The Sales Hunter
MAY 30, 2017
It happens every summer. The number of sales appointments that get cancelled goes up and the number of excuses people make goes up. The result? A sales slump. Summer is not the time to make excuses about things not happening. I like to view it as the time to make things happen, because other salespeople […].
MTD Sales Training
MAY 30, 2017
So, you’ve got the appointment… I recommend that you send some further information to the client BEFORE you meet with them. I’m not talking about an information pack here or a brochure. Instead, I am talking about sending them something that will position yourself as an expert. Something that will get them to know you better. I usually send our clients a physical sales tips newsletter full of ideas and strategies to improve their sales.
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Jill Konrath
MAY 30, 2017
Does the idea of “social selling” make you break into a cold sweat? Or, do you simply avoid it?
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.
Trinity Perspectives
MAY 30, 2017
Enterprise sales is not actually about selling, it’s about earning the right to move to the next step of the process, until you run out of steps. Enterprise sales is the term used to describe selling a high-end product or service to large or complex businesses. These sales cycles tend to be long, complex, and high in value, but also high in risk – and are regarded by many as the the most difficult challenge of all for sales professionals.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Trinity Perspectives
MAY 30, 2017
Enterprise sales is the term used to describe selling a high-end product or service to large or complex businesses. These sales cycles tend to be long, complex, and high in value, but also high in risk - and are regarded by many as the the most difficult challenge of all for sales professionals.
Repsly
MAY 30, 2017
Field marketing is an effective way of engaging with consumers and raising brand awareness, but the variety of responsibilities and actions it entails can seem overwhelming to anyone new to the field. Someone who works in field marketing can perform any combination of field marketing tasks, and the positions differ from each other across the board. Still, there are a few very specific goals and activities that are the cornerstones to field marketing.
SalesLoft
MAY 30, 2017
The handoff from a sales development rep to an Account Executive is often likened to a track and field relay race. One runner passes the baton to the next and, boom, he or she takes off. If you’ve seen these races before you know the runner expecting the baton isn’t just waiting around as their teammate reaches them, they are already in motion down the track.
Mindtickle
MAY 30, 2017
Last week, during the. SiriusDecisions Summit 2017. , analysts Peter Ostrow and Christina McKeon unveiled a new framework. This addresses the top challenges sales leaders face today: The inability of sales reps to connect their offerings to the needs and challenges of their buyers. The inability of sales reps to differentiate their product from that of their competitors or the status quo.
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Partners in Excellence
MAY 30, 2017
There’s a round of discussions going on about Hunters and Farmers. Underlying these discussions are attitudes, “Real sales people eat fresh meat every day” (The hunter camp), “We need to develop our accounts to maximize LCV” (Farmers). I even saw a post on, “Which is better, a farmer who generates $1M of incremental business, or a hunter who generates $1M of new business?
MJ Hoffman
MAY 30, 2017
Every sales rep knows the usual prospecting lead sources -- inbound inquiries, trigger events, LinkedIn search, referrals, etc. But what happens when these wells start to run dry? Over the years, I’ve discovered a few “secret” lead sources hiding in plain sight. The next time you’re having trouble finding prospects, try one of these untapped natural springs.
Customer Centric Selling
MAY 30, 2017
Sales Tips: How Being Proactive Works In Your Favor. By John Holland, Chief Content Officer, CustomerCentric Selling®.
BrainShark
MAY 30, 2017
80% of companies train sales managers, but most don’t invest enough to provide real value.
Speaker: Jake Miller, Senior Product Marketing Manager, Allego
Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.
Nudge.ai
MAY 30, 2017
Introduction. As an Account Executive at ScribbleLive , a content marketing platform, Jack Bernstein knows how important it is for sales professionals to have an efficient workflow. He’s constantly reaching out to new customers and building relationships. And he’s adopted Nudge for Chrome , our AI powered Chrome Extension, as a cornerstone of his daily process.
Sales Gravy
MAY 30, 2017
Far too often companies spend large amounts of money on websites, advertising, branding and marketing campaigns, yet when those campaigns generate an incoming lead, they fail to deal with it properly!
DiscoverOrg Sales
MAY 30, 2017
Welcome to Whiteboard Wednesday. I’m Justin Withers, Vice President of Product Management and Marketing at DiscoverOrg, here to describe the best way to create a value proposition that stands out – by addressing a real need. For starters, let’s talk about what value is what value isn’t. Simply put, value is the financial benefit that you get in excess of the price that you pay for a solution.
SBI Growth
MAY 30, 2017
IPC Systems launched a new brand identity, following its acquisition of Etrali Trading Solutions earlier this year. Our guest today shares the use case for the brand strategy that 1,400 IPC employees will use to convey a single, compelling story.
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.
Velocify
MAY 30, 2017
A customer-first approach is essential for company growth, and sales reps that put the customer’s needs first are rewarded with loyal customers, industry credibility, respect and referral business. Those who don’t, tend to fall by the wayside. First impressions matter. Whether it’s a first date or a job interview, a person’s initial experience shapes their long-term impressions.
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