Sales Hacker
MAY 31, 2018
The business case for sales development is built on flawless logic and verified by market data. It’s a lot better to sell to qualified prospects than to try your luck on a complete stranger. The more time your closers spend taking moonshots, the less sales they actually make. Smart business organizations have long experienced and embraced this principle.
Anthony Cole Training
MAY 31, 2018
Velfredo Perato -- the 15 th century economist -- demonstrated time and again the 80/20 rule. Yes, sometimes it's a 70/30 rule or a 60/40 rule. That is the obvious. There is nothing blinding about that. The blinding glimpse – the glimpse that causes you to blink like you are being blinded -- is when you look at the opposite end of the 80/20 rule.
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LeadIQ
MAY 31, 2018
By: Jon Mazza. You did it! That C-level prospect you’ve been calling and emailing everyday for the past 3 weeks finally picked up the phone and agreed to a meeting two weeks from now. You did everything right. You did your research on the prospect and their company, crafted the perfect pitch, delivered it with confidence and the prospect found enough value to say yes to giving you some time on their busy schedule to learn more. … The time for your meeting is here and you’re really excited for th
Zoominfo
MAY 31, 2018
The EU’s General Data Protection Regulation (GDPR) is here and mandates major changes to the modern marketer’s B2B lead generation efforts. Most marketers are (or should be) well on their way to GDPR compliance when it comes to website and landing-page form language, data transfer procedures, and documentation. Less understood, though, are the ways in which the GDPR affects B2B marketers’ third-party lead generation campaigns.
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 Growth
MAY 31, 2018
Just as many people are shocked to hear they have a newborn on the way, there are equally as many surprised Sales Leaders learning something important about their organization by the end of H1. That is, you have an abundance.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
MAY 31, 2018
Our guest today is Joe Vitalone, Chief Sales and Marketing Officer at Razberi Technologies. Joe is the top expert at developing and executing a sales strategy at scale through channel partners. Joe has previously been a featured guest on SBI.
The Center for Sales Strategy
MAY 31, 2018
If you are a history buff, you may know the story of Cort é s and the burning of his ships. In the year 1519, Hern á n Cort é s arrived in the New World with six hundred men and, upon arrival, made history by destroying his ships. This sent a clear message to his men: There is no turning back. Two years later, he succeeded in his conquest of the Aztec empire.
Jeff Shore
MAY 31, 2018
By Amy O’Connor. Are you familiar with the old adage: people don’t quit companies, they quit people? This seems rather harsh, but often it is 100% spot on. While I know that there will always be practices within your organization that are out of your control, there are certain aspects of why you are losing good salespeople that are totally within your sphere of influence.
Close.io
MAY 31, 2018
Episode #10 of our interview series featuring women in sales. Follow & Share the Series [Links]: YouTube | Soundcloud | iTunes | All of Our Guests. Melissa Rosenthal is the Executive Vice President at Cheddar Inc. Melissa was named to Forbes’ 30 Under 30 and Business Insider’s 30 Most Creative People Under 30. In 2010, Melissa joined Buzzfeed, where she became a key contributor to the early success of BuzzFeed’s branded content advertising model, and created the site’s first ads.
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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.
Smooth Sale
MAY 31, 2018
Attract the Right Job or Clientele: My Story; How and Why I Under-Sell. A surprise offer boosts motivation and makes the previous struggles seem well-worthwhile! Everyone stopped in the moment upon seeing an ex-football player arrive at the party. The man has personality plus! As we enjoyed a community dinner, ‘John’ took center stage to entertain us all.
SalesLatitude
MAY 31, 2018
I received what I suspect is an auto-generated mass email that is just p **g me off. Should I drop what I am doing every time someone sends me an email asking me to buy their products or services? Or can I purposefully review them all and determine which ones are useful to me and which ones are not? Here’s the email in question: Subject Line: I can take a hint.
Anne Miller
MAY 31, 2018
How would you respond if you saw a big furry raccoon run across the stage of an outdoor theater production during the play???? That is exactly what happened this week when a friend and I attended the opening night performance of Othello in Central.
LevelEleven
MAY 31, 2018
For sales leaders with teams covering vast territories across multiple countries, it’s difficult to know if each salesperson on your team is focusing on the right things day-in and day-out. As a result, many sales leaders find themselves in need of a solution to operationalize sales best practices, centralize coaching and provide tools to motivate key selling behaviors – no matter how far apart their team may be.
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.
Pipeliner
MAY 31, 2018
In this ebook author, Nikolaus Kimla gets very specific, dealing with sales management through CRM. He personally believes (as do a lot of experts today) that utilizing a CRM is the only way to manage a sales team—and in fact, it is practically impossible to manage one without it. There is no system in the industry today like Pipeliner CRM, one that empowers precision sales management through CRM.
Predictable Revenue
MAY 31, 2018
On this edition of The Predictable Revenue Podcast, we welcomes Christopher Fago, Cloud Security Specialist at RedLock, a fast-growing, you guessed it, cloud security company based in Menlo Park. The post How RedLock’s Christopher Fago Gets Prospects to Show Up On Time, Every Time appeared first on Predictable Revenue.
Engage Selling
MAY 31, 2018
As much as we all wish that each client we work with turns out to be a dream, we often need to come back down to reality and face the facts.
Drift
MAY 31, 2018
Conversational marketing is about having real-time, one-to-one conversations with people on your website in order to capture, qualify, and connect with your best leads. It has the power to reduce your bounce rate, shorten your sales cycle, and even grow your revenue by $1 million or more. Sound intriguing? It should. As more B2B buyers use chat to evaluate products in real-time, it’s crucial that.
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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
Accent Technologies
MAY 31, 2018
Each month, we put together the best articles on marketing strategy and sales enablement in one place. Click to see the top articles from May! We’ve scoured the internet over the past month and put together the articles and blog posts on sales enablement you definitely will want to read: (more…).
Babette Ten Haken
MAY 31, 2018
OK, exit interviews are tough. However, conducting them is one of the best ways to gauge the validity of customer experience (CX) survey results. Let’s face it. No one likes to recall their epic business fails. So, there is a tendency to focus on the positive, rather than dwell on the negative. And as long as cash flow is positive, why worry, right?
Veelo
MAY 31, 2018
When you think of your B2B buying process, what’s the first word that comes to mind? If you said ‘frustrating,’ you’re not alone. The average buyer’s family contains 6.8 people, which makes it increasingly difficult to win new business. But you can actually turn this to your advantage. Leave the frustration to your competitors.
Sell Courses Online
MAY 31, 2018
The post How to Start a Blog in 2018: A Step-by-Step Guide appeared first on Sell Courses Online. Starting a blog is one of the best ways to build an audience for your online courses and it’s not by chance that so many successful course creators also run popular blogs in their niche. Blogging can help you drive targeted traffic from search engines as well as social media and thus provide you an opportunity to connect with your potential customers.
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.
Drift
MAY 31, 2018
Conversational marketing is about having real-time, one-to-one conversations with people on your website in order to capture, qualify, and connect with your best leads. It has the power to reduce your bounce rate, shorten your sales cycle, and even grow your revenue by $1 million or more. Sound intriguing? It should. As more B2B buyers use chat to evaluate products in real-time, it’s crucial that.
Janek Performance Group
MAY 31, 2018
Janek Performance Group Managing Partner Nick Kane appeared on the Sales Training and Coaching podcast to discuss how to design sales training to engage senior sales reps. Topics covered in the interview include why veteran sales reps are sometimes resistant to sales training, how to overcome that resistance, and how to create buy-in from tenured sales reps at each step of the sales training event process, from pre-event planning to post-event follow-up.
Xactly
MAY 31, 2018
Sales compensation is vital to sales success and company growth. For decades, companies have gathered different tools to manage compensation. As companies have expanded, they often find difficulty scaling their manual processes to drive further growth. Previously, sales performance management (SPM) has typically been categorized as solely focused on incentive compensation management (ICM) and sales compensation planning.
BrainShark
MAY 31, 2018
While you can’t predict every piece of breaking news, you can put a reliable response framework in place through an effective sales readiness strategy.
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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
Sales Result
MAY 31, 2018
The one thing many leaders fail to understand is that logical decision-making is anything but logical. That’s what makes determining and creating value so elusive, vague, and hard. Before we can explain how exactly value is derived, it’s important to understand the rather illogical decision-making process behind purchase motivation. What Guides Our Decisions?
Sales Evangelist
MAY 31, 2018
Big clients can be great for companies who don’t have the resources to constantly pursue small clients. They can help you reach sales goals and they provide repeatable business. But how do you connect with big prospects who are barely online or on social media? Today on The Sales Evangelist, we’ll talk to Melinda Chen, the […] The post TSE 846: How to Connect With Big Prospects Who Are Barely Online or on Social Media appeared first on The Sales Evangelist.
Selling Energy
MAY 31, 2018
It is my studied observation, having been in the business for over 25 years, that the most effective sales professionals in the industry are the ones who can tell their prospects stories about helping people in similar circumstances.
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