SBI Growth
FEBRUARY 21, 2018
Each year, many sales leaders face the reality of an increasing target and static headcount. Some are blessed with new products or additional marketing to support the cause. Others are left with the challenge of doing more with less. Sales is.
MTD Sales Training
FEBRUARY 21, 2018
We’ve never been so time-poor. With everything inside and outside of our control exerting pressure on us to deliver, it’s not surprising that many things that should be done miss their deadline. One of those things that often goes by the wayside is proper and complete preparation for a sales presentation. Because so many other things are pressing us for attention, we sometimes feel that we don’t have to give preparation for our presentations that much time.
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Connect2Sell
FEBRUARY 21, 2018
A lot of sellers I’ve talked to lately are really concerned about AI. They’re concerned that chat bots and other automated programs are going to replace them. that there won't be any room left for their selling skills in the workforce. Well, I think that's a long way into the future. But I also think, based on buyer research, that any seller who wants job protection can differentiate themselves by doing a few simple things.
Alice Heiman
FEBRUARY 21, 2018
You increase your sales. Which is something most of us want to do. Unfortunately, there is misalignment between sales and marketing at most companies. B ecause of that, there are never enough leads to fill the pipeline full enough to hit or exceed quota. . According to CSO Insights , o nly 54.6 percent of sales professionals produc e enough revenue to meet their quota.
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.
Platinum Rules for Success
FEBRUARY 21, 2018
Do you spend a portion of your business day on the phone? Speaking with new or existing clients? When we pick up the phone to have a conversation, oftentimes, we have no idea what to expect on the other end. The good news? Anyone well versed in the DISC model of behavioral profiling can quickly identify another person’s style – even over the phone – and adapt their communication accordingly.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Marc Wayshak
FEBRUARY 21, 2018
Want to learn some easy phone sales tips that can actually increase your close rates? Check out this video to learn the 9 phone selling tips no salesperson should live without. The post Easy Phone Sales Tips – 9 Really Easy Phone Sales Tips appeared first on Sales Speaker Marc Wayshak.
Tony Hughes
FEBRUARY 21, 2018
Make no mistake, selling is an extreme sport. 80% of your workday is actually wasted. 20% is valuable. The Pareto Principle is an inexorable universal power distribution law to fight. Assuming you're lucky! The distribution is more likely 99 to 1 of waste to efficiency in your output. I don't care how aggressively you sell. Time will slay you before you slay the dragon.
Membrain
FEBRUARY 21, 2018
Win loss analysis is a critical tool for understanding and improving sales performance. Unfortunately, most sales organizations do not do them well, and miss out on most of the benefit. Are you making one of these four common win loss analysis mistakes?
Pipeliner
FEBRUARY 21, 2018
It’s that time of year: We are all setting our sales goals for 2018. We must make sure that we keep the spark alive with our current clients, because they are setting their 2018 goals too. Businesses will have winning years, losing years, employees poached, employees retired, administration changes and negotiation battles. This means that our sales can be up or our sales can be down.
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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.
SalesforLife
FEBRUARY 21, 2018
The best sales reps know sales isn't about luck. Quite the opposite, sales results come from thoughtful strategic planning. That planning happens at a high level through activities like customer experience mapping and annual sales strategy sessions. However, equally as important is the planning that goes into individual customer interactions and sales calls.
The Brooks Group
FEBRUARY 21, 2018
. According to Marketing Metrics , the probability of selling to existing accounts who are happy is up to 14x higher than the probability of selling to a new customer. Selling to existing customers is much easier than finding new customers, but many salespeople don’t have the skills to do it well. As a sales manager, you can help your sales team tap into the revenue potential of their existing customer base by coaching them on these essential skills.
Customer Centric Selling
FEBRUARY 21, 2018
Sales Tips: What Is Sales Intelligence? By Connie Schlosberg, Primary Intelligence.
The Brooks Group
FEBRUARY 21, 2018
. According to Marketing Metrics , the probability of selling to an existing happy customer is up to 14x higher than the probability of selling to a new customer. Selling to existing customers is much easier than finding new customers, but many salespeople don’t have the skills to do it well. As a sales manager, you can help your sales team tap into the revenue potential of their existing customer base by coaching them on these essential skills.
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.
Paul Cherry's Top Sales Techniques
FEBRUARY 21, 2018
Customers Often Start Sales Calls By Asking About Price When engaging new customers, prospects will often ask you about price, sometimes in the first five seconds of the sales conversation. If you honor their request and immediately share your pricing options, the prospect will say, “Thanks, let me think about it, and get back to you.” Chances are, you will never hear from them again.
SalesLoft
FEBRUARY 21, 2018
With Rainmaker less than two weeks away, we’re happy to announce that best-selling author and National Sportscasters and Sportswriters Association Hall of Famer Mitch Albom will be joining our program of world-class speakers addressing the 1000-strong crowd. Mitch Albom will be the closing keynote for Rainmaker on Wednesday, March 7th at 2:30 pm following the final breakout sessions, wrapping up the premier sales engagement conference of 2018 with insightful wisdom that attendees will find thems
Mindtickle
FEBRUARY 21, 2018
One of the main goals of training and coaching is behavioral change. So often these activities, alone, don’t produce the desired improvements. Research by Hermann Ebbinghaus shows that training without reinforcement results in 80-90% of information being forgotten within just one month. A systemic approach to. continuous. coaching and training is necessary to really prepare your salesforce to be “ready” to effectively engage customers and keep them prepared.
SalesFolk
FEBRUARY 21, 2018
How do you know if a prospective customer will care about the sales email you send them? It helps if you’ve sketched out who your ideal buyer is before ever drafting that email. These days, you need a crystal-clear idea of your ideal buyer and the ways your business can actually help them or add value to their lives. But the old stereotypes of Marketing Mary or Procurement Pete are outdated and frequently inappropriate.
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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
Mindtickle
FEBRUARY 21, 2018
One of the main goals of training and coaching is behavioral change. So often these activities, alone, don’t produce the desired improvements. Research by Hermann Ebbinghaus shows that training without reinforcement results in 80-90% of information being forgotten within just one month. A systemic approach to. continuous. coaching and training is necessary to really prepare your salesforce to be “ready” to effectively engage customers and keep them prepared.
Igniting Sales Transformation
FEBRUARY 21, 2018
In this episode, my guest is Shari Johnston, VP Marketing at Casetext and our topic is Aligning your Go To Market Strategy Around Account-Based Marketing. Account Based Marketing, Account Based Selling and Account Based Everything has been a pretty hot topic for the last two + years. You might be wondering why I invited a marketing executive to our Conversations with Women in Sales podcast.
The Center for Sales Strategy
FEBRUARY 21, 2018
I was driving around downtown Tampa recently during a convention and found many roads blocked off as I was trying to get to my destination. I know downtown Tampa pretty well, and knew exactly where I wanted to get, which made it even more frustrating that I couldn't get to where I wanted to go. I was tempted to get out of my car and remove the roadblocks.
Adaptive Business Services
FEBRUARY 21, 2018
One of the very first concepts that I was introduced to when I got started with social media was the law of attraction. Websites operate on this principle by attracting people to the site via SEO and content. Ideally, these visitors can then be converted to paying customers. With social selling, now salespeople also have this capability. Attraction is only the start.
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.
LevelJump
FEBRUARY 21, 2018
It’s a sunny Wednesday morning, and you’re at your desk, snuggling into your second cup of coffee as you respond to various emails. Your phone rings, and without looking at the call display you answer; because talking to someone on the phone is WAY better than responding to a chain of emails, right?
Customer Centric Selling
FEBRUARY 21, 2018
By Connie Schlosberg, Primary Intelligence. Sometimes, it is interesting to try to classify different areas of research and intelligence to see how certain specialties have originated, evolved and grown into their own species, so to speak. This study of sales intelligence can provide intelligence practitioners with the ability to see how their efforts might support or interrelate with other disciplines.
Selling Power
FEBRUARY 21, 2018
Companies that take steps to get more women in sales will be inevitable winners.
Sales Evangelist
FEBRUARY 21, 2018
As part of the Latter Day Saints, I have learned so much from my missionary service. In today’s episode, I’m sharing with the lessons I’ve learned from that experience that we can relevantly apply to sales to increase your productivity. Plan some time for things that don’t necessarily work out. If you don’t have something […] The post TSE 774: Sales From The Street-“I Felt Unproductive As Well” appeared first on The Sales Evangelist.
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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
Braveheart Sales
FEBRUARY 21, 2018
I love the Olympics. It’s not about just rooting for our country’s athletes or the thrill of competition. Yes, those are great to watch, but what I find most exciting is seeing some of the greatest athletes in the world prepare for what may be only a once or twice in a lifetime opportunity to prove they are the best at what they do. I love how they get ready to compete.
Pipeliner
FEBRUARY 21, 2018
Door Opening that actually opens doors! In today’s digital selling landscape, it becomes increasingly difficult to get that door open at the prospect end of that opportunity. How is done? Join best-selling author, nationally recognized speaker, and an expert in business development Caryn Kopp as she reveals sales door opening secrets. Hosted by John Golden and Martha Neumeister.
Sales Gravy
FEBRUARY 21, 2018
?There is no easy button in sales. Prospecting is hard, emotionally draining work, and it is the price you have to pay to earn a high income.? ? Jeb Blount, CEO, Sales Gravy. Fact: most sales professionals are not too keen on prospecting.
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