2 blog. Most managers and sellers have experienced this: A seller is moving a new business prospect through the sales process. All signs are positive. The prospect goes silent, and will not respond to email, phone calls, letters, or stop-ins. The seller goes to his/her manager and asks for advice.
Advertiser: ZoomInfo
Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.
Nimble - Sales
JULY 25, 2019
Our Nimble team has just returned from attending Inspire 2019, the Microsoft Partner conference that offers community members more opportunities than ever before to network and cultivate relationships with the people who can have a significant impact on their success. It was a tremendously productive conference; we are beyond excited about the new friendships and […].
Julie Hanson
JULY 25, 2019
Kristin, a highly-experienced sales person, describes being frequently interrupted or “talked over” by her manager or peers. Andrea is a talented young sales person who is often ignored by older decision-makers. Daniel, a new sales leader, is frustrated because his team isn’t listening to him, making it difficult to excel in his new role. Despite talent, titles or experience, these three share a common problem.
Anthony Iannarino
JULY 25, 2019
There are two primary strategies for successfully pursuing different contacts within your dream client’s company. One approach is to pursue them one at a time, and another is to pursue multiple stakeholders simultaneously. Both strategies work, and both come with potential challenges. Multiple Stakeholders Simultaneously. One strategy for finding a way into your dream client’s company is to pursue multiple stakeholders at the same time.
SBI
JULY 25, 2019
Bigtincan Expands Tech Market Presence with Acquisition of Veelo Inc. Bigtincan , the leader in mobile, AI-powered sales enablement automation, today announced the acquisition of Veelo Inc., a pioneer in sales enablement, to expand Bigtincan’s presence and offerings in the technology market vertical. Veelo brings leadership expertise in the use of brain science, deep experience in the technology vertical and a leading team of experts who know how to win in our fast-growing market - David Keane,
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October Prime Day is usually an early sign of how consumer spending trends ahead of the holidays. This one was no exception. Our October Prime Day Report breaks down what’s working: the products flying off the shelves, the categories winning big, big brands, and the search terms defining demand. All brought to you via Similarweb’s Shopper Intelligence platform.
Pipeliner
JULY 25, 2019
There is no doubt that Sales is becoming more complicated due to the ever-expanding networks that prospects and clients are part of. The advantage is that Salespeople can search these network connections as many of them are digitally available (LinkedIn, Alumni websites, etc) and discover the kind of six degrees of separation that would have been virtually impossible in the old analog world.
Sales Hacker
JULY 25, 2019
This webinar does not introduce a new “patented” methodology or sales tool that promises to solve all your problems. Instead, you’ll learn tactics and tips that most sales teams miss, but which have an enormous impact on pipeline. Join John Healy from Factor 8 as he gets hands-on and shares three things your team can do right now to improve the number and quality of the conversations they have every day.
Sales Hacker
JULY 25, 2019
Forecasting the business in spreadsheets was not working for TrendKite, an innovator in the digital public relations space, growing 60% YoY. Learn how they added visibility, rigor, and efficiency to their sales process that set them up for a successful merger with their prime competitor, Cision. The post How to Build the Ultimate Sales Forecasting Approach for Predictable Revenue appeared first on Sales Hacker.
Advertiser: ZoomInfo
Account-based marketing (ABM) is a key strategy for driving sustainable growth. Today, many B2B companies use ABM teams or technologies to make sales. But getting a program off the ground successfully doesn’t have to be a daunting task. Watch this webinar with Rachael Foster, Director of Account-Based Experience at ZoomInfo, and Dan Dolph, Manager of Account-Based Experience at ZoomInfo.
InsideSales.com
JULY 25, 2019
Learn the pros of artificial intelligence and how you can use it for your business from SalesDirector.ai’s CEO Babar Batla. Read on to find out more. RELATED: Sales AI: The Connection Between Artificial Intelligence and Sales In this article: Misconceptions on Artificial Intelligence Applications of Artificial Intelligence in Sales Today The Pros of Artificial Intelligence […].
Miller Heiman Group
JULY 25, 2019
Seller performance is down, yet revenue attainment is up, according to the latest research from CSO Insights in “All That Glitters Is Not Gold: 2019 World-Class Sales Practices Study.” While this may seem like an anomaly, the higher revenue attainment numbers reveal that sales organizations are doing one of two things (and likely both) to improve their numbers: relying on their top performers to bolster sales or making additional hires to boost their performance.
Cience
JULY 25, 2019
Think for a moment about chatbots for B2B lead generation … What do you feel? Do you recall The Terminator, The Matrix, or Westworld? These are just a tiny fraction (although probably the best ones) of our human culture that play on our subconscious fear of the machines we create. Or, perhaps you feel the fear of missing out? Everyone’s talking about how this breathtaking technology is helping their business.
Engage Selling
JULY 25, 2019
Summer is not an excuse to stop selling. You don’t have to give in to the idea that there are no sales to be made in July and August.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
LevelEleven
JULY 25, 2019
Everyone’s heard the saying “practice makes perfect”. As cliche as it sounds, it’s true! The only way to perfect your sales pitch , is for reps to practice and managers to offer consistent sales coaching. Although many salespeople regularly rehearse for big presentations beforehand, the techniques used for cold calling and value touching are rarely practiced.
Showpad
JULY 25, 2019
Behind every winning sports team is a great coach. A coach sets the tone for success, creates a strategy, and provides continuous sales training and support so the team can reach its full potential. In Sales, front line Sales managers take on the role of coaches, supporting and developing team members day in and day out in their sales execution. By working to improve the performance of individual Sales reps, management plays a critical role in growing an organization’s revenue and improving its
Funnel Clarity
JULY 25, 2019
Perhaps no publication over the past seven or eight years has been as influential in the sales performance space as The Challenger Sale. Sadly, it has given rise to three myths that are detrimental to the pursuit of a high-performance sales team. It is important to understand these myths and to avoid the traps that these myths create.
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