SBI Growth
NOVEMBER 29, 2017
The World’s premier athletes are preparing for the biggest moment of their careers, the Winter Olympics. As your organization’s Sales Enablement leader, you also have a date in early winter top of mind… Sales Kickoff (SKO). You have been preparing for.
DiscoverOrg Sales
NOVEMBER 29, 2017
Acquiring new business and company growth go hand in hand. Many companies and organizations have entire teams dedicated to finding new business prospects. So lead generation tools are critical to supporting a company’s growth objectives. While there are many different kinds of lead generation – content marketing, advertising, SEO, email campaigns, cold calling, list-buying, hosting events, and attending tradeshows, just to name a few – a sales and marketing intelligence tool is great
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MTD Sales Training
NOVEMBER 29, 2017
How many times do your clients talk about you reducing your prices? What do you say when the issue of price is brought up by the prospect? In which direction do you take the conversation when price is the biggest stumbling block? For most salespeople, price is the biggest objection they have to overcome, and they do it by justifying the price-tag and comparing it against competitors or increasing the benefits of the product through its improved features.
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.
Hubspot Sales
NOVEMBER 29, 2017
It doesn’t matter how good you are at selling, your close rate will never be 100%. But if you’re consistently losing deals you should have won, there’s probably a reason -- if not several. Fortunately, once you diagnose the cause, you can improve your process, and ultimately, your results. The 5 Major Reasons Prospects Don't Buy. 1) You’re trying to sell to everyone.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
BrainShark
NOVEMBER 29, 2017
In today’s job market, there’s a lot of demand for quality sales development talent. Here are 3 of the most impactful things we did to achieve success.
Customer Centric Selling
NOVEMBER 29, 2017
Sales Tips: Avoid No Decisions by Answering "What's in it for me?". By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company.
Nutshell
NOVEMBER 29, 2017
Seven years ago , we introduced Nutshell: a new CRM with several big ideas. We understood a handful of the challenges sales teams face, and set off to solve them. Along the way, feedback from our customers revealed even more challenges that we didn’t consider. That’s why so many of the best Nutshell features were inspired by suggestions from our own customers.
Customer Centric Selling
NOVEMBER 29, 2017
Sales Tips: How B2B Companies Are Increasing Revenue. By Connie Schlosberg, Primary Intelligence.
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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.
EyesOnSales
NOVEMBER 29, 2017
3 Ways to Sell to the Millennial CEO. I get it: You’re sick of reading articles about Millennials. How to retain them, engage them, hire them. the list goes on. Aren’t we all? And the answer to all those questions is so obvious. Three words: Peruvian pour-over coffees. Boom! Problem solved. Now you can change the subject of your next LinkedIn Pulse piece to something that really matters, like what Netflix’s “Ozark” can teach us about business.
The Brooks Group
NOVEMBER 29, 2017
The holiday season can be a challenging time to connect with clients and prospects. While everyone is busy with family and wrapping up year-end activities, they’re also buried in automated holiday greetings. . Skip the mundane, and teach your salespeople these five creative ways to wow their important contacts. 1. Hand Written Holiday Cards. During the holiday season, clients and prospects are bombarded with generic “Happy Holidays!
Zendesk Sell
NOVEMBER 29, 2017
Traditional chats appear for everyone and offer little control over when they appear. New advancements mean your team is only talking to the accounts they want to speak with via chat. The Story. Several years back, I added a chat bubble to our pricing page I was anticipating endless conversations with prospects ready to buy. A new way to capture leads!
RAIN Group
NOVEMBER 29, 2017
Buying in the last few years has changed more than ever. Buyers are more educated, they're distracted and short on time, and options are endless. Sellers and sales organizations are struggling to keep up. There are specific actions that Top Performers and Top-Performing Sales Organizations take that allow them to achieve superior results.
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.
SalesforLife
NOVEMBER 29, 2017
Pilots, proof of concepts and phase one’s = we all need to develop business cases to empirically prove a return on investment which allows for greater funding for scalability. This is a necessary evil in developing any sort of program of change management. In some cases, this could be adoption of a new CRM, LinkedIn Sales Navigator or even just a new sales methodology.
Adaptive Business Services
NOVEMBER 29, 2017
While the concept is simple, putting it in writing will be more of a challenge. This technique has evolved over my 40 years of B2B selling. It requires a great deal of nuance but, if you can master it, it might be the most powerful sales skill that you can develop. This technique is based on the premise that, when you are perceived as someone who actually works for the company, vs. as a vendor who is trying to sell something to that company … well … there is no comparison.
Close
NOVEMBER 29, 2017
We're so excited about the launch of Close's new Power Dialer that we decided to share more call-related content with you. To learn more about the Power Dialer, read our announcement on the Close blog, or visit our website.
Partners in Excellence
NOVEMBER 29, 2017
One of the most frequently asked questions I get is, “How do I find the time to coach?” My immediate reaction is, “How can you possibly do your job without taking the time to coach?” Let me deconstruct this a little. Managers are accountable for making sure their teams hit their numbers. But there are only a few ways to do this.
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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
The Center for Sales Strategy
NOVEMBER 29, 2017
When I talk to salespeople and look at data from structured sales campaigns, it’s clear that the number one bottleneck in the sales process is getting appointments. And it’s seemingly getting tougher, not easier, despite all the digital avenues available to most salespeople for pre-call research and preparation of a Valid Business Reason that should, in theory, evoke a response from the prospect.
Partners in Excellence
NOVEMBER 29, 2017
It must be that time of year, but recently I’ve gotten a number of queries from thoughtful executives: “Dave, we need to transform the way we sell from product to solution selling……” That statement is always a little confusing to me, naturally I ask, “What does that mean and why do you want to change?” Here the conversation usually gets a little fuzzy.
Jeff Davis
NOVEMBER 29, 2017
During my time in college, I had the honor of working at the NASA Johnson Space Center in Houston, Texas. As a mechanical engineering student, it was my dream job. I would get the chance to work in the space industry, something my 7th-grade science teacher had inspired me to do. It was an opportunity to go to adult space camp. And boy was it fun! Where else do you get a chance to meet career astronauts, train on the shuttle simulator, and sit in mission control where the famous words "Houston.we
Julie Hanson
NOVEMBER 29, 2017
If you deliver your presentation the same way to each of your customers, you are leaving money on the table. Think back to your last three customers. One may have been talkative and forthcoming, while the other was quiet and guarded. Perhaps one of your customers lit up when you were talking about the big picture while another only showed interest when you got to the numbers.
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.
InsightSquared
NOVEMBER 29, 2017
The director of sales operations position is one of the most critical hires a company can make. Their work has an enormous influence on business decisions. It’s their job to help sales executives make sense of results and pinpoint the reasons why they fell short of or hit their goals. When things go south, pressure is on the directors of sales operations to uncover shortcomings and solve for the future.
Sales Result
NOVEMBER 29, 2017
With under 5 weeks until EOY, it’s safe to say you’re insanely busy. Scrambling to close deals, worried about making the target by New Year’s Eve, and in the heat of it all, you need to make a sales plan. As you prepare your roadmap for 2018, make sure to avoid the following five blunders.
Tenfold
NOVEMBER 29, 2017
By definition, forecasting is inexact. It is a data-focused assessment of possibilities; and yes, there is a lot of guesswork involved. The ideal is to minimize the guesswork through the systems and strategies you implement – as well as the accuracy of the data you use. If your sales data is causing inaccurate forecasting, then a review of your data input methodologies, sources, and management is necessary.
Contact Monkey
NOVEMBER 29, 2017
5 Reasons Why You Should Start Using Email Templates for Sales . During peak sales periods, it can feel impossible to answers all the emails in your inbox. On average, a business professional will send 124 emails each day. If you work an average of 8 hours a day, that is over 15 emails an hour which means you have 4 minutes to process the email, take action, and move onto the next before falling behind.
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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
Braveheart Sales
NOVEMBER 29, 2017
Recently, I posted about what sales would be like in 2020 , looking at how technologies like artificial intelligence will impact selling in the future. But what will sales be like in 2020 from a human perspective? How will the years ahead impact you and your salespeople? I am taking this journey at the request of the Vistage research team. They recently wrote an excellent eBook, that I contributed to, entitled Customer Growth: Decisions for the SMB CEO.
Sales Gravy
NOVEMBER 29, 2017
Salespeople cultivate customers through prospecting and referrals; they convert customers into clients by establishing and maintaining a relationship that allows them to build a sense of trust.
Understanding the Sales Force
NOVEMBER 29, 2017
If you have a role in sales or sales leadership then what could be better than knowing exactly how you and/or your salespeople REALLY compare with the other salespeople in your industry or in the world? Could anything be more fascinating than a visual or infographic depicting how effective your sales force is at various aspects of selling? And what if these visuals could demonstrate that B2B salespeople create and send more than 16,000 inappropriately timed proposals each day?
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