Openview

JUNE 8, 2018

I have bad news. By the time you try that slick closing technique you read about online, it’ll be too late. Your deal’s fate will already have been sealed. The actions you take earlier in the sales process define your outcome. Not even the fanciest closing technique can change that. Imagine an asteroid on a collision course with earth. When the asteroid is far away, even a tiny shift in its trajectory will make it miss our little blue planet.

Closing 77

Closing Data Sales Cycle Call-back 77

Artesian Solutions

JUNE 8, 2018

Knowing me, Knowing you – The science of understanding buyer personas. As the famous Abba lyrics go “knowing me, knowing you, it’s the best I can do”. Perhaps like me you’re not an Abba fan, so how about this instead from Alan Partridge “Knowing me. Knowing you A-Ha”. The key to any successful sales strategy starts with understanding your buyer. B2B selling in 2018 is as much about building insight into the personality of your buyer as it is about insight into their business/market.

Buyer Persona 40

Buyer Persona Buyer Account Based Marketing Lead Rank 40

DialSource

JUNE 8, 2018

There tend to be two extreme ends of the prospect spectrum when it comes to sales calls. My parents are excellent examples of each. My mom will immediately explain that she is not interested and hang up, which is abrupt, but at least it saves time. My dad, on the other hand, will continue the conversation for a while regardless of whether he has any actual interest in the product or service.

Conversion 28

Conversion Prospecting Decision Maker Lead Rank 28

SBI Growth

JUNE 8, 2018

As sales leaders, we are all too familiar with the adage that compensation drives behavior. We missed our quarterly number on new logos, or the cross-sale of the new product launch is significantly lagging expectations, or perhaps the field isn’t.

Compensation 199

Compensation Territories Industry Sales 199

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

Fill the Funnel

JUNE 8, 2018

It is disappointing when I see people going live on Facebook or YouTube without prep and then hearing about their disasters. It only takes a few minutes to get the little things correct so that you and your broadcast comes across as professional and well-prepared. Here is a brief checklist I have developed to run […]. The post 12 Tips and Checklist For Live Video Broadcasting appeared first on Fill the Funnel.

Video 118

Video Funnel Top of Funnel Facebook 118

Nutshell

JUNE 8, 2018

The following is excerpted from Dream Teams: Working Together Without Falling Apart by bestselling author and Contently cofounder Shane Snow. For more, follow Shane on Medium , Twitter , and LinkedIn. *. Pretend that you are having a housewarming party, and you’ve invited your eight best friends. You’ve baked a delicious round cake, and because you love your friends equally, you want to cut it into eight equal pieces for them.

Tools 81

Tools Groups Airlines Follow-up 81

Hubspot Sales

JUNE 8, 2018

It happens all the time. You call a prospect at the scheduled time and the line rings and rings and rings. No answer. You send a short follow-up email to set up another call. Still nothing. You’ve made good on your promise to connect, but you’re being met with radio silence. So what’s a sales rep to do when the deal rests on a prospect’s responsiveness?

Follow-up 103

Follow-up Prospecting Proposal Call-back 103

The Brooks Group

JUNE 8, 2018

Effective sales prospecting is one of the most challenging--and most important--parts of the sales process. Getting it wrong means wasted time and frustration. Getting it right means a healthier pipeline and better performance. Here are 9 prospecting tips your team can implement before, during, and after each call in order to strike prospecting gold.

Prospecting 71

Prospecting Social Media Call-back Lead Generation 71

The Center for Sales Strategy

JUNE 8, 2018

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

Conversion 70

Conversion Sales Lead Generation Inbound 70

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Sales

Allego

JUNE 8, 2018

Want to Mobilize your Sales Force Faster? Take a page from World War II history. Long before YouTube, the U.S. military used the power of film to speed the flow of battle-ready troops into war to defeat the Nazis. . We recently sat down with Pat D’Amico, U.S. Army veteran and Founder and CEO of About Face Development to discuss the application of video to modern learning for high performing sales organizations.

Film 59

Film Video Exercises Education 59

Engage Selling

JUNE 8, 2018

??????????????????If I was running your sales team and there had to be one thing that I would insist on, it would be this non-negotiable, mandatory behavior from all salespeople.

Negotiation 55

Negotiation Account Strategy Sales 55

Pipeliner

JUNE 8, 2018

“Things are not always what they seem.” We can thank Phaedrus, an Athenian who lived around 400 BC, for that insight. He’s also credited with saying “opportunity has hair in front, but is bald behind.” A curious metaphor. Phaedrus isn’t the up-tempo spirit I’d want on my innovation team today. But he’s my kind of guy. A risk-aware man who doesn’t have his head stuck in the sand.

Outsourcing Services 59

Outsourcing Services Decision Maker Licensing Vendor 59

Sales Result

JUNE 8, 2018

Want fast growth, higher win rates, and improved customer retention? The answer lies in tightly-aligned sales and marketing processes. Research shows it’s more important than ever that these two departments meld together – by aligning the two, organizations see an average of 32% annual revenue growth ( Forrester ), 38% higher win rates, and 36% greater customer retention (both stats from MarketingProfs ).

Sales Goal 45

Sales Goal Retention Marketing How To 45

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

Pipeliner

JUNE 8, 2018

How To Become An Expert Salesperson. Being an expert salesperson is a choice. You must position yourself as an expert salesperson, and be intentional about making decisions that will help you rise to the top. However, not many people go after this top level of competition. If you intend to excel to the top of your field, Douglas Kruger has insider advice to share with you.

Positioning 49

Positioning Industry Scale How To 49

G2Crowd - Sales Blog

JUNE 8, 2018

“ Being on par in terms of price and quality only gets you into the game. Service wins the game.” - Dr. Tony Allesandra.

Tools 53

Tools Customer Sales 53

Appbuddy

JUNE 8, 2018

According to Salesforce, CRM applications can help increase sales up to 29 , sales productivity by up to 34, and forecast accuracy by 42—but that’s only if you can get the right data into your CRM, complete your CRM work quickly , and find what you’re looking for when you need it. While 74 of users said their CRM system gave them improved access to customer data— a majority of Salesforce CRM users think the data they have isn’t useful or reliable.

CRM 40

CRM Data Report SalesForce 40

Sales Result

JUNE 8, 2018

Want fast growth, higher win rates, and improved customer retention? The answer lies in tightly-aligned sales and marketing processes. Research shows it’s more important than ever that these two departments meld together – by aligning the two, organizations see an average of 32% annual revenue growth ( Forrester ), 38% higher win rates, and 36% greater customer retention (both stats from MarketingProfs ).

Marketing 40

Marketing Retention Research Revenue 40

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Selling Fearlessly

JUNE 8, 2018

A group of frogs were hopping contentedly through the woods, going about their froggy business, when two of them fell into a deep pit. All of the other frogs gathered around the pit to see what could be done to help their companions. When they saw how deep the pit was, the rest of the […].

Groups 37

Groups 37

Selling Energy

JUNE 8, 2018

Rejection is something that every sales professional faces throughout their career.

Sales 40

Sales 40

Hubspot Sales

JUNE 8, 2018

The Psychology of Selling. The Psychology of Selling is a well-regarded book by legendary sales professional Brian Tracy. It shares ideas, methods, strategies, and techniques for salespeople to sell faster and easier than ever before. It’s a must-read for salespeople of all verticals, and we’ve got a complete summary here. Brian Tracy’s classic guidebook, “ The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible ,” is on the must-read list for every sales

Exact 108

Exact Ideal Customer Profile Motivation Buyer 108