MTD Sales Training

OCTOBER 11, 2017

The Sales Director role is considered to be the lifeblood of many companies because of the strategic and operational role they play in the success of the business. Recruiting for the role can be a painstaking experience, especially when there are so many good candidates out there. How can you attract the right one for your business? How can you differentiate the really great from the averagely normal, so you stand a better chance of choosing the right person?

Lead Rank 199

Lead Rank Motivation Margin Industry 199

Connect2Sell

OCTOBER 11, 2017

What you sell matters. Sellers who are looking for a new job take into account whether or not they'll be able to sell the product(s) required and apply to companies with products they feel they can proudly represent. Sellers often leave jobs when they are asked to sell products they don't believe in.

Account 120

Account Company Buyer Sales Process 120

Hubspot Sales

OCTOBER 11, 2017

Sales can be an emotional roller coaster. One week, you feel on top of the world: Your message is clearly resonating with buyers, you’re setting a record number of meetings, and you close a major deal you’ve been working for months. The next week, however, you can’t seem to hit a break. No one’s picking up the phone or answering your emails, and a prospect you thought was sure to buy decides to go with your competitor.

Exercises 103

Exercises Face-to-face Exact Discount 103

SBI Growth

OCTOBER 11, 2017

Marketing 184

Marketing Strategy 184

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

SalesProInsider

OCTOBER 11, 2017

Beauty is in the eyes of the beholder , wrote Plato in the 3 rd century BC. Well, so is value, writes me today. If buyers don’t see the beauty or value of what you sell, that’s value blindness. And buyer’s value blindness will stop your sales opportunity right in its track. Value blindness can create a big problem when trying to convert leads- if it’s not easy for the buyer to see the value of your solution, they most likely won’t put the energy into figuring it out

Lead Rank 80

Lead Rank Lead Scoring Conversion Energy 80

Hubspot Sales

OCTOBER 11, 2017

Imagine your company without sales quotas. Sales leaders: Are you wondering how you would drive results and keep your salespeople accountable? Salespeople: Are you wondering how you would stay motivated and focused without a clear number to work toward? According to an informal poll we took of sales reps, managers, and leaders, most sales professionals like quotas.

Quota 83

Quota Hiring Compensation Motivation 83

Membrain

OCTOBER 11, 2017

Grab a ten-year-old and they can remind you of this important math concept: Any number multiplied by zero, is zero.

Sales Process 98

Sales Process Sales 98

RAIN Group

OCTOBER 11, 2017

"Leadership is the capacity to translate vision into reality.". Warren Bennis, Author, On Becoming a Leader. When it comes to sales negotiations, all too often sellers: Don't plan for successful negotiated outcomes. Let the buyer define the negotiation process and venue. Allow the buyer to set the agenda for negotiation-focused meetings.

Negotiation 78

Negotiation Leads Marketing Qualified Lead How To 78

InsightSquared

OCTOBER 11, 2017

Last week, our CMO Joe Chernov explained why InsightSquared is going “all-in” at Dreamforce 2017. As part of our increased presence this year, we are teaming up with customers, partners and industry experts to host three interactive break-out sessions throughout the week. The sessions will offer sales and sales operations professionals with case studies, lessons learned and the tactical takeaways needed to become even more strategic within their organizations.

Sales Operations 66

Sales Operations SalesForce Case Study Analytics 66

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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.

Sales

Velocify

OCTOBER 11, 2017

New technologies are automating the sales process and making organizations more productive and efficient than ever before, and the impact on business growth is undeniable. However, selecting the perfect vendor and signing a contract is only the first step. To ensure successful implementation of a new sales technology, there’s some best practices to keep in mind as you go through the onboarding process and beyond.

Sales Technology 61

Sales Technology Guarantee Maximizer Vendor 61

The Brooks Group

OCTOBER 11, 2017

Maintaining a healthy profit margin is (of course) important to the overall success of your sales team and organization. It can be tricky to find the sweet spot for an offering’s pricing, however. Those in the organization in charge with business strategy should set a price based on market research. But should that price be set in stone? Once your salespeople are out in the field trying to sell your offering, should they have pricing authority (aka the ability to freely give discounts)?

Discount 56

Discount Margin Negotiation Face-to-face 56

Jeff Davis

OCTOBER 11, 2017

I’ve always said that marketers can learn a lot from salespeople and the same is true in reverse. One difference that great salespeople have is that they understand the value of time. The key killer of using time effectively is lack of direction. Marketers have the discipline of thinking strategically about the business and taking the actions needed to respond.

Marketing 48

Marketing Social Media Territories Exercises 48

Sales Gravy

OCTOBER 11, 2017

Prospecting Machine Jeb Blount and Adam H. Michaels talk sales, prospecting & more! From dealing with crazy rejections to what makes a great sales leader, Jeb Blount and Adam H. Michaels cover it all in this episode of The Lighthouse.

Prospecting 40

Prospecting Sales 40

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

Sales Evangelist

OCTOBER 11, 2017

The Ben Franklin close, the puppy doc close, the Columbo close, the assumptive close, and the list goes on ? what close do you use? Many people have the idea of closing totally messed up. They think that since they’ve come to the “closing” part, they feel it’s the end of the process so they […] The post TSE 679: Sales From The Street – “Closing” appeared first on The Sales Evangelist.

Closing 40

Closing Sales 40

Sales Gravy

OCTOBER 11, 2017

Instead of wasting your time trying to hammer the wrong people into meeting with you, why not just call enough people and find the ones who are interested now? My mom is the best cold caller I know.

Cold Calling 40

Cold Calling Meeting 40

OpenSymmetry

OCTOBER 11, 2017

At this year’s C3 Conference , hosted by CallidusCloud, we conducted a quick survey among some of the attendees. The results provide some interesting, yet not surprising insights to the compensation operations of various organizations. These insights are not dissimilar from what we encounter in the field working with clients assessing new ICM solutions or looking to optimize their current ICM configuration.

Incentives 40

Incentives Incentive Survey Compensation 40

SalesLoft

OCTOBER 11, 2017

Sales success has always required reaching your prospects where they are. Often times that’s at their office via a phone call or at their computer via email. But phone and email don’t even come close to covering all the touchpoints used by the modern buyer. That’s why Salesloft has a category of steps that can be added to Cadences for everything else.

Direct Mail 52

Direct Mail Social Media Fashion eBook 52

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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

Data

Hubspot Sales

OCTOBER 11, 2017

Sales culture is a fuzzy concept. You can’t measure your team’s culture like you’d measure their monthly revenue; email, call, and meeting activity; average tenure, etc. But that doesn’t mean it’s not important. In fact, your organization’s sales culture plays a huge role in all those things: How much your salespeople sell, how productive they are, how long they stay with your company, and more.

Hiring 117

Hiring Quota Competition Sales 117