Understanding the Sales Force
MAY 29, 2019
Last week Tom Hopkins shared a post on LinkedIn that resembled what I have said so many times. He said, " The art of selling involves two jobs: Job One is to reduce sales resistance and the other is to increase sales acceptance.". Many readers left comments about the importance of relationships as a means to preventing resistance from going up. I left a comment that said, " Thanks Tom.
DiscoverOrg Sales
MAY 29, 2019
Your SaaS product is new! Exciting! It will save future customers time and money! So why doesn’t anyone want a demo? “It’s like trying to schedule a meeting for buying a time-share!” says Director of Sales Michael Veschio. “Sure, you get free lunch – but it’s an hour of your time, and you’re going to be sold to the whole time. Not worth the free lunch, for most people.”.
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Sales and Marketing Management
MAY 29, 2019
Connect2Sell
MAY 29, 2019
You’re new to your role as a Sales Manager. Congratulations on your recent promotion! (Not promoted yet but angling for a sales manager role? Here’s a post to help you get there.).
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.
Score More Sales
MAY 29, 2019
We just kicked off our Summer Sales Challenge concept and figure that you’d like to know more about HOW to do it now that you understand the why of doing it. Since we don’t believe in “silver bullets” –.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Connect2Sell
MAY 29, 2019
Is hiring sellers like rolling the dice in your organization? You can do better and increase your odds of getting sales superstars with a solid sales selection process.
Hubspot Sales
MAY 29, 2019
Who thinks they have enough time in a day? If you're in sales or marketing, I'm willing to bet you answered 'no' to that question. Most of us are constantly pulled in many different directions and, as a result, are forced to multitask all day long. Finding time in a packed schedule can be challenging, especially when you're trying to find free time in your own schedule as well as ten other peoples'.
Membrain
MAY 29, 2019
For salespeople entering the workforce today, it may be unimaginable that there once was a time before CRM. A time when contacts were managed in a flip file of actual physical cards with names and phone numbers written on them by hand.
Hubspot Sales
MAY 29, 2019
So you’ve just been promoted to sales manager -- congratulations! You were a top-performing individual contributor in your previous position, but in your new role you won’t be able to do everything yourself. Making that transition and becoming an effective coach and leader aren’t easy. In your first three months as a manager, you’ll have to learn an entirely new set of processes -- some related to sales, some not.
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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.
Openview
MAY 29, 2019
For SaaS companies, the allure of the enterprise customer is pretty strong. The prestige of a big logo alone can boost your brand’s credibility and provide powerful social proof. And because enterprise customers typically stick around longer, they lower your overall churn risk. Plus, enterprise customers usually spend more—on support, seats, usage, integrations, etc.
InsightSquared
MAY 29, 2019
I remember attending the first Ramp conference two years ago. Hosted at Fenway Park, InsightSquared put forth a bold vision—to organize the revenue operations event of the year. Standing in the Red Sox Dugout, peering across the field with a hundred fellow professionals in revenue operations, I felt like I found my tribe. This was a community who understood the power of alignment—that creating alignment across a company’s functional areas is the “master key” to unlocking exponential growth.
John Barrows
MAY 29, 2019
Keenan, CEO, President and Chief Antagonist of A Sales Guy, Inc. has been selling something to someone for his entire life. With over 20 years of sales experience, he has been influencing, learning from and shaping the world of sales for a long time. He swung by Make It Happen Mondays to talk about his new book Gap Selling and how we can apply the technique to our process today.
Miller Heiman Group
MAY 29, 2019
In this episode of Move the Deal, People.ai founder and CEO Oleg Rogynskyy chats with host Greg Moore about what he’s learned about scaling sales teams from his experience leading startups and how artificial intelligence drives the future of sales. Rogynskyy started his career at a machine learning company as its first inside sales person, moving into roles as a sales and growth leader.
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.
Sue Barrett
MAY 29, 2019
A positive Case Study on managing change, pain and quick wins in line with a Long Term Strategy Human beings, by and large, are notorious for staying with what is familiar to them and not wanting to ‘rock the boat’, instead chasing the familiar quick fix, the easy option, that which feels safe and comfortable. […]. The post Avoiding a Kodak Moment: A positive Case Study on managing change for better sales & business appeared first on Barrett Sales Blog.
Janek Performance Group
MAY 29, 2019
All the signs were there – you were on top of things in discovery, picked out the perfect solutions, and delivered a smashing presentation that wowed the decision makers and influencers. You’re practically dreaming of that win and everything that comes with it! And then you receive notice that they’ve gone with someone else. Your castles in the air have vanished, blown away like so much smoke.
SBI
MAY 29, 2019
High-Velocity Field Sales with Multi-Objective Route Optimization. Let’s face it. Managing a field sales team that visits customers at appropriate intervals, doesn’t cost too much, and actually meets revenue and customer satisfaction goals, is a high art! And when it comes to measuring field sales success, using antiquated KPIs and SLAs, forget it. Intelligent routing and scheduling integrated with CRM is the answer for cutting-edge organizations in 2019.
Selling Power
MAY 29, 2019
The burden on sales managers grows as executive leaders push for higher revenue gains. The solution managers have discovered? Implementing sales AI to automate inefficient processes that prevent sales reps from selling.
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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
Anthony Iannarino
MAY 29, 2019
Outreach.io is the Title Sponsor of the OutBound Conference 2019. Essential Reading! Get my 3rd book: Eat Their Lunch. "The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.". Buy Now. The post Max Altschuler on Outreach and Prospecting Sequences appeared first on The Sales Blog.
Pipeliner
MAY 29, 2019
Grow Your Business with Integrity. Ian Altman, a CEO for over two decades and author of Same Side Selling , sees a big issue with common sales metaphors that relate selling to sports or battles. This is because in these types of scenarios, one person wins and another loses. In this interview and in the book, Ian focuses on the buyer’s perspective as well as the seller’s point of view and how they can work together and not against one another.
RAIN Group
MAY 29, 2019
Want to succeed in sales? Need a little extra motivation? Looking for inspiration and best practices? You're in luck. We've compiled 54 of our favorite sales quotes from RAIN Group's best-selling books, research reports, white papers, and award-winning blog that will inspire you and your sales team to reach top performance.
SBI
MAY 29, 2019
The 5 Questions Essential to Business Growth. Understanding the location of customers and prospects or revenue generating assets, and the field teams that service them, is changing enterprise field operations. This trend is called Location of Things (LoT), and it’s making it possible to visualize the enterprise in entirely new ways. Enterprise leaders are using LoT technology to answer the key questions involved in effective field sales and service operations.
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 Hacker
MAY 29, 2019
No matter what your tech stack currently looks like, it’s going to change. It’s a fact. New tech will constantly come to market and your needs will continually evolve. Which means you’re going to be evaluating new sales tech on a regular basis. But how do you decide? In this article, I’ll share a simple plan for evaluating new sales tech, so you can confidently say yes or no to any new offers.
Allbound
MAY 29, 2019
The unfortunate truth is that, at some point, you’re probably going to lose a partner; it’s inevitable. Realistically, some partners may just not be the best fit, while for others priorities may shift along the way. Whatever the reason, it’s not the end of the world—and certainly not the end of your partner program. With that being said, losing a partner is naturally going to feel like a small setback, don’t worry, if you adjust your partner program to better fit partner needs going forward, you
The Center for Sales Strategy
MAY 29, 2019
Case Studies and campaign recaps are powerful tools to help sell success. When managers share individual wins with their team, it can boost morale, spark ideas, and motivate others to do similar work. Selling Success Using Case Studies. Whenever you can, share with your organization what went well for a salesperson on your team, and why you value what they've done.
Anne Miller
MAY 29, 2019
This is the dilemma PowerPoint presenters face: When you stand during a group PPT presentation, all eyes and ears are directed at you and, up to a point, that is fine. However, monologues, even good ones, can’t tell you . How much do listeners really understand? How do they really feel about what you are saying? What do they really think about the value of your selling points?
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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
Marc Wayshak
MAY 29, 2019
Most sales training advice out there is just plain wrong. In this article, I’m sharing my 11 top sales training basics that all beginners MUST master. Check it out. The post 11 Sales Training Basics (Beginners MUST Master) appeared first on Sales Speaker Marc Wayshak.
Predictable Revenue
MAY 29, 2019
This blogpost focuses on how to build and prep an outbound team. These are critical pieces to outbound success. The post Build, Prep, Execute, and Measure: The Four Pillars of Building a Successful Outbound Sales Team appeared first on Predictable Revenue.
Adaptive Business Services
MAY 29, 2019
Let’s start with the basic premise that, in order to become a master networker, you are going to have to have leads to share. Leads, referrals, and introductions are networking currency and givers do get. While not all leads are created equally, there are three criteria that will turn any o.k. lead into a potentially great lead …. The information is not widely known.
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