Understanding the Sales Force

AUGUST 5, 2019

We've been doing a lot of traveling this summer to baseball tournaments ( how one playoff game turned out) , college baseball showcases and back. During these travels, one thing has become abundantly clear. Trucks and construction. Lots of trucks. Lots of construction. Lots of congestion on the roads because of all those tractor trailers. If you heard that inventory levels are low, it's certainly not because companies have stopped buying.

Discount 173

Discount Construction Incentives Incentive 173

Sales and Marketing Management

AUGUST 5, 2019

Author: Rilind Elezaj Remote working invokes different pictures in the minds of different people. For workers, it’s a dream come true – a peaceful day spent away from the busy and chaotic workplace. Employers consider it as a nightmare, visualizing no tasks getting completed as workers, while away, spend their day entertaining themselves and doing non-work-related stuff.

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Face-to-face Small Business Small Business Salary 184

The Sales Hunter

AUGUST 5, 2019

I get asked this question a lot, and feel like it is one of the biggest reasons why salespeople are not successful and ultimately end up leaving the profession. Until you can overcome this fear, there is little chance that you will ever be successful. Your lack of confidence is quickly going to be seen by the customer and will either turn them off towards you or make them take advantage of you if they decide to buy.

Prospecting 174

Prospecting Positioning Intent Motivation 174

Zoominfo

AUGUST 5, 2019

Communication is the conduit for action. During a hostage crisis, the right exchange can quite literally save lives. In the relatively less dangerous world of business, the right communication strategies can save the bottom-line. Chris Voss is the Founder and CEO of the Black Swan Group Ltd and author of Never Split The Difference: Negotiating As If Your Life Depended On It.

Marketing 159

Marketing Negotiation Scale Follow-up 159

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

John Barrows

AUGUST 5, 2019

I wanted to share a story about what just happened to me. Hopefully you’ll be able to learn from my mistakes. . I’m pretty sure I lost a decent sized deal last week because I let my emotions get the best of me. I had been working on this renewal for a client who had invested in my online training portal the previous year. New leadership had recently come in and my Champion needed me to present the value to them to help justify the renewal. .

Top of Funnel 149

Top of Funnel Cancellation Hotels Travel 149

CloserIQ

AUGUST 5, 2019

When you’re selling to a mid- or lower-level buyer, it’s usually a multi-step process to get to the real decision-maker. By the time your careful messaging has run up the ladder, it’s been mutilated. But, if you sell directly to an executive, your sale can get closed faster – and better. . But selling to C-level buyers requires a different approach than with typical buyers.

Buyer 89

Buyer Gatekeeper Vendor Decision Maker 89

Hubspot Sales

AUGUST 5, 2019

Delivering value, making the ROI case, retaining customers, growing accounts, recruiting top talent, forecasting, implementing a sales process, using sales technologies, winning against the competition, developing sales managers, coaching sales teams, generating leads, onboarding, productivity, compensation. There’s no shortage of challenges facing sales leaders, and it can be difficult to decide which deserve to be prioritized first.

Sales Enablement 88

Sales Enablement Research Hiring Face-to-face 88

Partners in Excellence

AUGUST 5, 2019

Leverage is an important concept in business, sales, and marketing. Unfortunately, we spend too little time understanding leverage and identifying leverage opportunities in coaching and developing our people. Perhaps, our aversion to leverage is the negative connotations of the word. Too often, it’s construed as using some sort of manipulation or unfair/unethical tactics.

Pipeline 82

Pipeline Territories Examples Sales Cycle 82

Nimble - Sales

AUGUST 5, 2019

Two weeks before my visit to Social Media Day: San Diego, I became a summer intern for Nimble. I began to learn the ins and outs of social media networking and believed this event would prove beneficial in furthering my knowledge on the subject. Social Media Day: San Diego, or SMdaySD, is an event in […]. The post Why Social Media Day is a Must-Go Event for Growing Marketers appeared first on Nimble Blog.

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Social Media Media Marketing Networking 82

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Sales

Anthony Iannarino

AUGUST 5, 2019

I consider myself fortunate to believe that work is a game, and my life is my real work. If something is a game, you play. Work isn’t my life, but my life is my real work. I tend to work more hours than most people would want to work, and I am in a position to do so now. People who work many hours or do the same thing for many years often burnout. Here are five ways you can quickly eliminate burnout and find inspiration: Make Things Better : It is one thing to “have” to do something and quite an

Energy 77

Energy Intent Lead Rank Lead Scoring 77

The Center for Sales Strategy

AUGUST 5, 2019

If you are a manager with a struggling seller, this blog post is for you! Too often, managers place the blame of a struggling seller at the feet of the struggling seller. This is usually a mistake. There is a better way to find out what is causing the seller’s lack of performance, and it involves an analysis of the following five things: Talent and Fit.

Compensation 72

Compensation Analysis Sales Management Sales 72

InsideSales.com

AUGUST 5, 2019

Texting is almost non-existent in B2B sales. Recent research has found that texting was the lowest adopted of any technology used and sales reps reported only sending.7 SMS messages per cadence, the lowest for every type of medium used. Despite its low adoption rates, some of the stats below reveal that texting is a […]. The post Tips on Texting in B2B Sales appeared first on The Sales Insider.

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B2B Report Research Sales 75

BrainShark

AUGUST 5, 2019

Companies that are good at sales coaching crush their competition. Research shows that companies with effective sales coaching outperform on quota achievement by 15% vs those that don't.

Sales Coaching 62

Sales Coaching Coaching Data Quota 62

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

SBI

AUGUST 5, 2019

Why More High-Performance Companies Are Depending on Intent Data. REGISTER NOW. WHEN: WEDNESDAY, 8/21 AT 10AM PT / 1PM EST. In the last year, intent data market penetration has increased 2.5x and is one of the most discussed topics in B2B data and intelligence. To better understand this market and specific use cases where real purchase intent drives outsized gains in sales and marketing performance, tune into this webinar featuring Eric Wittlake, Senior Analyst at TOPO and John Steinert, Chief M

Intent Data 67

Intent Data Intent Data Company 67

Pipeliner

AUGUST 5, 2019

You might have seen our new Pipeliner CRM mission statement, which goes along with our new sales model, popping up here and there. I’m very excited about it. It reads: “We offer a way to peaceful, prosperous life! Today it seems like humans and technology have become combined or even equal. As a CRM vendor, we believe that technology should, however, serve as a vehicle for all people in the world to responsibly seek independence, freedom and wealth.

Pipeline 72

Pipeline Tourism CRM Lead Rank 72

criteria for success

AUGUST 5, 2019

Happy Monday, Let's Talk Sales! listeners! This episode's featured guest is Stacey Brown Randall. Stacey is an entrepreneur, author, speaker, trainer, professor, wife and mom of three. Needless to say, she wears many hats! She's also the author of Generating Business Referrals Without Asking and host of the Roadmap to Grow Your Business podcast. In today's [ ] The post Let’s Talk Sales!

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Referrals Social Media Objections eBook 68

Hyper-Connected Selling

AUGUST 5, 2019

As an adult, you rarely try something that is completely new. After a certain point, you don’t have a lot of chances to dive into new situations or experiences. We don’t usually start a new job in a different field or a hobby that is completely unrelated to something we’ve done before. Even when we “try something new”, it’s usually tangential to something we’ve done before.

Examples 67

Examples Tools Positioning How To 67

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Data

John Barrows

AUGUST 5, 2019

This week’s guest is goes way back with John, they have known each other for years. Sean Sheppard is a 5-time Founder and has 3 successful exits on his resume already, he’s now running GrowthX. He’s always been a salesperson, but Sean goes deep in this podcast about the routes of new sales professionals. His introduction to the industry involved building repeatable processes, testing and optimizing everything as far as you could.

Airlines 60

Airlines Call-back Intent Education 60

Sandler Training

AUGUST 5, 2019

Joe Ippolito, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at preventing sales objections to close more sales. Get the best practices for selling, collected from around the world.

Objections 55

Objections How To Closing Sales 55

Xactly

AUGUST 5, 2019

Workplace culture has a big impact on employee engagement and morale. Learn how corporate social responsibility can motivate and inspire employee performance.

Motivation 49

Motivation Sales Coaching Coaching Sales 49

Smart Calling

AUGUST 5, 2019

For many salespeople, their lack of production is not for a lack of being busy. It’s because that “busyness” is typically “avoidance behavior.” Avoidance behavior means we engage in things that cause us to NOT do the productive things we should be doing in sales: prospecting, following up, and speaking with prospects and customers.

Follow-up 45

Follow-up Examples Prospecting Customer 45

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

Sales Lead Management Association

AUGUST 5, 2019

This August 1st Asher Sales Sense Podcast “How Neuroscience Disrupts the Sales Process” features an interview with John Asher himself.

Sales Process 48

Sales Process Sales Sales Management 48

ExecVision

AUGUST 5, 2019

When your business measures the productivity of your call centers and inside sales teams, it just might be leaving out one of the most important factors. We’ve found the metrics that companies use often revolve exclusively around how much time team members spend on the phone. But surprising as it may sound, time they spend off the phone—in coaching, self-reflection, and professional development—can ultimately lead to the greatest spikes in their success rates.

Hiring 40

Hiring Call-back Retention Coaching 40

Selling Energy

AUGUST 5, 2019

Being a sales manager may seem like herding cats at times, and unless you’re one of the fortunate few who have had an excellent sales management mentor or have accumulated a library of books on sales management, it may feel as if you’re making it up as you go along. Although my book recommendations often focus on aspects of sales, I would like to suggest a resource specifically pertaining to the sales management role.

Resources 40

Resources Sales Management Sales 40

Funnel Clarity

AUGUST 5, 2019

Pipeline 45

Pipeline How To Sales Sales Process 45

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Lessonly

AUGUST 5, 2019

At Lessonly, we’ve helped hundreds of teams across the globe learn, practice, and Do Better Work. We found that the best teams examine their training efforts through six key phases: Assess, Plan, Build, Learn, Practice, and Perform. That’s why we decided to create Lessonly’s Better Work Guide to Customer Service Training. In the process of putting together The Better Work Guide, Lessonly’s VP of Marketing, Kyle Lacy talked with Katrina Lallo, Senior Training Coordinator of Moen’s Customer Servic

Training 20

Training Customer Service Objections Customer 20

Sales Evangelist

AUGUST 5, 2019

Creating an authentic personal brand is important because everything that we develop in business is based on creating a personal brand. As sales reps, polishing your personal brand must be a priority to stand out to everyone no matter where you go or where you are. Emily Soccorsy and Justin Foster are co-founders of intrinsic branding practice Root + River.

Energy 58

Energy Infusion Coaching LinkedIn 58

Lessonly

AUGUST 5, 2019

Five months of experience as a Sales Development Representative (SDR) is not a lot. Sure, I learned how a sales team functions, how to follow different sales processes, and how to interact with a prospect and customer. But, the experience I gained during my five months as a rep might not stick with me for the long haul. I’ve worked through this transition as a Sales Enablement Specialist for the past eight months.

Sales Enablement 20

Sales Enablement Software Software Hiring 20