The Pipeline

JANUARY 7, 2020

By Tibor Shanto. At first glance, good times are continuing for selling organizations; revenues are up and it looks like everybody is hiring. The economy seems to grow in line with the average sales, or is it the other way? And every app you add to the stack, claims to add 30% to your productivity and efficiency. Reminds one of the old joke about a salesman introducing technology to a VP of sales.

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Face-to-face Lead Gen Hiring Google 257

The Sales Heretic

JANUARY 7, 2020

Everyone in business wants more customers. But not all customers are created equal. Some are better for you than others. And if you’re going after more clients, it behooves you to focus your time, money, and energy on those clients who will provide you with the biggest return on your efforts. Which means in your [.].

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Energy Customer Referrals Prospecting 227

Anthony Cole Training

JANUARY 7, 2020

Welcome to our newest blog series titled, "2020: The Year For Sales Growth". These blog posts will specifically focus on helping you drive (and increase) sales in the new year.

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Strategy Hiring Sales How To 166

Smooth Sale

JANUARY 7, 2020

Attract The Right Job Or Clientele: A little soul-searching helps answer the question, do you sell with enthusiasm? Without excitement, our commitment declines. In the end, minimal accomplishment reveals itself. The doldrums of being on the job can dissuade one from putting in an all-out effort to excel. And an increase in quota for salespeople may be the final call to find a new job.

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Hiring Influencer Up-Sell Energy 88

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.

Sales Cycle

Sales Hacker

JANUARY 7, 2020

Job hunting can be a minefield. One wrong step, and your chances for a great job can go up in smoke. . This is part 3 of our sales hiring series. In Part 1 we had just begun our journey to fill one of our positions at Sales Hacker, and we shared how we got over 375k views on our job posting. In Part 2 we shared our selection process. In this part I’ll share the do’s and don’ts to follow on your LinkedIn profile that I learned from going through the 150+ applications, and I’ll explain how to get

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Hiring LinkedIn Ideal Customer Profile Follow-up 97

Anne Miller

JANUARY 7, 2020

A New Year. A fresh start. Here are Three Time-Tested Tips for ensuring your success in 2020. 1.Set specific, written, achievable, measurable goals. “If you don’t know where you are going, you might wind up someplace else.” Yogi Berra. What is your revenue target? How much of that will come from existing clients? How many new clients will you need/want to achieve that goal?

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Social Media Coaching Referrals Media 83

Anthony Iannarino

JANUARY 7, 2020

Outside of door-to-door sales, there may not be a better first role in sales than Sales Development Representative. Because your purpose is primarily prospecting, you build the habit of scheduling meetings that you can convert into opportunities. You also overcome any fear you might have had over calling prospects, something that prevents many in sales from succeeding.

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Account How To eBook Sales Qualified Lead 88

The Center for Sales Strategy

JANUARY 7, 2020

In 0.50 seconds, Google produces approximately 20,000,000 results for the term ‘employee engagement.’ Obviously, employee engagement is a hot topic. At the core of employee engagement are company values. These values determine the why, how, and what of the company. Elevated levels of employee engagement are positively correlated with better business results.

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Survey Google Positioning Meeting 83

Highspot

JANUARY 7, 2020

Asking questions is a fundamental part of how we learn. Questions move the world forward by forcing us to pause, think, and formulate or find an answer. But it’s not just about asking questions — but rather asking the right questions to find the right answers. Our work helping hundreds of customers enable their revenue teams to execute strategy has reinforced my perspective that to successfully land strategic plays that drive business outcomes, you must first ask the right questions.

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SME Strategy Licensing How To 85

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LevelEleven

JANUARY 7, 2020

Playing a game is often the go-to way to pass some time. Whether you’re playing a tried and true game like Monopoly, or something new like Words with Friends, it’s a great way to spawn some friendly competition. But what if you could use that same tactic at your organization to improve performance? You can with the right sales gamification tool. In the marketing realm, sales gamification software works to enhance the sales process by adding competition and recognition as a form of additional mot

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Tools Software Software Ideal Customer Profile 78

Anthony Iannarino

JANUARY 7, 2020

There are different types of sales managers you run into during your time in sales. You can learn something from most of them, but leadership being as tricky as it is, it’s often easier to point to how you get things wrong than it is to elucidate what makes one effective. These are the seven types of sales leaders you find on the sales floor, six of which you should avoid.

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Sales Management Ideal Customer Profile How To eBook 78

Seismic - Sales Effectiveness

JANUARY 7, 2020

Guest article by Bobby Martin, CEO & Co-Founder of Vertical IQ. I started my career working as a commercial banking relationship manager back in the 1990s. During my bank tenure, I discovered that if I took the time to learn about my clients’ businesses and industries, I could ask them better questions, have more meaningful conversations, make better recommendations, and greatly improve upon my chances of winning them as a client.

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Ideal Customer Profile Industry Banking Webinar Metrics 73

Troops

JANUARY 7, 2020

Companies spend a lot of money on sales kickoff meetings. They often drop $1,000-$2,000 a sales rep on the event alone. Add in travel and entertainment and that cost increases by at least $1,500-$2,000 per rep. It’s no surprise then that companies seek a return on this investment. They want their SKOs to rally the troops around a new product, new pricing, new packaging, or a new sales process that’s going to make 2020 a massive success.

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Meeting Travel Sales Training 62

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.

Cold Calling

Partners in Excellence

JANUARY 7, 2020

I’m at the ripe young age where I have seen a lot of different scenarios for marketing, demand gen, lead gen, and prospecting. In the “old days,” many of our techniques were oriented around F2F, direct marketing, and telephone calls. We looked at the cost of every program we conducted, managing to a certain budget or cost per qualified lead.

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Lead Gen Sales Qualified Lead Collateral Travel 62

Richardson

JANUARY 7, 2020

We see 2020 as a year when the balance between culture and analytics will be critical for the success of selling organizations. Effective leaders will find this balance by creating a culture of learning and skill development while using analytics to give shape and structure to an increasingly complex pursuit process. Effective leaders will discover that culture and analytics are not mutually exclusive.

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Analytics Influencer Data Industry 64

Sandler Training

JANUARY 7, 2020

I’m about to share something I have implemented here at Sandler which has jump-started our growth year after year after year. The post Leaders: Six Ways to Jump Start Growth in 2020 appeared first on Sandler Training.

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Training Sales 59

Braveheart Sales

JANUARY 7, 2020

Have you spent money on sales training without seeing rewards? Are its promises of increased revenue and the vision of stress-free management evaporating? Well, you are not alone. And here are four reasons why: 1. Methodology Only. Many sales training organizations focus on tactics and strategies only. They teach a repeatable process which in and of itself is fine.

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Training Sales Cycle Account Coaching 59

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SalesLoft

JANUARY 7, 2020

There are deals… and then there are mega deals. When Jamal Reimer was a rookie salesperson, he couldn’t even begin to imagine closing a $10 million deal. Fast forward to today, and this strategic account manager at Oracle underwent a massive mindset shift, closed multiple $50,000,000+ deals, and created the Mega Deal Secrets Masterclass. Tune in to learn Jamal’s insights on how to close mega deals, an uncovered topic of discussion for the Hey Salespeople Podcast until now.

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Closing Oracle How To Engineering 59

Nimble - Sales

JANUARY 7, 2020

As a business owner or a decision-maker in a company, you know how crucial customer relationships can be to success. When a customer is happy and satisfied, they are not only likely to buy more products from you but also tell others about your product when asked for a recommendation. So, implementing a customer relationship […]. The post 10 Tips For Choosing The Right CRM Software For Your Business appeared first on Nimble Blog.

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Software Software CRM Decision Maker 59

Funnel Clarity

JANUARY 7, 2020

Qualification is an essential skill for professional sales people. It doesn’t matter how well a salesperson can overcome objections , ask questions or go for the close – if the opportunity wasn’t properly qualified, none of those skills can turn a non-opportunity into a closed deal.

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Pipeline Objections Closing Opportunity 54

The SalesPro Leader

JANUARY 7, 2020

The article, Top 7 Reasons Why You Should Partner With a US Based B2B Lead Generation Firm originally appeared first on SalesPro Leads - Connecting You with Tomorrow's Buyers.

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Lead Generation B2B Leads Marketing Qualified Lead 52

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.

Sales Process

Funnel Clarity

JANUARY 7, 2020

Qualification is an essential skill for professional sales people. It doesn’t matter how well a salesperson can overcome objections , ask questions or go for the close – if the opportunity wasn’t properly qualified, none of those skills can turn a non-opportunity into a closed deal.

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Pipeline Objections Closing Opportunity 52

The SalesPro Leader

JANUARY 7, 2020

The article, Top 7 Reasons Why You Should Partner With a US Based B2B Lead Generation Firm originally appeared first on SalesPro Leads - Connecting You with Tomorrow's Buyers.

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Lead Generation B2B Leads Marketing Qualified Lead 52

Pipeliner

JANUARY 7, 2020

Danny-J is a serial entrepreneur who has created multiple successful brands and online businesses with one underlying principle: “Make People More Awesome” She won Ali Brown’s 2012 Entrepreneur of the year award, lived through being paralyzed at age 22 and was a suicidal and pregnant teen, with quite a turn-around story. She owned a very successful personal training and online-training business, No Excuses Fitness, and has helped thousands of people shed unwanted body fat and find inner co

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Training Sales 52

Miller Heiman Group

JANUARY 7, 2020

2020 marks the start of not just a new year, but a new decade, which makes it an excellent time to revisit the challenges that have plagued the sales industry and find new solutions. For many sales organizations, that means taking a good look at your talent and determining if your talent strategy aligns to your business goals. If your company resembles the average sales organization, getting hiring right is a concern that’s not just keeping you up at night–it’s literally costing you.

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Hiring Ideal Customer Profile Sales Talent Face-to-face 52

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G2Crowd - Sales Blog

JANUARY 7, 2020

Let’s make a deal.

Sales Process 101

Sales Process Closing Sales 101

Sales Hacker

JANUARY 7, 2020

The post Josh Braun’s Top Plays to Book More Qualified Meetings in 2020 appeared first on Sales Hacker.

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Meeting Webinar Metrics Sales Sales Process 53

Lessonly

JANUARY 7, 2020

Most teenagers I know dream about the day they can finally get their driver’s license and hit the open road. I know this because I was one of them. The Hill. I couldn’t wait for the freedom and independence that would come with having my license. But before I got there, I of course had to practice driving. And to be honest, there were moments in that process that I hated because like any new driver, I wasn’t great at it.

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Licensing System Comparison Face-to-face 37