The Sales Heretic
APRIL 18, 2017
There are average salespeople, and then there are extraordinary salespeople. What’s the difference between the two? I’ve had the privilege of speaking to, coaching, and training tens of thousands of salespeople over the years. Here are the characteristics that I’ve learned distinguish the exceptional salespeople from everyone else. 1. Proactive Great salespeople don’t wait for [.].
The Sales Hunter
APRIL 18, 2017
Never before have I been more proud of the sales profession and more passionate about its impact on the global economy. In this era of consolidation and trends that move at the speed of a tweet, sales is a profession that doesn’t just stay the course, but sets the course. Last week 400 sales professionals […].
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SBI Growth
APRIL 18, 2017
Today we are going to demonstrate how the relationship between the head of sales and the head of sales operations should work. Joining us for today’s show is a sales leadership team who know a thing or two about revenue.
Engage Selling
APRIL 18, 2017
Working with so many different clients across a variety of industries really opens your eyes to new ideas, strategies and insights. I’m always open to embracing fresh new thinking!
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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.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SalesLoft
APRIL 18, 2017
I always find it interesting when science validates conventional wisdom. It’s both satisfying to know you were on the right track, and angst-inducing to know that following that wisdom is no longer an option. Such is the case with the traditional sales notion that you should “listen more than you speak.”. In a recent blog post , Chris Orlob, Senior Director of Product Marketing at our long-time partner Gong.io, highlighted a number of interesting takeaways his team found after applying machine l
Partners in Excellence
APRIL 18, 2017
For some weeks, I’ve been on the war path about emerging trends in sales. We see the same issues and trends in too many blog posts/books, at every conference, and in the social channels. The focus in much of our discussions on selling is about us–sales people. We see discussions focused on increasing specialization in sales–actually adaptations of the Toyota Production System.
Customer Centric Selling
APRIL 18, 2017
Sales Tips: Never Negotiate Unless You Are the Selected Vendor. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®.
Partners in Excellence
APRIL 18, 2017
Recently, I read a quote, “The best way to sell something, don’t sell anything. Earn the awareness, respect, and trust of those who might buy.” I suppose I get the idea, but somehow I think there is much more to selling, and our customers deserve more from us. Awareness, respect, trust are critical, but they are insufficient to drive customers to change or to buy.
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Customer Centric Selling
APRIL 18, 2017
Sales Tips: Are You Outdriving Your Headlights? By John Holland, Chief Content Officer, CustomerCentric Selling®.
Product Management University
APRIL 18, 2017
The B2B Product Manager Magazine April 2017 is now available. In this issue we cover everything from selling value in spite of your product’s deficiencies to what makes a rock star product manager to the criticality of the functional designer role. Plus tips for hiring the right product manager and getting unbiased customer feedback. View the April 2017 Issue.
Cincom Smart Selling
APRIL 18, 2017
Price Management software lets you confidently answer that most common question in a sales transaction: how much does it cost ? It doesn’t matter what you are selling—nails or aircraft carriers. At some point, the prospect is going to ask the price question. It may be early or late in the cycle; it may be a formal request or a casual inquiry. Regardless, the question will come.
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.
Product Management University
APRIL 18, 2017
The B2B Product Manager Magazine April 2017 is now available. In this issue we cover everything from selling value in spite of your product’s deficiencies to what makes a rock star product manager to the criticality of the functional designer role. Plus tips for hiring the right product manager and getting unbiased customer feedback. View the April 2017 Issue.
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