Connect2Sell
NOVEMBER 14, 2018
You can’t close a sale until you open and nurture a relationship with a buyer. You have to demonstrate value that is personal, meaningful, and relevant to the buyer. Sales does the work to open, nurture, and communicate value. Without this work, it’s hard to create a great customer buying experience.
DiscoverOrg Sales
NOVEMBER 14, 2018
The Ideal Customer Profile (ICP) is used to identify, source, and prioritize your best prospects – but how do you create an accurate ICP in the first place? First, let’s level-set on why you should go through this exercise in the first place. Two words: finite resources. It takes time, money, and people to attract, convert, and delight new customers.
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Zoominfo
NOVEMBER 14, 2018
We recently covered the topic of Net Promoter Score (NPS) as it applies to customer loyalty and business growth. Today, we set out to discuss a similar metric in the competitive world of recruiting: The Employee Net Promoter Score. If you have yet to use Employee NPS, then today’s blog post is for you. We’ll discuss what this metric is, and explore how you can use it to find and retain top talent.
John Barrows
NOVEMBER 14, 2018
Reps always ask me whether or not they should even leave voicemails anymore since they almost never get a callback. My response is yes – as long as they are good ones. If you’re leaving ‘touching base’ and ‘checking in’ voicemails then I would not to waste the prospect’s time. If your voicemails are targeted with a reason for your call that includes some sort of relevant information or value, then I would absolutely leave them.
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.
Alice Heiman
NOVEMBER 14, 2018
Many leaders take advantage of the holidays in November, December, and January to read the latest books about sales and leadership. I wholeheartedly agree with this practice; it’s a fantastic way for any leader to stay sharp and informed. . But which titles from 2018 are really worth your precious time? Here are my top recommendations. Best Books to Read Over the Holidays.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Membrain
NOVEMBER 14, 2018
I recently got back from Vegas. I was at a conference there, staying in a very nice, high-end hotel. The hospitality was delightful. The room was beyond comfortable. The view was spectacular. Everything was great.
Hubspot Sales
NOVEMBER 14, 2018
The robots are coming. And they're here to take your sales job. At least, that's what we're afraid of. It might be true that technology can be integrated into many steps of the sales process. But, thankfully, it can't do everything. For now, there are a number of skills computers can't learn, and one of those is our human ability to create empathetic connections with prospects and customers.
Jeff Shore
NOVEMBER 14, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Matt Heinz, President and Founder of Heinz Marketing, discusses with Jeff what to do when you’ve got more than one decision maker. That could be a husband and wife or it could be different level managers in a B2B situation. This situation nothing new to the seasoned sales professional but the solutions might not be what you think.
Shari Levitin
NOVEMBER 14, 2018
Want to know how to make six figures in less than six minutes? In a word, video. That’s right. By leveraging video on multiple channels throughout your sales process and as a mechanism for customer engagement post sale, you can increase your sales and retention tenfold. The post How to Make Six Figures in Less than Six Minutes appeared first on SHARI LEVITIN.
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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.
Frontline Selling
NOVEMBER 14, 2018
Top 10 Tips for Running a Flawless Sales Kickoff It’s time to start planning for the big 2019 kickoff! Whether your company does a sales kickoff, a company-wide Kickoff or. The post 10 Tips for Running a Flawless Sales Kickoff appeared first on FRONTLINE Selling.
The Center for Sales Strategy
NOVEMBER 14, 2018
As sales professionals, we are trained to listen to our prospects’ needs and then create a tailored solution based on the products we have to sell. As managers, we coach our team on this daily, and as salespeople, we continually work to evolve and better this process. We present a solution, and then explain why these products make sense. But in today’s complicated world of marketing, there is a key piece we often forget — consumer behavior.
Xactly
NOVEMBER 14, 2018
One of the best things you can do to positively impact your company’s mission is to get your sales and finance leaders in a room together. To give a glimpse into what this can look like, we asked Xactly’s Chief Financial Officer, Elizabeth Salomon, and Chief Sales Officer, Marc Gemassmer, to sit down and talk through their shared and individual experiences with sales performance management.
RAIN Group
NOVEMBER 14, 2018
Setting goals is relatively easy. You think about what you want to achieve in a certain period of time and set a specific and measurable metric around it. For example: Meet sales quota of $450,000 this quarter. Lose 5 pounds in 4 weeks. Exercise 4 out of 7 days. Launch the new product by May 15. Grow a specific account by 3x this year. Reaching your goals, however, is a bit more complicated.
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.
Janek Performance Group
NOVEMBER 14, 2018
While role-playing is an excellent tool for coaching and developing sales reps, specific parameters that more accurately replicate their real-life selling experience is needed to maximize the value of the experience. Not only does the role-play then become a teaching moment to improving sales reps’ skills and weaknesses, it’s an opportunity to model the preparation needed for your own employees.
Partners in Excellence
NOVEMBER 14, 2018
Every once in a while, I like to do a jigsaw puzzle. It’s nice to do in the evening, no distraction from devices, there’s the great tactile feeling as I pick up a new piece, trying to figure out where it fits. Then there’s the great reward at the end, once all the pieces are in place, you finally see the whole picture and it makes sense.
Artesian Solutions
NOVEMBER 14, 2018
Artesian Interviews Andrew Jenkins BESMA 2018 Sales Professional of the Year. A popular interpretation of the Pareto principle states that 80% of your revenue comes from 20% of your sales people. If you type ‘the qualities of a great sales person’ into google you will get a wide variety of definitions, qualities, characteristics and traits. So what makes a sales person rise to the top?
Babette Ten Haken
NOVEMBER 14, 2018
How well do we leverage collaborative client relationships? For starters, how many of us actually collaborate with clients? Occasionally? Continuously? Not at all? Sure, we send out quarterly customer experience surveys and determine how many green smiley faces we receive. However, completing a survey is not collaboration. After all is said and done, this is an occasional, non-collaborative tactical exercise, at best.
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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
Partners in Excellence
NOVEMBER 14, 2018
I can imagine the raised eyebrows, the questioning expressions, and the thought, “What the hell is he talking about now? What kind of esoteric journey is he dragging us on?” Some might glibly say, “Well to solve a problem… ” Which is correct, kind of… But most sales people seldom think about the purpose of buying.
The Brooks Group
NOVEMBER 14, 2018
Few jobs are more demanding than that of the sales manager. Meetings, more meetings, emails, coaching, and reporting are among the mountain of tasks you have to juggle on a daily basis. With just a few tools and techniques for managing your time better, you can stress less, get more done, and spend time on the high-gain activities that move you and your team forward. .
Cincom Smart Selling
NOVEMBER 14, 2018
Sales managers know that effective sales campaigns are critical to achieving sales success. Effectively managed ongoing campaigns are key to … Continue reading "Four Critical Elements that Drive Sales Campaign Success". The post Four Critical Elements that Drive Sales Campaign Success appeared first on Cincom Blog.
Bigtincan
NOVEMBER 14, 2018
Companies that look to book monthly recurring revenue (MRR) through a subscription model wrestle with churn. Software-as-a-service (SaaS) vendors like Salesforce, Slack and Adobe lose customers through churn when subscribers cancel because they don’t bother to use the software or never become well-versed enough to reap its benefits. In response, SaaS vendors have developed the […].
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.
Selling Power
NOVEMBER 14, 2018
These eight intrinsic motivators can help you maximize your sales results.
criteria for success
NOVEMBER 14, 2018
Now that you understand some of the basic principles of targeting, let’s walk through the specific steps in the sales targeting process. In general, you’ll want to start broadly, then get more specific. Develop Company-Level Criteria As the first step in your sales targeting process, establish criteria for what kinds of companies you are targeting. [ ] The post A Simple 5-Step Sales Targeting Process to Grow Your Business appeared first on Criteria for Success.
Marc Wayshak
NOVEMBER 14, 2018
Ready to improve your cold emails subject lines? These 5 surprising tips can increase your open rate by a whopping 93%. Check out this video to learn the best tips for getting your cold emails opened by your top prospects. The post 5 Surprising Cold Emails Subject Line Tips to Increase Open Rate by 93% appeared first on Sales Speaker Marc Wayshak.
Adaptive Business Services
NOVEMBER 14, 2018
Today’s topic is …. URGENCY. Specifically, is having a high degree of urgency a necessary selling characteristic? I have never seen a successful salesperson who does not display, at the very least, SOME modicum of urgency but, it’s not always that easy. Not all selling scenarios are created equally. Acting urgently simply for the sake of … acting urgently will potentially confuse activity with productivity and your efforts must be focused on moving toward attaining a specific goal(s).
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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
Carew International
NOVEMBER 14, 2018
THE CUSTOMER IS KING. All of us in the sales world are more than familiar with this phrase – and for good reason. Customer centricity can have a lot to do with a firm’s competitiveness in the market – take Uber and Lyft, for instance, who both just recently announced they would be implementing customer loyalty programs. The world’s most prominent ride-hailing services have recognized that going above and beyond to take care of their customers can offer them an advantage in a market t
MJ Hoffman
NOVEMBER 14, 2018
When a deal stalls, it’s tempting for the salesperson to unknowingly put themselves first. We’ve all been guilty of it at one time or another. You might repeat the close, not-so-subtly threaten the prospect with an expiring discount, or roll several asks into one conversation. These tactics are a surefire way to turn stalled deals into cold ones. Below, I’ve outlined six strategies for moving stalled deals forward.
Carew International
NOVEMBER 14, 2018
THE CUSTOMER IS KING. All of us in the sales world are more than familiar with this phrase – and for good reason. Customer centricity can have a lot to do with a firm’s competitiveness in the market – take Uber and Lyft, for instance, who both just recently announced they would be implementing customer loyalty programs. The world’s most prominent ride-hailing services have recognized that going above and beyond to take care of their customers can offer them an advantage in a market t
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