The Pipeline
FEBRUARY 27, 2018
By Tibor Shanto. The problem with most call scripts salespeople use for proactive direct prospecting is that they are prepared for sellers, by people who are not buyers, and as a result, there is little for the prospect to grab and hang on too long enough to convert to engagement. Most salespeople have never bought their company’s product, in the case of enterprise offerings, they have likely never bought anything of the sort.
SBI Growth
FEBRUARY 27, 2018
Our guest on SBI TV is Jack Molloy, Executive Vice President of Worldwide Sales for Motorola Solutions. Jack has transformed the sales force and generated tremendous growth in shareholder value. Jack is here today to share how he made that.
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Zoominfo
FEBRUARY 27, 2018
Even the most experienced sales reps don’t enjoy picking up the phone to call a complete stranger. Yet, cold calling is still an essential part of selling. In fact, 78% of decision-makers polled have taken an appointment or attended an event that came from a cold call ( source ). If your team’s performance is lagging and your cold calls are falling flat, it’s time to conduct an audit of your B2B database.
The Sales Hunter
FEBRUARY 27, 2018
Recently I shared 7 things the top 1% of all prospectors do and then I shared the next 5 secrets that they do. Today I am sharing secrets 13-20. 13. Heavy use of the telephone, knowing the ability to have a live conversation will move a prospect forward faster than anything else. This is the one […].
Speaker: James Kahler, COO of Full Course
Ever wondered where to splurge and where to safely conserve when it comes to operating and growing your restaurant? 🤔 Join James Kahler, COO of Full Course and industry visionary, in this new webinar where he'll talk all about best practices to invest in your restaurant's success! Whether you're a new business or an established restaurant, a seasoned pro or a rookie, you'll learn the keys to sustainable success in this competitive industry.
DiscoverOrg Sales
FEBRUARY 27, 2018
Knowing the technology stack of your prospect is an important piece of marketing and sales intelligence. In fact, the tech stack isn’t just part of competitive intelligence – it’s the critical heart. In order to target the right prospects with relevant talking points, this information is key. Other other critical piece of competitive intelligence?
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Increase Sales
FEBRUARY 27, 2018
Sales productivity is simply the actions necessary to secure the business results that are delivered from your sales goals. When productivity is high, the results should also be high unless there is a lot of lost potential or waste happening with the daily actions. Here are some simple tips that will help you realize greater results by improving your sales productivity. #1 – Have a sales plan and more.
SalesFolk
FEBRUARY 27, 2018
If you want to start a meaningful conversation over cold email, you have to give the recipient a really good reason to hit the respond button. In other words, you need to start a conversation to which they can actually contribute. Whether it’s highlighting a benefit you know the other person will need or posing a question they won’t read elsewhere, an effective message is all about the potential client and building a relationship with them.
Sales Hacker
FEBRUARY 27, 2018
As a VP of Sales, you’re probably not too familiar with SaaS metrics or costs — that’s the CFO’s job, right? Well today, we’ll breakdown how to understand SaaS costs basics, and then explain how to accurately set sales goals and metrics that drive success. We’ll also review how to determine if your team structure is working or not, as this is a crucial factor that impacts revenue goals.
EyesOnSales
FEBRUARY 27, 2018
Attitude is Everything. By Richard F. Libin, President, Automotive Profit Builders and author of just released book “Who Knew?” I’ve known Dennis Tilko for more than 30 years. What’s remarkable about him is that through all these years, the only thing that’s changed is his attitude. It just keeps getting more and more positive.
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Igniting Sales Transformation
FEBRUARY 27, 2018
Today’s episode topic focuses on Transforming Women Entrepreneurs (TWE) & Leveraging Millennials in the Workplace. I’ve been involved with Transforming Women Entrepreneurs for a few years now here in Atlanta, and I love the work that my guest is doing to help women business owners reach greater heights of success. My guest is also an expert in generations in the workplace and no topic is typically hotter than how companies need to think about millennial workers.
InsightSquared
FEBRUARY 27, 2018
Put yourself into the shoes of a software sales rep. Imagine how excited you are to call this hot prospect who booked time on your calendar to demo your product. One of your goals for the call is to get this prospect to sign up for a free trial. You know that if you can just get them using your killer product, a commision is not far away. Unbeknownst to you though, halfway through your kickass demo, the prospect you are speaking with blurts out that they signed up for a free trial two days ago a
Mindtickle
FEBRUARY 27, 2018
Coaching is at the top of everyone’s minds at the moment – for good reason. A good coach can help more salespeople achieve quota by up to 10% and when you combine training and coaching, sales productivity also increases. With these results, it’s no surprise that everyone is jumping on the coaching bandwagon, but not all coaching impactful. According to the International Coaching Federation, coaching is: “An interactive process to help individuals and organizations develop more rapidly and
SalesLoft
FEBRUARY 27, 2018
Wow. Less than a week now until Rainmaker and we couldn’t be more excited. We’ve been highlighting some of the breakout session tracks at Rainmaker and already previewed both the Sales Leadership and Strategy track and the Sales Mastery and Methodology track. Today we’ll look deeper at the Sales Operations and Systems track. Targeted specifically for Sales Operations, Sales Enablement, Rev Ops, and Marketing Ops professionals, the track will focus on the alignment of and support for your sales
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
Mindtickle
FEBRUARY 27, 2018
Coaching is at the top of everyone’s minds at the moment – for good reason. A good coach can help more salespeople achieve quota by up to 10% and when you combine training and coaching, sales productivity also increases. With these results, it’s no surprise that everyone is jumping on the coaching bandwagon, but not all coaching impactful. According to the International Coaching Federation, coaching is: “An interactive process to help individuals and organizations develop more rapidly and
Customer Centric Selling
FEBRUARY 27, 2018
Sales Tips: Use Diagnostic Questions to Differentiate. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company.
The Center for Sales Strategy
FEBRUARY 27, 2018
I’ve heard many people say that selling is more of an art rather than a science, but what if science could increase the effectiveness and efficiency of that art? Today, we have access to a mass amount of technology and tools that not only enable us to get more done in a shorter amount of time, but that also allow us to be more competitive and just all around better at the tasks we have to tackle daily.
Customer Centric Selling
FEBRUARY 27, 2018
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company. In my first sales job there were regional specialists that provided information about competitive offerings. When competing with a specific vendor, sellers could call and ask about “knock-offs” which were areas where the analyst shared perceived weaknesses of competitors and strengths of our offerings.
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Sales Evangelist
FEBRUARY 27, 2018
Not getting the results you’re looking for? Are your activities not getting a lot of turnout? In today’s episode, I share about how my involvement as a bishop in our congregation has taught me to personalize my message, my struggles, and how this non-traditional sales situation has helped me in my career as a sales […] The post TSE 779: Sales From The Street-“Personal Invite” appeared first on The Sales Evangelist.
Pipeliner
FEBRUARY 27, 2018
Subjective value is the perceived value of your product or service in the mind of the prospect. According to one of the founding fathers of the Austrian School of Economics, Ludwig von Mises, “Value is not intrinsic, it is not in things. It is within us; it is the way in which man reacts to the conditions of his environment.”. Interestingly, an entire industry has been created out of the concept of subjective value: that of insight sales.
Eyeful Presentations
FEBRUARY 27, 2018
Let’s face facts – CPD presentations are about prompting action. Simply turning up, speaking, and then dishing out the sandwiches serves little purpose for you or for your audience. How do you measure the impact of your CPD presentation? Here are some pointers to help keep things on the straight and narrow…. Step One – Ask the question. Why has your audience asked you to deliver this particular CPD presentation?
DataHug
FEBRUARY 27, 2018
Is your company failing to meet sales goals? Have you tried several sales strategies but are still unable to reach acceptable conversion rates? If so, the problem may be the result of inefficient, or lack of, pipeline management. Without proper… The post Why Poor Pipeline Management Is Costing You Money appeared first on Datahug.
Advertiser: ZoomInfo
Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.
Circleback
FEBRUARY 27, 2018
Conferences are a great way to stay sharp, enthusiastic and connected. You come across a host of new and exciting speakers with fresh content, innovative ideas, and information about the latest tools and techniques. They’re also a great opportunity to mingle with the best and the brightest in your field, gain new perspectives and make new contacts. So, are you all set for the forthcoming B2B sales and marketing events?
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