SBI Growth
JUNE 9, 2019
What Is the Purpose of This Customer Journey Map? According to a recent article from Invesprco, “Customer journey maps give businesses a way of getting into their customers’ heads, helping them gain valuable insight and understanding regarding common customer pain points.” The.
No More Cold Calling
JUNE 9, 2019
Have you forgotten that selling is social? “Turn off your computer. You’re actually going to have to turn off your phone and discover all that is human around. Vintage telephone on old table sepia photo. us.” That’s what Eric Schmidt, then chairman and CEO of Google, told the graduating class of the University of Pennsylvania in May 2009. Ten years later, his advice is even more relevant than it was back then—for college graduates starting their careers, and for salespeople looking to get B2B le
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Zoominfo
JUNE 9, 2019
When it comes to B2B sales calls, the primary goal of the sales rep is to extract valuable information from the other person on the line. If you’re a seasoned sales professional, you already know the best way to get information is to ask smart questions. But this is often easier said than done. Good questions and the answers they produce can make a huge difference in your ability to close deals faster.
The Sales Hunter
JUNE 9, 2019
What does failing do for you? It develops character, perseverance and resilience. Failing shows that you actually tried. It means that you took a step and went for it. Failures will get you one step closer to being successful, because they always teach you something. Learn from your failures. Fail fast and learn even faster. Copyright 2019, Mark Hunter “The Sales Hunter.
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Mr. Inside Sales
JUNE 9, 2019
Last week I was contacted by the American Association of Inside Sales Professionals and asked if I would share my best practices for dealing with the gatekeeper. Sure! I said. In under 10 minutes they recorded a slide presentation, and I want to share that with all of you. Do pass this on to others in your company who also may have problems navigating past the gatekeeper.
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Membrain
JUNE 9, 2019
Like a growing number of other commentators, I have come to believe that the traditional BANT (Budget, Authority, Need and Timeframe) approach to sales opportunity qualification is fundamentally flawed and not fit for purpose when it comes to complex B2B sales.
Anthony Iannarino
JUNE 9, 2019
Yesterday I published my 4,000th post here at www.thesalesblog.com. Not all of them are written posts. Around 200 of them are YouTube videos we pulled in when I was experimenting with daily video, and another 130 or so are In the Arena podcast episodes. The oldest post goes back to January 2008, long before I understood the medium, and long before I found my voice as a writer.
SBI
JUNE 9, 2019
Beyond CRM Podcast: Implementing Process & Methodology. Today’s episode is with George Brontén, Founder & CEO of Membrain. Complex selling requires adherence to process and methodology. George and I talk about what sellers must do differently as a result: Embedding process and methodology into CRM. Tracking deal progress beyond just the stage of the opportunity.
Partners in Excellence
JUNE 9, 2019
This post is the tenth post in my series on Sensemaking. Like the previous two posts, this focuses on how you apply the principles of Cynefin in your sales strategies with your customers. For links to the other posts in the series, go to: Sensemaking, The Big Issue Facing Both Our Customers And Us. In the previous posts we looked and how the “context” or domain your customers may be in will change depending on where in the organization of the functions that you engage.
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SalesforLife
JUNE 9, 2019
Over the last month, I’ve been having conversations with CEOs of companies that we work with and our Board advisors—and we’re hearing from them that a headwind is upon us. One of the advisors is on the Board of a ball-bearings company that goes into ocean liner freight ships. The long and short of it is that the shipping industry is one of the leading indicators to the health of the global economy.
Bigtincan
JUNE 9, 2019
Managers need to give feedback to address both successes and failures. This is a clear and quick way to encourage a change in behavior, but it can be challenging to do. Not only is uncomfortable, but it can be hard to give feedback when you’re busy or it’s not top of mind. However, feedback helps […].
Pipeliner
JUNE 9, 2019
Servant Leadership Skills. Tracey Hughes is an icon in the hairdressing industry, an internationally recognized speaker and an educator who has won Educator of the Year many times as well as many other accolades. In this interview, she discusses how certain leadership skills can be taught and common pitfalls. She shares tips for leaders who already have creativity in spades.
Sales Evangelist
JUNE 9, 2019
You’ve likely heard the scenario before where an interviewer asks a seller to “Sell me this pen,” but how much value does this approach offer?? It’s bad enough that you’re already nervous about the interview, but if you’re thrown into a situation where the director of sales asks you to sell him a pen when you really have very little information to start from, you may find yourself fumbling for something to say.
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The ROI Guy
JUNE 9, 2019
In this Forbes article, we contributed one of the ten tips, about how to Master The Art Of Storytelling. Our advice: Sellers are all to quick to talk about themselves, their company and the product and not address the buyer. To ensure that you are differentiating your pitch from the rest, consider leveraging the CLOSE methodology: Challenge, Loss, Opportunity, Solution, Evidence.
Selling Energy
JUNE 9, 2019
Here are our favorite sales-enhancing tips from this week's Selling Energy Blogs.
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