The Sales Heretic
DECEMBER 10, 2019
If you’re in sales—and that’s nearly everyone in the company—you need to make presentations. Whether it’s a one-on-one to a prospective client, or a keynote speech at a conference, delivering a great presentation is vital to your success. Here are 14 tips for presenting more effectively. 1. Open strong Your opening is your opportunity to [.].
The Pipeline
DECEMBER 10, 2019
By Tibor Shanto. Given that we are about to enter a new decade, you get a rush of prophecies from the chattering class. As with anything in life, one’s view is shaped by their experience. In sales, this is further influenced by when you started selling. Digital natives will naturally see things differently than digital immigrants , especially when it comes to sales tools.
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No More Cold Calling
DECEMBER 10, 2019
There’s nothing like an in-person meeting to close deals. Sales leaders say they don’t need for account executives to travel. Worse yet, salespeople tell me they don’t even need to talk to anyone. Ridiculous, right? I used to think it was because I lived near Silicon Valley, but technology addiction is everywhere. It’s become an epidemic—people typing away and not having conversations.
Hubspot Sales
DECEMBER 10, 2019
Early-stage companies often cast too wide a net when defining their target customer base. They believe the more prospects, the better — but pursuing the wrong types of prospects wastes precious time, cash, and sales resources. There’s a high opportunity cost to chasing someone who won’t buy (or buys and quickly churns). All the while, your competitors are entering the market and getting to large and enterprise clients more quickly than you.
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.
Allbound
DECEMBER 10, 2019
Does your partner technology stack have your back? Partner channel success is pretty much impossible if it doesn’t. A top-notch tech stack puts you on the fast track to sales success. So how is yours stacking up? Every tech stack is built out of a combination of the hundreds, if not thousands, of solutions out there. Partner channels are unique, and require a very specific combination of tools and technologies.
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Sales Evangelist
DECEMBER 10, 2019
The Accidental Seller Series 8 - "Norma Bell" This is the last episode for the Accidental Seller Series. Because it’s the last, it needed a very special guest, Norma Davis Bell, Donald, The Sales Evangelist’s mom. Norma Bell wanted to become a policewoman growing up because of the idea of protecting and helping people. As she grew older, however, her path took her in another direction.
Gong.io
DECEMBER 10, 2019
At Gong’s #celebrate conference, sales leaders tackled three pillars: people success, deal success, and strategy success. I’ve been revealing key takeaways from their talks. Now up: ‘strategy success’ based on a talk by Geoffrey Moore, author of “Crossing the Chasm” and investor at Wildcat Venture Partners. In the 20th century, the product was king, so executives had a product-first approach.
Pipeliner
DECEMBER 10, 2019
In this new series, I am going to share my secrets of building a business, following the analogy of building a house. There are many similarities between these two endeavors, and many of the same factors must be considered. In actuality, you can apply the factors I’ll be laying out to either activity. In this article, I’ll be listing out the most important factors, and briefly touching on each one.
Chorus.ai
DECEMBER 10, 2019
Chorus delivers enterprise-grade Roles & Permissions to everyone. Have you read the State of Conversation Intelligence 2020 report yet? If not, you have to go check it out right now! One of the interesting stats we have in this report is how the typical deal cycle splits up into different stages. Almost a month is spent in cold prospecting by BDRs, another 60 odd days in the discovery and late deal stages with an AE and then, with some luck, it’s years and years of meetings with customer suc
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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.
Showpad
DECEMBER 10, 2019
Technology’s role in sales enablement increases every year. The better technologies become, the more they support the success and scalability of sales enablement. What sales enablement technologies are organizations investing in? And once invested, how are these technologies being leveraged and used? What’s the role of integration and adoption? These are some of the many questions we set out to answer in our 5th Annual Sales Enablement Study.
The Center for Sales Strategy
DECEMBER 10, 2019
Sales managers in every market say the same thing — finding great salespeople is hard. We empathize, but of course, it is! Salespeople are often really good at selling themselves, and when you do hire, it takes six months to a year to know whether you made the right decision. This is one reason you must develop a plan and execute that plan at all times.
Pipeliner
DECEMBER 10, 2019
As the world continues to embrace conversational commerce in a bid to excite, engage, and interact with customers, chatbots are at the fore of driving this revolution. These business tech solutions rely on Natural Language Processing (NLP) and Artificial Intelligence (AI) to provide customers with a better experience at various stages of the sales funnel.
Gong.io
DECEMBER 10, 2019
You’re on a sales call that just feels…off. . Maybe your prospect doesn’t believe what you’re saying. Maybe they’re hesitant to take the next step. . You can feel the tension on the line. . Any kind of pushback can be intimidating. And many times, sales reps will start to back away when they feel friction. . They get timid. . We get it. Friction is uncomfortable.
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
DECEMBER 10, 2019
Every businessperson passes through a learning curve which includes testing and integrating software services into their businesses. You should, however, note that not all services will work for you. Whether you run a FinTech business or a media enterprise that operates online, the need for software that delivers results transcends most things. Tech businesses, for example, would require a service such as Scrum that makes it easy for people to collaborate and track projects.
Mobile Locker
DECEMBER 10, 2019
Are you making the most of your iPad or other tablet devices? If you’re like most sales professionals, the answer is probably NO. Most salespeople are laptop and smartphone pros, but aren’t aware of the added power they can gain by maximizing the use of their tablets. It’s the TOP tool for supporting all the […]. The post Why an iPad Should Be a Sales Rep’s Best Friend appeared first on Mobile Locker.
Anne Miller
DECEMBER 10, 2019
What is worse than someone reading PowerPoint slides to an audience? Someone who also never looks at the audience. If you are giving a PowerPoint presentation, it is very easy to become glued to your slides–and to stay looking at your slides even when what you are saying is not there! Here are three tips for avoiding that dilemma. Be Aware of Your Toes.
Sandler Training
DECEMBER 10, 2019
The 2020 Summit will be held March 4-6 at the Rosen Centre Hotel in Orlando, Florida. Here are three reasons you should book your slot today. The post Three Great Reasons to Come to the 2020 Sandler Summit appeared first on Sandler Training.
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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
Pipeliner
DECEMBER 10, 2019
Patricia Fripp, CSP, CPAE is an award-winning speaker, author, sales presentation trainer, and in-demand speech coach. Her speech-coaching clients include corporate leaders, celebrity speakers, well-known sports and media personalities, ministers, and sales teams. Named “One of the 10 most electrifying speakers in North America” by Meetings and Conventions magazine, Patricia delivers high-content, entertaining, dramatically memorable presentations.
Anthony Iannarino
DECEMBER 10, 2019
Weak sales approaches and poor decisions allow your prospective clients to make mistakes, mistakes that often include you losing the opportunity and your dream client failing to achieve their goals. Here are nine mistakes you may be enabling your dream clients to make. Not Providing a Compelling Reason to Change : Salespeople still believe that their product or service should be enough to compel their dream clients to change.
Sandler Training
DECEMBER 10, 2019
Ongoing, modern training is one of the biggest investments you can make in your people. Discover the hidden ROI of training top sales talent. The post The Hidden ROI of Training Top Sales Talent appeared first on Sandler Training.
Selling Energy
DECEMBER 10, 2019
The goal of Selling Energy’s blog is to provide daily/weekly sales-enhancing tips, inspiration and news on upcoming courses that will motivate you to become a more successful sales professional. Today, let’s take a moment to review the most popular blog posts from 2019.
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.
Braveheart Sales
DECEMBER 10, 2019
Have you ever left a sales appointment and wished you had said something else? Or have you ever debriefed a sales rep’s call and find they didn’t ask the next logical question, and now critical information is missing? Unfortunately, it’s a common problem. Most salespeople don’t ask enough questions. Let’s examine some statistics. Only 11%* of salespeople ask the next, most important question when necessary.
SalesLoft
DECEMBER 10, 2019
Dave Gerhardt, the Vice President of Marketing at Drift, takes on a touchy topic: How do you sell to people when you know they don’t want to be sold? The two discuss how to become a product expert, how to build your company’s brand as a salesperson, and actionable ways to add authenticity to your sales calls. Tune in and listen to all of the interesting avenues Dave and Jeremey venture down as they bring you into the land of sales and social psychology.
criteria for success
DECEMBER 10, 2019
As a sales coach, you lead the pack. That's because coaching programs help empower your sales team to reach their full potential. According to the International Coach Federation, the average company can expect a return of 7 times their initial investment on their coaching program. But in order to set up an effective program, you [.]. The post 5 Exceptional Sales Coaching Tools for Sales Leaders appeared first on Criteria for Success.
Close
DECEMBER 10, 2019
Conference season is here, and I'm excited about traveling to different cities and meeting others who are committed, as I am, about succeeding in sales.
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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
LevelEleven
DECEMBER 10, 2019
If your organization uses Salesforce, one of the many great features you’ll notice is that it is extremely customizable to your business. With hundreds of apps to choose from, the Salesforce platform can mold itself to support any business, providing solutions that will help drive any company’s growth. Out of all of the categories of apps available on the Salesforce AppExchange, one of the newer concepts to enter the Salesforce ecosystem is Salesforce gamification.
Nimble - Sales
DECEMBER 10, 2019
There are many documents that need to be created within the project for it to succeed. Have you ever thought about which one is the most powerful and important? The answer is a statement of work. Let’s find out what and why makes the statement of work so important. What is a Statement of Work? […]. The post Why a Statement of Work Can Assure Your Project’s Success appeared first on Nimble Blog.
Customer Centric Selling
DECEMBER 10, 2019
Details of Computer Science for Kids. The subject of computer engineering has been divided one of a variety of sub-disciplines, the majority of which are technical disciplines in and of themselves. Needless to say, there is a good deal of science behind the invention of this WWW. Learning personal computer engineering may lead to great livelihood choices, which are required for lower-income students.
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