The Sales Heretic
JULY 18, 2017
As a professional keynote speaker and sales trainer, I am—naturally—a member of the National Speakers Association. So of course I was in Orlando last week for NSA’s annual convention, known as Influence 2017. More than 1200 of the world’s best professional speakers gathered for four days to learn from each other. The result was an [.].
Score More Sales
JULY 18, 2017
In selling, we've been trained that getting potential customers and clients to say "yes" is the most important part of negotiation. It's time to rethink that strategy.
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SBI Growth
JULY 18, 2017
Today’s guest is rare marketing leader with 20+ years of B2B marketing leadership experience who can demonstrate a masterful blend of strategy and tactics for campaign planning. As marketing shifts from art to science, marketing leaders with an engineering background.
The Sales Hunter
JULY 18, 2017
Last week I wrote about the issue of discounting, and needless to say it generated a major amount of conversation all over social media and in emails and phone calls to me. A few people pushed back on my thinking. I’m fine with that, as I know what I say won’t always resonate with everyone. […].
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.
Jill Konrath
JULY 18, 2017
What's the #1 thing you should be doing to drive more sales in today's crazy-busy world? It's something I've been thinking about a lot these days.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Sales Hunter
JULY 18, 2017
One of the best ways to keep a sale moving forward is by using the micro-commitment strategy. The approach is simple to use and very effective for those who are dealing with a customer who is hard to engage and hard to move forward. The micro-commitment strategy is built around finding ways to gain the […].
Anthony Cole Training
JULY 18, 2017
8 Reasons Why Hiring Elite Salespeople is Difficult:
Tenfold
JULY 18, 2017
To grow a business these days, one needs to understand why traditional sales and marketing strategies are failing and how to develop a sales marketing strategy that works. What is Sales Marketing? A well-crafted combination of sales and marketing is necessary for successful business growth. Sales entail the direct one-on-one interactions, those interpersonal connections that directly add revenue to the bank accounts.
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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.
Customer Centric Selling
JULY 18, 2017
Sales Tips: There's No Shortcut to Sales Improvement. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®.
Your Sales Management Guru
JULY 18, 2017
Boost Accountability, Insight — and Sales Step back to get a better view of your partner relationships. More effective: Appoint an advisory board to help you gain better sales insight. Our research shows that accountability — or, more accurately, the lack of accountability — is among the top challenges that partner-company executives face.
SalesLoft
JULY 18, 2017
You closed a deal! Your former prospect has been upgraded to a brand new customer. Signed, sealed, and delivered to their customer service manager (CSM). They are no longer on your radar. Job well done, right? Not so fast. You could actually be throwing potential revenue out the window when you cut off ties and hand a new customer to their CSM. According to Forrester, upselling can bring in up to 30% of your revenue and that initial close could be your company’s first step in the door to bigger
Tenfold
JULY 18, 2017
Salesforce is arguably the best CRM application you can use to align your sales operations with current sales practices. It helps you manage your leads, opportunities and clients efficiently. You can look forward to continuity in your operations, even when you lose employees or bring new people in. It helps you stay on top of your sales pipeline, observe faults and gaps in your process, and tweak where necessary; you have historical and real-time data to help in decision-making.
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.
Trinity Perspectives
JULY 18, 2017
This week my sales management consulting company turned 6 years old. It was a milestone day for me and my team and it gave me pause for thought. I reflected on how many of our clients have been with us through every step of this journey and how many of our newer clients have come, not through outbound marketing activities, but through warm referrals from existing clients and the extended Trinity network.
Cincom Smart Selling
JULY 18, 2017
CPQ tools will help you focus on what you are really selling. It is natural to think that everyone knows and understands exactly what the product is, but the fact is, this is frequently overlooked or misunderstood. Imagine the assembly line at a successful automobile manufacturing plant. The line rolls by, and assorted models of automobiles pass through the various stations receiving seats, dashboards, windows, engines and other components.
The Brooks Group
JULY 18, 2017
Hiring salespeople is one of the most important jobs a sales leader has. But with a million other things on your to-do list, the long, drawn out interview process can feel like a hassle. We’ve gone ahead and made your life easier with this list of sales interview questions. The list is broken down into 3 sections to get to the nitty gritty about the motivators, skills, and behaviors most important to the sales position you’re looking to fill.
Cincom Smart Selling
JULY 18, 2017
CPQ tools will help you focus on what you are really selling. It is natural to think that everyone knows and understands exactly what the product is, but the fact is, this is frequently overlooked or misunderstood. Imagine the assembly line at a successful automobile manufacturing plant. The line rolls by, and assorted models of automobiles pass through the various stations receiving seats, dashboards, windows, engines and other components.
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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
Customer Centric Selling
JULY 18, 2017
Sales Tips: Give Skilled Craftsmen Better Tools. By John Holland, Chief Content Officer, CustomerCentric Selling®.
Sales Evangelist
JULY 18, 2017
It wasn’t a smooth path for Melissa Krivachek. Seven years back, she was broke and homeless. And she knew something had to change. Fast-forward to now, she has been nominated for Forbes 30 Under 30, on the cover of Evolution Magazine as a Top 40 Player Under 40, and she was awarded the 1% of […] The post TSE 618: Making Millions In Your Living Room appeared first on The Sales Evangelist.
Sales Gravy
JULY 18, 2017
Think what you could do as a professional if you practiced these simple principles every day. You could land a dream job - and keep it. You could advance in your career. You could sell more products and services.
Trinity Perspectives
JULY 18, 2017
“You train animals, you develop people” – Anon. This week my sales management consulting company turned 6 years old. It was a milestone day for me and my team and it gave me pause for thought. I reflected on how many of our clients have been with us through every step of this journey and how many of our newer clients have come, not through outbound marketing activities, but through warm referrals from existing clients and the extended Trinity network.
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.
Partners in Excellence
JULY 18, 2017
Thanks to people like Mike Kunkle , Tamara Schenk , Jason Jordan , Mike Weinberg , and others; the importance of Front Line Sales Manager Enablement is getting some visibility–though still not enough. As they discuss and I’ve discussed in past posts and S ales Manager Survival Guide , the single biggest lever on front line sales performance is the Front Line Sales Manager.
Increase Sales
JULY 18, 2017
Once again corporate executive leadership demonstrates how truly tone deaf it really is. The recent Tweet war between Delta Airlines and Ann Coulter reveals that Delta leadership does not know what their customers value. Hint for those in leadership roles – It is not the money. When customer pay for something, they expect what they pay for. Pretty simple.
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