Zoominfo
MAY 20, 2018
A win/loss analysis is the process of studying past business deals in order to generate valuable insights about your company’s selling practices. The insights garnered from this type of analysis can be instrumental in growing your business and increasing revenue. In fact, companies that conduct win/loss analyses consistently outperform those that don’t in the following areas ( source ): Customer retention rate: 60% vs. 48%.
Sales and Marketing Management
MAY 20, 2018
Author: Ryan Myers We’ve all been caught in a tricky text thread, the kind where you absentmindedly respond to a friend’s question with a simple “OK” and then suddenly find yourself getting the cold shoulder. If only you’d had that conversation face-to-face! Perhaps that’s why so many people in sales — a full 65 percent , according to Chief Marketer’s 2018 B2B Lead Gen Trend Survey — prefer in-person meetings.
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SBI Growth
MAY 20, 2018
EXcuse me, is this seat taken? The largest asset any organization must manage is its people. Employee Experience (EX) should be the cornerstone and fundamental value that drives your organization to success. In consideration of determining if you have the.
Mr. Inside Sales
MAY 20, 2018
Most companies interview salespeople to find out if they are persuasive. And they come away from the interview saying, “They really handled themselves well in the interview.” In other words, the candidate was persuasive in the interview. The interviewer felt persuaded. So they come away from this interview saying, “Wow, this applicant was really persuasive.” But it turns out the candidate was ONLY persuasive in the interview.
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.
Hubspot Sales
MAY 20, 2018
Salespeople shouldn’t send “just checking in emails for one very simple reason: They don’t work. Buyers feel like the rep is virtually poking them, making them reluctant to answer. Not only do “checking in messages rarely garner responses, they can even turn prospects against their senders. But reps still need a way to get in touch with buyers who’ve gone dark.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Hubspot Sales
MAY 20, 2018
Stop me if you’ve heard this one before. “Mabel, Mabel, sweet and able, get your elbows off the table!”. Whether the lesson stuck with you or not, the rhyme’s message is clear: Etiquette and body language are important. And this is especially true in sales. Any time you’re in a face-to-face meeting with a prospect, your body language is crucial. What you say is just as important as how you say it -- and how you look when you say it.
SBI
MAY 20, 2018
CallidusCloud CPQ offers AI powered guided selling that enhances cross-sell and up-sell recommendations, can create a quote with ten’s of thousands of lines in just a few minutes, gives you quick access to margin health and can help reps generate beautiful proposals in minutes. Visit CallidusCloud.
Bigtincan
MAY 20, 2018
I remember the joy of reading when I was a child. I read everything from Curious George to the dictionary, from the Hardy Boys to the encyclopedia. I wanted to learn it all. I remember my mom spending time with me going through flash cards as I learned my ABCs and 123s. Oh, yes, and best of […].
KO Advantage Group
MAY 20, 2018
Ever wondered why your clients suddenly back out after sending them the proposal? Well, you should STOP emailing them the proposals. If you’re used to sending the proposals via email before, now is the time to stop it. And I’ll tell you why. Surely, you’ve been (or is) in a relationship. How would you feel if after spending so much time together, introducing them to your family and you to theirs, and planning your future together, they write you an email that says “Let’s get hitched?”.
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Pipeliner
MAY 20, 2018
Modern sales pros know that no amount of natural skill is enough when you’re working in an industry that’s not growing. Generating leads and finding new opportunities relies on expansion and change. That’s why it’s important for those working in sales to keep a watchful eye on the industries that are currently in a growth phase or are likely to be entering one in the near future.
Sales Evangelist
MAY 20, 2018
Here at The Sales Evangelist, we’re in the middle of a social selling experiment to determine how effective social selling is when it’s part of your everyday sales cadence. I’ve selected a total of 80 companies that I’ve never had relationships with. I’ll use a traditional cadence of mail, email, and phone calls to build […] The post TSE 837: The Social Selling Experiment Part 2 appeared first on The Sales Evangelist.
Selling Energy
MAY 20, 2018
Monday : Read Never Lose a Customer Again , by Joey Coleman, on how to turn a one-time purchaser into a lifelong customer. Tuesday : Read some tips to keep in mind when writing a proposal. Wednesday : Explore how to overcome the common objection, “We don’t have the money.”. Thursday : Read on if you want to increase your closing rate. Friday : Explore how to address "The Killjoy" during a meeting.
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