Steven Rosen

APRIL 3, 2018

The What, Why, How, and When of Executive Sales Coaching. Executive coaching is estimated to be a $2-3 billion/year global industry. There has been dramatic growth in the number of people who are becoming coaches and leaders who are hiring coaches. The rapid pace of change, high levels of uncertainty, complexity, and ambiguity in business is forcing both executives and managers to look beyond training for their ongoing development needs.

Sales Coaching 320

Sales Coaching Coaching Hiring Face-to-face 320

The Pipeline

APRIL 3, 2018

By Tibor Shanto. No one like objections, including those who have learned to see objections as a means of moving the call forward, they just understand, appreciate and leverage pushback differently than those who are crushed by the same response. As with most things in sales, we need to manage both the dynamics and the substance of the conversation, delivery and content.

Objections 259

Objections Cold Calling Face-to-face Call-back 259

Zoominfo

APRIL 3, 2018

Discord between marketing and sales departments is an age-old story. The marketing team gets annoyed at the sales team for failing to follow up on leads and in return, the sales team is annoyed with the marketing team for generating low-quality leads in the first place. As it turns out—neither team is wrong. Research shows the average sales team ignores 50% of marketing leads ( source ).

Marketing Qualified Lead 223

Marketing Qualified Lead Lead Rank Sales Qualified Lead Marketing 223

Steven Rosen

APRIL 3, 2018

The What, Why, How, and When of Executive Sales Coaching. Executive coaching is estimated to be a $2-3 billion/year global industry. There has been dramatic growth in the number of people who are becoming coaches and leaders who are hiring coaches. The rapid pace of change, high levels of uncertainty, complexity, and ambiguity in business is forcing both executives and managers to look beyond training for their ongoing development needs.

Sales Coaching 160

Sales Coaching Coaching Hiring Face-to-face 160

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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.

Follow-up

Jeffrey Gitomer

APRIL 3, 2018

Customer service are two of the most maligned words in our language. So often as customers we are disappointed in the service we receive (or the attitude attached to the service) that we go elsewhere. Amazing.

Customer 123

Customer Customer Service 123

Hubspot Sales

APRIL 3, 2018

Business professionals are busy people, and the last thing they want is an email from someone who needs a favor. Messages like these can be a distraction and burden. That’s why when I network and send outreach emails, I am careful to always ask for advice and not a favor or handout. In fact, as I wrote my new book, Wait, How Do I Write This Email? , a collection of 100+ templates for networking, job search, and LinkedIn, I used this tactic multiple times.

Distribution 145

Distribution Networking Hiring LinkedIn 145

The Center for Sales Strategy

APRIL 3, 2018

Social selling is a powerful part of the approach in our now transparent sales landscape. I feel every salesperson should embrace LinkedIn, Twitter, and even Facebook, as they plan to approach and attempt to engage with new business prospects.

Social Selling 77

Social Selling Twitter Facebook LinkedIn 77

Hubspot Sales

APRIL 3, 2018

What is Call Cadence? Call cadence is the structure and timeline of when salespeople call their prospects. It’s often accompanied by a similar cadence of voicemails and follow-up emails. It’s created based on the readiness of your prospect to buy, and is tailored to keep the salesperson top-of-mind without being overwhelming. “You don’t have to swing hard to hit a home run.

Revenue 88

Revenue Buying Cycle Social Media Media 88

SalesforLife

APRIL 3, 2018

LinkedIn is a critical tool in any social seller's toolbox. While a great social selling strategy leverages many more tools than LinkedIn alone, the platform can be a powerful way to learn about prospects and promote a seller's own brand.

LinkedIn 72

LinkedIn Social Selling Promotion Tools 72

Advertiser: ZoomInfo

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

Competition

Marc Wayshak

APRIL 3, 2018

Do you know what to say when a prospect asks you, “Why should I do business with you?” If you were about to talk about yourself and how great your offering is, you are dead in the water. Instead, learn a response that will take total control of the sale, while also setting you apart from the hordes of other salespeople out there. The post “Why should I do business with you?

Prospecting 63

Prospecting Objections Sales 63

Sales Hacker

APRIL 3, 2018

When it comes to cold calling , this right here is the worst advice: “You were born with two ears and one mouth—listen twice as much as you talk.”. The “name of the game” in cold calling is different than other types of sales calls, such as sales discovery calls. Cold calls are not necessarily about listening or asking great questions. They are about buying time, educating, and selling the meeting.

Cold Calling 65

Cold Calling Education Outbound Data 65

Veelo

APRIL 3, 2018

The best sales strategies win deals, minds, and hearts. Top sales professionals create relationships that stand the test of time. They know that the first sale is never the last, and there will always be opportunities to add more value. Cross-selling and upselling figure strongly in the best sales strategies, but be careful. You need […]. The post The Best Sales Strategies To Encourage Upsells appeared first on Sales Enablement Software | Veelo.

Strategy 65

Strategy Sales Enablement Software Software 65

Pipeliner

APRIL 3, 2018

As there are many, many books on sales management, so there are endless publications, articles and blogs on the subject of lead generation. This article doesn’t touch that subject, but addresses another vital topic: how to handle leads as they’re coming in, and the basics of establishing your lead management. Inbound and Outbound. As with many companies, our company deals with both inbound and outbound leads.

Lead Management 58

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 58

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Sales

Aviso

APRIL 3, 2018

In the recent Harvard Business Review Analytic Services study titled “Artificial Intelligence for Maximizing Revenue,” HBR surveyed 490 executives and managers. Of the hundreds of leaders surveyed, approximately 60% said they believe their future success depends on the successful implementation of artificial intelligence. Among this group, 36% said their organizations were in pilot or production […].

Survey 54

Survey Maximizer Analytics Study 54

Infoteam Consulting

APRIL 3, 2018

I was inspired to write this article by the experience of one of our own consultants. Let me tell you about Peter. He is now a strong member of our team, working in Eastern Europe. His sales record is great and he delivers excellent workshops. But a few years back when he first joined Infoteam he didn’t do well. I think we can all learn a lot from Peter’s story.

Sales 55

Sales Sales Management 55

Vainu

APRIL 3, 2018

A company’s industry, number of employees or location doesn’t reveal much about its needs and interests. This type of company information is often referred to as firmographics data. It has significant value to salespeople who target companies in a specific industry or a chosen size-range as it allows them to quickly filter promising prospects out of a longer list of potential customers.

Data 48

Data Prospecting Ideal Customer Profile Industry 48

Pipeliner

APRIL 3, 2018

If you’re a member of a sales force, or in sales management, there is always practical information you must know. You need to know as much as possible about your own products. You need to have a firm grounding about your particular industry and market. Today especially you must have as much insight as possible into your prospect companies, their buying processes and their decision makers.

eBook 45

eBook Decision Maker Exact Sales Cycle 45

Advertiser: ZoomInfo

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

Account Based Marketing

People.ai

APRIL 3, 2018

Every marketer has had that moment. You know the one—the moment when you discover the hundreds of leads your latest marketing program generated last week are just…sitting there. Untouched by sales. Growing colder by the minute. And cue the argument between the sales and marketing teams. A typical sales response is that the team is “at capacity”. Something everyone failed to mention before.

Marketing 42

Marketing How To Sales Leads 42

Funnel Clarity

APRIL 3, 2018

Hey Siri.sell me this pen. While this vacuous question has become synonymous with sales, artificial intelligence (AI) today is nowhere near selling anything. But make no mistake, with 75% of business execs saying their business will actively implement AI by 2020, and what seems like a new AI product being released every day – we’ve only begun to see the potential of AI in the sales process.

How To 41

How To Sales Process Sales Prospecting 41

Sales Evangelist

APRIL 3, 2018

The gig economy continues to grow as more people discover the freedom and control it provides. Gigs vary in duration and kind, and statistics suggest that more than 40 million people are involved in the gig economy on some level. On today’s episode of The Sales Evangelist, Marion McGovern shares her years of experience in […] The post TSE 804: Sales From The Street-“The Gig Economy” appeared first on The Sales Evangelist.

Sales 40

Sales 40

Corporate Visions

APRIL 3, 2018

Sarah can’t close enough deals to meet her goals. A medical device salesperson with a history of exceeding her quota, she has plenty of pipeline, but most of her deals are now getting stuck. Sarah says that new cross-functional buying committees are throwing up obstacles. She doesn’t like buying committees. She loves being in the clinic talking to doctors, and she dreads talking to procurement staff, or worse, hospital executives.

Margin 40

Margin Scale Pharmaceuticals Salary 40

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

Retail

Sales Gravy

APRIL 3, 2018

What happens to you when you are knocked off your game? Do you choke in a pressure selling situation? I forgot what I was supposed to say. You're in an important sales meeting or presentation. All eyes are on you. You?

Sales Meeting 40

Sales Meeting Sales Meeting 40

Selling Fearlessly

APRIL 3, 2018

It takes me less than 30 seconds to assess the health of any sales person or sales organization. I only ask one question: “How many top of the funnel (TOFU) scheduled 1st meetings are on your calendar in a typical week?” The response I typically hear is “Not enough.” As you might expect, this is shorthand […].

Top of Funnel 44

Top of Funnel Funnel Meeting Sales 44

Openview

APRIL 3, 2018

I recently caught up with a sales rep for a Fortune 500 company that has rolled out an overly complex comp plan with a complicated series of multipliers and significant number of SPIFFs (Sales Performance Incentives. For Fun!) and exceptions. The most recent revision of the comp plan was pushing a particular product – if you sold module X, your commission for the entire deal would be 20% higher.

Incentives 72

Incentives Incentive Commission Compensation 72

Cincom Smart Selling

APRIL 3, 2018

CPQ (Configure-Price-Quote) systems and sales portals are perfect for each other. Sales portals have been in the business-practices discussion for many years. The digitalization of business practices, the evolution of the internet as a venue for conducting business, and the deployment of web-enabled applications designed to facilitate collaboration have provided an environment that’s friendly to the development of portals for sales teams.

Collateral 48

Collateral Proposal Territories System 48

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.

Intent Data

Julie Hanson

APRIL 3, 2018

It can be disappointing to receive a small part of a customer’s business when you are hoping for the lead role. Winning larger deals gets a lot of focus in sales, but sometimes large deals are hidden in small packages. Savvy actors often parlay a small or one-time roll into a bigger or recurring role. For example, Kelsey Grammer was initially cast in just six episodes of Cheers.

Follow-up 54

Follow-up Call-back Campaigns Examples 54

SugarCRM

APRIL 3, 2018

Companies like Amazon and Zappos are lauded for providing outstanding customer service. That has raised the bar for what customers expect from every brand they interact with. No matter your industry, expectations higher than ever. So, it’s critical that customers service reps have the tools, data and autonomy needed to satisfy customers. In this post, let’s dig a little deeper into some of the key challenges facing your customer service professionals and how Sugar can help organizations meet cus

Customer Service 53

Customer Service Customer Distribution Face-to-face 53

DiscoverOrg Sales

APRIL 3, 2018

“Sales acceleration” is a good buzzword, but all it really means is “sell more, faster” … without saying anything about “How?”. There are a lot of sales acceleration tools out there, but the redesigned DiscoverOrg’s Outreach connector solves some very specific problems: (1) a disjointed sales tech stack, (2) inaccurate, untrustworthy data, and (3) governance practices designed to preserve data quality.

SalesForce 33

SalesForce Data System Sales Operations 33