Thu.Mar 14, 2019

Objection Handling in Sales: Everything You Need to Know

Chorus.ai

We get it. Objection handling is tough. In fact, 35% of sales leaders believe objection handling is the biggest challenge their sellers face. We’re here to help you understand how to handle objections like a pro

Become the salesperson prospects want to talk to

RingDNA

In their 2018 buyer preferences study, CSO Insights found that salespeople ranked ninth out of the top ten ways buyers prefer to solve their business problems. Vendor salespeople” placed below websites, peers, social networking groups, […]. The post Become the salesperson prospects want to talk to appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Inside Sales Sales Best Practices Sales Strategy B2B sales sales strategy Sales Tips target buyers

How to Coach Your B and C Sales Managers (and De-Risk Your Revenue Plan)

CommercialTribe

This is the second article of a three-part series on sales manager productivity. In Part I, I shared where and why most organizations don’t actually know who their B and C sales managers are, and illuminated the hidden cost they bring to organizational performance. TL;DR.

Establishing a GTO (Growth Transformation Office) Is the Key to a CEO-Driven Change

Sales Benchmark Index

Many CEOs are familiar with the concept of a PMO (Project Management Office). Picture a multitude of spreadsheet-savvy analysts charged with tracking various initiatives through standardized processes using metrics and reports. There is value in an effective PMO, to be.

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Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

What You Can Do About the Glass Ceiling

No More Cold Calling

Here’s why women are good for the bottom line. When I published “ The Glass Ceiling Hasn’t Shattered Just Yet ” in February 2015, the post sparked more than 80 comments. Many said the same bias exists for immigrants, even those who are extremely qualified and speak English fluently.

More Trending

Does Your Major Account Team experience Stakeholder Resistance?

Babette Ten Haken

Major account teams strive so hard to create client-focused solutions. However, no matter how insightful the solution proposed, there can be stakeholder resistance. And not only from the client side of the table. This scenario frustrates not only the major account teams.

Now’s the Time: 5 Steps to Build a Data-Driven Sales Strategy

criteria for success

Modern sales teams cannot rely on their intuition to ensure the effective sales process. Fortunately, the rapid development of data-related technologies offers better alternatives.

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Qstream Strengthens Product Delivery for Customers with Appointment of New Vice President, Product

Smart Selling Tools

Qstream Strengthens Product Delivery for Customers with Appointment of New Vice President, Product. Microlearning Pioneer Welcomes Software Industry Veteran Jim Bowley to Senior Leadership Team. Organizations today need a highly skilled workforce to meet critical business goals and sales objectives.

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Protected: Introduction to Sales Leadership

Keith Rosen

This content is password protected. To view it please enter your password below: Password: Sales Coaching

How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

What is Sales Performance Management?

Xactly

Discover everything you need to know about sales performance management (SPM). Sales Performance Management

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How an Ongoing Investment in and Commitment to Sales Training is at the Heart of any Successful Sales Transformation Effort @Qstream

Smart Selling Tools

How an Ongoing Investment in and Commitment to Sales Training is at the Heart of any Successful Sales Transformation Effort. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Gary Greenberger , VP of Sales for Qstream. NANCY: WHAT ARE THE TOP AREAS OF FOCUS IN THE NEXT 12-24 MONTHS FOR ORGANIZATIONS THAT WANT TO TRANSFORM THEIR SALES ORGANIZATIONS?

Considering Hiring More Salespeople? Check Out These 3 Reasons to Invest in Inbound Marketing First.

The Center for Sales Strategy

Most small growing businesses know they need to continue to make strategic investments to sustain their growth. The challenge is knowing where to invest. If t he obstacles to growth that you’ve identified are branding and visibility, hiring additional recruiters will not solve these problems.

VIDEO: The Secret to Accurate Sales Forecasting

SalesLatitude

There’s no one question that sparks more debate among sales managers as, “How can I forecast closed deals more accurately?” Many sales people attribute accurate sales forecasting to pure luck or guesswork. As a result, close dates tend to be moving targets.

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

Business Development Manager: Career Path & Job Description

Hubspot Sales

Do you have excellent communication skills? Are you a quick learner who enjoys gaining new business knowledge? If so, a career as a business development manager could be a fantastic fit for you. Business development management allows you to flex your relationship-building and strategic skills.

Disentangling the Sales Asset Management and Sales Enablement Relationship

Guru

We’re not here to tear apart your tightly aligned sales and marketing organizations, but there is a fundamental tension between the two disciplines: marketers need to make high-performing, broadly focused, reusable content. Salespeople need to have pointed, unique, and very specific conversations.

Highspot and Clari Connect Go-to-Market Teams for Efficient Revenue Operations

Highspot

Today’s winning sales teams know that the modern buyer has changed. Buyers expect customized experiences and prioritize vendors who empower them with valuable information and don’t sell to them with generic pitches.

The professional and the personal: how to build closer relationships with your SDRs with Cognetik’s James Bawden

Predictable Revenue

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes James Bawden, Senior Business Development Representative at Cognetik. The post The professional and the personal: how to build closer relationships with your SDRs with Cognetik’s James Bawden appeared first on Predictable Revenue - The Outbound Success Company. We help companies grow faster with Outbound Sales.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

The Future of Advertising – TV Space without TV Price

Leading Results Rambings

The world of advertising on screens has changed immensely – and will only continue to change. Streaming services like Netflix, Hulu, and SlingTV, for example, allow consumers to choose new ways to watch TV; cable or satellite subscriptions are no longer necessary. According to eMarketer, 24.9

How to Win in the New Game of Sales

Sandler Training

The days of betting everything on your quarterly quota are over. And if recent research is anything to go by, that might not actually be a bad thing.

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Most Salespeople’s LinkedIn Profiles Are Terrible. Here’s How To Improve.

Pipeliner

These days, when a potential customer begins the buying journey, he or she usually wants to learn more about their sales representative and the first place they are likely to go is LinkedIn. What will they find? Mostly it’s just egotistical nonsense inside a bland resume. But what works much better is to showcase who you are as an individual and how you help customers.

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A CEO Shares How to Really Sell to Them

Smart Calling

Lots of “experts” will tell you how to sell to the C-Suite. But few, if any, have actually held that position.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

How to Create a Successful Sales Organization Structure

Frontline Selling

If your business were a car, your sales team would be the wheels. They keep you moving forward by closing deals, making profits and paving the way for expansion. The post How to Create a Successful Sales Organization Structure appeared first on FRONTLINE Selling. Sales Management

What a Little Bird Told Us at #Rainmaker19

SalesLoft

We look forward to Rainmaker every year, but it’s safe to say that 2019 was the biggest and best yet. It just keeps growing and becoming more amazing, thanks in large part to all of our attendees! The SalesLoft team is already planning for 2020 when we will move the #1 sales engagement conference to San Francisco. Mark your calendars for March 2-4th! At the same time, we are recapping 2019 and sharing some of our favorite moments and incredible content from the event in the coming weeks.

Tips for Vetting Trade Associations

Selling Energy

Trade associations can be an excellent resource for educating yourself about a segment and generating leads. Finding them is pretty straightforward; however, most salespeople aren’t sure how to utilize them.

Sales Trend 3 – Trust me, I am in procurement

Sue Barrett

Guest author: Ben Shute, FCIPS , Chief Executive Officer Comprara & Purchasing Index Sales Trend 3 from the Barrett 12 Sales Trends Report for 2019 looks at how trust influences procurement and how changes in the industry are affecting this relationship. What does it mean to trust someone? It certainly does not mean that we […]. The post Sales Trend 3 – Trust me, I am in procurement appeared first on Barrett Sales Blog.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Sales Enablement Defined: What is the Forrester Wave?

Showpad

Executives looking for the best technology solutions to aid in their sales enablement program have various resources at their disposal, one of the best being The Forrester Wave , which was established to give a thorough analysis of vendor product and service capabilities in all verticals. We previously outlined the importance of Gartner and its methodology for evaluating technology providers.

Funnel Radio Line-up March 14

Sales Lead Management Association

Starting at 9am, Darryl Praill welcomes Benjamin Dennehy to talk about The Science Behind the Cold Call. Followed by Predictable Revenue Radio by Altify. Cyndi Greenglass is the host today on WVUMCToday with guest, Josh Wilson. Their topic is dta-driven marketing strategies to support community engagement. Mark Godley hosts DataDump hist guest is, Theresa Kushner, Data Guru discussing, B2B Data: Scarcity, Abundance to Blindness and What’s Next.

Sales Enablement Defined: What is the Forrester Wave?

Showpad

Executives looking for the best technology solutions to aid in their sales enablement program have various resources at their disposal, one of the best being The Forrester Wave , which was established to give a thorough analysis of vendor product and service capabilities in all verticals. We previously outlined the importance of Gartner and its methodology for evaluating technology providers.