The Pipeline

OCTOBER 15, 2019

By Tibor Shanto. At one time, I had a co-worker who had a bit of a problem with the horses. He always knew just the right horse, in the right race, cause “today was the day.” He handicapped it, and every day he knew why his timing was just right; each day, it was not. A lot of people in sales remind me of a conversation I had with Leon. They seem to be convinced that not only is sales about timing, but they have divined a way to leverage it to their advantage.

Prospecting 157

Prospecting Influencer Buyer Education 157

Anthony Iannarino

OCTOBER 15, 2019

Your dream client is going to ask you about your price. More specifically, they are going to ask you if you can lower your price, even though they may use words like, “Can you do something for me?” or “You need to sharpen your pencil !”

Negotiation 101

Negotiation Strategy Discount Proposal 101

The Center for Sales Strategy

OCTOBER 15, 2019

It’s no secret time management is one of the highest requirements for succeeding in sales. Consistent questions heard within the industry are, “What are some ways I can improve my time management?” and “How can I be more efficient?”.

System 96

System Industry Strategy Sales 96

Smart Selling Tools

OCTOBER 15, 2019

The Pros and Cons of Following Sales Playbooks. When you think of a “sales playbook”, what’s the first thing that comes to mind? If you’re thinking of a plan or guidebook for your sales team to follow, you aren’t too far off.

Sports 92

Sports Sales Cycle Quota Knowledge Base 92

Advertiser: ZoomInfo

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

Data

Highspot

OCTOBER 15, 2019

After stepping into The Standard at High Line NYC, Alyce Bernstein, a marketer at Euler Hermes, was hoping to walk away from Highspot Spark with a handful of best practices and new industry connections. What she got was much more.

Analytics 78

Analytics Enterprise Enterprise Customer 78

Anne Miller

OCTOBER 15, 2019

One way to deal with price pressure (there are others) “Persist — with Justification.” ” If you can justify your terms, it is not necessary to change them. Example: WEAK: Seller: That will be $1500. Buyer: You must be joking! I will only pay $1000. Seller: How about $1200.

Buyer 72

Buyer Revenue Examples Negotiation 72

Pipeliner

OCTOBER 15, 2019

In my final blog post on the weighty subject of sales enablement. I’m going to discuss the vital importance of having the right sales tools for the right sales tasks. Choosing Tools.

Tools 72

Tools Sales Enablement Construction Pipeline 72

Janek Performance Group

OCTOBER 15, 2019

Sales training events are always considerable undertakings. When they involve a multinational corporation, however, the process becomes even more arduous.

Training 72

Training How To Sales Prospecting 72

Hubspot Sales

OCTOBER 15, 2019

If you are getting acquainted with your CRM software and are impressed with how it functions independently, allow us to introduce you to your new favorite feature — integrations. While CRM software is powerful on its own, integrating your CRM with other tools across your sales stack makes your job so much easier. Ideally, your CRM should serve as the core hub to all of your sales activities, and integrations serve as the supporting cast making your central software even more powerful.

CRM 70

CRM Software Software Social Media 70

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Report

For Entrepreneurs

OCTOBER 15, 2019

For the seventh year in a row, we’re proud to work with KBCM Technology Group (formerly Pacific Crest Securities) to share results from a survey of ~424 private SaaS companies. Thank you to the readers of forEntrepreneurs who participated in taking the survey!

Survey 69

Survey Groups Company Revenue 69

BrainShark

OCTOBER 15, 2019

As more organizations establish sales enablement functions, there’s a rising need for talented practitioners to lead them

Sales Enablement 68

Sales Enablement Leads Sales 68

Close.io

OCTOBER 15, 2019

Your organization's sales leader was likely hired to reach ambitious sales goals , motivate a hungry sales team and unlock new markets. Unfortunately, a great salesperson can sell themselves to a CEO as a great sales leader even when they really aren’t cut out for that job (ie. Michael Scott).

Discount 67

Discount Policies Quota Motivation 67

Zoominfo

OCTOBER 15, 2019

Cold email is one of the most common and tested tactics in a modern salesperson’s repertoire. And yet, sales reps still look for ways to improve their sales email strategy. It’s not hard to see why — after all, only 24% of sales emails are opened ( source ).

Film 66

Film Lead Generation Outbound Course 66

Advertiser: ZoomInfo

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

Report

Chorus.ai

OCTOBER 15, 2019

We used AI to analyze more than 5M recorded sales calls, including Cold Calls, Discovery Calls, Late-Stage Calls, and Post-Sale calls. With the data we established best practices to help you close more deals, coach your team to success, and run a more efficient sales process.

Sales Cycle 94

Sales Cycle Closing Cold Calling Enterprise 94

Partners in Excellence

OCTOBER 15, 2019

Recently I wrote, “ What If We Kept The Target Close Date Sacred ?” ” It focused on improving our pipeline management, discipline, and integrity. But the way we address these issues is in our deal strategies and how we engage the customer in each deal.

Strategy 91

Strategy Customer Maximizer Closing 91

Selling Energy

OCTOBER 15, 2019

Think back to the last time you bought something after being convinced by someone else that it was a worthwhile purchase. Chances are the thing you bought was something you weren’t planning to buy. So why did you buy it?

63

63

Nimble - Sales

OCTOBER 15, 2019

Choosing your next hosting provider is a big deal because digital marketing is critical to your success. If your business crashes and burns online, you’re in big trouble.

Data 89

Data Marketing 89

Advertiser: ZoomInfo

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

Data

Allego

OCTOBER 15, 2019

Today’s post is by Joseph D. Kringdon, Principal, Kringdon & Associates/HMC. Joe spent several decades in the Wealth and Asset Management business, managing and leading both Advisors and Wholesaler Investment Consultants.

Video 62

Video Consumer Education Conversion 62

The SalesPro Leader

OCTOBER 15, 2019

The article, 10 Highly Effective B2B Lead Nurturing Strategies For Your Business originally appeared first on SalesPro Leads - Connecting You with Tomorrow's Buyers. Blog #B2B

Lead Nurturing 60

Lead Nurturing B2B Buyer Leads 60

Smooth Sale

OCTOBER 15, 2019

Attract The Right Job Or Clientele: No doubt your manager is asking, ‘are you on target for this year’s finish line?’ ’ We sometimes feel like we are competing in the Olympics with a laser focus on the end goal.

Hubspot 85

Hubspot Inbound Loyalty Influencer 85

Sales Hacker

OCTOBER 15, 2019

This week on the Sales Hacker podcast, we talk to Bryan Caplin, CRO of Andela. Bryan recently left Axiom as GM and Head of North American Sales and Marketing of Axiom to join Andela as CRO.

Opportunity 59

Opportunity Engineering Google Distribution 59

Advertiser: ZoomInfo

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

Strategy

Hyper-Connected Selling

OCTOBER 15, 2019

You had a great conversation with your prospect. Maybe even a few conversations. Emails flew back and forth. You had done your research, figured out their challenges, and developed solid solutions. You had shown the ROI that would come when they bought from you. It was going great. Or so you thought.

Follow-up 56

Follow-up Guidelines Conversion Channels 56

Funnel Clarity

OCTOBER 15, 2019

Most people hear Washington DC and think: Washington Monument, Smithsonian Museums, the Capitol, Lincoln Memorial, and the Federal Government. However, many are surprised to learn that Washington DC is much more than that.

Government 52

Government Funnel Training Company 52

Anthony Iannarino

OCTOBER 15, 2019

Ideas are easy. Execution is difficult. Much of the time, extremely difficult. Whether you are trying to stand up a high-performing sales organization or an operation that serves clients, execution comes with a set of challenges of its own.

Guidelines 52

Guidelines Fashion Proposal Opportunity 52

Funnel Clarity

OCTOBER 15, 2019

Most people hear Washington DC and think: Washington Monument, Smithsonian Museums, the Capitol, Lincoln Memorial, and the Federal Government. However, many are surprised to learn that Washington DC is much more than that.

Government 52

Government Funnel Training Company 52

Advertiser: ZoomInfo

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

Data

Pipeliner

OCTOBER 15, 2019

Cold email prospecting has taken off in the last few years and has changed the sales world. It opens up so many new opportunities, and a new way to get in touch with people and open new accounts.

Prospecting 52

Prospecting Account Opportunity Sales 52

criteria for success

OCTOBER 15, 2019

So, you want to zero in on key performance indicators (KPIs) to predict sales growth, but you're focused on too many variables, too few, or the wrong ones. Well, you’re not alone. Some people say, “KPIs depend on your industry, market segmentation, and the complexity of your sales process."

Examples 52

Examples Segment Industry Sales Process 52

Pipeliner

OCTOBER 15, 2019

Patrick Renvoise’s new book, The Persuasion Code: How Neuromarketing Can Help You Persuade Anyone, Anywhere, Anytime, was just released. It’s been 16 years since Patrick Renvoise published his first book on neuromarketing, which took the business world by storm.

Sales 52

Sales 52