Understanding the Sales Force

DECEMBER 10, 2020

Short article today. Prospects don't pay a lot of attention so the less you say the better. It helps them listen and comprehend more of what you share with them when you use fewer words. But prospects aren't the only ones who don't listen. Salespeople don't listen very well either. As a matter of fact, my dog has better listening skills than most salespeople because my dog knows what to listen for.

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No More Cold Calling

DECEMBER 10, 2020

Why entitlement may actually be a good thing. Remember when your parents told you to turn down that loud, obnoxious music? Actually, they yelled, because otherwise you wouldn’t have heard them. They griped about “kids today” and wondered what this next generation was coming to. Many of us have turned into our parents, and now we deliver the same message to our kids and our grandkids, and to the employees in our multi-generational workforce.

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Face-to-face Motivation Hiring Guidelines 421

Zoominfo

DECEMBER 10, 2020

Covid has changed everything. From sales processes to how we celebrate holidays, there has been no area left untouched by this pandemic. For ZoomInfo, one of the biggest challenges we are facing at EOY is how to keep motivation high and celebrations on par with the big achievements our sales teams are hitting day in and day out. So, as sales leaders, how have we kept ‘remote’ control?

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Force Management

DECEMBER 10, 2020

Through podcasts, conversations and LinkedIn activity, you’ve probably heard me call 2020 the “great teacher.”. No matter who you are or where you are in this world, we all have learned something about ourselves this year. I like to compare the 2020 business landscape to boats in the harbor. The water level lowered and ALL of our boats went down at the same time, but not all of our boats rose at the same time.

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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.

Sales Cycle

Anthony Cole Training

DECEMBER 10, 2020

Selling is hard. Especially with the easy access prospects have to critical decision-making information. However, the struggle often begins with how and what we think. In this blog, Tony discusses the personal beliefs and myths that often get in the way of a sales persons ability to see greater overall success.

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Predictable Revenue

DECEMBER 10, 2020

Troy Angrignon has sold into huge companies in every space imaginable, from IT, to state government, to Fortune 100 oil and gas. Over 25 years he has come up with some indisputable tactics on what exactly you need to do to get a meeting with any decision-maker at a large account. The post How to Get The Attention of Any Decision-Maker to Expand Your Sales Within An Enterprise Account appeared first on Predictable Revenue.

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The Center for Sales Strategy

DECEMBER 10, 2020

At The Center for Sales Strategy (CSS), we’re big believers in talent. And nothing confirms our trust in talent more than when we witness a direct connection between the talent level of a given salesperson and the success they achieve. When highly talented, that success happens more quickly and it lasts over the long haul — and when talent is softer, success is modest at best.

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Julie Hanson

DECEMBER 10, 2020

Smile! It’s your selling on-video superpower. People who smile are perceived as friendly, approachable, caring. And yet, smiling is such an uncommon expression in business – especially on video! Yes, there are many times you may be discussing serious matters, but a video message or presentation delivered by the grim reaper can be pretty wearing.

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Nimble - Sales

DECEMBER 10, 2020

Lately is an artificially intelligent content curation platform and writing software. Lately also offers content scheduling and publishing features, but their ultimate goal is to help people to be better writers on social media. Lately is an early-stage startup that has been using Nimble since 2019. Nimble is Lately’s Ultimate Source of Truth Lauren Turow, […].

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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.

Sales

Gong.io

DECEMBER 10, 2020

This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you win more deals. Follow me to read upcoming research. Look at your pipeline. How many DMs do you have? No, not direct messages. . I’m talking about Decision Makers. DMs. .

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Shari Levitin

DECEMBER 10, 2020

Just yesterday I got a LinkedIn message from a salesperson who wrote this: If you are not serious about IMPROVING your presence on LinkedIn, you are wasting your time on LinkedIn. I know my statement hurts, but it is TRUE! My specially designed “one-on-one 6-hours Elite Coaching Program” will help you connect with decision makers so you can sell your photography, coaching programs, or guitar lessons without having to make any outbound calls.

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Nimble - Sales

DECEMBER 10, 2020

With over 20 years of experience in sales under his belt, Jim Duffy operates a lead-generation business specialized in forensic accountants, business evaluation experts, and economic damage experts. Since starting his own business over 5 years ago, Jim has been using Nimble to help his company go from $0 in revenue to $25,000 a month. […]. The post How Nimble Helped This Lead Generation Expert Grow His Business from $0 to $25,000 Per Month appeared first on Nimble Blog.

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Pipeliner

DECEMBER 10, 2020

As the business landscape gets more competitive than ever, growth is all about innovation. If you want your company to stay ahead of your competitors, you need to embrace the latest technology trends and ideas to stand apart. But innovation isn’t an easy journey as picking the wrong ideas will lead to wastage of time and money on something that brings no value to your business.

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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.

Cold Calling

Sales Hacker

DECEMBER 10, 2020

We’ve rounded up an awesome panel of sales leaders who spend their time unlocking the secrets to sales team motivation. And yeah, they’ve come up with super cool incentive programs… but they also know that high-performing sales teams require more than that. Join us to learn their secrets, and bring your toughest questions to the table about culture and motivation!

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Chorus.ai

DECEMBER 10, 2020

Watch This Week's Episode. CLICK TO VIEW. On this week’s Weekly Briefing, Jim Benton was joined by Marshall Robinson , VP of Sales at Housecall Pro to discuss how revenue teams are keeping up momentum at end-of-year, and the data behind deal velocity heading into 2021. But before diving into the data, they got into the holiday spirit by sharing what makes this season so special, especially in this year when connection is all-important.

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Sales Hacker

DECEMBER 10, 2020

Join Sales Enablement leaders from Sprout Social, SHI, and Highspot for their expert take on effective onboarding, how to support a remote sales team and what sales enablement looks like going into 2021. The post The Sales Enablement Methods You Need in a Remote Sales Reality appeared first on Sales Hacker.

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Guru

DECEMBER 10, 2020

Scaling up a successful customer support team is no simple task. It takes the right combination of product, processes, and people to hit the mark. 84% of companies that work to improve their customer experience report an increase in their revenue. Let's explore the three components of scaling a best-in-class success team that is positioned to build and retain stronger customer relationships.

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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

Data

eGrabber

DECEMBER 10, 2020

High Probability Prospecting begins with a clear idea of “whom to target” But, with the concept of High Probability Prospecting being new to the marketers, building a highly focused list doesn’t sound to be easy. Who should I target is a constant question that each marketer get on a daily basis. When that question keeps lingering again and again, they clearly need a guide which comes in handy.

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Selling Energy

DECEMBER 10, 2020

I was recently asked about prospects who say “no” to efficiency because of a perhaps misplaced emphasis on energy compliance. Their specific question was, “How do you convince a prospect to explore and invest in efficiency when their boss is just preoccupied with meeting local energy-efficiency benchmarking requirements?”.

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eGrabber

DECEMBER 10, 2020

Google Maps not only helps you to navigate & explore your ways but also helps you to drive new sales leads for your business. Successful sales people leverage Google Maps to build their customer database. This blog post will help you to learn how you can build your customer database from Google Maps. Build your Customer Database. Google Maps helps you to build your prospective customer database.

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Pipeliner

DECEMBER 10, 2020

The office holds many confidential documents and valuable equipment that criminals might want to get for themselves. No matter what industry you’re in, you need to invest in your workplace’s safety and security. Otherwise, you might start investing in it right when an issue does happen. There are several ways you can ensure safety and security in the workplace.

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System Follow-up Training Resources 52

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.

Sales Process

Braveheart Sales

DECEMBER 10, 2020

2021 (thankfully) is weeks away. The end of the year is when many leaders tend to consider transforming their sales compensation plan since a new year equals making a fresh start. If you are a leader contemplating changes, I would suggest that a real purpose be at the core of any new compensation plan. The plan should be designed to incent individuals to perform the way leadership desires in support of the company’s goals.

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Pipeliner

DECEMBER 10, 2020

Selling insurance can be challenging, and that’s true, whether you’re a new, inexperienced insurance agent or already a known professional in your field. That’s because people think insurance could cost a fortune, and it isn’t something that people often get to feel, hold, or even touch. Getting a sale is always a big challenge for insurance agents, but hopefully, the sales tips that we’ll present in this article can help!

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Atlatl Software

DECEMBER 10, 2020

CHARLESTON, SC, December 10, 2020 - ATLATL is excited to announce the addition of Brant McLean as General Manager, Agency & Client Partnerships. Brant joins ATLATL after managing successful sales teams at BuzzFeed, Tumblr, and Yahoo!, bringing over 15 years of experience in advertising, content creation, business operations and partnerships across all media formats and platforms.

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Pipeliner

DECEMBER 10, 2020

The Focus Quotient. People struggle immensely with focus. It requires you to make choices, and people hate making choices. When you choose something, by default you unchoose other things. Having the smartest people in the room is not enough. You can be smart, and friendly, and talented, but if you’re doing too many things, or it’s not clear what to prioritize and what choice to make, they can stagnate and go nowhere, putting all the potential to waste.

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Sandler Training

DECEMBER 10, 2020

Peter Chase of Scribe Software and now AccelARRate shares more about finding your own course, coaching versus micro-managing, finding out how to avoid having ‘Sheldon’ sabotage big sales, and understanding that what the customer thinks really is King. The post ACTivation Nation – Persistence Beats Resistance [Podcast] appeared first on Sandler Training.

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Pipeliner

DECEMBER 10, 2020

Due to the pandemic, salespeople among the rest of the business professionals had to transition their work to entirely online. Hence, in this Expert Insight Interview, Henry Daas discusses online sales. Henry Daas is a founder of daasKnowledge, providing professional coaching primarily for entrepreneurs, and the author of FQ: Financial Intelligence.

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Selling Fearlessly

DECEMBER 10, 2020

An international matrimony, also known as transnational marriage, [link] is a officially binding marriage between two individuals coming from various countries. This means if some of the people has become a resident of some other country, they can still by law be betrothed in their country of origin. People choose to be married internationally for […].

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