Zoominfo

MAY 1, 2018

Live streaming, or the transmission of live video, has taken the world by storm. But, because live video is unpredictable and strays from traditional marketing methods, many B2B marketers speculate whether live streaming has a place within their corporate social media strategy. Most people are familiar with live streaming in a personal capacity. Whether it’s a friend sharing what they ate for dinner or a celebrity answering fan questions, the intimate nature of live video is innately appealing t

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Video Buyer Persona Social Media Hiring 232

SBI Growth

MAY 1, 2018

“It takes 20 years to build a reputation and five minutes to ruin it. If you think about that, you’ll do things differently.” – Warren Buffett. Sales Operations works with virtually every key functional group and level within an organization.

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Sales Operations Customer Groups Sales 196

Anthony Cole Training

MAY 1, 2018

There is a sales production target out there – somewhere. It’s different for every person and every organization but it’s out there. And for every person and every organization there is the actual sales production result that is being achieved today. That is the Sales Opportunity Gap.

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Opportunity Closing Sales Sales Goal 162

MTD Sales Training

MAY 1, 2018

Episode 14 – Uncovering Needs With 1 Question, Price Only Prospect, & A Quote From Vince Lombardi. This podcast includes: How to uncover your prospects needs with 1 simple question. Dealing with a prospect that is only interested in the price. A quote from Vince Lombardi. The post Uncovering Needs With 1 Question, Price Only Prospect, & A Quote From Vince Lombardi appeared first on MTD Sales Training.

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Prospecting Training How To Sales 120

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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.

B2B

Jeffrey Gitomer

MAY 1, 2018

Tom Hopkins is a master sales trainer and presenter. He has delivered more than 3,200 seminars and helped more than 2 million people strive for greater success in the selling profession.

Sales 120

Sales 120

Jeffrey Gitomer

MAY 1, 2018

Two of the most important aspects of selling are asking questions and listening. The proper questions will make the prospect tell you everything you need to sell him or her.

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Prospecting 120

Hubspot Sales

MAY 1, 2018

Regular readers of the HubSpot Sales Blog know they should "Always Be Helping." When a prospect has a challenge or goal you can help with, you know what to do -- you take them through your sales process. That’s the best way to help them. But what if they are busy with another priority, yours is not the most obvious service to help them, or they just won’t admit they are a good fit yet?

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Prospecting Referrals Nonprofit Constant Contact 104

Drift

MAY 1, 2018

Let’s take a trip back in time to 2016 — the year Drift launched its very first chatbot. Just two years ago, the idea of a bot making life easier for sales reps and marketers was far-fetched at best. At the time, B2B sales and marketing was powered by automation and lead forms. And chat was traditionally used by support teams. So why did sales and marketing need a real-time engagement tool?

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B2B Leads Marketing Qualified Lead Company 98

Nutshell

MAY 1, 2018

There’s a lot more to workplace diversity and inclusion efforts than simply making your company appear more “progressive.”. Focusing on diversity in hiring can have a significant positive impact on your company’s bottom line, especially when it comes to building your sales team. “People want to see themselves represented at companies they buy from, and a diverse sales force can more directly relate to the needs and wants of the people they are selling to,” says Stan Kimer , President of Total En

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Hiring Scale Study Promotion 98

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

Sales

Hubspot Sales

MAY 1, 2018

Good Body Language in Sales. Open Your Chest and Arms. Smile. Gesture with Arms and Hands. Use Small, Still Gestures. Walk During Demos. Vary Your Gestures. Point Directly to Your Presentation. Walk Toward People. Pause. Practice Mirroring. You could write the best speech in the world, and no one would remember it if you spoke in a whisper and looked at your feet while delivering it.

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Face-to-face Positioning Video Sales 97

The Center for Sales Strategy

MAY 1, 2018

Many sellers struggle to develop new customers. Often this has less to do with the seller’s ability to sell, and more to do with the seller’s ability to select quality prospects.

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Prospecting Customer Sales 78

Hubspot Sales

MAY 1, 2018

Have you ever engaged with a salesperson who got impatient or upset with you when you didn’t immediately see the “value” of their product or service? Did that salesperson make you feel as if you were the one missing something? These salespeople see a one-to-one connection between their product and the problem and get annoyed when everyone else sees … well, a salesperson.

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Inbound Prospecting Hubspot Buyer 80

Openview

MAY 1, 2018

For sales organizations, there’s simply nothing worse than losing a deal during the final proposal and negotiation stages. By that point, significant resources have been invested and the sales professional has dedicated much of her time to building the relationship, asking what she thinks are the right questions, and demonstrating value of the solution.

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Closing Decision Maker Proposal How To 66

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Paul Cherry's Top Sales Techniques

MAY 1, 2018

How many times, at the conclusion of sales call, do we meet a prospect who says, “Let me think about it”? How do we know if they are really sincere, or if they are simply giving us the brush-off? I recommend asking the following two questions: 1. Great, I’m really glad to hear that you’re going to give this some serious consideration. What specifically stands out that you like most about what we’ve discussed?

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Sales Cycle Coaching Prospecting Training 74

Customer Centric Selling

MAY 1, 2018

By John Holland, Chief Content Officer, CustomerCentric Selling®. A quick insight into how sellers view and position their offerings can be gotten by asking a simple question: What do you sell? It’s a question sellers should be prepared to answer whether in social settings or sales calls. Many sellers feel this question is an invitation to describe offerings and launch into product pitches.

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Positioning Training Conversion Sales 58

Janek Performance Group

MAY 1, 2018

We all go through it – whether we’re a world-class athlete or a top-performing sales rep, invariably we’ll hit a slump. Heck, even Michael Jordan (arguably the greatest athlete of all time) went 29-of-74 (39 percent) shooting over three games in his 1992 season. Sometimes it’s a matter of just working through it; other times, it’s time for a deep dive to tweak something that’s gone amiss in our methods.

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Sales Management Sales Sales Enablement Sales Coaching 54

Julie Hanson

MAY 1, 2018

[link]. First Impressions Matter in Sales…and Acting. People make several major decisions about another person in the first few seconds. Decisions like: Is this person trustworthy? Successful? Competent? So how do you make sure your first impression with your prospect or audience is helping you – and not hurting you? Casting directors know a lot about what makes a good first impression.

Video 54

Video ACT Training Prospecting 54

Advertiser: ZoomInfo

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

Competition

SalesLoft

MAY 1, 2018

What do water, electricity, and humans all have in common? Besides not being a good combination, they all take the path of least resistance. There isn’t one simple solution that makes sales easier. It’s hard. Hearing “no” is hard. Not coincidentally, being a buyer facing a change can be equally as hard. However, there are ways a seller can make the buying journey as smooth and easy as possible.

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Face-to-face Education Buyer Study 52

SalesforLife

MAY 1, 2018

Business leaders and sales professionals are keenly aware that focusing on accounts over individual leads often yields better returns for the business.

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Account Sales Leads Marketing Qualified Lead 58

Xactly

MAY 1, 2018

Increasing sales and enhancing productivity is standard practice at any organization. Knowing how to go about implementing processes to achieve these goals is less clear. So where do you start? Success unsurprisingly begins with your forecast and plan. 1. Forecasting Makes a Sales Plan. Forecasting provides the milestones and guidelines needed to build an accurate plan.

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Forecasting Compensation Guidelines Territories 56

Sales Hacker

MAY 1, 2018

If you’re like most sales managers, you recognize the value of sales coaching. Rather than draw a pretty picture of the ideal coaching interaction, I thought it might be interesting to instead give you examples of what bad sales coaching looks like. When we observe the coaching that takes place in most sales forces, it’s a scary sight to behold. Sales managers’ best intentions are consistently overwhelmed by the never-ending onslaught of urgent problems and blazing fires.

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Coaching Sales Coaching Intent Conversion 47

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Sales

SugarCRM

MAY 1, 2018

It’s an enormous process to enter into an agreement with a new CRM software vendor. By the time you make that “final” decision it can feel as though you’ve been engaged with your new vendor for ages. But signing contracts and deploying a CRM is just the start of the journey. The important work begins with getting the most out of this important investment. .

Maximizer 50

Maximizer Training SugarCRM CRM 50

Sales Hacker

MAY 1, 2018

On this episode of the Sales Hacker podcast, we talk with Rick Smolen , VP of Sales at Greenhouse Software about moving your product upmarket and how to sell your software to a big company. What You’ll Learn. How to help a hyper-growth company move upmarket from mid-market into enterprise. What sales strategies and philosophies are necessary for enterprise sales.

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Hiring Account Based Marketing Enterprise Enterprise 47

Sales Evangelist

MAY 1, 2018

When I first discovered the idea of selling on social media, I wasn’t approaching it the right way. I assumed that social selling was as simple as posting something that would lead to a sale. I realized, though, that social selling involves building relationships and guiding the prospects through a conversation that might lead to […] The post TSE 823: You Call That Social Selling?

Social Selling 40

Social Selling Social Media Media Conversion 40

Selling Energy

MAY 1, 2018

Trade associations can be an excellent resource for educating yourself about a segment and generating leads. Finding them is pretty straightforward; however, most salespeople aren’t sure how to utilize them. Here are some tricks of the trade (pun intended) that will ensure both you and the association will benefit from your relationship. 1) This might sound silly, but make sure you’re pursuing the right organization.

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Penetration Advertising Advertising Segment 40

Advertiser: ZoomInfo

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

Account Based Marketing

Sales Evangelist

MAY 1, 2018

The very best thing you can do for your sales pipeline is to get your content in front of your prospect even before they need it. The most effective way to do that is to take matters into your own hands and utilize social selling to reach your prospects. On today’s episode of The Sales […] The post TSE 824: Sales From The Street: “Take Matters Into Your Own Hands” appeared first on The Sales Evangelist.

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Social Selling Pipeline Prospecting Sales 40

Sales Gravy

MAY 1, 2018

Combine setting expectations with confirming THEIR expectations along the way and you?ll move further even more quickly. Assumptions have killed and stalled more sales than lack of budget or your competition.

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Closing Competition Sales 40

Pipeliner

MAY 1, 2018

Life unfolds in the present. But so often we let the present slip away, allowing time to rush past unobserved and unseized. We squander the precious seconds of our lives as we worry about the future and ruminate about the past. We’re always doing something , (usually two things at once) and we allow little time to practice stillness and calmness.

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Film Intent Course Examples 40