SBI Growth
JANUARY 4, 2018
Did you set the quotas right to drive revenue growth? The purpose of today’s show is to demonstrate how to link the company objectives to sales targets through quota setting. Leverage this use-case to evaluate how you set your quotas. John.
Steven Rosen
JANUARY 4, 2018
Invest in Yourself . Like most sales executives you cognitively understand the importance of developing your leadership skills and the advantages of ongoing networking. You find yourself too busy due to ongoing meetings, conferences, telephone calls and emails and you rarely find the time to develop yourself. Reality is, the higher we go in organizations the fewer opportunities there are for networking and fewer people to actually network with.
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No More Cold Calling
JANUARY 4, 2018
What’s your gratitude meter? As we begin the New Year, now is the perfect time to pay attention to what’s most important—the people in our lives. That means our clients and prospects, our families and friends, our colleagues. It’s time we remember the value of getting personal. Think about it this way: We don’t regret the text messages we don’t send or the work we don’t do.
MTD Sales Training
JANUARY 4, 2018
Many salespeople ask us for our best tips on how to sell. How do I overcome price objections? What should I do with someone who ignores my emails? These questions and countless others often show salespeople are looking at sales from an old, out-of-date, perspective. These days, it isn’t about how good you are at selling; it’s about how good you are at determining the needs and wants of your buyers.
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 and Marketing Management
JANUARY 4, 2018
Author: Jay Mitchell, Owner and Principal, Mereo LLC In order to learn how to align marketing and sales teams, we must understand how devastating a gap between these departments can be for an organization overall. Sales and marketing are both vital to a B2B organization. Both departments play a role in connecting with, engaging and landing buyers. Despite the gap, these two departments share many of the same concerns and end goals.
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Hubspot Sales
JANUARY 4, 2018
What’s a sales kickoff? A sales kickoff is an annual meeting (usually in January) for your entire sales team. The main objectives are motivating your reps, managers and leaders; laying out your strategy; and celebrate last year’s wins. You’re setting the tone for the next 12 months and getting the entire organization -- from the top to the bottom -- fired up to hit their goals.
A Sales Guy
JANUARY 4, 2018
LinkedIn is a great tool for selling, but most salespeople are using it wrong. They’re treating it it’s a telephone or email and spamming people. We’ve all gotten them (and many of you have sent them). I’m talking about the LinkedIn connect requests that are then instantly followed by some lame pitch or request for your time so push some irrelevant ware on us.
Hubspot Sales
JANUARY 4, 2018
Success is not extrinsic. It’s not measurable. “Success” can only truly occur internally, because it is based on emotion. At the most basic level, success is your relationship with yourself. Most people are living a lie. They purposefully ignore and distract themselves from what they want d eep down for themselves. Many people want something more for themselves.
Go for No!
JANUARY 4, 2018
Ever met a natural born salesperson? They tell great stories, schmooze everyone in the room, and seem to close business with no effort. They win the awards, trips, and their sales training process is, “watch me, it’s so easy!” So how do you compete against the natural born salesperson if you are not one? Can you? You can with persistence.
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Hubspot Sales
JANUARY 4, 2018
2018 Sales Enablement Trends. CRMs are a necessity, not a nicety. AI takes over more and more of the sales process. Sales training is added back to the budget. Sales teams shrink in size. Sales enablement has grown from a buzzword into a strategic investment for organizations looking to lead and not follow. With every New Year comes the time for predictions, and if you’re wondering what 2018 has in store for your sales team, look no further. 1) No CRM?
Nutshell
JANUARY 4, 2018
Cold emails…gotta hate ‘em, right? Unsolicited sales emails can be so awful that I recently compiled a Hall of Shame for the worst cold emails I’d ever seen. Once I’d finished venting some anger, I decided to track down a unicorn: the mythical Good Cold Email , which actually inspires the recipient to take a positive action. As I had expected, this hunt proved difficult.
Tom Hopkins
JANUARY 4, 2018
As we begin a new year, it’s good to analyze what did and didn’t work well for us last year. One of the hot topics is planning and organization. How can we do what we do more effectively, efficiently, and successfully? While it’s not wise to plan every minute of your time–because we can’t control […]. The post Planning and Organization appeared first on How to Selling Skills.
Pipeliner
JANUARY 4, 2018
Most sellers don’t want to think about their sales process. After all, it’s more ‘Art’ than ‘Science’, comes naturally and every sales situation is unique. Let the sales leaders think about it, the sellers just want to sell. So, what are the benefits of a Clearly Defined and Adhered to Sales Process? A baseline, representing best practices from which improvements and adjustments can be made.
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.
BrainShark
JANUARY 4, 2018
Many sellers are expected to complete at least a few days of product or process-based training, but are left in the dark when it comes to essential selling skills and habits.
Pipeliner
JANUARY 4, 2018
“A man (or woman) who is trained to his capacity will gain confidence. Confidence is contagious and so is lack of confidence — and a customer will recognize both.” This is a quote from the immortal Vince Lombardi, considered by many to be the greatest coach in football history. It’s also a quote that should be taken to heart by sales managers.
The Center for Sales Strategy
JANUARY 4, 2018
I hear managers and execs talk all the time about the importance of sales strategy. “Strategy” is one of the words that gets used a lot. (In fact, Webster’s Dictionary says it is in the top 10% of most popular words.) After all, who gets heat for talking strategy? C’mon! The problem I see in the field is that most sales “strategies” are not really strategies at all.
OpenSymmetry
JANUARY 4, 2018
In this six-part blog series OpenSymmetry and IBM outline the impact of Sales Performance Management Technology on each area of the business including Sales, HR, Finance and Executive Management. In this fourth post, we discuss how sales compensation administrators can streamline the incentives management process using SPM technology and in doing that transform their role from an administrative function to a business and analytical function.
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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
Repsly
JANUARY 4, 2018
In the retail world, there is no merit in scoring shelf space if you’re not able to keep it. That being so, retailers often conduct category reviews, where you’re given the task of proving your product’s worth to the retailer in order to keep your product in their store. As daunting as it might sound, a category review doesn’t have to feel like a trip to the principal’s office.
Close
JANUARY 4, 2018
So your sales team isn’t selling. But your incentives and commission rates are friendly, you went through the right hiring processes, your salespeople all have great track records, the product they're selling has proven interest, and the sales pipeline is full.
Partners in Excellence
JANUARY 4, 2018
My friend Keenan was on one of his rants on LinkedIn. This particular rant was on really bad prospecting through LinkedIn. It generate a huge amount of conversation (Jim, I would have chosen a different shirt ). I was struck by a number of comments arguing against Jim, basically saying anything goes. One leaped out to me from a woman stating, “My outlook is money, and money is money!
Sales Hacker
JANUARY 4, 2018
The post How to Supercharge Customer Acquisition with 4 Unconventional Outreach Tactics appeared first on Sales Hacker.
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 Result
JANUARY 4, 2018
According to a new study conducted by Sales Mastery, sub-optimal sales management coaching is the top barrier impacting an organization’s ability to reach 2018 revenue targets.
Sales Hacker
JANUARY 4, 2018
The post How to Win More Deals with Sales Engagement Data appeared first on Sales Hacker.
SalesFolk
JANUARY 4, 2018
One of my 2018 New Years Resolutions was to get more comfortable with video, and so I decided to do this email critique of Telzio’s sales prospecting email on video instead of writing an article. Here is what came of my little video experiment. I hope you enjoy and learn something too: If you liked this video, please let me know what you enjoyed, as I’m going to test many different video styles and topics this year.
Funnel Clarity
JANUARY 4, 2018
Your prospects can sense how prepared you are for the call. “Why do you sound scared?” the prospect asked me once I introduced myself. “I’m sorry if I sound scared Kevin, but I know I have no reason to be. You’re all the way in New York so I know you’re not going to kill me or anything.”. “Well I just might if I keep getting these calls.”.
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Smart Calling
JANUARY 4, 2018
Salespeople complain they can’t get through, no one returns calls or emails, they get screened out… all true–for the salespeople who don’t have anything compelling to say. People are still buying. If you want to get more people interested, YOU need to be more interesting. That means bringing the value. Every time. Here’s an example of a good prospecting opening from a call I received.
Sales Gravy
JANUARY 4, 2018
We?re in an age of revolution for gender equality, and with that comes a desire to blaze trails. Young women want to take the path less traveled, and they?ll go out of their way to fight cultural norms.
Nudge.ai
JANUARY 4, 2018
While at Nudge.ai we’re wary of the typical ‘delusions of grandeur’ that seems to surround New Year’s resolutions, we do think this time of year is a good opportunity to reflect on a lesson or two from the past year and then to set achievable goals. So we’re kicking off the New Year with some thoughts on how to make sales in 2018 even more successful than ever.
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