The Pipeline
JULY 24, 2018
By Tibor Shanto. Everybody wants to be disruptive, well, in reality, everyone wants to be AI, but when it seems a bit of a stretch, they settle for ‘disruptive.’ But like charity, disruption begins at home. There is no doubt that sales is a people game, which means the experience buyers have with us during the cycle, and how we make buyers feel will have a direct impact on the outcome.
Hubspot Sales
JULY 24, 2018
A discount can help accelerate a slow-moving deal, create goodwill, and give you leverage for requesting concessions. But you’ll only reap these benefits by discounting strategically -- not whenever your prospect asks for one. Promising your prospect a discount before the actual negotiation can have three negative consequences: The buyer subconsciously attributes less value to you and your product.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Troops
JULY 24, 2018
How does Slack use Slack internally? We asked Tom Pae , former Sales Enablement Manager for Slack, this question, and he shared a series of expert-level tips with us. In what follows, you’ll learn how to use Slack like the pros. Here are 11 Slack best practices to implement in your business. Note: Does your sales team use Slack? Troops’ Slack-based tools can help your team close more deals.
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.
SBI
JULY 24, 2018
Sales reps love their CRM. They love spending hours entering information about the email activity they’ve had with customers, meetings held, proposals delivered, and especially updating their forecast. In fact, who doesn’t love a good forecast session with their sales manager? Not only that, sales reps see tremendous value in the information reported back to them from the CRM.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Jeff Shore
JULY 24, 2018
By Ryan Taft. Two weeks ago, Shore Consulting held our annual Jeff Shore Sales Leadership Summit , where sales leaders from across North America and beyond gathered to learn new techniques, adopt new processes, and acquire new tools. ?It was an honor to be able to teach how great coaches get the best out of their teams. I want to share part of that process with you now.
Nutshell
JULY 24, 2018
With eight million daily active users around the globe as of July 2018, Slack is rapidly replacing email as the go-to means of workplace communication. The messaging platform’s meteoric rise should come as no surprise to anyone who’s ever used it. In addition to being simple and endlessly customizable, Slack has a way of improving company culture and building cross-departmental bonds based on shared interests.
Allego
JULY 24, 2018
You’ve probably heard the saying, “Change is the only constant in life.”. Well I beg to differ. There is one other constant in life: resistance to change. Most people don’t like change. Change is frightening. Change is hard work. People resist even beneficial changes because in the beginning, they’re forced to struggle with acquiring new skills, knowledge, habits, etc.
Janek Performance Group
JULY 24, 2018
Sales professionals are overwhemingly honest, well-intentioned people who want the best for their customers. But even with those good qualities, sales reps sometimes fall into ethical traps – often without intending to do so and without any malice. That creates problems further on down the line and can destroy the relationships you’ve worked so hard to build.
Advertisement
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.
criteria for success
JULY 24, 2018
Need to manage a remote sales team more effectively? Does it seem like information is scattered and processes aren’t aligned? Well, either you don’t have a sales playbook or you aren’t using it effectively. Managing a remote sales team involves a bit of strategy and a lot of accountability. But with the proper tools and [ ] The post How to Use a Sales PlayBook To Manage a Remote Sales Team appeared first on Criteria for Success.
Hubspot Sales
JULY 24, 2018
“To Whom It May Concern” is kind of like that favorite old sweatshirt you pull on when you just can’t -- or don’t want to -- consider wearing anything else. It’s easy, it covers a multitude of sins, and it gets the job done. But is it doing more harm than good for you in business settings? That answer is a hard “ Yes ” when it comes to your sweatshirt and a little more nuanced for “To Whom It May Concern.”.
The Center for Sales Strategy
JULY 24, 2018
Over the last few weeks, I've been coaching a number of salespeople from markets across the country on tactical things they can do within their sales processes to help them connect with a decision maker or decision influencer sooner to grow their new business. Many things can be done to accomplish this, but one that seems to be resonating with salespeople lately is identifying their target persona so they can clearly define WHO their target is and fine tune HOW they plan to approach a new busine
Paul Cherry's Top Sales Techniques
JULY 24, 2018
Ultimate Sales Professionals are lifelong learners They hunger to know more—more about their customers, their industry, their products, themselves. They constantly practice their sales skills and develop new ones. They keep up with the research and industry trends. They often know more about their customers’ business than the customers themselves. And that’s because of the many relationships they cultivate in their customer’s organization.
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.
Sales Hacker
JULY 24, 2018
As sales leaders, most of us assume that many aspects of our sales machine will become inefficient during hypergrowth. As we think of ways to improve sales performance, a number of growth pains may come in the way: High acquisition costs. Decreased revenue per rep, High turnover as you scale headcount. “It’s just the price of hypergrowth,” we think.
Nutshell
JULY 24, 2018
With eight million daily active users around the globe as of July 2018, Slack is rapidly replacing email as the go-to means of workplace communication. The messaging platform’s meteoric rise should come as no surprise to anyone who’s ever used it. In addition to being simple and endlessly customizable, Slack has a way of improving company culture and building cross-departmental bonds based on shared interests.
Sales Hacker
JULY 24, 2018
The post How to Build an Effective Pipeline and Increase Sales 5x [PART 1: Getting more leads] appeared first on Sales Hacker.
Funnel Clarity
JULY 24, 2018
There’s no doubt that in the world of B2B, large ticket sales, inbound leads and inbound sales methods are becoming more and more valuable. It’s why the line between sales and marketing has become increasingly blurred , and the reason terms like “smarketing” have emerged to describe this new approach. But inbound leads are not always enough to reach your sales goals, and as a result, outbound sales skills are still necessary.
Advertisement
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
Sales Hacker
JULY 24, 2018
This week on the Sales Hacker podcast, we feature longtime CRO, Dave Govan to chat about complex negotiations and sales cycles in enterprise sales. He’s currently VP of Sales at Hitachi Vantara and a Founding Member of the New York Revenue Collective. If you missed episode 16, give it a listen here: PODCAST 16: From Idea to Scale — The Inside Story of Building Gong.io.
Selling Energy
JULY 24, 2018
A lot of people misunderstand the role of the gatekeeper, in most cases an assistant or receptionist. They assume that the receptionist’s sole purpose is to prevent you from sending your kids to good schools or paying your mortgage. The truth is quite different. If you’re dealing with a gatekeeper who is good at their job, they’re making sure their boss’s time is well spent.
Sales Evangelist
JULY 24, 2018
Mikael Dia wasn’t always an entrepreneur. His first business venture enjoyed early success. But it also revealed to him that he knew nothing about selling to people other than family and friends. As a result, he invested his efforts in learning to effectively acquire inbound leads. On today’s episode of The Sales Evangelist, Mikael shares […] The post TSE 883: How To Effectively Acquire Inbound Leads By Building Value Early appeared first on The Sales Evangelist.
MJ Hoffman
JULY 24, 2018
Sales managers often motivate their reps with SPIFFs and sales contests that award cash prizes. This is a tried and true sales motivation strategy, and monetary rewards generally produce results. However, they don’t really motivate the entire sales force — only the top performers likely to win. And while it’s good to motivate your rock stars, the top line would be better served by getting everyone striving for the prize.
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 Evangelist
JULY 24, 2018
When Mike Simmons made the move from individual contributor to leader, he tried to implement his own approach to the sales process. He eventually realized that his scripts and his processes wouldn’t work for everyone on the team. He discovered that each person needs a unique set of guiding principles. On today’s episode of Sales […] The post TSE 884 : Sales From The Street-“Your Own Avatar” appeared first on The Sales Evangelist.
Selling Energy
JULY 24, 2018
A lot of people misunderstand the role of the gatekeeper, in most cases an assistant or receptionist. They assume that the receptionist’s sole purpose is to prevent you from sending your kids to good schools or paying your mortgage. The truth is quite different. If you’re dealing with a gatekeeper who is good at their job, they’re making sure their boss’s time is well spent.
MarketJoy
JULY 24, 2018
Written By. Rahul Thakur. Share. Get a Free Quote. [contact-form-7]. Sales Enablement is Not Sales Operations. In the sphere of sales, it helps to get your definitions down. You might have thought sales operations and sales enablement are the same thing – but there are important differences. Both have the objective of improving sales performance, and although there is some overlap, they do this in different ways.
The Sales Heretic
JULY 24, 2018
2018 not only marks twenty years of me being a sales trainer and keynote speaker, it also marks twenty years of my membership in the National Speakers Association. So it was fitting that last week I attended my 20th NSA convention, known as Influence 2018. More than 1200 of the world’s top professional speakers and [.].
Advertisement
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
Selling Fearlessly
JULY 24, 2018
Doing more means selling less. Wondering how to generate leads—not just smoke-and-mirror leads, but only qualified leads? Every account based selling rep asks that question, and pretty much every survey of sales leaders confirms that lackluster lead generation is also their chief concern. No question about it. Finding those qualified leads takes time and resources, […].
Zoominfo
JULY 24, 2018
Modern recruiters must evolve their candidate sourcing strategies to meet current job search trends or they risk being left behind. The latest tactic modern recruiters should know about? A creative digital strategy known as inbound recruiting. In simple terms, inbound recruiting is the method of developing online content to attract and engage qualified candidates.
Mereo
JULY 24, 2018
Note: This is a blog takeover by Tamara Schenk , research director at CSO Insights and sales enablement leader, analyst, speaker and author. Often when we talk about sales enablement, we hear about aligning functions. But the single most important piece of advice that changes the perspective on how to look at this challenge: Sales, marketing and service must align to the customer’s path.
Expert insights. Personalized for you.
159 
Let's personalize your content