Partners in Excellence
MAY 29, 2018
Monthly, I get into discussions with well intended sales managers–all are struggling, all are looking for help. They are trying to do their jobs, but in most cases they don’t understand their jobs, so it’s no wonder they are struggling. Conversations go something like the conversation I had several weeks ago with “Bob.” Bob is a front line sales manager (FLSM) for a large technology company.
Veelo
MAY 29, 2018
Over the last five years we’ve seen tremendous interest in growth hacking. Rapid experimentation that leads to rapid growth? Sounds like a fantastic idea! But while growth hacking makes sense in some situations, it’s no substitute for a well-defined enterprise sales process. If you want to increase revenue, it takes more than a pure growth […].
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Pipeliner
MAY 29, 2018
5 Ways You’re Getting Win/Loss Analysis Wrong. Time is money. This old adage has perhaps never been truer than today, when all a lead needs to do to get to your competitor is open a new tab on their browser. But, making the most of your time doesn’t hinge on who has the fastest fingers to dial a number or hammer out an email. Instead, it’s about using that time smartly, which starts with a properly conducted win/loss analysis.
The Pipeline
MAY 29, 2018
By Tibor Shanto. Some things just never get old, summer vacations, cold beer on a warm night, and if you are a seller: Voice Mail; who doesn’t love it? I figure most of us don’t but does that not change the fact that 90% of outbound (cold) calls you make will end up in voice mail. You can run and hide like many do or accept reality and bend it to work for you.
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.
Zoominfo
MAY 29, 2018
B2B companies take note: Use of voice search is on the rise. In fact, 41% of U.S. adults use voice search on a daily basis ( source ). This search trend presents a unique opportunity for your company to jump ahead of the competition and generate more organic traffic to your business websites. Market research firm Gartner predicts that by 2021, early adopter brands that redesign their websites to support visual and voice search will increase digital commerce revenue by 30% ( source ).
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Smooth Sale
MAY 29, 2018
Attract the Right Job or Clientele : Whether you are gainfully employed or striving to make it big in business, the only sure tactic is to embrace change. There are no shortcuts to success. In spite of attempting to do our best, some days are downright frustrating. The real test is in our attitude and level of commitment. My Story About Moving Forward with Change.
Hubspot Sales
MAY 29, 2018
During my time as an SDR, I’ve focused on developing listening skills that help me spot, internalize, and process sales objections as opposed to using scripted, reactive responses meant to lessen the unpredictability. Being able to quickly internalize objections helps you maintain a natural flow in conversations rather than breaking things up with an “If prospect says X, then say Y” canned response.
Nutshell
MAY 29, 2018
Building a sales process gives your future sales efforts a much greater chance of success, but your work isn’t done until it’s part of your organization’s DNA. According to Sales Benchmark Index , a well implemented sales process can improve your team’s win rate by 24%, reduce your sales cycle length by 20%, and increase your average sale price by 15%.
Hubspot Sales
MAY 29, 2018
Tell me if this story sounds familiar to you. Early in my career I was hired as the “guinea pig” to prove a concept for a marketplace. While they had a hunch it would be lucrative, they didn’t know if it would work and needed a salesperson to dig in to see what the road ahead might look like. A year later, I’d quadrupled the revenue for our group and represented almost 60% of the firm’s annual sales.
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Customer Centric Selling
MAY 29, 2018
By John Holland, Chief Content Officer, CustomerCentric Selling®. With the advent of online conferencing, the cost of doing demonstrations is considerably less than it was decades ago when sessions were done either at customer or vendor sites. The question I’d like you to consider: What is the purpose of doing demos? In my opinion, the only reasons are to prove relevant capabilities or to do proof in exchange for access to other people that would be involved in buying committees.
The Center for Sales Strategy
MAY 29, 2018
"It's strange to me too, but we're talking about practice man, we're not even talking about the game. the actual game when it matters. We're talking about practice." - Allen Iverson.
Pipeliner
MAY 29, 2018
We’re well into the 21st century—yet the subject of Sales and Marketing alignment still seems as pertinent today as it has ever been. In many organizations, the frustrations seem to endure with every passing year. The age-old blame games are played out. Sales bemoan the quality of leads that Marketing is sending over, and Marketing decries the ability of Sales to close these self-same leads.
Janek Performance Group
MAY 29, 2018
Prospecting is a time-consuming and arduous task, but it’s also necessary to grow your business and increase revenues. We’ve written before about the importance of maintaining a healthy pipeline , but this delves deeper into the particulars of how to best utilize your business development time.
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.
Repsly
MAY 29, 2018
If you’re looking for a position that will get your team out of the office and into the community to spread the word about your most exciting products, beauty merchandising jobs should probably be on your radar. If you’re a brand manager looking to make some new hires to take your business to the next level, some energetic beauty merchandisers might just do the trick.
Pipeliner
MAY 29, 2018
Empathy in Sales: The Crucial Human Touch. The next article in our series on Network Selling covers a skill without which a salesperson just won’t survive in this 21st-century digital selling environment. That skill is empathy. Empathy in sales is crucial. Why is it so very important today? Simple: we’re awash in a giant overwhelming wave of technology.
Drift
MAY 29, 2018
One of our guiding principles at Drift is to “always be learning”. To make sure we actually practice what we preach, our incredible Office Manager, Ashlyn, put together the official “Drift Library” in our Boston headquarters. Every book in that library is handpicked by a Drift employee. And for every book someone selects, he or she needs to write a few words on the inside cover about why it means.
Cincom Smart Selling
MAY 29, 2018
CPQ is, like many applications, a sort of virtual device within the context of the Internet of Things (IoT) and the digital transformation. The IoT has promised many benefits to business in the coming years, and some of these benefits are already being delivered. One not so wonderful aspect of IoT is the sheer volume of data that is being created. A 2015 article in Forbes Magazine tells us that more data was created over the previous 24 months than previously existed over the entire history of t
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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
Drift
MAY 29, 2018
One of our guiding principles at Drift is to “always be learning”. To make sure we actually practice what we preach, our incredible Office Manager, Ashlyn, put together the official “Drift Library” in our Boston headquarters. Every book in that library is handpicked by a Drift employee. And for every book someone selects, he or she needs to write a few words on the inside cover about why it means.
The ROI Guy
MAY 29, 2018
Customers care about financials. They need help understanding how much the legacy is costing, and how your solution can help them save money and improve their business. Your prospects need assistance in tallying Total Cost of Ownership (TCO) and Return on Investment (ROI), which is why most vendors work hard to develop calculators for their websites and sales teams.
Drift
MAY 29, 2018
One of our guiding principles at Drift is to “always be learning”. To make sure we actually practice what we preach, our incredible Office Manager, Ashlyn, put together the official “Drift Library” in our Boston headquarters. Every book in that library is handpicked by a Drift employee. And for every book someone selects, he or she needs to write a few words on the inside cover about why it means.
Artesian Solutions
MAY 29, 2018
GDPR = Generate Deeper Profitable Relationships. With the threat of significant fines for non-compliance, you can be forgiven for thinking customers and prospects can no longer be contacted without their explicit permission in the new GDPR world. But part of the rules for processing data are based on ‘legitimate interest’. Simply, if you can justify why it’s in your organisation’s or the contact’s interest to hold their data, you may not be in breach of regulations.
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.
Drift
MAY 29, 2018
One of our guiding principles at Drift is to “always be learning”. To make sure we actually practice what we preach, our incredible Office Manager, Ashlyn, put together the official “Drift Library” in our Boston headquarters. Every book in that library is handpicked by a Drift employee. And for every book someone selects, he or she needs to write a few words on the inside cover about why it means.
Sales Hacker
MAY 29, 2018
On this episode of the Sales Hacker podcast, we talk with Todd Caponi , former CRO of PowerReviews about how to sell enterprise software solutions with increased transparency in the sales process. What You’ll Learn. How to use transparency concepts to increase win rates. How to evolve your sales posture given the changes in sales conversations over the last 20 years.
Sales Evangelist
MAY 29, 2018
LinkedIn has evolved to be a place for business prospecting. Though it was once assumed to be a tool for updating your resume, sales professionals now get inbound leads from LinkedIn. Today on The Sales Evangelist, we talk with Dennis Brown about using social media to connect with your target market and find business opportunities. […] The post TSE 843: How to Get Inbound Leads From LinkedIn appeared first on The Sales Evangelist.
Appbuddy
MAY 29, 2018
You’d think that a majority of sales reps spend their day concentrated on selling—and sales leaders focus on motivating their team to hit quota, engage with more prospects, and better manage their pipeline—but this isn’t often the case. In fact, up to 65 of a salesperson’s time is spent on non-selling activities. Between juggling sales tools and clicking around in an overly complex CRM system, today’s sales professionals are wasting hours of time simply trying to figure out the best way to get
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Sales Evangelist
MAY 29, 2018
What do you do when your competitor’s product is cheaper than yours? Today on Sales From The Street, we talk to Chris Ibezim about what happened when he realized his prices were too high, and how changing his mindset helped him overcome the challenge. Begin with research Chris’ biggest challenge in sales was figuring out […] The post TSE 844: Sales From The Street: “My Prices Were Too High” appeared first on The Sales Evangelist.
Braveheart Sales
MAY 29, 2018
There’s a great book by famed golf performance psychologist, Dr. Bob Rotella, called The Golfer’s Mind. I’ve been rereading it, as I do occasionally, and keep observing so many parallels to sales and the emotional discipline it takes to truly be the best one can be, that I feel the need to write about it. The book is all about how to stay in the moment and focus on the target.
Nyden on Negotiation
MAY 29, 2018
Federal Government Negotiates and Gets Value Today, Rocky Flats is a National Wildlife Refuge. It was established in 2007, and is managed by the U.S. Fish and Wildlife Service. The 5,237-acre refuge was once a nuclear weapon depot, a legacy of the cold war. Prior to 2007, it was a radioactive waste site just 15 […].
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