MTD Sales Training

MAY 24, 2016

Referrals are probably the easiest type of business to get because they are opportunities that are given to you by buyers or decision-makers who know you and trust you enough to put their reputation. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Referrals 198

Referrals Decision Maker Buyer Opportunity 198

Understanding the Sales Force

MAY 24, 2016

I’m reading Basketball legend Bill Walton’s autobiography, Back from the Dead. There are great stories and lessons, but the one I want to discuss here is about legendary UCLA basketball coach, John Wooden.

Coaching 168

Coaching Sales 168

The Sales Hunter

MAY 24, 2016

It happens every year. Summer comes, and for some reason, sales slump. If you allow summer to take over, your sales will slump. If, on the other hand, you’re proactive, you can enjoy a summer sales bump! Certainly, you have to accept that customers and prospects will take vacations. Accept also there will be those […].

Closing 151

Closing Prospecting Sales Customer 151

Pointclear

MAY 24, 2016

Understand the price you are paying for your leads and then optimize. Document the cost per lead is the fourth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. In the last blog in this series we discussed the need for marketing to be more accountable for driving revenue.

Sales Qualified Lead 145

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 145

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

Increase Sales

MAY 24, 2016

Educated and caring buyers buy from caring and educated sellers. To earn a sale requires you as the seller to build trust and to demonstrate your knowledge. Much of this happens within each sales conversation. The question is do you really want a sales conversation or a sales dialogue? Do you know the difference? I believe words do matter especially for those who are speaking them.

Conversion 78

Conversion Education Networking Facebook 78

Close

MAY 24, 2016

As a B2B startup, there's going to come a time when you have to let go of a customer. It's an ironic role-reversal when you finally are in a position to tell no to someone who wants to pay you money, but firing a customer can be just as hard as winning a customer. Here's how to do it right.

B2B 52

B2B Customer How To Positioning 52

SalesLoft

MAY 24, 2016

As the selling landscape evolves, it’s becoming more critical every day to communicate with your buyers personally and intentionally. The customer is at the heart of persona based selling , and within each and every workflow, there needs to be a sales touch point model designed specifically around the persona based messaging you’ve created. To accomplish this as a sincere seller, you must be able to quickly organize people by similar personas, create custom messaging for each, and then test thos

Lead Rank 52

Lead Rank Decision Maker Buyer Persona Scale 52

Mindtickle

MAY 24, 2016

The SiriusDecisions Summit 2016 kicked off to a great start with a series of ‘foundations’ sessions talking about some of their core models and approaches. The first session I attended was the “Sales/Marketing/Product Technology”. How do you select a technology? Which vendor should you work with? These are questions the session addressed. According to SiriusDecisions, you shouldn’t think about technology first, but assess your current capabilities inside the organization.

Marketing 52

Marketing Vendor Face-to-face Report 52

Hyper-Connected Selling

MAY 24, 2016

Good networking depends on our relationships, and our relationships depend on…well, relating. While it’s important to know what to talk about, it’s also important to consider how we interact with others. This is especially important when we engage in a face-to-face conversation with someone. In the last century we’ve moved from only one option to communicate with someone not physically with us (writing a letter) to a long list of options that includes phone calls, email

Face-to-face 51

Face-to-face How To Conversion Social Media 51

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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.

Sales

Mindtickle

MAY 24, 2016

The session about sales efficiency and operations at the SiriusDecisions Summit 2016 was focused on helping define what sales operations is and look at the frameworks in place to help sales ops professionals. SiriusDecisions broke down sales efficiency by looking at the following elements: productivity and capacity. They define sales productivity as “yield per rep per hour”, where ‘yield’ is the revenue the rep is generating.

Sales Operations 52

Sales Operations Maximizer Sales Technology Data 52

Jonathan Farrington

MAY 24, 2016

In my mailbox this week was a message from a young guy in Australia who has just taken his first step up into management. His question was quite simply “What is the most important management trait I should consider developing first?” Very interesting question because there are several essential traits that need to be developed […].

Sales Management 20

Sales Management Sales 20

Mindtickle

MAY 24, 2016

The SiriusDecisions Summit 2016 kicked off to a great start with a series of ‘foundations’ sessions talking about some of their core models and approaches. The first session I attended was the “Sales/Marketing/Product Technology”. How do you select a technology? Which vendor should you work with? These are questions the session addressed. According to SiriusDecisions, you shouldn’t think about technology first, but assess your current capabilities inside the organization.

Marketing 52

Marketing Vendor Face-to-face Report 52

Mindtickle

MAY 24, 2016

The session about sales efficiency and operations at the SiriusDecisions Summit 2016 was focused on helping define what sales operations is and look at the frameworks in place to help sales ops professionals. SiriusDecisions broke down sales efficiency by looking at the following elements: productivity and capacity. They define sales productivity as “yield per rep per hour”, where ‘yield’ is the revenue the rep is generating.

Sales Operations 52

Sales Operations Maximizer Sales Technology Data 52

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