Thu.Sep 19, 2019

21 Powerful Questions to Develop More Sales Opportunities

Sales Readiness Group

Asking great questions is an essential skill every successful sales professional must master. That’s because when you ask open-ended questions, you transform the sales call. Your focus moves away from your solution to the buyer’s problems, goals, and concerns.

So, Where’s The Revenue?

The Pipeline

By Tibor Shanto. When you look at a football team, you would figure that if a team is in possession more time, running more yards than before, you would see more touchdowns and wins.

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

How ABM Can Help You Drive Revenue in 2020

Sales Benchmark Index

It’s coming up on the end of the third quarter and demand generation at the top of the funnel has been cooling off. As the leader of a marketing organization, you are getting pressure from the top to make changes.

Exclusive Sales Management Group

Steven Rosen

Are you a sales manager? Congratulations! You are the key to unlocking the potential of your team. You are the #1 factor that drives your team’s performance. One of my favorite quotes is from Peter Drucker which nicely sums up your role.

Groups 192

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!

The Truth About Price Objections

Engage Selling

There’s a truth about price objections that you need to be familiar with. We’ve all been there as sellers. We walk into a buyer’s office, shake hands and are immediately asked what our pricing looks like.

More Trending

How to Write a Performance Review

Hubspot Sales

You know they're important. HR is on your case about getting them done. But, they're time-consuming, uncomfortable, and difficult. And as a manager, you have more important things to focus on right now. We're talking about the dreaded performance review.

How To 101

The Complete Guide to Outbound Email: Get Started Now

Sales Hacker

So, you want to get started with outbound email? Great! But how do you go about it? Keep reading to find out how even a complete novice can find success with outbound email. We will go through those points: What do I mean by “outbound email”?

12 tips for storytelling during sales calls

Sales Training Connection

Salespeople who are able to share engaging stories that resonate with the listener make a connection. It’s one thing to list why a customer should do business with you; it’s another to be able to relate a past success story that brings that list to life.

The Crucial Skills and Qualities of Great Salespeople

RingDNA

The average NBA player is 6 foot 7 inches and the typical NFL wide receiver can run a 40-yard dash in 4.48 seconds. While being tall or fast doesn’t necessarily qualify you to play professional […].

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.

The Answer To Building Strong Relationships In Relationship Selling With Steve Steinmeyer

InsideSales.com

JLL Senior Managing Director Steve Steinmeyer talks about the power of relationship selling and how you can start building relationships that help you sell more. Keep reading to find out more. RELATED: What Are Your Strengths and How to Sell Using Your Skills?

VIDEO: How to Win More Deals as a Change Agent

SalesLatitude

In sales, it’s more important than ever to become a change agent. Selling is all about change. In fact, that’s exactly what you’re selling. You’re asking people to buy your product or service, which will impact the buyer and other stakeholders in different ways.

Video 82

5 Simple Ways To Improve Your SEO With CRM

Nimble - Sales

Customers are the center of every business’s growth; their strategies, plans, blogs, services, etc. are all dependant upon their user-base. And one of the best ways to fuel the master plan of retaining and establishing a powerful bond between the brand and its customers is through CRM.

CRM 108

Case study: How Zuora drives 60%+ of its growth by outbound, even when accounts need nurturing for years

Close.io

Excerpt from the 2nd edition of From Impossible to Inevitable 2nd Edition. More often than not, revenue leaders are impatient for results now. Everyone feels the pressure, but how do you handle it?

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.

Role Of Culture In Business Management!

Pipeliner

About our Sales Expert – Chester Elton: One of today’s most influential voices in workplace trends, Chester Elton has spent two decades helping clients engage their employees to execute on strategy, vision, and values.

Handling 5 mistakes to get sales back on track

Sales Training Connection

Salespeople dread dealing with mistakes. At best they get you off track … at worst they lose you the sale. Mistakes run the gamut from corporate issues, like defective products or billing issues, to mistakes generated by the salesperson themselves, like sharing faulty information or missing a key player involved in making the buying decision. Some mistakes are just annoying, some are financially costly, and some have even more dire consequences. But no matter one’s skill or luck, mistakes occur.

What is a sales pipeline and how is it different from the sales funnel?

Zendesk Sell

Based on your observations of the world, would you say that a pipeline and funnel are shaped the same? Your answer would hopefully be “no,” but in the sales world, the terms “sales pipeline” and “sales funnel” are often — and inaccurately — used interchangeably.

Isn’t My One-Page Proposal Just as Good?

Selling Energy

I've had a lot of conversations with people regarding what makes our one-page proposal successful. What about my one-page proposal?" they say. Isn't mine just as good?". One-Page Proposal Selling Performance

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.

Sales Enablement Success Roundup: September 2019

Guru

How does the Guru team stay on top of the changing sales enablement landscape? Here's what we're reading to stay ahead of the curve: sales enablement

Commonly Overlooked Tips for Conducting a Great Sales Call

Crunchbase

Essentially everything is virtual these days – even sales calls – 92% of all customer interactions happen over the phone or through video. We know the key is to have meaningful conversations and stand above the crowd.

Great sales coaching starts with receptivity

Sales Training Connection

Sales coaching can make a difference, and it should be a priority. In fact, pros agree that sales coaching is a critical piece of the puzzle in developing a world-class sales team. Yet, when it comes to giving coaching feedback, most sales managers don’t do it enough. Many times it’s water off a duck’s back, and sometimes it makes matters worse. There are many reasons why giving feedback often fails to make a difference.

Do You Need a Sales Funnel Assessment?

Funnel Clarity

Helping sales teams can sometimes feel like being a physician. Sales leaders come to us with challenges they are facing and often, those challenges are just symptoms of more deep rooted problems.

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.

Acknowledge selling mistakes … don’t panic!

Sales Training Connection

No one likes to make mistakes. What’s to like? At best, they get you off track … at worst, they lose you the sale. Mistakes run the gamut, from corporate issues, like defective products or billing issues, to mistakes generated by the salesperson themselves, like sharing faulty information or missing a key player involved in making the buying decision. Some mistakes are just annoying, some are really difficult to handle, and some are potential deal breakers.

Cold Calling Guide: How to Handle Objections

LevelEleven

Calling all managers and sales reps alike! At this point in your career, you may know how to make a great cold call, but a refresher never hurts. It’s rare to come across a step-by-step cold calling guide on how to open up a call, keep the call alive, and handle prospecting objections as they come.

The art of selling services: How Go Nimbly’s Troy Conquer listens, educates, and executes revenue operations consulting

Predictable Revenue

We'll take an in-depth look at how to scale a sales team and effectively nail each stage of sales growth. The post The art of selling services: How Go Nimbly’s Troy Conquer listens, educates, and executes revenue operations consulting appeared first on Predictable Revenue.

Do You Need a Sales Funnel Assessment?

Funnel Clarity

Helping sales teams can sometimes feel like being a physician. Sales leaders come to us with challenges they are facing and often, those challenges are just symptoms of more deep rooted problems.

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!

Understanding Why Sales Organizations Win: Q&A With Sales Researcher

Force Management: The Command Center

Melissa Short is the VP of Reporting Services at Primary Intelligence. Primary Intelligence is a global leader in Win Loss and Customer Experience Analysis.

Funnel Radio Line Up September 19

Sales Lead Management Association

Catch our broadcast day of some of the best B2B podcast experts, hosts and guests anywhere. link] Guests include Mark Welch, Maria Ross, Mike Fulton, Dan McDade, David Priemer, Josh Baez, Leslie Shreve, and producer Neil Berkeley as a smashing ending to the day.

Do You Need a Sales Funnel Assessment?

Funnel Clarity

Helping sales teams can sometimes feel like being a physician. Sales leaders come to us with challenges they are facing and often, those challenges are just symptoms of more deep rooted problems.