Hyper-Connected Selling
FEBRUARY 4, 2019
I’m a big fan of personal and professional development. You kind of have to be when you’re in this line of business. I’m much more likely to watch a TED talk or listen to an instructional podcast than watch the latest binge-worthy Netflix series. (I’ve purposefully never watched Game of Thrones because I know it will suck me in.).
LevelEleven
FEBRUARY 4, 2019
Attention spans may be shorter these days, but that’s not a valid reason why you can’t keep your prospects’ attention. The real problem? They don’t have the willingness to give you their time or energy. Simply put, you haven’t yet “caught” their attention. This doesn’t mean that it’s time to move on to other prospects – you’re just going to have to get a little more creative with your approach.
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Janek Performance Group
FEBRUARY 4, 2019
One of the realities of our global, digital sales world is that buyers have more options and easier access to those wider choices than ever before. What this means for businesses and their sales reps is that the objective and measurable differences, such as specific features or time to delivery, frequently aren’t strong enough to lock down a sale – other companies in the marketplace have similar offerings.
Sales and Marketing Management
FEBRUARY 4, 2019
Author: Dean Stier All successful sales teams share common qualities regardless of what industry they are in. Winning teams have a strong culture of communication and know what their goals are, they are part of a collaborative environment where best practices can move throughout the organization. They are comprised of energetic self-starters that are hungry to close the deal.
Speaker: James Kahler, COO of Full Course
Ever wondered where to splurge and where to safely conserve when it comes to operating and growing your restaurant? 🤔 Join James Kahler, COO of Full Course and industry visionary, in this new webinar where he'll talk all about best practices to invest in your restaurant's success! Whether you're a new business or an established restaurant, a seasoned pro or a rookie, you'll learn the keys to sustainable success in this competitive industry.
Mr. Inside Sales
FEBRUARY 4, 2019
If you’re an entrepreneur or small business owner and you want to sell your product or service over the phone successfully, then there are 3 things you need to know before you begin. Watch this short video, and I’ll tell you exactly what they are: The post Entrepreneurs: 3 Best Practices for Building an Inside Sales Team appeared first on Mr.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
FEBRUARY 4, 2019
Hubspot Sales
FEBRUARY 4, 2019
If you're anything like me, sometimes I'm working into the wee hours of the night. After dinner, I flip open my laptop and sure enough. I get blinded by what looks like an industrial flashlight beaming directly into my retinas. Squinting into the blinding light of the sun my laptop, I slap the brightness button to reduce it from oh-my-god-I-cannot-see … to phew-this-is-a-little-better-I-think.
LeadBoxer
FEBRUARY 4, 2019
We all know that making a sale is the act of exchanging a product or service in return for cash, but there is far more to selling than what meets the eye. With B2B e-commerce sales predicted to exceed B2C e-commerce sales by 2020, B2B selling is constantly growing. So, what are B2B sales, and how are they different from B2C sales? In this article, you’ll learn how businesses use varying strategies to sell to each other and what type of software they can use.
Nimble - Sales
FEBRUARY 4, 2019
The holiday season presented a number of opportunities to watch family and friend videos and listen to stories. We laughed together as we watched the video of one of the toddlers enjoying a peanut butter and jelly sandwich and the shock on his face when the family dog grabbed what was left and devoured it; […]. The post The Core Components for Effective Storytelling and Relationship Marketing appeared first on Nimble Blog.
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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.
Partners in Excellence
FEBRUARY 4, 2019
Let’s conduct a thought experiment. As one might do in experiments, imagine A/B testing. We’ll create an A group and a B group. The people in each group are identical in capabilities, backgrounds, experiences. Both groups are equally skilled and capable. Now we are going to give people a test. It’s around some complex issues. Group A doesn’t have to study or prepare for the test.
The Center for Sales Strategy
FEBRUARY 4, 2019
They don’t know you. They don’t trust you. They won’t respond to your emails. They won’t engage in a conversation with you. They won’t meet with you! These are some of the challenges we face from new business prospects when it is early in the sales process. Each is a hurdle we have to overcome to connect and move the sales process to the next step. When you boil it down, the problem is linked to a lack of trust and value.
Trinity Perspectives
FEBRUARY 4, 2019
It’s a confusing and frightening time for many salespeople right now. They’re grappling with the competing forces of automation and commoditisation in the industry, combined with the rapid disruption of the markets they serve, not to mention artificially intelligent technology that they need to grasp to succeed in this new world. Added to this mix are increasingly well-informed customers, with higher expectations of their vendors and more choice than they’ve ever had before.
Openview
FEBRUARY 4, 2019
Today, OpenView, the expansion stage venture firm, announced the addition of John McCullough to its partnership and the addition of a new CFO, Kate Ramirez. “Since the founding of the firm in 2006, we’ve focused on building a diverse, yet cohesive team.” said Scott Maxwell, OpenView’s Founder and a Partner at the firm. “These two additions to our leadership team are the natural next step in expanding the firm’s leadership and setting us up for the future.”.
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
Sales Hacker
FEBRUARY 4, 2019
This week on the Sales Hacker podcast , we talk to author Carson Heady , whose “Birth of a Salesman” series translates real-life sales issues into a popular fictionalized series of sales books. Carson’s other role is as a leading specialist for Microsoft and he talks about his career in sales, why endurance and tenacity are so important, and how to bring the right perspective to a career in field sales.
Trinity Perspectives
FEBRUARY 4, 2019
It’s a confusing and frightening time for many salespeople right now. They’re grappling with the competing forces of automation and commoditisation in the industry, combined with the rapid disruption of the markets they serve, not to mention artificially intelligent technology that they need to grasp to succeed in this new world. Added to this mix are increasingly well-informed customers, with higher expectations of their vendors and more choice than they’ve ever had before.
KO Advantage Group
FEBRUARY 4, 2019
Language and communication have the power to turn a prospect into a client. You have to pay attention to how you speak for how you deliver your message across can turn you into a sales knockout. In sales, the way you communicate is vital to your success. You don't actually want to ask about any client’s business’ pain points and conflicts. These are sensitive topics not everyone is open to talk about.
The Brooks Group
FEBRUARY 4, 2019
As a sales leader, helping your reps increase sales is likely high priority for you. One simple way to accomplish that is to coach your reps to ask better open-ended questions. Conversations created by open-ended sales questions build rapport, define needs, identify motivators, and uncover budget. They can also lead the prospect toward the purchasing decision.
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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
CloserIQ
FEBRUARY 4, 2019
Now that you’re an Account Executive, crushing your quota is even more important. But you can’t just stick to the the same playbook and old sales strategies that worked for you when you were an SDR. As an AE, you have new responsibilities and higher expectations. The tactics that helped you succeed in the SDR role can still be helpful. At the same time, you should develop a new toolbox that help you crush it as an AE.
Bigtincan
FEBRUARY 4, 2019
While the sales playbook should be a standard document in a sales department, it either doesn’t exist or is woefully outdated to the point that it is unusable. From my experience kickstarting sales teams and publishing sales playbooks, I typically follow three rules to ensure that my playbook document becomes the standard operating manual for […].
Xactly
FEBRUARY 4, 2019
Improve your sales compensation performance by avoiding these 6 common incentive planning mistakes!
SalesforLife
FEBRUARY 4, 2019
It’s beginning – the term “social selling” (or “digital selling”) is slowly being integrated into what it will naturally become… “Selling”.
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.
Carew International
FEBRUARY 4, 2019
In an interview at the recent World Economic Forum, Goldman Sachs CEO David Solomon was asked where he focuses his time as a leader. Solomon replied that he divides his time in thirds, with a third of his time spent on strategy, a third on his people and a third on customers. His words reminded me of the recurring conversation I have with sales leaders who bemoan the time they must dedicate to day-to-day sales efforts and customer interface at the expense of time directed toward more strategic c
Selling Energy
FEBRUARY 4, 2019
Every now and then a concern or “canary in a coal mine” issue surfaces in our culture. Gretchen Bakke’s The Grid examines one that plays a major role in energy efficiency and its future: namely, the grid itself.
Tenbound
FEBRUARY 4, 2019
Sales Development continues to excel in strategic importance as a key driver to growth and success for high performance companies. Insidesales.com recently ran a poll to determine who to follow this year in the Sales Development space in order to grow your own career by learning from the best. Check out the graphic attached for the who’s who of our industry.
criteria for success
FEBRUARY 4, 2019
This episode's featured guest is Melissa Krivachek. Melissa is the owner of Melissa Krivachek Companies, is the Executive Producer of The Ultimate Sales Summit, and is the author of 10 books including Millionaires & Money and He’s the Boss; She’s the Queen. She is also the host of the Millionaires Hot Seat podcast, has been [ ] The post Let’s Talk Sales!
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Personalization has moved beyond segmentation. It’s now a proven strategy to transform customer relationships, drive business growth, and increase marketing ROI. In this eBook, Salesforce explores why it’s important to communicate with your customer as an individual and how you can: Create personalized experiences across channels with data, AI, and machine learning Increase the ROI of every site visit Build customer loyalty with trust By submitting this form, you agree to have your contact infor
Tenbound
FEBRUARY 4, 2019
Tenbound, the leader in Sales Development training, consulting and industry research, recently announced the availability of the Tenbound Sales Development Coaching program, which has already benefited a number of high growth companies. With the coaching program, clients get much needed context, advice and accountability to accelerate their Sales Development pipeline growth and SDR-sourced closed.
Showpad
FEBRUARY 4, 2019
Sales enablement as a function has only recently emerged and its definition can vary from one organization to the next. Because the function is somewhat in its infancy, we want to help empower sales enablement professionals with resources that help them better empower their own teams. Over the next few months, we’ll regularly include posts here on the blog discussing all things sales enablement.
Carew International
FEBRUARY 4, 2019
In an interview at the recent World Economic Forum, Goldman Sachs CEO David Solomon was asked where he focuses his time as a leader. Solomon replied that he divides his time in thirds, with a third of his time spent on strategy, a third on his people and a third on customers. His words reminded me of the recurring conversation I have with sales leaders who bemoan the time they must dedicate to day-to-day sales efforts and customer interface at the expense of time directed toward more strategic c
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