The Sales Hunter
OCTOBER 3, 2017
The clock is ticking. We’re already halfway through the first week of the 4th quarter. For too many salespeople, this is the quarter that will make or break their year. If you’re in this camp, keep reading for what you need to be doing. Unfortunately, I’m sharing this from first-hand experience, having spent too many […].
Pointclear
OCTOBER 3, 2017
Standard B2B lead-generation programs produce an average 5% lead rate while advanced lead-generation programs (which include lead nurturing) produce an average 15% lead rate—three times higher. When you and your team are focused exclusively on “lead” outcomes, immediate costs are misleading and long-term costs increase dramatically. Here is why: You have heard the expression that to a hammer everything looks like a nail.
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Hubspot Sales
OCTOBER 3, 2017
Quality leads are the fuel that make all companies run. No company is too big or too small to get around this law of growth. And in order to get quality leads, you’ll need to have quality people who specialize in generating and developing quality leads. But early on in younger sales teams, most of the reps take on all the responsibilities in the sales process -- from prospecting to closing.
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.
Repsly
OCTOBER 3, 2017
Amazon acquiring Whole Foods has ignited a spark and started a raging fire that will change the food industry. With those inevitable changes come huge implications for food brands. Although the global food renaissance continues, the time of ascendency of small challenger brands at the expense of big legacy brands may be coming to an end. For food companies, if they haven’t created consumer “brand love" already, they might want to think about getting some.
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Partners in Excellence
OCTOBER 3, 2017
I’m beginning to think far too many sales and marketing people think customers are stupid. What else could it be? As an example, recently I participated in a discussion on LinkedIn. The author proudly declared victory for social selling with the statement: “ LinkedIn empirically proves that 51% + of revenue is now influenced by social across some key industries.” Accompanying the statement was a chart displaying research data looking at the % of revenue influenced by socia
The Brooks Group
OCTOBER 3, 2017
In today’s selling environment, it’s becoming more and more rare for one individual to be tasked with making a purchasing decision. A multi-person decision making unit (also known as the DMU) is often used to ensure the best vendor is selected, as well as to spread out the risk involved with making an important decision. Because of the shift to this purchasing committee model, salespeople must be capable of mapping out the decision making unit quickly and effectively.
EyesOnSales
OCTOBER 3, 2017
Should You Use: “Is this a good time” – Yes or No? Mike Brooks, [link]. The debate of whether to open your calls asking, “Did I catch you at a good time?” or “Is this time still good for you?” (for presentation call backs), is alive and well – unfortunately. Just last week, I received this email question from a reader: “Hi Mike, question - after I send out information to these guys and I come back to them with an idea do I ask them if they ha
Customer Centric Selling
OCTOBER 3, 2017
Sales Tips: Avoid Issuing Proposals Too Soon. By John Holland, Chief Content Officer, CustomerCentric Selling®.
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Sales Evangelist
OCTOBER 3, 2017
Do you have a brand that pops? Well, there’s more to branding than just your logo. You have to have a brand that stands out from others. You have to have a strong brand presence. Learn more from our guest, Stephen A. Hart. Stephen is a marketing genius, a successful entrepreneur, and he has done […] The post TSE 673: How to Craft a Personal Brand that “POPs” and Increases Sales appeared first on The Sales Evangelist.
Atlatl Software
OCTOBER 3, 2017
This week I want to focus on differentiation.
Sales Evangelist
OCTOBER 3, 2017
A quick question – where are your thoughts focused on right now? Your thoughts are very powerful, they can actually either spell success or failure in your life. It’s your choice. Today, we have Curtis Rapp, a professional seller and an award-winning speaker. His current passion revolves around cultivating growth mindset by learning and teaching […] The post TSE 674: Sales From The Street-“Change Your Mindset” appeared first on The Sales Evangelist.
DiscoverOrg Sales
OCTOBER 3, 2017
The Last Mile Effort of Pre-Sales Customer Analysis. Strategic enterprise customer acquisitions often require a synchronized effort from sales, marketing, product leaders, and executives: For account-based sales to be successful, everyone needs to be on the same page in understanding the customer and specific opportunities within the target company.
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.
Hubspot Sales
OCTOBER 3, 2017
If eyes are the gateway to the soul, a subject line is the gateway to an email. Everything a prospect needs to know about an email is in the six to eight words they see in their inbox: Do you seem human? Do you have interesting insights to share? Does it seem like you could potentially help? Prospects will make assumptions about the answers to those questions the moment they read a subject line.
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