Membrain

DECEMBER 12, 2018

An interview with Mike Adams, author of Seven Stories Every Salesperson Must Tell.

Engineering 92

Engineering How To Research 92

A Sales Guy

DECEMBER 12, 2018

For years, I mean for most of modern day sales, we have been taught how to sell and pitch our products. The product has been at the center of all that is sales, and unfortunately, it’s a problem, and we need to stop. It’s not that we haven’t attempted to move away from product-centric selling, leveraging terms like; Trusted Advisor , or Consultative Sales, or Solutions Selling , but the reality has been these approaches have been little more than window dressing, in spite of so

Buyer 162

Buyer Solutions Selling Benefit Company 162

Sales and Marketing Management

DECEMBER 12, 2018

Author: Jacob Dillon The marketing environment never sits in one place. Trends come and go, strategies arise and disappear, and businesses launch and fade away quicker than ever before. As the digital era is here, every marketer and salesman must adapt to the most effective practices that bring the most results. Every business is looking for profits, and profits are accomplished when a business manages to sell its products and services better than its competitors. .

Marketing 196

Marketing Social Media Scale Case Study 196

Connect2Sell

DECEMBER 12, 2018

The sale was made. The customer is on contract. Your job is to look for upsell opportunities, to keep the customer happy, and to renew the contract each year. So why bother to assess customer needs after the initial sale?

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Customer How To Opportunity Sales 157

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

SBI

DECEMBER 12, 2018

I bought a robot vacuum cleaner. I know, I’m a little late to the party. They’ve been around for a long time after all. Even so, I was reluctant. I work from home and leave the door open for the fresh air (and dirt) to come in. I have indoor dogs. In other words, there’s a lot to vacuum up. Seems my floor is always in need of vacuuming.

Sales Qualified Lead 139

Sales Qualified Lead Lead Rank VanillaSoft Lead Scoring 139

John Barrows

DECEMBER 12, 2018

Last week I spent 40 hours on planes flying to India and back. Each year I log over 250,000 miles in the air, and with 25 training days booked in January and February 2019 will be no different. One of my most popular LinkedIn posts of 2018 was my rant about travel and 13 tips to make air travel better for everyone. Since it resonated with so many, I thought I’d share it again on the blog.

Travel 112

Travel Airlines Follow-up Engineering 112

Openview

DECEMBER 12, 2018

The end of each year brings a number of end-of-year articles that predict the trends for the coming year. Over the past few weeks, myself and Jeff Rosset have seen our fair share of sales trends for 2019. But, we’ve found that there are some trends that haven’t made headlines, but require the attention of tech sales leaders in the coming year.

Trends 100

Trends Hiring Sales Talent Scale 100

Women Sales Pros

DECEMBER 12, 2018

If you are a woman and have been told by a manager or leader in your company to consider a sales (or sales leadership) role but feel that you are not 100% qualified, I’m suggesting you APPLY ANYWAY. If you are looking at roles at another company in sales or sales leadership and you don’t match 100%, apply anyway. Yes, apply anyway. For three reasons.

Hiring 102

Hiring Sales Leadership Exercises Energy 102

Alice Heiman

DECEMBER 12, 2018

We know how busy you are, and as much as you would like to read or remember to listen to that podcast… There’s probably just not enough time. So, we have gone through and found our top 5 blog posts that were published in 2018 and a few of my favorite podcasts I was on this year. We hope you enjoy. Our Best Blogs of 2018. 5 Thoughtful Ways to Show Your Customers Love.

Social Media 91

Social Media Sales Cycle Gatekeeper Decision Maker 91

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John Barrows

DECEMBER 12, 2018

Last week I spent 40 hours on planes flying to India and back. Each year I log over 250,000 miles in the air, and with 25 training days booked in January and February 2019 will be no different. One of my most popular LinkedIn posts of 2018 was my rant about travel and 13 tips to make air travel better for everyone. Since it resonated with so many, I thought I’d share it again on the blog.

Travel 70

Travel Airlines Follow-up Engineering 70

The Center for Sales Strategy

DECEMBER 12, 2018

A new year is around the corner, and it is time to perform some routine maintenance. A great place to start is cleaning up your account list. Follow these ten steps to get your sales organization’s account list cleaned up and ready to go for a successful 2019!

Account 78

Account Strategy Follow-up Analytics 78

Partners in Excellence

DECEMBER 12, 2018

One of my favorite authors/thinkers is John Gardner. About 35 years ago, a mentor introduced me to his work about 35 years ago. One of his most profound books is entitled Excellence, Can We Be Equal An Excellent Too. I reread the book at least once a year. There is one phrase in the book that I’m obsessed with, “ Do not let form triumph over substance. “ Too often, I see sales people, sales managers going through the motions.

Sales Management 78

Sales Management CRM Pipeline Competition 78

Jeff Shore

DECEMBER 12, 2018

In This Episode of The Buyer’s Mind with Jeff Shore: Ted Rubin of Photofy and Return on Relationships, talks with Jeff about the importance of relationships. At some point, everything being sold becomes a commodity and when that happens, what differentiates your product from everyone else’s? As a sales professionals what we offer our customers on a personal level can make all the difference as Ted Rubin explains in this episode of The Buyer’s Mind.

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Retail Social Media Banking Influencer 76

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 Hacker

DECEMBER 12, 2018

If the impact of your sales enablement initiative seems disappointing or misunderstood, it could be because of your organization’s (all too common) mistake of confusing sales training with sales enablement. There’s no doubt that sales training is key for reps’ foundational knowledge of their company and the product it equips them with the basics they need to do their jobs.

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Sales Enablement Training Hiring Remedy 76

SBI

DECEMBER 12, 2018

The State of the B2B Buying Experience Survey. For this specific survey, conducted in April 2018, TimeTrade spoke to more than 300 B2B buyers, representing a cross-section of goods and services, company sizes and vertical markets. Our survey asked participants questions about their professional buying experiences, as well as their personal ones. The goal of our 2018 B2B Buyer Experience Survey was to better understand the answers to the following questions including; What are the common gaps or

Survey 69

Survey B2B Buyer B2C 69

Mindtickle

DECEMBER 12, 2018

In a recent article by SalesHacker, MindTickle’s Manager of Enablement, Ashley Phillips, discusses what sales training and sales enablement have in common – and how successful sales enablement can get you ahead of the game. The key takeaway? While sales training is ideally suited for onboarding new hires and getting them up to speed, sales training alone can’t help to move the revenue dial.

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Sales Enablement Hiring Training Exact 67

SBI

DECEMBER 12, 2018

The Ultimate Guide to Video Social Selling. More and more sales leaders are learning first hand the benefits of social selling and how social selling helps you to better connect with your buyers and create relationships that translate into sales. In this guide, you’ll find several types of social videos you can make right away to increase your social selling presence and connect with more buyers.

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Social Selling Video Buyer Benefit 65

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Xactly

DECEMBER 12, 2018

This the fourth blog in a series of sales planning fundamentals being written by Xactly Chief Sales Officer Marc Gemassmer. Knowing Where to Draw the Lines. So far, in my blog series on sales planning, we’ve looked at: Part one: Adopting the right sales planning approach. Part two: Evaluating sales rep ramp time and attrition. Part three: Ensuring accurate quota planning and allocation.

Territories 67

Territories Quota Guidelines Software 67

SBI

DECEMBER 12, 2018

Top 4 Reasons Why it Pays to Be Data-Driven in Sales. Many people in sales keep hearing that they need to be more data-driven, but they are not sure how to get started. Or, they may worry about how a data-driven approach will fit in with their day-to-day workflow. These are all key business priorities for any growth-focused organization, and the good news is that data-driven sales is in your reach.

Data 63

Data eBook B2B Closing 63

Babette Ten Haken

DECEMBER 12, 2018

Customer retention is a business growth, expansion and sustainability strategy. Yes, sales people usually get all the glory. However, in reality, customer retention is firmly in the hands of everyone else in the organization who usually is not part of the customer acquisition process. Those of you who read my blog know that I work with organizations and associations like yours, who want to leverage a more profitable workforce to retain the customers and membership you work so hard to win.

Retention 61

Retention Ideal Customer Profile Customer SME 61

Marc Wayshak

DECEMBER 12, 2018

Want to learn 27 super quick and easy sales tips to crush your quota? Check out this video to learn over two dozen simple ways to dramatically improve your selling approach. The post 27 Sales Tips [Super-Quick & Easy] to Crush Your Quota appeared first on Sales Speaker Marc Wayshak.

Quota 59

Quota Video Sales 59

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.

Sales Process

Janek Performance Group

DECEMBER 12, 2018

The common sales advice is that one of the best ways to increase revenue is to utilize cross-selling and upselling. Indeed, as Marketing Metrics notes, existing customers are 60-70% likely to purchase, compared to just 5-20% for new prospects. But some sales professionals conflate the two, when they’re two distinct things. More importantly, understanding the difference can help sales reps become more aware of when to cross-sell and when to upsell (Spoiler Alert: Each one has different ideal sell

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Revenue Prospecting Marketing Customer 59

PandaDoc

DECEMBER 12, 2018

If you’re in sales, sending cold emails is a part of your life. Whether you’re a sales rep following up on cold leads, a freelancer trying to connect with new clients or a sales manager thinking holistically about your lead generation approach: creating cold emails that convert is essential. Given that most business professionals send and receive around 121 emails a day , creating great cold email copy is your best bet at cutting through the noise.

Lead Rank 61

Lead Rank Lead Scoring Segment Google 61

SalesLoft

DECEMBER 12, 2018

Spam accounts for half of the messages sent worldwide. Most top-of-the-funnel sales leaders are tracking the usual suspects. We all monitor sends, clicks, opens, and replies – all base-level metrics. But who is looking at email deliverability and quality relevance? However, most leaders aren’t focusing on what are arguably the most important metrics: email deliverability and quality relevance.

Top of Funnel 52

Top of Funnel Policies Scale Buyer Persona 52

Bigtincan

DECEMBER 12, 2018

A field rep is a very expensive resource to a company. As an expensive resource, most organizations invest a ton of time and money to make them as effective as possible. Unfortunately, making reps effective has become synonymous with loading them up with technology. Every marketing and sales managers want their reps to show up […].

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Resources Sales Management Marketing Company 52

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Mindtickle

DECEMBER 12, 2018

In a recent article by SalesHacker, Mindtickle’s Manager of Enablement, Ashley Philipps, discusses what sales training and sales enablement have in common – and how successful sales enablement can get you ahead of the game. The key takeaway? While sales training is ideally suited for onboarding new hires and getting them up to speed, sales training alone can’t help to move the revenue dial.

Sales Enablement 52

Sales Enablement Hiring Training Exact 52

Allbound

DECEMBER 12, 2018

Are you ready to launch a PRM? It seems that every tool out there can help you in some way, but how can you tell if the benefits outweigh the cost? It all ties back to your reasons for needing the product. For any manager to approve the budget, a tool must not only solve your problems, but the tool should easily achieve its ROI. That ROI can present itself as time back in your day, an accelerated process, better communication, or reduced risk of mistakes.

ROI 52

ROI Channels Case Study Churn 52

CloserIQ

DECEMBER 12, 2018

These ten companies go above and beyond when it comes to perks and benefits for employees. Boston is a great start-up city. With so many opportunities available, you have the chance to find a company that offers so much more than just a salary. Many Boston companies offer generous health benefits, retirement savings, and parental leave policies. Some companies will even offer health insurance for your pet and cover your gym membership, among other cool perks. 1.

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Benefit Company Insurance Insurance 53