Wed.Sep 18, 2019

Building Client Relationship: 3 Smart Ways to Avoid Losing Your Largest Accounts

Sales Hacker

“Get closer than ever to your customers. So close that you tell them what they need well before they realize it themselves.” – Steve Jobs. I’m massively concerned! . What’s happening with tenured sales reps? . I’m not here to show disrespect nor point fingers.

How to Calculate Sales Headcount to Secure Reps and Make the Number

Sales Benchmark Index

Many sales leaders like you are deep into annual planning right now. As budgets are determined, can you confidently defend the sales rep headcount you have now? Or perhaps more importantly, can you make a strong case for additional people.

Travel 256

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How to Develop Critical Thinking Skills & Avoid Mistakes in Selling

Connect2Sell

As a sales coach, I spend a fair amount of time in the field observing sellers. As a researcher, I interview buyers and get their perspective on what sellers do during sales calls.

How To 242

New Data Shows That Top Salespeople are 2800% Better at Disrupting the Flow

Understanding the Sales Force

Fish, rafts, kayaks, canoes, sailboats and swimmers all find much more success when they are moving with the wind or the current rather than going against it. sales competencies Dave Kurlan Consultative Selling selling tips objective management group

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ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

When Leads Don’t Convert, the Blame Game Begins

Sales and Marketing Management

Author: Paul Nolan Jessica Magoch’s phone rings when businesses are struggling to close sales. When they call me that first time, they say they need help generating leads and help closing,” says Magoch, founder of JPM Sales Partners. With a laugh, she adds, “I want to say, ‘Oh, just those two things?’

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More Trending

You’re Buying People’s Knowledge, Not Just a Training System

SalesforLife

I was recently on a call with a prospective customer working on a global project scope, and they asked me a question that made me stop and think. They asked me what makes us at Sales For Life bold and different? It was a unique question that quite frankly, I wasn’t used to answering.

System 114

10 Things You Are Forbidden from Negotiating Away

Anthony Iannarino

You will be asked to negotiate things you must never trade away. Whatever is offered in trade will never equal what you are being asked to give up. The following list includes the things forbidden from being negotiated away.

How Do You Build Rapport with Customers?

RAIN Group

Everybody's brain has two different processing centers: emotional and rational. The emotional brain is old.

Fuel Better Experiences by Focusing on the Entire Consumer Journey

The Center for Sales Strategy

When was the last time you purchased anything without researching online? We bet it's been a while! According to studies, 81% of shoppers conduct online research before buying.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

6 Under-Appreciated Variables That Win Deals

Anthony Iannarino

There are more variables to competing and winning in sales than your company, your products, or your pricing. Many of the variables are under-appreciated. They are also within your control. Here is a list of variables that may cause you to lose to your competition.

eBook 105

Marketing Attribution: Keep It Simple

InsightSquared

Marketing attribution is no buzzword. It’s a fundamental building block of achieving ROI. Sometimes seen as more art than science, it’s often given too little attention – or too much. When sales cycles are short, marketing attribution can be fairly straightforward.

Winning Your Day With SalesAccountability

Sandler Training

Of all the sales leaders we work with, we consistently hear the same adage: “I need to hold my salespeople accountable.” That's fine in theory, but the question that sales leaders must ask themselves first is, “What exactly am I holding them accountable to?”. Read Time: 6 Minutes.

Exact 96

Recession-Proof Your Sales

Alice Heiman

Have you been hearing rumblings about an impending recession? Wondering if it will happen? It’s likely. As an economist, I can tell you with confidence that the economy is cyclical, and this period of expansion has been unusually long. While employment numbers are still strong in the U.S.,

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

Packing More Than You Can Deliver into Your Sales Story?

Babette Ten Haken

More Than You Can Deliver storytelling is easily dismissed as both incredible as well as un-credible. First, you promise to deliver products, solutions, services and programs exceeding your professional capabilities.

SME 89

9 Habits of (The Most) Successful Salespeople

Marc Wayshak

Habits of successful salespeople are easy to copy if you just pay attention. Check out these 9 habits of the most successful salespeople and start incorporating them into your selling routine now. The post 9 Habits of (The Most) Successful Salespeople appeared first on Sales Speaker Marc Wayshak.

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Marketing Attribution: Keep It Simple

InsightSquared

Marketing attribution is no buzzword. It’s a fundamental building block of achieving ROI. Sometimes seen as more art than science, it’s often given too little attention – or too much. When sales cycles are short, marketing attribution can be fairly straightforward.

ROI 76

Best Small Business Accounting Software for 2019

Nimble - Sales

In any dynamic industry, it is especially important that accounting software for small businesses is as efficient as possible – easy to use, intuitive, and powerful.

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

Deliver Tough Love Metaphorically

Anne Miller

“Metaphor is how we nail the jelly of reality to the wall” is a quote from a new book by Joe Moran called “ First, You Write a Sentence.”

Winning Your Day With SalesAccountability

Sandler Training

Of all the sales leaders we work with, we consistently hear the same adage: “I need to hold my salespeople accountable.” That’s fine in theory, but the question that sales leaders must ask themselves first is, “What exactly am I holding them accountable to?”

Exact 70

The Key to a Pipeline of Potential Partners

Allbound

To achieve a pipeline of potential and thriving channel sales program, companies face numerous time-consuming endeavors that each present unique challenges.

10 Tweetable Marketing Productivity Quotes

Zoominfo

Everyone in this line of work strives to increase marketing productivity – but, as with any profession, there are productivity roadblocks around every corner. Sometimes it’s poor planning. Sometimes it’s unanticipated distractions. And sometimes you just need a quick dose of motivation.

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

The Ultimate 2019 Social Media Cheat Sheet for Realtors

SocialSellinator

Social media is an ever-changing environment. Every day, there's something new. Many industries use various social channels to expand their audiences, find prospects, build their online presence, brand identity, and eventually take their sales sky high.

Win Over Your Audience

Selling Energy

How do you prepare a presentation that will win over your audience? The first step is to carefully contemplate the ways in which your audience might resist.

Move the Deal Episode 13: Plan to do Something Spontaneous with Roche’s Joan Ridgeway

Miller Heiman Group

In the latest episode of Move the Deal, host Greg Moore talks with Joan Ridgeway, sales training performance consultant at Roche Diagnostics. Ridgeway operates out of Roche’s commercial education group, helping sales and marketing in North America. She recently expanded her role as a lead on the training for the Diagnostics Information Solutions framework.

Why You Should Attend Dreamforce 2019

LevelEleven

Professionals who use and love Salesforce to help build their businesses know that as we dive into Q4 and the final push of the year, it’s also planning and preparation time for Salesforce.com’s premier event: Dreamforce 2019. Dreamforce isn’t just any run-of-the-mill conference.

How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

Becoming a Master Networker – Real-Life vs. Social

Adaptive Business Services

Dependent on a variety of factors, the dynamics of effective networking can substantially change. At the very least, certain behaviors will become more critical based upon these variables including whether we are operating within a small or large group setting, engaging one-on-one, or we are actively networking online. Let’s start with the finish. Regardless of the setting, your one goal is to always develop one-on-one relationships, in real-life, with the right people.

Weekly Roundup – September 18, 2019

CloserIQ

The CloserIQ Weekly Roundup features a list of the best content we’ve been reading recently. We’ve compiled some of our favorite reads to help you advance in your sales career and build top sales teams. Featured Article. What Sales Professionals Should Look For in a Tech Startup.

An Introduction to Data-driven Sales Planning

Xactly

Your sales plan is the foundation of success, and manual planning processes do more harm than good. Learn data-driven sales planning can improve performance. Sales Planning

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