SBI Growth
MAY 9, 2017
Joining us for today’s show is Christopher Fris, an executive sales operations leader who knows how to enable revenue growth in a meaningful way. Today’s topic is focused on how Sales Operations enables the sales plan. During our discussion, Chris and.
Zoominfo
MAY 9, 2017
Due to recent economic uncertainty, the job market has been undergoing a major reset. While labor market signals remain mixed, employees have a strong say in demanding better work-life balance, more flexibility, and competitive benefits from their employers. Still, the macroeconomic conditions may convince workers to become more cautious, opting for the stability and security of their current positions.
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Increase Sales
MAY 9, 2017
A colleague of mine S. Anthony Iannarino , discussed in his weekly email about how changing one’s decision changes one’s trajectory. I agree with him because there are a lot of bad results happening because of bad decisions. Years ago I read this book The On Purpose Person by Kevin McCarthy. He rendered down purpose to being a light switch.
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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.
Hyper-Connected Selling
MAY 9, 2017
I come from the sales world. I grew up professionally around salespeople. My friends are salespeople. At the core I’m a sales guy and proud of it. So salespeople, listen to me when I tell you this. Most of you are killing your credibility on social media instead of building it. And trust is a key ingredient in becoming a Sales Sherpa for your network.
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ROI4Sales
MAY 9, 2017
Ipsa Scientia potestas est. This phrase came from Sir Francis Bacon in Bacon’s Mediationes Sacrae in 1597. For a B2B sales executive, these words especially apply to reviewing a prospect’s 10-K. Below I will demystify the effort it takes to review and interpret a prospect’s financial statements. You should know there are many financial statements filed throughout the year.
Partners in Excellence
MAY 9, 2017
In Act 2, Scene 2, of Shakespeare’s Romeo and Juliet, Juliet says: “What is in a name? That which we call a rose…By any other name, would smell as sweet” Which brings me to the discussion I hear too often, “What if we called sales people something other than a sales person?” We see it every day with the proliferation of terms we use for sales people: Relationship managers, Trusted advisors, Account managers, Territory managers, Business developers, Retention
Tom Hopkins
MAY 9, 2017
Believing in yourself is the first step to success in sales. A lack of self-confidence will be evident to others and cause them to hesitate doing business with you. On a scale of 1 to 10 (with 10 being “outstanding”), how strongly do you believe in your abilities as a sales professional? I’m going to […]. The post Believing in Yourself as a Sales Professional appeared first on How to Selling Skills.
Sales Gravy
MAY 9, 2017
Winning is the result of excellence, not the other way around.Too often we recognize and reward only outcomes and thus miss out on the opportunity right under our noses to help our salespeople become truly excellent by improving their processes.
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Partners in Excellence
MAY 9, 2017
The moon must be in a certain phase. All the prospecting calls I’ve been getting have been the same. After introductions, they immediately launch into, “Here’s what we do…… ” I’d let the sales person finish his pitch, then reply, “I understand what your company does, but what can your company do for me and my company?
Sales Gravy
MAY 9, 2017
I realized years ago that my job is not selling cars. My job is to give customers every possible detail and every reason to make the decision to work with me, my dealership and our products.
SalesLoft
MAY 9, 2017
While you’d like to think your sales team spends every second of their sales training hanging on your every word, research from Xerox shows that they might only be hanging on a percentage of your words. 13% to be exact. The company found that 87% of new skills are lost within a month of sales training. Sure, this is a frustrating statistic and even more frustrating when you see it play out on your team.
Sales Gravy
MAY 9, 2017
This technique builds value in the most important part of any sales transaction you and your belief in your product or service. You hear it all the time if your price is higher than your competition youre told to build value.
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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.
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