Zoominfo
OCTOBER 31, 2019
So you missed your sales quota last quarter. It seems like a huge, complex problem with no clear solution. What’s broken? How can you fix it? And how do you commit to a quota for next quarter and feel confident about hitting it? It’s a complicated problem, so let’s break it down. I’m ZoomInfo’s Senior VP of Revenue and veteran salesperson Patrick Purvis.
Sales and Marketing Management
OCTOBER 31, 2019
Author: Cindy McGovern I once worked with someone who couldn’t handle the answer, “no.” It was a lot like dealing with a child. One day I literally saw her stomp, raise her voice and throw a book! She then spent the rest of the day trying to “rally the troops” and get other employees on her side – just to hear someone say she was right and should have gotten what she wanted.
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No More Cold Calling
OCTOBER 31, 2019
My family has been without power for two days and counting. Blackouts in Northern California seem to be a regular occurrence as wildfires become a greater threat to the region. But my electricity woes are nothing compared to what the evacuees are facing. This got me thinking … What’s going on with your Q4 forecast? Are you in blackout mode? Are prospects postponing decisions?
Understanding the Sales Force
OCTOBER 31, 2019
Do you drive at the speed limit, the fastest speed you can get away with, the slowest speed you can get away with, or are you an 85th percentile driver? The 85th percentile driver travels at the speed that 85% of the cars on that road are traveling, regardless of the posted speed limit. Motorists.org has data, illustrated below, proving that the 85th percentile speed is the ideal speed for safe travel.
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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.
MTD Sales Training
OCTOBER 31, 2019
Episode 38: Prospect happy with current supplier, how to find out what your customer really thinks about you, how to paint pictures with words. In this episode we take a look at how to handle prospects who are happy with their current supplier. Our skillspill looks at how you can really know what your customers think about you. And our Inspire Me quote comes from Richard Harris.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Shari Levitin
OCTOBER 31, 2019
When it comes to increasing our income, we simply need to work scarier not harder. Working scarier means opening up to the possibility that we don’t need to be creating, doing, building, and staying connected all of the time. The post Why You Need to Work Scarier, NOT Harder appeared first on SHARI LEVITIN.
Nimble - Sales
OCTOBER 31, 2019
The Sales Director is one of the main and responsible positions in a company. The profitable part of the business is under their management. The implementation of the sales plan and maximizing profits largely depend on the personal and professional qualities of this specialist because they build the sales system and strategy. Who is a […]. The post How to Become a Sales Director appeared first on Nimble Blog.
Engage Selling
OCTOBER 31, 2019
The key to faster sales is extremely obvious, yet also counterintuitive. It has to do with your efficiency. Obvious, right? Not so fast.
Grant Cardone
OCTOBER 31, 2019
“ If anyone has 10X figured out, it’s Dubai” – serial entrepreneur and author Grant Cardone. Looking for some inspiration and motivation? New York Times bestselling author and top sales trainer Grant Cardone may have your answer, and he’s coming to Dubai. Originally Published by Arabian Business Global. Cardone is a 61-year-old motivational speaker, business coach, author and super-salesman who works with Fortune 500 companies and small businesses to help them maxi
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
Close.io
OCTOBER 31, 2019
The world, as we know it today, is much more fast-paced than it once was. Technology is making it so that we can work remotely and reach people across the world just as quickly as we can someone just down the hall. While this has made many tasks in our lives more efficient, and brought us all a lot closer together in the virtual sense, it has also made us much more distant physically.
Force Management
OCTOBER 31, 2019
The other day I was working with a seller who was a little frustrated with how hard it is to get people on the phone. He told me about a prospect who was furious when she realized she was on the other end of a cold call. The prospect yelled, “Are you really cold calling me right now? Why would you waste your time and more importantly why would you attempt to waste my time?!”.
Anthony Iannarino
OCTOBER 31, 2019
It is critical that you review your opportunities to explore how you win and address how you might lose. An opportunity review can feel like an unnecessary update when done poorly, creating no value as it pertains to forecasting the deal, improving the strategy, or increasing your odds of winning. Here are 31 questions that will improve your opportunity reviews.
InsightSquared
OCTOBER 31, 2019
Halloween is here and there are spooky things all around us, but your sales pipeline should not be one of them. While others might be thinking of candy and costumes on October 31st, those of us who are part of the go-to-market engine are hoping we receive treats from our prospects and not tricks. To ensure we have a strong end to 2019, we need to know which of our opportunities are viable versus those who plan to ghost us.
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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
Tenbound
OCTOBER 31, 2019
With the explosion of solutions in Sales Engagement on the Tenbound Market Map such as Salesloft, Outreach, Vanillasoft and many others, the Sales Engagement sector continues to explode. But how do you make the best choice for this important system for your Sales Development team? Tenbound has teamed up with GZ Consulting to produce the latest guide, Evaluating Sales Engagement Platforms.
Corporate Visions
OCTOBER 31, 2019
The post Executive-Level Selling: How to Actually Gain Access to the C-Suite by Tim Riesterer appeared first on Corporate Visions. The most popular approach to executive-level selling is the least effective, according to new academic research from Corporate Visions. Conventional wisdom about executive selling says that if you want to talk with an executive, you need to talk like an executive.
Predictable Revenue
OCTOBER 31, 2019
How much do comp plans matter? Going back to the 80s, the thought was that commissions are nothing but a hygiene factor – pick some amount and go with it. Of course, that couldn't be further from the truth. New studies have shown commissions can affect your top-line revenue by 8 - 20%. The post The 5 myths of building comp plans with Spiff’s Jeron Paul appeared first on Predictable Revenue.
Miller Heiman Group
OCTOBER 31, 2019
Whether you recently implemented sales enablement or want to improve your existing sales enablement strategy, you’ll want to download the new the Fifth Annual Sales Enablement Study from CSO Insights, the research division of Miller Heiman Group. The 2019 Study shows how the goals for sales enablement continue to align with the goals of sales leaders, from increasing new account acquisition to reducing the sales cycle length, in addition to optimizing revenue.
Speaker: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
Leading Results Rambings
OCTOBER 31, 2019
At Leading Results, we will get asked why we nearly always use the term 'key phrase' instead of keyword. At one point in time, keywords were good enough to get the rankings on Google you were looking for, assuming you were willing to pay someone enough to create the right number and types of links.
Close
OCTOBER 31, 2019
The world, as we know it today, is much more fast-paced than it once was. Technology is making it so that we can work remotely and reach people across the world just as quickly as we can someone just down the hall.
Leading Results Rambings
OCTOBER 31, 2019
At Leading Results, we will get asked why we nearly always use the term 'key phrase' instead of keyword. At one point in time, keywords were good enough to get the rankings on Google you were looking for, assuming you were willing to pay someone enough to create the right number and types of links.
Partners in Excellence
OCTOBER 31, 2019
Sales IS about relationships. This truism is often parroted, but too often, has many and divergent meanings. What do we mean by relationships, what are the relationships we seek to develop as sales people? There’s the old stereotype of a relationship oriented sales person, where selling is only about the relationship–usually some socially oriented relationship.
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Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con
Sandler Training
OCTOBER 31, 2019
We all know the statistics. Most selling organizations derive 80% of their revenues from 20% of their clients. Winning a new major account costs up to 20 times more than keeping a current one. %. The post Major Accounts: Will They Stay or Will They Go? appeared first on Sandler Training.
Showpad
OCTOBER 31, 2019
A productive Sales rep is a prepared Sales rep. However, all the legwork that must be completed to facilitate that productivity and effectiveness is a challenge that Sales organizations struggle with. . Often, Sales professionals are laden with duties like lead prospecting, presentation deck creation, cold calling, and other day-to-day responsibilities that prevent them from finding more valuable uses for their time, like personalizing client interactions.
Partners in Excellence
OCTOBER 31, 2019
A client/friend and I had just completed a number of reviews with his team. As with most pipelines I see, many of these people’s were anemic. They just didn’t have enough opportunities to enable them to achieve their goals. Even if they won 100% of the opportunities in their pipelines, they would fall far short. We asked, “What are you going to do?
Anne Miller
OCTOBER 31, 2019
Many of you are small biz entrepreneurs, so effective marketing is critical to your success. With that in mind, I am happy to “treat” you this Halloween with this business building tip from guest blogger Paulette Ensign, founder of www.TipsProducts.com. Build Your Business by Being Pleasantly Persistent . Throughout the years, many solopreneurs have reported they prefer to use their how-to content as giveaways and for marketing more than looking at that content as direct revenue str
Advertiser: ZoomInfo
One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.
G2Crowd - Sales Blog
OCTOBER 31, 2019
Free shipping is a powerful weapon in e-commerce. Helping remove another layer of friction in the consumer buying process.
Carew International
OCTOBER 31, 2019
Being Unprepared is Scary! Happy Halloween! This is the time of the year when “scary” and “spooky” start to become the theme. Whether it’s a movie you watched, an advertisement you saw, or the costume your child is going to wear trick-or-treating, we’ve all probably encountered something over the past month that was intended to be scary. Everyone has a different opinion on what is considered scary, but as leaders in the sales field, it’s likely we can all agree on one thing…being unprepared is
Sales Hacker
OCTOBER 31, 2019
Ghosts are real. At least they are in the sales profession. You got a lead… Strike that. You had a lead. Now, it seems you’re dealing with a ghost. As you probably know, getting “ghosted” in sales means the dialogue you were having with a prospect appears to have abruptly ended. Though the early conversations seemed promising, your potential client is suddenly invisible.
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