Women Sales Pros
SEPTEMBER 26, 2018
We are big advocates of implementing ways to work smarter rather than harder in all aspects of business. One area you will want to apply this technique is when you are deciding which prospects to add to your weekly prospecting list. If your current strategy involves calling a random list of prospects, chances are you are not seeing the results you want, or it’s the reason you procrastinate prospecting.
Connect2Sell
SEPTEMBER 26, 2018
It’s been said that in sales differentiation, asking questions is an art, an appealing expression requiring craftsmanship and finesse. It’s also been said that asking questions is a science, a systematic process requiring knowledge gained through observation and experimentation. In selling, there are two schools of thought when it comes to using questions as a way to connect with buyers and advance sales to a close.
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MJ Hoffman
SEPTEMBER 26, 2018
You might be a horrible leader, but if you stay in sales long enough, you will be promoted to management. However, your chances of ascending higher — to a VP or Director of Sales position — are zero. Only successful sales managers become sales executives. To excel as a manager (and someday make it to the C-suite), avoid these four significant failures. 1) Communicating Change the Wrong Way.
Sales and Marketing Management
SEPTEMBER 26, 2018
Author: Alicia McCarty As we are all very well aware, today’s buyers expect us to speak to them personally, not in their general direction; increasingly, customers want businesses to know what they want before they do and to serve them hyper-targeted, relevant content and offerings. For example, one study by Marketo found that 79% of buyers “are only likely to engage with a brand… if those promotions are directly tied to how they have interacted with the brand previously.
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
Zoominfo
SEPTEMBER 26, 2018
Recruiting and marketing may be two separate fields—but in today’s digital world, the lines between the two have become increasingly blurred. In fact, 86% of HR professionals agree that recruitment is becoming more like marketing ( source ). The recruiting landscape is now a candidate-driven and highly competitive environment. As a result, the strategies recruiters use for candidate sourcing now mirror the tactics marketers use to attract customers—the main overlap being branding.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
DiscoverOrg Sales
SEPTEMBER 26, 2018
Remember that last sale that you made where you ran into an objection? It’s tough, right? Of course it is. We all know that selling doesn’t really start until we run into an objection. So that’s what we’re going to focus on in today’s Whiteboard Wednesday. Objections are something we hate hearing in sales – but if we’re honest with ourselves, we realize that in order to sell effectively, we have to hear objections during a sale cycle.
SBI
SEPTEMBER 26, 2018
In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Vlad Voskresensky , CEO and Co-Founder of SmartCloud Connect by Invisible Solutions. NANCY: WHAT ARE THE TOP 3 WAYS YOUR SOLUTION CHANGES THE GAME FOR A SALES ORGANIZATION?
Fill the Funnel
SEPTEMBER 26, 2018
My observations for this came from continually seeing post after post on social media that read similar to this unaltered request from earlier today: Think about what you just read. No experience at all! No idea what to charge! Asking for advice on a Facebook group for advice on how to do this! Would you […]. The post The Current State of the Expert MarketPlace?
Alice Heiman
SEPTEMBER 26, 2018
There is no doubt that confident salespeople close more deals. I had this conversation this week with one of the great sales teams I have the pleasure of working with. In fact, I often have this conversation and I had the pleasure of discussing this with a savvy group of sales leaders on #CallCamp. Jane Gentry , Shawn Karol Sandy , Lauren Bailey , Regina Manfredi and I listened to sales calls and provided tips to improve those calls to close more deals.
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Keith Rosen
SEPTEMBER 26, 2018
ARE YOU COACHING OR CLOSING PEOPLE? When coaching salespeople or anyone in the workplace, this video covers one of the toxic coaching tactics to avoid. If you struggle to create the questions that will guide the coachee to where YOU want them to be, you’re not coaching – you’re CLOSING people! Then managers wonder why people don’t want to be coached, why there’s a lack of trust, and why behavior doesn’t change.
Membrain
SEPTEMBER 26, 2018
In July, German grocery chain Lidl announced that it was calling it quits on a massive project to upgrade their inventory management system, a project they had spent around $500 million on.
Partners in Excellence
SEPTEMBER 26, 2018
I’m a huge fan of the research done by the folks at CSO Insights. They are very gracious in sharing their research with me—Thank you! I was just reading their newly released 2018-2019 Sales Performance Report. The very first set of data, in a packed report, fascinated me. It was a comparison of Plan vs Quota Attainment: 2018 SRP Metrics.
Predictable Revenue
SEPTEMBER 26, 2018
On this edition of The Predictable Revenue Podcast, we welcome Matt Millen, Senior Vice President of Revenue at Outreach. The post How to develop and hire people with a winning mindset: In conversation with Matt Millen, Outreach SVP of Revenue appeared first on Predictable Revenue.
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
Hubspot Sales
SEPTEMBER 26, 2018
After a deal closes, the customer relationship is still in its infancy. Beyond renewals, existing accounts present a great deal of new revenue and partnership opportunities for sales pros who understand their continued role as account manager. Account managers are responsible for maintaining client relationships and analyzing key information about the customer, their industry, stakeholders, and the competitive landscape to find “ white space.”.
Babette Ten Haken
SEPTEMBER 26, 2018
Is your account base full of unintentionally acquired, potentially disposable clients? Go on. Take a good look. Disposable clients are historical in nature or easily acquired to fulfill quarterly quota. And then they stick around. Over time, this clientele drives organizations crazy with repeat orders for low-value, low-quantity and low-quality products.
The Center for Sales Strategy
SEPTEMBER 26, 2018
This is the third post in a four-part series on how managers can set new hires up for success. You can click to view the previous posts on building relationships that will lead to stronger sales performance and maximizing strengths and working around weaknesses. Giving your new hire detailed feedback on their talents is one of the best ways to set them up for success.
Hubspot Sales
SEPTEMBER 26, 2018
If you’re a decision maker, it’s important to remain unbiased toward the parties who’ll be impacted by the results of your choice. But, in some cases, a decision maker might favor one party’s interests over another. This situation is known as a conflict of interest -- and it occurs when a person or organization has an obligation to more than one person or organization and cannot act in the best interests of both parties.
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Selling Power
SEPTEMBER 26, 2018
Sales training is always one of the first things managers look to for increasing performance. But the number one reason managers are reluctant to invest in training is because they know that salespeople eventually go back to old habits.
Igniting Sales Transformation
SEPTEMBER 26, 2018
In this episode (#35), we talk about The Sales Leader’s Role in the Complex Sale. I think this is an important conversation because it seems to me that you want a balance. Reps have a job to do, which includes closing the business, and at certain points in big deals they may need to bring in bigger guns to help move the opportunity along. My guest today is Alice Heiman CEO and Founder of Alice Heiman, LLC.
Pipeliner
SEPTEMBER 26, 2018
Is the salesperson you rely on to meet your goals (perhaps it’s you!) maniacally methodical? After running a company for almost 20 years whose primary focus is to get our clients in the door with their important prospects (Door Opener® Service), that’s what we’ve learned it takes to be most successful. Can you be successful without this level of attention to detail?
Xactly
SEPTEMBER 26, 2018
Under the new ASC 606 (IFRS 15) standard, sales commissions associated with securing contracts need to be capitalized as an asset and amortized over the period the service is provided. Certain exceptions (e.g. service contracts lasting less than one year), sometimes called practical expenditures, can be expensed as the commission is incurred. It’s likely that understanding and responding to these regulations has kept many an accountant up at night—and finding the best solution to managing commis
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.
Fill the Funnel
SEPTEMBER 26, 2018
My observations for this came from continually seeing post after post on social media that read similar to this unaltered request from earlier today: Think about what you just read. No experience at all! No idea what to charge! Asking for advice on a Facebook group for advice on how to do this! Would you […]. The post The Current State of the Expert MarketPlace?
criteria for success
SEPTEMBER 26, 2018
Are you a CEO or sales leader looking to establish a healthy culture on your team? Look at candidate experience during the hiring process. The secret to building an all-star sales team is to fill it with amazing sales reps who will make it their personal mission to help the company grow. However, good sales [ ] The post Hiring for Your Sales Team: What Your Candidate Experience Says About Your Culture appeared first on Criteria for Success.
Nyden on Negotiation
SEPTEMBER 26, 2018
When negotiators get mediocre results their boss blames the economy, the weather, or the other company, when the real problem is that no one took the negotiation process seriously enough to systematically prepare for it. In my experience, there are ten common mistakes business people routinely make when they enter a contract negotiation. This video offers […].
Carew International
SEPTEMBER 26, 2018
A sales professional was in the running for a nice piece of business at a brand new account, and he knew the competition was fierce. Prior to every meeting or sales presentation, Ben would be seated in the lobby to wait for his appointment. There he would chat with the receptionist, Shirley, whose wit and down-to-earth demeanor reminded him of his favorite aunt.
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.
Sales Evangelist
SEPTEMBER 26, 2018
It’s tempting to think that when a lead contacts us first, the transaction should be pretty simple. We’ll ask about the company; about the challenges the company is facing; we’ll try to determine how we can help. But what happens when the conversation goes nowhere? You must make sure you’re […] The post TSE 930: TSE Hustler’s League-“Storytelling Questions” appeared first on The Sales Evangelist.
Nyden on Negotiation
SEPTEMBER 26, 2018
When negotiators get mediocre results their boss blames the economy, the weather, or the other company, when the real problem is that no one took the negotiation process seriously enough to systematically prepare for it. In my experience, there are ten common mistakes business people routinely make when they enter a contract negotiation. This video offers advice on how to avoid these costly mistakes.
Selling Essentials RapidLearning Center
SEPTEMBER 26, 2018
Everyone has an idea of what they think a good leader looks like. But ask ten people and you’ll get ten different answers. And that leaves you where you started. If you’re looking to take your leadership skills – and your career – beyond where you are today, what really makes the difference? What do you need to focus on? An analysis published in Harvard Business Review may offer some guidance.
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