Sales 2.0
DECEMBER 12, 2019
It can happen in an elevator or at a networking event or at the weekend barbecue. Most often these days it happens when you write a prospecting email. You need to say what you do. Unfortunately what most people say, especially if they work for tech companies, does not mean much to the listener, or it sends the other person into a mild snooze. Here are some tips to change that.
Zoominfo
DECEMBER 12, 2019
There’s something lurking out there, in the corners of the email marketing world, that scares a lot of people: the spam trap. Spam traps instill fear in marketers because most people don’t really understand how spam traps work or how common they are. While it’s impossible to avoid spam traps entirely, good data hygiene will help you limit exposure. Sending unsolicited emails isn’t the same as sending spam – but if you do send cold emails, you’ll want to take precautions to avoid spam traps
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Hubspot Sales
DECEMBER 12, 2019
Have you ever faced a problem, business-related or otherwise, and needed an objective perspective to help solve it? This is likely something that everyone has experienced. On the other hand, have you ever worked with a friend or coworker to provide an unbiased outlook on an issue? If you have, you’ve consulted with them. If you’re passionate about helping others succeed by providing niche expertise that’s been honed by years of education, experience, and skill development, a career consulting ma
Anne Miller
DECEMBER 12, 2019
Giving advice to clients who are doing something you know is not beneficial for them can be pretty tricky. On the one hand, you don’t want to insult them. On the other hand, as an experienced professional, you are obligated to saving them from making a mistake. Ginny Carter is in a field where she finds herself in that situation on a regular basis and she solves that problem very tactfully—with vivid metaphors.
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.
Pipeliner
DECEMBER 12, 2019
As we know, selling’s a highly competitive business, not for the faint of heart. But we’ve been trained to follow the process and work smart. Plan, prospect, research and qualify. Identify and address prospect pains. And every day, battle other sales warriors doing the same things and seeking the same goals. No, it’s not for everybody. As we mature, we make better decisions about opportunities.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales Evangelist
DECEMBER 12, 2019
How To Craft A Rock Solid Sales Pitch To Potential Investors A sales pitch is part of the selling process but not all salespeople know how to craft a rock-solid sales pitch to potential investors. First, everyone is a salesperson. Regardless of what you do, everyone sells to someone. Brian Harrington started in the infomercial business. He worked for his father who was one of the principal pioneers of the infomercial industry.
Anthony Iannarino
DECEMBER 12, 2019
The reasons a leader may miss their goals are many and varied, and too many to list in a post like this. There are, however, simple reasons that dominate a failure to deliver the results they pursue. Failure to Effectively Delegate: As a leader, your goal cannot be effectively obtained if it belongs to you alone. Instead, it has to belong to the people for whom you are responsible in an equal measure.
Predictable Revenue
DECEMBER 12, 2019
The target account list: the backbone of every salesperson’s day, quarter, and year. It’s the roadmap, the blueprint, the keys to the kingdom. And penetrating your target account list, starts with preparation. You’ve got to know what’s on that list before you pick up the phone. The post Using the phone to penetrate your target account list with Catherine Brinkman appeared first on Predictable Revenue.
Guru
DECEMBER 12, 2019
What’s the key to the success of direct-to-consumer brands like Glossier and BirchBox? Well, the name of this new breed of businesses says it all: it’s that direct relationship with consumers. And in a world in which many customers never even set foot in a physical retail store, your customer support team is in charge of establishing and nurturing the relationship with your customers.
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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.
LevelEleven
DECEMBER 12, 2019
Let’s be honest here: Sales dashboards don’t affect sales performance in a meaningful way. They do visualize important data. You show them to C-level executives, investors and board members. They provide a high-level view of how your organization is performing. But you can’t use that data alone to manage sales reps. Sales dashboards tell you when performance is out of line – not what to do about it.
Partners in Excellence
DECEMBER 12, 2019
Can you answer the question, “How does you customer make money?” By that, I don’t mean at a superficial level, like, “Well, dugghh, Dave, they sell stuff……” I mean really understanding your customer’s business. It includes things like: Who are their customers/markets? What drives success with them? How are those markets growing?
Sandler Training
DECEMBER 12, 2019
Discover the secrets and benefits of coaching top performers within your sales organization from Tom Ziglar. The post The Secret to Coaching High Performers appeared first on Sandler Training.
Product Management University
DECEMBER 12, 2019
Customer advisory boards can deliver tremendous strategic value to your organization if you organize them with the appropriate customer roles and have business conversations. Employ these three best practices for your customer advisory boards and you’ll be able to accelerate the maturation of product management and product marketing with greater focus on delivering strategic value to the customer.
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.
Engage Selling
DECEMBER 12, 2019
As we inch closer to the new year, I wanted to discuss the best way to end the year. Now is a wonderful time to take the opportunity to thank your client base.
SalesLoft
DECEMBER 12, 2019
Having a CRO and a CMO in one interview is a golden opportunity to talk about sales and marketing alignment, and Jeremey does exactly that in this episode of the Hey Salespeople Podcast. CMO Meagen Eisenberg and CRO Rich Liu of the corporate travel management platform, TripActions discuss best practices for tying sales and marketing together. The trio starts by questioning the legitimacy of the topic, and it only gets more nuanced and interesting from there.
Pipeliner
DECEMBER 12, 2019
John DiJulius is redefining customer service in corporate America today. One of the most captivating and charismatic speakers today, John’s keynotes and workshops are used by world-class service companies to provide unforgettable customer service every day. In his high-energy presentations, he uses powerful visuals as he discusses the 10 commandments of customer service and explains how to improve the service aptitude of employees at all levels.
Nimble - Sales
DECEMBER 12, 2019
Customers are the lifeblood of any business. Without them, your business won’t stand the test of time. This is why you need to actively look for ways to engage with them and serve them better. According to Super Office, 86% of buyers will pay more for better customer experience. Not only that, by 2020, better […]. The post 10 Email Automation Tools To Grow Your Online Business appeared first on Nimble Blog.
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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
Selling Energy
DECEMBER 12, 2019
Those of you who know me (or who read this blog on a regular basis) know that I love to tell stories. Stories are a great way to captivate, motivate, and make an emotional connection with your audience whether it’s a 500-person keynote presentation or a one-on-one conversation.
Bigtincan
DECEMBER 12, 2019
While consumer applications have received the lion’s share of the buzz surrounding augmented reality, B2B organizations are quickly turning toward AR as a powerful sales enablement tool. As much of the sales enablement conversation focuses on developing data-driven content, implementing easy-to-use AR presentation tools is shaping up to be a really effective way to add […].
criteria for success
DECEMBER 12, 2019
Do you want to learn more about effective coaching? Today’s quote from Joe Gibbs is about the importance of coaching and mentorship. Read on to learn more about this week’s Let’s Talk Sales inspiration. Joe Gibbs Quote. This month’s theme is all about coaching. And today’s quote is about the impact and effect that coaching can have on your future and growth.
DocSend
DECEMBER 12, 2019
If you’re in the customer success world, you’ve heard it a million times: It’s critical to reduce churn so a customer revenue stream can flourish. According to Forrester , it costs SaaS businesses 5x more to acquire new customers than it does to retain existing ones. Marketing Metrics reports that the average probability of closing an upsell deal for businesses today is more than 3.5x times larger than the average probability of closing a new business deal.
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.
criteria for success
DECEMBER 12, 2019
Are you asking yourself why having a B2B sales process is valuable for your organization? Many people tell me about the virtues of a sales process. Mostly, they appreciate having something that guides their selling activities, step by step. But it’s not merely valuable to have something that reminds you what to do, or codifies [.]. The post The Value of a Sales Process appeared first on Criteria for Success.
Miller Heiman Group
DECEMBER 12, 2019
In this guest blog post from one of our inaugural Miller Heiman Group Icons , Joan Ridgeway, sales training performance consultant at Roche Diagnostics , suggests innovative ways to make sales training more fun—and more effective. One of the most challenging roles in any sales organization is that of the sales manager. They’re under constant pressure to manage many moving parts and to ensure that their team is on track to deliver their sales numbers.
Xvoyant
DECEMBER 12, 2019
Amy and Rob talk about the potential repercussions for your company when you make the wrong hire on your sales team. This clip is from Episode 76 of the Sales Leadership Podcast.
Sue Barrett
DECEMBER 12, 2019
I’m feeling elated and vindicated yet again. I’m feeling very optimistic about the future of sales systems and sales stewardship. Two weeks ago I sat down with a very large key B2B client of ours to do a two year retrospective on their Selling Better Project. Considering where we started with this Executive General Manager […]. The post Selling Better, Faster – Total Sales Team Turnaround appeared first on Barrett Sales Blog.
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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
Xvoyant
DECEMBER 12, 2019
Amy and Rob talk about some common misconceptions when hiring a sales leader for your company. This clip is from Episode 76 of the Sales Leadership Podcast.
Carew International
DECEMBER 12, 2019
‘Tis the season for gifting. Many of us are finishing up our holiday shopping, while also likely contemplating the age-old question we receive from loved ones: “What do you want this year?” This question always sends me into a reverie about my ideal life. Not only what I think would make me happier if I had it, but more importantly, what change I can make within myself to help me live a more satisfying, fulfilling life.
Sales Hacker
DECEMBER 12, 2019
The post SDR Operations: Your Recipe for Quota-Crushing Reps appeared first on Sales Hacker.
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