Jeff Shore

MAY 17, 2018

By Amy O’Connor. ?Ever wonder how those great salespeople outperform everyone else year in and year out? I mean, seriously, they don’t seem that great do they? They aren’t any smarter than you, any more talented than you, any harder working than you, and they sure as heck aren’t any better looking than you – so what gives? Here’s what gives. They are hacking their way to more sales while you’re still stuck in the same old rut you’ve always been in.

Lead Rank 128

Lead Rank Lead Scoring Follow-up Resources 128

Hubspot Sales

MAY 17, 2018

The Best Sales Pitch. 60% of people find generic sales pitches irritating. Instead of rolling out a traditional seller-centric pitch, tell your prospect a story. First, ask questions about their pain points and needs. Then, tell a story about a customer you've helped through similar challenges. A recent study showed 5% of meeting attendees remember statistics, while a whopping 63% recall stories.

Hiring 89

Hiring Banking Face-to-face Retention 89

Score More Sales

MAY 17, 2018

This time of year it is easy to get distracted from your goals in sales of working to create new sales opportunities and then moving them forward to closure.

Opportunity 173

Opportunity Sales B2B Strategy 173

Engage Selling

MAY 17, 2018

I don’t know a single sales leader who finds hiring great new talent to be particularly easy. Especially in this virtually “full employment”current market. So, what’s the solution? Do everything possible to keep your team from leaving.

Hiring 110

Hiring Marketing Customer Service Loyalty 110

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.

Sales Cycle

Hubspot Sales

MAY 17, 2018

One of the top things that grinds salespeople’s gears? Anything that stands in the way of sealing the deal -- fast. It could be extra clicks to find a prospect’s email, unnecessary fields to enter in your CRM (because Marketing told you to), or additional calls you need to make because your first few prospects never answered. You have to complete these tasks because it’s part of getting the deal done -- but they also sap energy, create friction, and kill momentum.

Closing 89

Closing Decision Maker Proposal Scale 89

SBI Growth

MAY 17, 2018

Every well-crafted Sales Operations roadmap I’ve seen begins and ends with Sales Financial Metrics. The best roadmaps not only communicate, “How much benefit?” but also, “When will this benefit occur?” If your roadmap can quickly answer both questions, you’ll gain.

Sales Operations 159

Sales Operations Benefit Sales Strategy 159

SBI

MAY 17, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview John Raguin , CMO of Seismic. Nancy: What are the top 3 ways your solution changes the game for a sales organization? John: Seismic is an enterprise-grade sales and marketing enablement solution.

Sales Cycle 139

Sales Cycle Collateral Distribution How To 139

SBI Growth

MAY 17, 2018

Joining us for today’s show is Greg Clark, the Chief Marketing Officer for Caliber Collision Centers. Greg’s audience consists of B2C consumers as well as B2B audiences. Greg has built the Caliber brand to embrace the customer through the entire.

B2C 136

B2C Competition Marketing Consumer 136

Pointclear

MAY 17, 2018

A senior marketing executive once got so frustrated with his sales counterpart that he offered the following choices for spending $100,000 on a lead generation campaign: Option. Type. Quantity. Vertical Qualified. Email Addresses. 1. Contacts (Name, Title). 200,000. No. No. 2. Companies (Three Contacts). 100,000. No. No. 3. Content Aggregator “Leads”. 4,319.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Marketing Qualified Lead 100

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.

Sales

Close.io

MAY 17, 2018

Episode #8 of our interview series featuring women in sales. Follow & Share the Series [Links]: YouTube | Soundcloud | iTunes | All of Our Guests. Joanna Moshman is the Senior Manager of Business Development at Figure 1. Her career today comes from two paths that converged: startups and healthcare. She previously served as the investor services manager at Golden Seeds, an angel investment firm focused on female-led and -founded companies.

Company 115

Company How To Sales 115

Aviso

MAY 17, 2018

Customer facing selling time is precious every quarter. Sales teams have to quickly determine which deals will close and can’t afford to spend a lot of time on ‘what if’ scenarios. Time is equally valuable on the Hubble Space Telescope. Every operational second is reserved months to years in advance. So, imagine the response when […]. The post AI and the Hubble Deep Field Connection appeared first on Aviso.

Face-to-face 83

Face-to-face Closing Customer Sales Forecasts 83

Sales Hacker

MAY 17, 2018

Let’s take a minute to ensure the most important factors that affect the bottom line have a spotlight on them. Specifically, we’re focusing on the sales development process and how to build a sales pipeline—all from a high level. We’re charging forward with 6 simple steps to ensure that the focus is not lost along the path to accurate sales forecasting and predictive revenue.

Ideal Customer Profile 86

Ideal Customer Profile Pipeline Sales Qualified Lead Demand Generation Targets 86

The Center for Sales Strategy

MAY 17, 2018

Is your sales team running the same plays as it did ten years ago? Even five years ago? Well if it is, then there is a good chance you need to update your sales playbook. The fact is that the way businesses buy and sell has forever changed—and to stay competitive, you need to change too. Yes, certain things are still essential—finding needs, presenting solutions, and getting results—but how you interact with prospects and clients is different.

Sales Enablement 79

Sales Enablement CRM Tools Competition 79

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.

Cold Calling

Predictable Revenue

MAY 17, 2018

On this edition of The Predictable Revenue Podcast, we welcome Gabriel Moncayo, Chief Executive Officer and Co-Founder of Always Hired, a San Francisco-based firm offering immersive sales training for those looking to break into tech sales. The post Tailoring your tactics: why understanding the motivations of your different markets is critical to sales success appeared first on Predictable Revenue.

Hiring 72

Hiring Motivation Marketing Revenue 72

SalesLatitude

MAY 17, 2018

As a sales manager, you know where you should spend your time. You were trained well, read books and tons of blog posts, and you know that your job as a manager is to develop and coach your team. You are also told that you should be more than a sales manager; you should also be a leader. But is this right for everyone going into sales management? Let’s take a look at why this matters.

Sales Management 71

Sales Management Hiring How To Coaching 71

Partners in Excellence

MAY 17, 2018

Recently, I participated in a discussion on “the buyers journey.” In some ways, I suppose I should have been happy that we were at least focused on the buyer, normally we obsess about our products/solutions and how we inflict them on our customers. We do need to be focused on our customers and what they are trying to achieve. But is the “buying journey” the right target of our attention?

Buyer 70

Buyer Customer Opportunity Relationals 70

Pipeliner

MAY 17, 2018

The end of Q1 and beginning of Q2 is a great time to really evaluate your sales pipeline: what is working and what is not? Step 1: The first thing you should do is to take a quick look at the wins and losses so far this year. Step 2: Next, create a matrix of what products you have sold to your accounts and how long, on average, it took to close these deals.

Analysis 69

Analysis Sales Qualified Lead Lead Rank Lead Scoring 69

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

Data

LevelEleven

MAY 17, 2018

Q & A with Derek Wong, Geopointe Sales Development Supervisor. Many modern sales teams are implementing a Sales Management System that integrates with their CRM in order to motivate, engage, and coach their teams around the behaviors that support their business goals. After implementing this type of solution, companies typically see a significant increase in their Key Performance Indicators (KPIs).

System 64

System Benefit Sales Management Scale 64

Drift

MAY 17, 2018

Last week AngelList sent out an email to 4.5 million people. And they had this crazy stat in there about the rise of conversational marketing. (You may have seen it). It said: “The number of new jobs in conversational marketing has grown by 445% in one year.” That’s wild. But here’s the thing, it’s not accidental. It happened because from the very beginning we’ve always been focused on creating a.

How To 63

How To Conversion Marketing Sales 63

Accent Technologies

MAY 17, 2018

Meaningful relationships are the key to success with any B2B sales deal. So how do you build them? Follow these five tips and you’ll be well on your way. Sandler, Richardson, SNAP Selling… whichever sales methodology your company uses, the odds are likely that it pushes the value of establishing a relationship with each prospect. (more…).

Sales Methodology 65

Sales Methodology How To B2B Prospecting 65

Allego

MAY 17, 2018

There’s an old saying in software development: “You can have it fast, good or cheap. Pick two.”. When it comes to sales onboarding, however, savvy managers can have all three (assuming we substitute cheaper for cheap) using “just-in-time” learning. The Problem with Buying vs. Building . In the old days, companies like Proctor & Gamble and Xerox hired new college grads, teaching them everything they needed to know about sales over the course of six months.

Hiring 59

Hiring Sales Enablement Survey Selling Skills 59

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 Process

Xactly

MAY 17, 2018

Some salespeople shiver with fear when they think about customer objections. You practice your sales script until you can say it backwards. Yet, when it comes to objections, the script goes out the window. But an objection, somewhat counterintuitively, is an opportunity. It is better to get the prospect talking than to have them disappear without rhyme or reason.

Negotiation 59

Negotiation How To Objections Webinar Metrics 59

SalesLoft

MAY 17, 2018

Coaching is one of the most important contributions to a successful sales organization. Time spent improving skills, implementing best practices, and focusing on the overall development of a sales team pays off tremendously in the long run. However, coaching practices are only as successful as the coaches themselves. Being a top sales rep doesn’t necessarily ensure a person is equipped to be good a sales coach.

Coaching 52

Coaching Sales Management Top of Funnel Sales Coaching 52

The Brooks Group

MAY 17, 2018

The Brooks Group's VP of Sales, Anita Greenland , recently delivered an impactful presentation at the annual ISA Convention in Baltimore, Maryland. . Watch the full presentation now, or get a "Cliffsnotes" version of the content below. . Differentiating Your Organization Through World-Class Sales Effectiveness - Presentation Takeaways. The 4 R’s for Recruitment, Selection, and Hiring.

Hiring 56

Hiring Cancellation Guidelines Coaching 56

Igniting Sales Transformation

MAY 17, 2018

This week’s conversation was all about believing in your worth when asking for the sale. Money is one of those subjects that many people find difficult to discuss but it is an important topic to explore. If you aren’t asking, you aren’t receiving. Traditionally, women have struggled asking for more to close bigger deals, or even asking for the promotion or a raise.

Microsoft 51

Microsoft Twitter Coaching Travel 51

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

Report

Partners in Excellence

MAY 17, 2018

In a recent conversation, a colleague made a very astute observation, “Structure isn’t strategy, structure it there to support the implementation/execution of strategy.” It was so simple and obvious when he stated it, but too often, I think we forget this as we drive performance in our organizations. We make our strategy about the “structures” we put in place–whether it’s the organizational structure, or the methodologies/tools/processes we use.

Strategy 48

Strategy Relationals Tools Meeting 48

LevelEleven

MAY 17, 2018

[…] had a lot of questions during the implementation and LevelEleven’s CSM team was able to answer all of my questions right away. They showed me how to create contests, how to […].

System 48

System Benefit Sales Management How To 48

Smart Calling

MAY 17, 2018

There ARE such things as dumb questions in sales. See what to avoid, and what to say in this brief video. And you’ll see and hear Alexa, Siri, and Google answering questions about beer. The post Dumb Questions Get Similar Answers appeared first on Smart Calling Blog.

Google 49

Google Video Sales 49