Sales Hacker
JUNE 26, 2018
How many times have you been in a position where you have an opportunity to ask a question, but can’t find the right one? You can waste time asking questions with little context or those you already know the answers to. However, when you’re asking questions in sales and you listen with intent, the results can be amazing. “The stupidity of people comes from having an answer for everything.
Jeff Shore
JUNE 26, 2018
By Amy O’Connor. Remember the 2003 romantic comedy “How to Lose A Guy in 10 Days” starring Mathew McConaughey and Kate Hudson? You know the one where her job assignment is to write an article for her magazine on all the things girls unknowingly do that make guys bolt? It’s cute to watch if you find yourself with nothing better to do on a Friday night, but I digress.
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Pipeliner
JUNE 26, 2018
Enterprise Selling: The Difference Between Owning a Cat and Herding Cats. Herding Cats. Winning, growing, and keeping enterprise accounts presents complexities far beyond those offered by small and medium-sized accounts. Unique challenges, such as vast, diverse buyer networks, long sales cycles, and the significant investments that accompany enterprise pursuits create problems we don’t encounter in other selling environments.
The Pipeline
JUNE 26, 2018
By Tibor Shanto. Last week I looked at the power of the small word ‘NO’ in halting sales, preventing President’s Club, and more; but we looked at it in the context of the prospecting experience, very early in the process. But objections are dynamic, just like the buy/sell cycle, and as such our ability to recognize them and deal with them effectively needs to be as or probably more dynamic.
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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.
SBI Growth
JUNE 26, 2018
Jennifer Bakunas, the Senior Vice President of Americas Sales for Monotype, has a wealth of experience, from spinning up successful start-ups to running enterprise sales teams. Jennifer took over the sales leadership role at Monotype last year and we join.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Zoominfo
JUNE 26, 2018
In modern business, data is a hot commodity. Everywhere we look there’s talk of data-driven sales, data-driven marketing, predictive learning, data hygiene , and so on. But, there’s a reason for all this talk. Data is a critical component of business success—no matter the industry, the size of the business, or how the business operates. Everyone needs data to compete in our modern business landscape—and we have the quotes to prove it!
Sales and Marketing Management
JUNE 26, 2018
Author: Tim Houlihan In an article written a few years ago, Michael Jordan, one of the greatest athletes of all time, listed 10 rules for maximizing competitiveness. Unsurprisingly, focus was numero uno. In Jordan’s mind, nothing was more important than focus. Without focus, nothing gets done. Focus in communication. Focus allows the brain to concentrate on one thing.
Jeffrey Gitomer
JUNE 26, 2018
There are no new objections. You've heard them all before. What ever business you're in, there are between five and twenty reasons why the customer won't buy now.
Sales and Marketing Management
JUNE 26, 2018
Author: Paul Nolan As CEO of the Strategic Thinking Institute, Rich Horwath works with managers at companies such as FedEx, Google and FOX TV to help them understand the importance of landing on a strategy that everyone in an organization understands and can work to achieve. Now he has put those lessons into a graphic novel, “StrategyMan vs. The Anti-Strategy Squad.”.
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.
Smooth Sale
JUNE 26, 2018
Attract the Right Job or Clientele: Three experiences during one weekend had me realize why some retail shops are needlessly losing business. Concern about customer care appears to have gone by the wayside. And the lessons apply well to both corporate sales and job interviews. Caring is the first step to doing right by clients. . My Three Stories About Customer Care. #1: I was in disbelief when asked to prove that I’m old enough to purchase wine.
Hubspot Sales
JUNE 26, 2018
What Is a Sales Pitch? The sales presentation is where a huge part of this work gets done. Though you’ll be speaking with your prospects about different concerns and questions on the phone, a sales presentation may be the best chance you have to put all your cards on the table and demonstrate exactly why your service is perfect for the prospect. Calling a sales presentation a “pitch” is a little misleading.
criteria for success
JUNE 26, 2018
What are the secrets of writing a LinkedIn profile that will help you stand out? What should you mention in it? And, how can you use your LinkedIn profile to nail the job of your dreams? LinkedIn has been one of the most popular channels for job search for a long time now. Expanded Ramblings [ ] The post Five Tips on Writing a LinkedIn Profile for Career Success appeared first on Criteria for Success.
SBI Growth
JUNE 26, 2018
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Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.
Hubspot Sales
JUNE 26, 2018
What is Equity Financing? Equity financing is a type of funding that allows you to sell shares of your company to investors. You receive the capital to grow your business and investors get partial ownership of your venture. In equity financing, investors might receive common shares, preferred shares, or the same voting rights and treatment as founders.
Partners in Excellence
JUNE 26, 2018
The Unique Selling Proposition is a cornerstone to much of what we do in marketing and sales. At a high level, it’s supposed to be a compelling statement about who we are, what makes our solution different. Ideally, it is so compelling the customer immediately sees the light and issues a PO. All we have to do is position our USP in our web sites, our marketing materials, and our prospecting pitches, and we immediately capture the customers’ attentions.
The Center for Sales Strategy
JUNE 26, 2018
I vividly remember early in my sales career meeting with a business owner of an up-and-coming beverage company. We met several times, and I was getting excited about the opportunities that seemed to be unfolding. We had built great rapport, he had shared his challenges with me, and I developed a solution that I thought was perfect. He loved my idea!
Anne Miller
JUNE 26, 2018
I received a call recently that went like this: Sales Manager: My team needs sales training. Can you help? Me: Whats wrong? SM: Their conversion rates are too low. They need training. Me: Where do you feel they are falling down? SM: They.
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
Vainu
JUNE 26, 2018
If you’ve been following Vainu for a while, you might remember our internal development program called Blacksmith. The aim is to shape the talent we have at Vainu, share knowledge between offices and benchmark the way we work with other companies. At the beginning of this month, members of the Blacksmith team got together in a, for the season, exceptionally sunny Copenhagen.
SalesLoft
JUNE 26, 2018
Sales revolves around creating conversations. But, starting a conversation is difficult. Incorporating LinkedIn InMail into an outbound strategy is an excellent way to engage prospects. LinkedIn is the most extensive professional social media website in the world with over 500 million users worldwide. Due to the vast amount of users, finding contacts and researching leads is easy.
Marc Wayshak
JUNE 26, 2018
Do you know how your close rate compares to the competition? It’s time to improve your close rate so you can dominate your industry. Check out these 5 easy steps to doing just that. The post 5 Steps to Improve Your Close Rate appeared first on Sales Speaker Marc Wayshak.
PandaDoc
JUNE 26, 2018
Starting a new business is always a risk. The competition is fierce, the market is saturated, and sales reps of opposing companies are fighting for each prospect like hungry dogs. But why do we even try when the bars are so high, and the odds are so low? We all remember the tale of David and Goliath. David, a young sheep shepherd, overpowered a giant warrior Goliath in an unfair battle.
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Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.
Chorus.ai
JUNE 26, 2018
B2B SaaS organizations are becoming increasingly metrics-driven. Our quarterly business goals are full of objectives, including: generating more leads, creating more opportunities, increasing our deal sizes, shortening our cycle times, reducing churn, selling more of product A, etc. It’s never-ending. In every aspect of our business, we review, measure and improve the metrics that drive performance.
BrainShark
JUNE 26, 2018
Brainshark's Johnny Occean breaks down 5 daily activities that have helped him succeed as an account development rep.
Sales Hacker
JUNE 26, 2018
Tune in to episode 13 of the Sales Hacker podcast with Dan Pink , WSJ and NYT best-selling author. We talk about the importance of time management in sales in the context of identifying the science behind how you operate every day. If you missed episode 12, give it a listen here: Navigating a Career from a Unicorn to a Public Company. What You’ll Learn.
Sales Evangelist
JUNE 26, 2018
Many sales professionals rely on their talent and work ethic to help them succeed. They believe that if they go more and do more, they’ll achieve greater returns. They fail to realize that strategy is the key to real growth. Brian Margolis, the author of The Index Card Business Plan for Sales Pros and Entrepreneurs, has developed […] The post TSE 863: The Index Card Business Plan appeared first on The Sales Evangelist.
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.
Selling Energy
JUNE 26, 2018
Last Friday, we discussed times you should always ask for a referral (see “Don’t Be Afraid to Ask”). Today, let’s discuss why it’s important that you follow up immediately – not only to thank them, but also to find out why they gave you a referral. You might think that it sounds self-deprecating or overly modest to ask “Why?” Actually, it’s not. You want to know which aspects of your sales delivery mechanism impressed that person enough to refer you.
Selling Fearlessly
JUNE 26, 2018
This article was first published in Raintoday.com If you’re like most professionals, you’re not too comfortable with selling in the first place. It’s not easy fighting that feeling that hyping yourself feels somehow inappropriate. And it’s worse having to deal with objection-handling, doing presentations, and getting rejections. Or waiting for the phone to ring.
Selling Energy
JUNE 26, 2018
Last Friday, we discussed times you should always ask for a referral (see “Don’t Be Afraid to Ask”). Today, let’s discuss why it’s important that you follow up immediately – not only to thank them, but also to find out why they gave you a referral. You might think that it sounds self-deprecating or overly modest to ask “Why?” Actually, it’s not. You want to know which aspects of your sales delivery mechanism impressed that person enough to refer you.
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