The Center for Sales Strategy
JUNE 7, 2018
Have you ever heard about Katie Francis, who shattered the 30-year-old world record by selling 21,477 boxes of Girl Scout Cookies in 2014 ? On weekdays, Katie put in about seven hours every day selling cookies. So she rested on weekends, right? Nope. She put in 12 hours a day on the weekends! Since then, she's sold a record of 100,100 boxes of girl scout cookies in her seven years as a girl scout.
SBI
JUNE 7, 2018
The fourth industrial revolution is upon us. Connectivity, data, and processing power have come together to make disruptive technologies like artificial intelligence possible. While we are just scratching the surface on what we can do with AI, we’re seeing more and more companies – from fledgling startups to large corporations – begin to offer specialized AI applications.
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No More Cold Calling
JUNE 7, 2018
Because what you’re already doing isn’t working. Your lead generation tactics aren’t driving bottom line revenue. That’s a fact. I’ve just returned from three conferences, and the #1 challenge I heard sales pros repeat again and again was how to get leads in the pipe. Everyone complained that they didn’t have enough leads, or at least not enough qualified leads.
SBI Growth
JUNE 7, 2018
It is essential for organizations to have the most talented people embedded in their businesses. Without their greatest assets, there is risk for major losses across the board. Key elements in preventing such loss are the: Approach Framework Timing of senior talent reviews. Consider.
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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.
Zoominfo
JUNE 7, 2018
B2B Marketers take note: Instagram has more than 800 million monthly active users ( source ). As that number grows so does the opportunity to reach potential customers in new ways. If Instagram isn’t a core part of your B2B social strategy, it’s time to learn how to connect with your target audience on this popular platform. In today’s blog post, we’ll teach you a few easy ways to effectively promote your B2B company on Instagram.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Jeff Shore
JUNE 7, 2018
By Ryan Taft. Every one of us, at some point in time, has been a part of that awkward moment called, “The first kiss.”. You know what I am talking about. At the end of a first date, you found yourself at the front door saying goodnight wondering if that magical first kiss will happen. It is certainly an awkward moment, right? Women across the country have shared with me in seminars that if a guy waits too long during that awkward moment, the kiss doesn’t happen and the man is banished into the c
SBI Growth
JUNE 7, 2018
Our guest today is Mike Huseman, Senior Vice President of Global Sales and Business Development at EnterpriseDB. Mike is a proven revenue growth leader who has successfully navigated his sales organization to transition from field selling to a model that.
SalesLatitude
JUNE 7, 2018
Macmillann Dictionary defines the spoken phrase “to be honest” as one that is “used when telling someone what you really think, especially when it may be something they do not want to hear.” You may say it when you’re trying to soften a criticism, like the meal your spouse cooked was not exactly your taste, or that your client’s website looks like it’s from the 1990s.
Close.io
JUNE 7, 2018
Episode #11 of our interview series featuring women in sale. Follow & Share the Series [Links]: YouTube | Soundcloud | iTunes | All of Our Guests. Emily Breuninger is the Partnerships Manager at Zapier. Emily is a full-time digital nomad and chronicles her experiences at www.digitallynomadicemily.com. Emily started her career at Brivity where she started as a Marketing Intern and became their Sales & Marketing Manager, before working at TUNE where she became an Enterprise Account Manager
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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.
Smooth Sale
JUNE 7, 2018
Attract the Right Job or Clientele: Summer vacation is quickly approaching. I used to find it difficult to restart the job after having a fun time away. I was in a funk until an idea came to me that improved my getting back into the business mindset. Sales done well turns into order-taking. My Story About Vacation and Summertime Blues. When we pick a place to spend a vacation, it’s to enjoy the activities we like most.
Predictable Revenue
JUNE 7, 2018
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jon Selig, a sales speaker, trainer, coach, consultant. and stand up comedian. The post What happens when you let a standup comedian write your cold call script? In conversation with Jon Selig appeared first on Predictable Revenue.
Hubspot Sales
JUNE 7, 2018
Navigating a pilot can be the difference between winning and losing in sales. Whether you target the Fortune 500 or are simply trying to secure your first 10 customers, pilots can open the door for future deals. A pilot project is a small-scale test designed to look at feasibility, cost, and the ROI of a product or service. Companies love pilots because they enable them to try multiple projects and see which ones move the needle for the business.
Julie Hanson
JUNE 7, 2018
Good salespeople ask themselves what they want their prospect to do at the end of their presentation. In other words, what’s the next step to move this sale forward? That could be a signed contract, a meeting, or a recommendation. But great salespeople ask themselves another powerful question that is instrumental in determining whether that prospect will take the next step or not.
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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.
Partners in Excellence
JUNE 7, 2018
As sales people, we are driven by our need to sell. Whether it’s the drive to win, attainment, commissions/earnings, or pressure from our managers, we have a high need to sell. Unfortunately, our need to sell is absolutely meaningless to customers. In fact, the more strongly we execute on that need, the more we alienate our customers. Regular readers know I’m prone to analogies.
Veelo
JUNE 7, 2018
In an earlier post, we exploded some myths surrounding sales prospecting and sales training. Debunking these myths is vital, but there’s another deception that’s even more dangerous. We place so much emphasis on closing, we’re forgetting what happens next. We’re forgetting the importance of land and expand. When your new client returns a signed contract, that’s […].
Babette Ten Haken
JUNE 7, 2018
Your business growth strategy says you are “poised to move to the next level.” After all, sales continue to increase. And existing customers appear to be content to stick with you. However, business growth strategy – and expansion – rely on more than just increased revenue. In order to grow, expand and sustain a business – any size business – a solid workforce strategy also must be in place.
Vainu
JUNE 7, 2018
Sales prospecting based on guesswork is not only tedious but also expensive. Experienced salespeople can expect to spend 7.5 hours of cold calling to get ONE qualified appointment, according to a Baylor University study. By trusting data instead of your lucky star, you can increase the quality and efficiency of your outbound sales prospecting significantly and improve your call to meeting hit rate.
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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
Xactly
JUNE 7, 2018
Incentive Compensation Management (ICM) solutions help companies manage their sales compensation plans and calculate commission payments. These tools have been around for decades, and today, the growing complexities of product and service offerings and sales channels, organizations are finding they need to replace their current ICM systems or spreadsheets with next generation of ICM solutions.
Janek Performance Group
JUNE 7, 2018
LinkedIn has become one of the hottest tools for outbound prospecting via the InMail future. On the surface, it seems like a great idea – there’s overall less traffic than in email, and with over 500 million users, 40% of whom check in daily, it’s one of the fastest growing social media sites both in terms of numbers and activity. But far too often, sales reps who prospect through LinkedIn consistently ruin their opportunities through lack of preparation, relying on the numbers game of a mass bl
SalesLoft
JUNE 7, 2018
By 2025, 75 percent of the global workforce will be made up of Millennials. Successfully leading a cross-generational sales team will deliver a huge ROI well before that time. It may sound like a tall order; however, addressing the generation gap may not be as difficult as you first thought. We created an eBook, Cross-Generational Sales Team: How to Attract, Motivate, and Retain Sales Reps , to help you find new ways to think about generational diversity in the workplace.
Bigtincan
JUNE 7, 2018
We are thrilled to announce that Bigtincan has been named as one of the “50 Fastest Growing Companies of the Year” by Silicon Review. As part of this recognition, Bigtincan is featured in the May issue of Silicon Review. The article, titled, “Bigtincan – a Leading Provider of AI-Powered Sales Enablement Automation Software – Proves […].
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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.
Pipeliner
JUNE 7, 2018
Great news, you’ve won the sale! The contract is signed and implementation plans are in place. Is it time to move on to the next sale? Not so fast. The best next step, often overlooked, is a retrospective or lessons learned meeting with your new customer. A retrospective is an opportunity to look back and debrief the buying and selling process. It’s important to clearly understand those sales activities that were most effective in the customer’s eyes as well as those strategies that missed the m
Jeff Davis
JUNE 7, 2018
I had the pleasure of being in the room with sales leaders from Chicago's top tech companies this week at the first-ever Sales Assembly Summit. It was an opportunity not only to learn what it takes to drive growth in an organization, but I wanted to hear the perspective of sales leaders on the topic of aligning with their marketing counterparts. I was pleased to see that the alignment conversation was one of the first sessions of the day.
Sales Hacker
JUNE 7, 2018
One of the most enlightening and personal sales operations exercises that any rep can do is to build their own sales velocity equation. In fact, even before sellers join a company, it can be extremely helpful to ask your prospective employer about the current sales velocity of their organization. This way, you’ll understand what kind of “sales engine” you’re about to start driving.
Costello
JUNE 7, 2018
The fundamental challenge in sales is that no one wants to be sold to, but nearly everyone likes to buy. Unfortunately, the common tendency when sales professionals have the opportunity to speak with a prospective customer for the first time is to go into sales mode: pointing out features, going deep into the solution, and trying to do anything to get the prospect to agree to a next step.
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Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp
Sales Readiness Group
JUNE 7, 2018
The reason is pretty simple. Managers become accustomed to telling as opposed to enabling their salespeople to identify and solve their own problems.
Selling Energy
JUNE 7, 2018
Is your sales team performing at its best? Probably not, but corporate managers tend to overlook even lackluster sales performance as long as company profits continue to climb. However, smart sales executives don’t wait for sales figures to start to drop. They keep a close eye on their sales reps looking for telltale signs that performance is starting to founder.
ExecVision
JUNE 7, 2018
This guest post was authored by Chad Dyar , Director of Sales Enablement at OnDeck. Over the last year, sales coaching has become THE hot topic. There has been an avalanche of articles in sales publications on coaching and new tools focused on making it easier to coach. Every conference I have attended this year has sales coaching front and center on the main stage and in breakout sessions.
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