The Sales Heretic
JUNE 5, 2018
Sales has changed. These days, buyers can get virtually anything they want online. And not just consumers, but business, government, and educational buyers as well. Which brings up an important question: What do buyers need you for? If you don’t have at least one good answer at the ready, you have a problem. Because if [.].
Altify
JUNE 5, 2018
A quick introduction to the upcoming series of blogs I am teaming with Altify to write over the coming months. This series is all about managing and developing Millennials, specifically in the Sales function of a company. I will be on a live Webcast on June 19th at 10a PDT/ 1p EDT where you can hear firsthand about how true sales transformation takes into account every member from executive management to the frontline sales reps.
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Hubspot Sales
JUNE 5, 2018
Whether you’re at a networking event, a party, a conference, or an office function, walking up to a stranger and introducing yourself can be terrifying. I don’t know about you, but I never stroll over without a detailed plan of what I’ll say and how I’ll say it. After all, people form a first impression of you in a tenth of second -- so as crazy as it sounds, a lame opening line could sabotage the entire relationship.
SBI Growth
JUNE 5, 2018
As you allocate time and resources across your portfolio, you should start by identifying which of your products are “Stars”, which are “Cash Cows”, and which are “Turkeys”. How do you go about this? By graphing each product based on.
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
JUNE 5, 2018
Your sales pitch can make or break the deal, so it’s a good idea to have that nailed down before meeting with your customer. It’s your opening line, your verbal business card, and the first thing your customer will hear when you call or meet with them. I’ve been in sales for 15 years and have heard some really great pitches and some really bad ones.
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The Pipeline
JUNE 5, 2018
By Tibor Shanto. Ten years ago I got involved in a project that eventually led to me co-authoring what became an award-winning book, Title. A lot has changed in 10 years, including how I view trigger events, their limitations, and how you can take some basic concepts, update them to give you a much more powerful way to engage a wider range of buyers than presented in the book.
A Sales Guy
JUNE 5, 2018
There is a myth in sales that says salespeople need to be extroverts, to be gregarious and outgoing to be successful. Well, I call b t. Your personality has little to do with how well you sell. In this LinkedIn video, I break down why that’s the case and what really matters. Selling has nothing to do with being an extrovert and everything to do with being able to solve problems.
Smooth Sale
JUNE 5, 2018
Attract the Right Job or Clientele: I was listening to music sung by Elvis when the idea of trust came to mind. The lyrics of the one song, included a heartfelt, “Believe Me.” It progressed to ‘Believe Me; I will never let you down.’. My Story about ‘Believe Me’. The words coincide with those of a politician who uses that phrase all of the time. Unfortunately, he is one of the last men standing who will ever build trust for the majority.
Hubspot Sales
JUNE 5, 2018
When I meet someone new, I go through a six-touch process to ensure we build a real relationship. Upon reaching that point of true connection, this individual becomes a first-degree connection -- a.k.a., someone I can comfortably ask a favor of. One of the great benefits of networking is leveraging these first-degree connections to make new connections.
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Drift
JUNE 5, 2018
Conversational marketing and sales is about meeting prospects where they are and providing a one-to-one experience that feels less like a sales pitch and more like a helpful dialogue between friends. When executed properly, a conversational approach leads to better educated prospects, more closed deals, and a stronger relationship between buyers and your brand.
Jeff Shore
JUNE 5, 2018
By Jeff Shore . ? Author’s note: This is part three of a series on how to talk to your customers. Click here for parts one and two. Fair warning: A confused mind says…NO! That is a bit of truth that will help you convert more sales…or drive your customer away. Great sales performers find a way to constantly simplify things for their customers. If they don’t, confusion sets in.
The Center for Sales Strategy
JUNE 5, 2018
Whether you like it or not, we are faced with a multitude of decisions every day. Some are small, but some are monumental. And while we all like to think we make the best decisions, it's imperative that we seek wise and experience council. A personal board of directors is a group of people you regularly consult for advice or feedback on these major business and life decisions.
SalesforLife
JUNE 5, 2018
Sales professionals are keenly aware that the modern buyer has evolved in recent years. As technology continues to change the way people connect, it also changes their expectations about purchases and interacting with sales representatives.
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.
Partners in Excellence
JUNE 5, 2018
All of us revel in stories of the deal where we took dramatic actions and ultimately won–hopefully not by discounting. We get an Adrenalin rush in talking about this things that we did to pull the opportunity from the ashes and into the victory column. When we get together with our colleagues, over beer, we seek to outdo each other in stories about our heroics.
Miller Heiman Group
JUNE 5, 2018
The Miller Heiman Group 2018 Buyer Preferences Study found that more than 70 percent of buyers said they wait until after they have already defined their needs to engage sellers. In this post, we look at the questions of whether buyers want to cut salespeople out of the buying process and why so many reps find themselves struggling to stay involved.
Sales Hacker
JUNE 5, 2018
Customers want to be recognized as people, not account numbers or dollar signs. If you want to create sales emails that get responses, it’s this one fact that you need to focus on. No matter your industry, niche, product, or service, the ideal is to communicate with prospects and customers as individuals. How do you do that? With personalization. They want it, need it, and expect it.
LevelJump
JUNE 5, 2018
My very first sales job was during the summer between my first and second year of university. My dad had a close friend who owned his own company, and because his friend was a decent guy, he took me on as his paid intern for the summer.
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Repsly
JUNE 5, 2018
To grow your brand, you’ve done more hands-on work than you probably care to remember. You’ve spent countless hours on your feet at tastings and events, and countless more in the car driving to meet with store managers and buyers. All of this you’ve done to increase your product’s presence in stores and availability for your customers. This is vital to the growth of your brand, but how much do you actually know about what happens to your products on the shelf after you’ve left?
Pipeliner
JUNE 5, 2018
Trust is a crucial principle for just about anything—running a company, having a mutual relationship, any form of friendship, marriage, children or parents. And, of course, for sales. Decline of Trust. Today there is a marked lack of trust in our culture. But interestingly, back in the mid-1990s, every thought leader in the US (and it soon spread to Europe as well) was talking about creating trust within organizations.
SalesLoft
JUNE 5, 2018
We all (hopefully) remember the term “hypothesis” from science class. It’s an educated assumption that requires further examination but serves as a starting point for investigation. The hypothesis of need in the sales process is similar as it allows the seller to prepare prior to the first call using customer profiles to form a hypothesis about what problems they can solve for the customer.
BrainShark
JUNE 5, 2018
Today we’re excited to announce the launch of Machine Analysis, our new, artificial intelligence (AI)-powered engine for sales coaching and readiness.
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
JUNE 5, 2018
Companies are obsessed (Hmmm, maybe not) with customer experience. Many seem to want to understand people’s customer experience–how or if they pay attention is anyone’s guess. Along with this obsession comes the obsession with measuring that customer experience. That along with technology making it easy to do surveys in real time, it seems as though almost every interaction is surveyed and measured.
Drift
JUNE 5, 2018
Conversational marketing and sales is about meeting prospects where they are and providing a one-to-one experience that feels less like a sales pitch and more like a helpful dialogue between friends. When executed properly, a conversational approach leads to better educated prospects, more closed deals, and a stronger relationship between buyers and your brand.
Sales Hacker
JUNE 5, 2018
On this episode of the Sales Hacker podcast, we talk with Cassie Young , Chief Commercial Officer at Sailthru about how data driven decision making can bring sales, marketing, and customer success all on the same page. What You’ll Learn. Building a cash-flow positive organization. Messaging and managing through challenges. The Rule of 40 – Using data to measure your business.
Selling Energy
JUNE 5, 2018
It’s common to hear the question, "What do you do for a living?" It’s also common to launch into the usual bits, bytes and blinking lights of your job, which would be ill-advised. It’s important to present what you do in a humanistic way that invites conversation.
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Altify
JUNE 5, 2018
A quick introduction to the upcoming series of blogs I am teaming with Altify to write over the coming months. This series is all about managing and developing Millennials, specifically in the Sales function of a company. I will be on a live Webcast on June 19th at 10a PDT/ 1p EDT where you can hear firsthand about how true sales transformation takes into account every member from executive management to the frontline sales reps.
Pipeliner
JUNE 5, 2018
Sales management is not the easiest job in the world. It requires a lot of expertise and skill. One of the challenges of sales management is knowing how to handle the risks that come with the job. Using this slideshow, you can learn about the most common types of risks that sales managers face, and some key tips on how to handle them should you encounter one of these situations.
Costello
JUNE 5, 2018
In our first collection of People > Processes articles, we featured mostly individual quota bearing sales professionals who serve their clients relentlessly. We had such a tremendous response from our collection of 10 posts that we decided to create an ebook of the interviews so our readers could easily take their advice and apply it to their sales roles.
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