The Pipeline
DECEMBER 17, 2019
By Tibor Shanto. In this what could well be the last post of the year, I thought I would speak to something I find strange. (Maybe it’s me that odd?) Given the realities of current selling models involving SDR/BDR’s, their success, or accurately, failure rate, it’s time to rethink. To do that we need to start two questions: Why are you hiring? You’re hiring – But are you keeping talent?
Pipeliner
DECEMBER 17, 2019
Rytis is a successful entrepreneur who has spent more than the last 10 years building and driving a few startups which have brought him to the eCommerce field. He has shared his knowledge and expertise in numerous eCommerce conferences, including “Litmus Live” and “Meet Magento” He is the co-founder and CEO of Omnisend, the powerful omnichannel marketing automation platform that’s focused on moving eCommerce marketers beyond the generic email marketing tools.
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Nimble - Sales
DECEMBER 17, 2019
It’s pretty clear that the old adage is true: teamwork really does make the dream work. It’s also pretty clear that sometimes, people actually become less productive when working with their chummy coworkers and work friends, making a project drag on to the point where it seems endless. There is a world, though, where your […]. The post 9 Ways to Build a Better Team Mentality appeared first on Nimble Blog.
Force Management
DECEMBER 17, 2019
Many of you are prepping for your sales kickoff. We often put so much into the planning of the SKO, that sometimes we fail to give the same amount of attention to the actual presentation we will give at the event. The sales kickoff is often the one chance sales leaders have to get the momentum going at the beginning of the fiscal year. Past quarters are over and done with and the SKO is a time to start fresh, right the course and chart the path towards increased sales productivity and revenue.
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.
The Center for Sales Strategy
DECEMBER 17, 2019
Someone once said that perceptions can’t be wrong because it’s a perception, an opinion and impression of someone else. However, perceptions are often wrong because if they were right, they would be called facts. Whether we deserve it or not, we’re judged by every person that we connect with. The words that come out of our mouth firmly establish an imaginary tattoo on our forehead as we stand in front of a quality prospect.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sue Barrett
DECEMBER 17, 2019
As a consulting and education firm, we go into many organisations and they inevitably have a set of values i.e. integrity, honesty, passion, customer centric/obsessed, courage, and so on. That’s nice on one level, but how are these values practised every day? How are they demonstrated and enacted? This is usually the missing piece, which […]. The post Why we prioritise Virtues over Values in our work at Barrett appeared first on Barrett Sales Blog.
Zendesk Sell
DECEMBER 17, 2019
Motivating your sales team month after month is no easy task. Not all sales incentives are created equal. A gift card to a chic boutique might motivate one sales rep but bore another. A sales incentive is effective only if it’s something your team actually wants. And while we’re all familiar with the typical cash incentive, some reps might need something new and exciting to truly motivate them.
Close.io
DECEMBER 17, 2019
I hate to break it to you, but when it comes to inside side sales training, you’re going to spend less time reading and more time interacting with people. Investing in an effective inside sales training system within your company can pay amazing dividends. The key is to ensure that your system has smooth onboarding and consistently provides your team with support.
criteria for success
DECEMBER 17, 2019
You hear a lot about sales coaching, but what is it? Who needs it and who is the best person to provide it? What is the best way to coach your sales team? Well, we’ve collected 30 quotes from the sports and business worlds to answer those questions. We love to share quotes on social [.]. The post 30 Inspirational Quotes on Sales Coaching appeared first on Criteria for Success.
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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.
Partners in Excellence
DECEMBER 17, 2019
I saw a post by a “sales expert.” He suggested that if he were to be starting his career all over, he would probably not choose to sell. His argument didn’t make much sense, it basically focused on consumer product sales and believed AI would quickly take over the function of sales people. Basically, his reasoning was nonsense. However, the question was interesting.
LevelEleven
DECEMBER 17, 2019
Sales pipeline management and forecast reliability is arguably one of a sales manager’s most important tasks. Executives rely upon forecasts – and the resulting revenue – for the health of the organization. No one likes surprises when pipeline evaporates near the end of the quarter so it’s important to trust that deals are real when making business decisions and planning. .
Sales Gravy
DECEMBER 17, 2019
On this podcast episode learn the keys to leading and coaching ultra-high performance from respected sales thought leaders, Jeb Blount and Alice Heiman. On this podcast episode learn the keys to leading and coaching ultra-high performance from respected sales thought leaders, Jeb Blount and Alice Heiman.
Gong.io
DECEMBER 17, 2019
Getting ready for a sales job interview? Congrats! Now comes the tough part: landing the job. Relax. You’ve got this. . In episode 19 of Gong Labs Live, Devin Reed and Chris Orlob sit down with Lars Nilsson, CEO and Co-Founder of SalesSource, to cover how to get hired. . Nilsson has over 20 years of sales experience , most notably at Cloudera, where he was the VP of Inside Sales.
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.
Selling Energy
DECEMBER 17, 2019
When it comes to getting face time with a decision maker, some companies are hard to penetrate. At times, you don’t know where to start because they may be large, complex and opaque when it comes to decision-making. Who should be approached first? The chief operating officer? The chief financial officer? A regional vice president? What about someone in charge of improvements or human resources?
Close
DECEMBER 17, 2019
I hate to break it to you, but when it comes to inside side sales training, you’re going to spend less time reading and more time interacting with people. Investing in an effective inside sales training system within your company can pay amazing dividends.
Bigtincan
DECEMBER 17, 2019
Bigtincan will be participating in the NRF Big Show 2020 which is the world’s largest retail Expo filled with futuristic tech that will change the way you do business. This year the theme for NRF is focused on Find Your Vision – the show where visionary talent meets visionary tech. All retailers can register for […].
Sales Gravy
DECEMBER 17, 2019
When it comes right down to it, there is only one question that matters in life. On this podcast episode Jeb Blount tells the story of how a rag-tag, under-dog football team learned this lesson and how to apply it to your life. When it comes right down to it, there is only one question that matters in life. On this podcast episode Jeb Blount tells the story of how a rag-tag, under-dog football team learned this lesson and how to apply it to your life.
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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
Sales Evangelist
DECEMBER 17, 2019
The Accidental Seller Recap - "Three Things I Learned" For the past 8 weeks, we have been interviewing several successful “accidental sellers” and sharing their stories. We have come to know how they started in sales when it wasn’t their intention to ever be in sales, and what they did to become successful. The last episode aired last week when Donald interviewed a very special person in his life, his own mother, who Donald credits in shaping him to be the man he is today.
Sales Gravy
DECEMBER 17, 2019
On this podcast episode, Jeb Blount and sales leadership guru, Ken Thoreson, discuss how and why modern sales management has changed and where sales leaders need to place their focus to be successful. On this podcast episode, Jeb Blount and sales leadership guru, Ken Thoreson, discuss how and why modern sales management has changed and where sales leaders need to place their focus to be successful.
criteria for success
DECEMBER 17, 2019
When it comes to coaching salespeople, it’s important to understand the obstacles that stand in their way. Many salespeople struggle with the following: Poor (or no) prospecting process. Difficulty asking prospects the right questions. No process for following up after a meeting. Lack of support from their sales team (not sharing best practices). Selling is a clever combination of strategy, planning, process, and technique.
Sales Gravy
DECEMBER 17, 2019
If you are using these three words you need to stop. They add no value, trigger reflex buyer scripts, and stall your deals in the pipe. If you are using these three words you need to stop. They add no value, trigger reflex buyer scripts, and stall your deals in the pipe.
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.
Pipeliner
DECEMBER 17, 2019
Continuing our series on building a house of business, let’s take up the first crucial factor, vision , in detail. Without vision, no house—nor business or anything else for that matter—gets built. An analogy would be riding a carousel. There’s a lot of movement, but it’s just going around and around in the same place, and the way in is the same as the way out.
Sales Gravy
DECEMBER 17, 2019
For leaders, nothing is more important or critical than trust. If people do not trust you, they will not follow you. For leaders, nothing is more important or critical than trust. If people do not trust you, they will not follow you.
Frontline Selling
DECEMBER 17, 2019
Are your salespeople responsible for both pipeline development and closing deals? If so, you’re likely implementing the hybrid sales approach. This structure is typically adopted by smaller companies due to. The post Pitfalls of the Hybrid Sales Organization appeared first on FRONTLINE Selling.
Sales Gravy
DECEMBER 17, 2019
The fourth quarter is prime time for sales teams. Manage Q4 well and you'll make your number and more. Manage it poorly and you'll pay for your mistake well into the new year. The fourth quarter is prime time for sales teams. Manage Q4 well and you'll make your number and more. Manage it poorly and you'll pay for your mistake well into the new year.
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Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp
SBI
DECEMBER 17, 2019
Social Selling: 6 Ways to Leverage Social Media to Sell More. Some years ago, marketers used cold calling as their main way of getting in touch with prospects. Nowadays though, there are a number of high-performing sales tactics you can use to nurture your leads and turn them into customers – and in this blog post, I’m going to focus on one of them: Social selling.
Sales Gravy
DECEMBER 17, 2019
In one of our most intense podcast episodes ever, Jeb Blount and Alex Goldfayn discuss why salespeople who want to make more money must re-learn how to use the phone. In one of our most intense podcast episodes ever, Jeb Blount and Alex Goldfayn discuss why salespeople who want to make more money must re-learn how to use the phone.
Anthony Iannarino
DECEMBER 17, 2019
There is an inevitable confusion about price and its impact on winning or losing sales. The confusion over price begins when salespeople believe that they lost on price, especially when their prospective client tells them they went with a competitor who offered them a better price. The “ lost on price ” is almost always followed by the comforting statement that you were a strong second place, softening the blow and making sure you know it wasn’t your fault).
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