Sales Hacker
APRIL 2, 2019
If your LinkedIn profile talks about how you’ve made president’s club, your goal attainment, or the sizes of deals you closed, you’re doing it wrong. You should be proud of those achievements, but as a salesperson you should optimize your LinkedIn profile for sales, not for your ego. By paying careful attention to each element of your profile, you set yourself up for successful social selling.
LeadFuze
APRIL 2, 2019
This can be because salespeople lack the technical ability and are still following ineffective sales methodologies. This is where sales enablement enters the scene! Sales enablement is a powerful tool for increasing sales performance. What exactly is Sales Enablement? Sales enablement is the set of practices, processes, and platform that helps the sales organizations improve the performance of sales teams to increase revenue through new customer acquisition.
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SBI Growth
APRIL 2, 2019
The Pipeline
APRIL 2, 2019
By Tibor Shanto. The start of any quarter is an opportunity to step back take stock and recommit to your success. The first quarter, however, is a bit different, it is far enough away from the year-end, that you can think, be positive, and have the space to course correct or accelerate your triumphs; it is an entirely different affair the first week of October, when the desperate clouds of Q4 cover the top of the funnel.
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.
Allego
APRIL 2, 2019
Today’s sales training and enablement professionals can’t afford to be dismissive of ROI: if your sales training and coaching programs aren’t generating tangible results – in terms of higher revenues, faster ramp-up, shorter sales cycles, etc. – you need to find out why and apply the available fixes. In our experience, there are 3 reasons why sales training programs fail to produce ROI.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
APRIL 2, 2019
By Tibor Shanto. One reason many anti-phoners, will give you for not using that most noble sales instrument (the phone), is that no one picks up. As though that was some form of barrier or obstacle or a reason for not leveraging the phone in your sales and prospecting success. Let’s be real, anti-phoners are the sales equivalent of anti-vaxxers. Fortunately, anti-phoners only stunt your pipeline and revenues, not your kids.
Miller Heiman Group
APRIL 2, 2019
Managing a strategic account is a complicated balancing act. Sometimes, you find yourself striving for short-term gains by upselling. But to achieve long-term success with a strategic account, the customer needs to view you as a trusted partner, which means you need to constantly set yourself apart from the competition by helping your customer achieve their long-term goals.
Shari Levitin
APRIL 2, 2019
Thomas, the CEO of a large conglomerate, was a tough sell, but a lifelong client and now a dear friend. Agreements took months to close, terms were altered, and Thomas insisted on running each revision by “the board.” Come to find years later. The post How to Gain Sales Consensus with the Ghosts in the Room appeared first on SHARI LEVITIN.
Openview
APRIL 2, 2019
Most of us know that one of the keys to thriving in the SaaS landscape is getting customers to renew subscriptions. According to Totango , 56% of SaaS companies treat renewals as a high priority. However, when it comes to actually documenting, streamlining and perfecting that renewal process, far too many of us are looking at courting customers into renewal as a perfunctory obligation, which could be the reason customers are walking away.
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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.
CloserIQ
APRIL 2, 2019
Salespeople have a bad reputation. Research continually finds them at the bottom of the list of trusted professions , and anyone who’s ever been on the receiving end of a bad sales experience will know why. Putting aside the bad eggs who are blatantly conning their way through deals, there are plenty of other poor sales behaviours that put customers off.
Go for No!
APRIL 2, 2019
Everyone spends like a millionaire in at least one category. I heard that somewhere and it stuck with me. Maybe Robert Plant said it best: “People say that I’m a millionaire, but that’s not true – I only spend millions.”. This is a great lesson for salespeople. My husband and business partner Richard and I are considered, “foodies.” We will spend a lot of money on a great meal.
SBI
APRIL 2, 2019
Kiite Extends AI Platform for Sales with Playbooks. Kiite , a leading provider of AI solutions for sales, today has announced the general availability of its open beta of Kiite Playbooks, a web-based extension of its chat-based AI. . The sales process is no longer a linear series of events driven by a salesperson. The modern buyer’s journey dictates the need for a dynamic sales approach which leverages technology to surface everything from process to sales methodology, discovery questions, to ha
Nimble - Sales
APRIL 2, 2019
We’re happy to announce that we’ve been named a CRM Market Leader for Customer Satisfaction for the seventh consecutive year, according to G2 Crowd (the world’s leading business software reviews platform). Ratings are based on verified user reviews and market presence. Ninety-five percent of Office 365 and G Suite users rated Nimble 4 or 5 […].
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.
Chorus.ai
APRIL 2, 2019
The first quarter just ended. As any revenue leader knows, you put your best foot forward and then as the end of the quarter comes nearer, you have to get laser-focused on which deals are at risk (and therefore may need your attention), where your reps may have “happy ears,” where you might get lucky (bluebird, anyone?), and ultimately, what number you can promise with confidence.
Anthony Iannarino
APRIL 2, 2019
In the past, you would have been challenged to get your content seen. In many ways, it is still difficult to get attention for your content. Both of these statements represent part of the same truth, the first a result of gatekeepers controlling what was published, the second caused by the glut of content posted. When it was difficult and expensive to get attention, gatekeepers discriminated against what they considered weak material.
Janek Performance Group
APRIL 2, 2019
Sales is an exciting, interesting career that exposes you to many different people and challenges. But there can be slow periods or times when a feeling of monotony can set in. Usually it’s temporary – everyone has days where they just don’t feel like being there or working much. The problem is when it becomes sustained drudgery and unhappiness seeps in along with the tedium.
The Center for Sales Strategy
APRIL 2, 2019
Company culture is a vital component of a successful business -- or at least that's what 'they' say. Studies show that it affects recruitment and hiring top talent as well as retention and employee engagement. It's a baseline for productivity and can set the tone for work ethic, expectations, team camaraderie, and even brand recognition. You hear the words bounced around.
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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
People.ai
APRIL 2, 2019
If you’re like most companies, you’re struggling to get true value out of the sales information in your CRM. One reason is the data just isn’t in there. Despite the capacities of Salesforce, humans fail to enter the data required to really power your sales org. Without the data, your CRM can’t deliver. Since no one has been able to get people to sufficiently populate their CRMs over the last 20.
Richardson
APRIL 2, 2019
By the time we reach the age of 4 or 5, we develop something called “theory of mind.” We learn that another person’s knowledge is different from our own. One simple study shows how theory of mind works. A child is shown a box with a label reading “Smarties,” a candy. An adult opens the box, revealing that pencils are inside. Then, the adult closes the box and asks the child what they think another child will guess when asked what’s inside.
Sales Manager Now
APRIL 2, 2019
Have you ever asked that question of yourself as a salesperson or as a sales manager? Have you heard that negative voice inside and felt a little self-doubt when you were with a customer (or client)? I’m sure all of… The post Why am I here? appeared first on Sales Manager Now.
Smooth Sale
APRIL 2, 2019
Attract the Right Job or Clientele: Unfortunately, most people solely focus on their goals and do not listen for possibilities. We need to be goal-driven up to a point. But then we do best by stopping to hear in full about the goals of our prospects. The reason is, we may unexpectedly recognize a new idea that can take us to a new level. But if we are busy pushing old goals, the new possibilities will pass us over.
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.
InsideSales.com
APRIL 2, 2019
Learn about how you can use the house account strategy to make your business more efficient and profitable with Gallagher’s Jen Tadin. RELATED: Stop Pitching: Start Solving Problems for Your Customers In this article: About My Guest — Jen Tadin of Gallagher What Is a House Account? How to Create a Profitable House Account Strategy Learn […].
criteria for success
APRIL 2, 2019
Wondering what to look for when hiring a salesperson? Well, the list is pretty long! And it all depends on your company and team. First, let’s talk about the cliché sales rep, Chris. Chris is a hard-hitter and the master at pumping out sales calls faster than you can say “Criteria for Success.” Chris doesn’t [ ] The post What to Look for When Hiring a Salesperson: 5 Keys to Success appeared first on Criteria for Success.
Cincom Smart Selling
APRIL 2, 2019
Price-and-quote software helps manufacturers and distributors address many challenges including product complexity, regulatory requirements, global competition, supply-chain volatility and skilled … Continue reading "Pricing and Quoting Software Benefits Many Vertical Markets". The post Pricing and Quoting Software Benefits Many Vertical Markets appeared first on Cincom Blog.
Sales Hacker
APRIL 2, 2019
Our attendees had rave reviews for this talk at Unleash 19, so we’re excited to bring it back for an encore session. A new era for outbound is upon us. The explosion of raw data and tools allow for new possibilities in the world of data driven scale. This session will feature Dogpatch Advisors, who will walk us through a new model for outbound called “Outbound Ops”.
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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
Guru
APRIL 2, 2019
This article originally appeared on behalf of the Forbes Technology Council, a community for world-class CIOs, CTOs, and technology executives. Read the original post here.
Chorus.ai
APRIL 2, 2019
The first quarter just ended. As any revenue leader knows, you put your best foot forward and then as the end of the quarter comes nearer, you have to get laser-focused on which deals are at risk (and therefore may need your attention), where your reps may have “happy ears,” where you might get lucky (bluebird, anyone?), and ultimately, what number you can promise with confidence.
Fill the Funnel
APRIL 2, 2019
Struggling to get views on your videos? Welcome to the club – you’re not alone. Something happened… Something NO ONE saw coming. People noticed views dropping (and when I say dropping, I mean halving overnight). People were scrambling in Facebook groups, private chats, Skype conversations. You name it. “Are your views down?” “Did you hear the news?” […].
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