Sales and Marketing Management

AUGUST 24, 2017

Author: David M. Williams Time, Money and Effort. Today’s sales leaders agree on today’s top sales training challenges: it’s too expensive, there’s not enough time, and there’s a lack of engagement. Add to this the fact that when surveyed, the majority of sales leaders question the effectiveness of their current sales training programs. Yet, organizations continue to invest considerable amounts of time, money, and effort toward training their sales teams. .

Training 237

Training Handbook ROI Hotels 237

No More Cold Calling

AUGUST 24, 2017

Are sales managers really at fault? Salespeople used to say “I carried a bag” to prove that we knew selling. We were the feet on the street—literally. You don’t hear that phrase very often anymore, but account based sales reps still carry a bag. They’re expected to land and expand within their named accounts. But it’s their managers who are left holding the bag when reps don’t meet or exceed quota.

Hiring 214

Hiring Account SalesForce Quota 214

MTD Sales Training

AUGUST 24, 2017

How confident do you feel in asking for referrals ? If you’re like most salespeople we meet on our programmes, the answer will range from ‘not very’ to ‘about as confident as a snowman in summer’. How, then, do you build that confidence so it becomes a natural way to gain more business from your current clients’ database? Well, firstly you need to set yourself up right in order to be referred.

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Referrals Ideal Customer Profile Small Business Small Business 189

The Pipeline

AUGUST 24, 2017

By Tibor Shanto – tibor.shanto@sellbetter.ca. Proactive Prospecting Summer – Part 8. In this installment of the Proactive Prospecting Summer , we look at a crowd favorite, Objections. There is no getting away from Objections when it comes to prospecting, it may be a bit easier with e-mail, where rather than hearing the FOD directly, you just get to enjoy the silence of being ignored.

Objections 180

Objections Handbook Video Prospecting 180

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

SBI Growth

AUGUST 24, 2017

Today’s topic is dedicated to growing revenues with Customer Success. Our guest is Natalie Fedie, a Vice President of Customer Success who knows how to proactively manage the customer life cycle to grow revenue. Natalie and I leverage the How.

Revenue 136

Revenue Customer How To Video 136

SBI Growth

AUGUST 24, 2017

Workbooks 136

Workbooks How To Industry Revenue 136

Engage Selling

AUGUST 24, 2017

The best product in the world won’t save the day if your sales reps are delivering flat presentations. Let’s face it, some salespeople oversell, some salespeople undersell, some might find a happy medium but lack confidence in their delivery.

Sales 70

Sales Customer Service Up-Sell Loyalty 70

Allego

AUGUST 24, 2017

Second in a series of posts about the ROI of sales training. We need to close the gap between the tremendous value sales training teams deliver, and the persistent perception that sales training sucks. First, we have to reinvent those aspects of traditional sales training that DO suck – clunky technology, sporadic death-by-PowerPoint training events, poor access to internal expertise, etc.

ROI 59

ROI Training Pharmaceuticals Face-to-face 59

Partners in Excellence

AUGUST 24, 2017

Some years ago, we did research on the effectiveness of sales calls and meetings. We focused primarily on meeting on qualified opportunities, not prospecting calls. The results were shocking, though not surprising. We found sales people tended to make 30-50% more calls than necessary to close. I suspect the that number is far larger today. In trying to understand this, broadly, it came down to two reasons: Poor or nonexistent call planning, poor execution.

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Call-back Buying Cycle Meeting Sales 53

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Sales

OpenSymmetry

AUGUST 24, 2017

In my previous blog on the ASC 606: Revenue Recognition topic from the Financial Accounting Standards Board (FASB), I provided some background to the new regulation and covered some potential impacts to those in sales comp and sales ops-related roles. However, with these implications, the question remains – “So what am I supposed to do about it?”. We’ll examine the action items to consider to ensure you aren’t caught off guard if your internal accounting teams require more detailed compensation-

Commission 51

Commission Webinar Metrics Compensation NetSuite 51

Hyper-Connected Selling

AUGUST 24, 2017

The post You Have to Carry Something – Make it Valuable appeared first on David J.P. Fisher.

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Velocify

AUGUST 24, 2017

BambooHR added Velocify Pulse® and Velocify Dial-IQ® to their sales stack in 2016, working alongside Salesforce and ActOn to empower SDRs in ways that were impossible with their previous inside sales solution. We recently checked-in with BambooHR to learn how their business has been impacted since making the switch to Velocify Pulse. Read on to find out more about their success story.

GoldMine 40

GoldMine SalesForce Inside Sales Sales Qualified Lead 40

BrainShark

AUGUST 24, 2017

Sales Coaching 62

Sales Coaching Coaching Sales 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

A Sales Guy

AUGUST 24, 2017

There is no debate that questions are at the core of selling. There isn’t a sales guru, training, blog or sales video channel that doesn’t espouse the importance of questions in managing a sale. That debate has been settled, so this lesson isn’t about asking questions, it’s about getting better at asking questions. If there is one thing I notice with salespeople when it comes to asking questions is this, THEY SUCK AT IT.

How To 108

How To Buyer Objections Exact 108

Contact Monkey

AUGUST 24, 2017

Do you think you know how to send a follow up email that will get a response? How many times have you sent what you thought was the perfect follow-up email, only to be greeted with silence? It doesn’t feel great to be ignored. After all, you wouldn’t be emailing in the first place if you didn’t feel you had something to offer. If you’re trying to land the next big deal for your company, connect with an influencer, or navigate a tough interview process to get your next job, you need to learn how

Follow-up 40

Follow-up Competition How To Ideal Customer Profile 40

DiscoverOrg Sales

AUGUST 24, 2017

B2B vs B2C vs B2P. The terms B2C (business-to-consumer) and B2B (business-to-business) are essential, elementary for a person beginning the journey into the professional world. Each acronym provides the building block at a company’s inception to describe their mission statement, target market, and product. Sales and marketing departments live and die by their ability to grasp these concepts, and a company’s success hinges an identifying the target market within each audience.

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B2B B2C Buyer Persona Social Media 186