Anthony Cole Training
MAY 9, 2018
I’m stuck this morning. I’m reading “ Building A Story Brand ” by Don Miller and I'm looking over my own book “ The Best Prospecting Book Ever Written ”. Don points out in chapter 7 that in order to get a prospect to push the ‘buy now’ button they have to trust that everything is going to turn out okay. That means that they have to trust you and everything you’ve said and presented to them.
Steven Rosen
MAY 9, 2018
Most sales executives realize the value and importance of sales coaching. They know that sales coaching is one of the most significant levers to drive superior sales performance. To Coach Or Not To Coach? That Is The Question. . Here is what the data shows: Only 14% are spending enough time sales coaching. Only 7% are effectively sales coaching. Less than 1% are doing the right kind of coaching and debriefing.
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Allego
MAY 9, 2018
The last time you wanted to know how to cook a Thanksgiving turkey did you: Look it up in a thick Betty Crocker cookbook? Pull up a YouTube video on it? If you answered ‘b’ then me too. In fact these days video is the place most of us start when we want to learn something on the fly. What does that mean for your sales team? You’re more likely to capture your employees’ attention if you integrate video into your training strategy.
Connect2Sell
MAY 9, 2018
Through research with buyers and sellers spanning over 25 years, I’m convinced that there’s one tool, above all others, that accelerates sales cycles and win rates. It’s why I recommend building your skills in asking open-ended questions for sales success.
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.
Zoominfo
MAY 9, 2018
Welcome back to our B2B Blog Post Round-Up series—these monthly blog posts published by ZoomInfo highlight some of the great work our writers have contributed to outside publications. Today’s post is our 9 th installment in the series and includes blog posts about passive candidate recruitment, data-driven e-commerce, sales metrics, account-based selling, and more!
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Hubspot Sales
MAY 9, 2018
"Does that make sense?". “Does that make sense” is a phrase that creates uncertainty and doubt instead of being reassuring. It can imply that the other party is obliged to understand what was said. A better phrase to use is “How does that sound to you?”. We’ve all heard it before. You’re deep in conversation or on a demo, being sold to, and the sales rep asks you, “Does that make sense?”.
Alice Heiman
MAY 9, 2018
Is your sale complex? Are there multiple buying influences and long sales cycles? Does it seem like these deals are getting more complex and harder to close? Not every B2B sale is a complex sale. Some sales are merely a transaction. One phone call to ask a few questions and then buy the product. Some initial sales for lower dollars, don’t require much more than a salesperson from your company talking to the person who has the budget.
John Barrows
MAY 9, 2018
In my sales trainings I always ask reps what they think their #1 competitive differentiator is. Most answers focus on specific features, functions, the company history, people, customer service, etc. These are great but unfortunately, they are things your competitors are saying, too. If your team is your differentiator, do you think your competition is saying their team is terrible but their product is awesome?
Jeff Shore
MAY 9, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Ryan Taft and Jeff talk about the importance of empathy. Having EQ is so very important for all sales professionals. When you realize that it’s not about you or even your product, having curiosity about your customer will lead you to understand their needs which can help you reverse engineer your sales presentation.
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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.
Pipeliner
MAY 9, 2018
Reduce Sales Churn by Having a Great Hiring Process. For every company, sales churn is a nightmare. Especially when dealing with a subscription type of service, such as a SaaS, it can be particularly troublesome. Customers can quickly go off to a competitor, or somewhere else. Sales churn can be reduced by having a great hiring process. By having a great hiring process and onboarding the best talent possible, you can keep your customers on board.
SalesProInsider
MAY 9, 2018
Just the other day, I ran into someone I haven’t seen in a very long time; we served on a school board together years ago. As we did the typical “what are you up to?” chit chat… she said, “Are you…uh… still in sales?” At first, she impressed me by remembering that I have spent the last 20 years not only “in sales” but as a champion for everyone in sales.
Membrain
MAY 9, 2018
What is sales effectiveness? If you ask a room of 100 sales professionals, you’ll likely get 100 different answers. Some will talk about performance against goals, while others may refer to revenue or profit. Many say effectiveness has to do with making better use of one’s time.
LevelEleven
MAY 9, 2018
This article is the third installment in The Sales Person’s Guide to Social Media blog series. For more social selling tips and tricks, read our articles covering Twitter & LinkedIn ! Despite a recent run of bad publicity, Facebook still saw it’s monthly active users (MAUs) reach 2.2 billion in Q1 of 2018. What’s more, according to a 2017 report by HubSpot , salespeople have more success connecting with prospects on Facebook than on LinkedIn.
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.
Jeff Shore
MAY 9, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Ryan Taft and Jeff talk about the importance of empathy. Having EQ is so very important for all sales professionals. When you realize that it’s not about you or even your product, having curiosity about your customer will lead you to understand their needs which can help you reverse engineer your sales presentation.
Growbots
MAY 9, 2018
Hiring a sales development rep is not an easy task. But it’s tremendously important to get it right… Mess it up and there will be no leads, no sales meetings set up, no new customers and yeah… no money! Sales development is the lifeblood of every organization. Some say it’s sales but it’s sales development who works tirelessly to find prospects and turn them into leads which then can be transferred to Account Executives.
The Center for Sales Strategy
MAY 9, 2018
You have hired your next great seller. You have a strong on-boarding plan, a great training schedule, and amazing people in place to help with training. They are prepared to hit the street, right?
Pipeliner
MAY 9, 2018
On April 20, 2018 the Consumer Financial Protection Bureau (CFPB) and Office of the Comptroller of the Currency imposed a $1 billion fine on Wells Fargo a variety of abuses perpetrated against consumers of its auto loan and mortgage products. Among Wells Fargo’s offenses: deceptively getting 570,000 clients to sign up for expensive car insurance that they didn’t need, which led as many as 20,000 to default on their auto loans.
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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
MAY 9, 2018
Historically sales training has been event-based. The costs involved can really add up with this style of learning. Fortunately, with today’s sales technologies, you no longer need to invest in old-style educational methods. If your organization is like most, you’re looking for ways to contain spending. Virtual Micro-learning is a great way to do so. […].
Vainu
MAY 9, 2018
There’s plenty of fish (I mean sales tools) in the sea. The potential benefit these tools can bring to your business can be very exciting but the sheer number of choices is straight up intimidating. New tools go to market every day. By forming a powerful sales technology stack, you can keep your pipeline flowing more efficiently, improve your team’s performance metrics, automate tedious tasks, or cause game-changing transformations in specific aspects of your sales process.
Babette Ten Haken
MAY 9, 2018
If you rely on the Cinderella model for your professional development strategy, you will be disappointed. Chances are your fairy godmother will not find you. Because your skills and talent remain hidden within your organization’s departmental layers. Does anyone really know who you are, what you do and why you contribute to your organization’s value stream?
Sales Hacker
MAY 9, 2018
Being a good salesperson , or good at selling, is difficult to quantify. More of an art than a science, sales plays a critical role in almost all businesses. Yet, businesses rarely use best practices or proven sales process tips to increase success rates. That’s why every year Pipedrive analyses anonymized metadata from 70,000 SMEs and hundreds of thousands of salespeople around the world.
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.
The Brooks Group
MAY 9, 2018
It’s no secret that sales teams can’t rely on the outdated “used car sales” approach if they want to achieve high performance. Today’s customers in almost every market have access to more information, more choices, and more autonomy than ever before—and this requires better sales skills and more strategic thinking. To succeed in this environment, sales leaders must help their teams embrace value-based selling techniques.
Jeff Davis
MAY 9, 2018
I had the great pleasure of recently attending the AA-ISP AI Sales Summit. It was the first of it's kind and it definitely delivered a really insightful experience. I was interested in attending to better understand how we can leverage AI to align sales and marketing to make more efficient decisions based on data. Below are some of the things that I found interesting.
Sales Readiness Group
MAY 9, 2018
As your company begins to hire new sales reps and looks for ways to accelerate their ramp-up time , while we would all like our reps to get on quota track faster, we have found that the “readiness” of the sales organization is critical to making this goal a reality.
Janek Performance Group
MAY 9, 2018
In recent years, numerous alarm bells have sounded and obituaries have been written in the media and elsewhere about the death of brick and mortar retail, a decline heralded by the explosion of online sales via monolithic giants such as Amazon. But the reality is far different from these apocalyptic predictions – in fact, as Gary Lee noted last year , despite the rapid increase in online sales, 90% of retail still occurs in brick and mortar stores.
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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
BrainShark
MAY 9, 2018
SiriusDecisions Summit 2018 is in full swing, with 3,000-plus attendees converging in sunny Las Vegas this week to discuss the latest trends and challenges affecting B2B sales and marketing.
Selling Power
MAY 9, 2018
Here are some tips to find out if your sales and marketing teams have easy access to updated, relevant content that will help them close deals.
Sales Hacker
MAY 9, 2018
We have spent the last two blogs ( A New Framework to Level Up Your Meeting Opening and 4 Ways to Ask Better Probing Questions in Sales ) laying the foundation for providing insight into our product and services. This blog talks all about storytelling for sales professionals and how you can WOW your prospects with your sales pitch. We cover the following: 1) Your demo/sales pitch is only half as important as your story. . 2) My go-to framework for the initial sales deck. . 3) How to weave a st
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