Tue.Jun 11, 2019

6 Unique Sales Tactics Your Team Needs to Try


Did you know that people who schedule fewer tasks accomplish more than people who cram their calendars full of tasks and meetings? Less is more, yet many salespeople continue to cram every prospect interaction with a million different sales techniques in the vain hope that something will stick.

Rejection Limiting Your Success?

The Pipeline

By Tibor Shanto. There is a line in the original animated Aladdin when Jafar states, “You’ll be surprised what you can live through.” ” Something that can also be used to describe sales and prospecting.

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How To Prescribe The Right Solution For Your Customer

MTD Sales Training

If you’ve ever had to visit the doctor with a complaint, you will know the processes and procedures they go through to diagnose it and prescribe the answer.

Why Do Salespeople Lie? #SalesTruth

The Sales Hunter

This question drives me nuts! Frankly, it’s sad that people even think about asking it. Unfortunately, it is true and I see too many salespeople lying time and time again to other salespeople.

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

Getting Great Marketing Staff – the Biggest Challenge for Today’s CMO

Sales Benchmark Index

The CMOs and senior marketing leaders we work with have been navigating a dramatic shift in how the C-suite understands marketing’s contribution to revenue. By and large, the changing perspectives of fellow executives about how to partner with the marketing.

More Trending

The 10 Time Management Strategies You Need to Implement Now

Anthony Iannarino

I have spent much time studying time management, or something I often refer to as Me Management since you can’t control time, but you can control what you do between the ticks of the clock. Here are ten strategies that, when implemented, are guaranteed to improve your productivity.

4 Ways to Design Successful Sales Incentive Programs

Hubspot Sales

Nothing boosts your sales team's excitement and energy more quickly and reliably than an incentive. After all, most salespeople are born competitors -- adding a compelling reward to the mix makes them even more enthusiastic.

Mike Weinberg on #salestruth

Anthony Iannarino

The post Mike Weinberg on #salestruth appeared first on The Sales Blog. In the Arena Podcast

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What is Sales Enablement? A Guide to Acquiring More Buyers and Keeping Your Best Customers

Smart Selling Tools

What is Sales Enablement? A Guide to Acquiring More Buyers and Keeping Your Best Customers. Sales enablement isn’t the latest tech cure for inefficient sales operations and marketing management. And even though its guiding principle is a laser-sharp.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

The Sales Methodology Blueprint: How To Choose The Right One For Your Business

Sales Hacker

The sales methodology is like a set of rules for how you sell your products or services to customers. You need to define your methodology before anything else, including the sales process. Otherwise, your sales process will be applied differently by each rep on the team.

Teach (Don't Solve) Your Sales Team's Problems

Sales Readiness Group

Being your reps' chief problem solver is terrible for sales performance. Here's a technique you can use to train your team to solve their own problems. Sales Management

Forget the Crystal Ball. The Secret to More Wins Is in Your CRM

Miller Heiman Group

Jess Greenwood, the chief strategy officer at R/GA, once noted that, “data is the new crude oil—it’s only useful when it’s refined.” This couldn’t better describe the way sellers approach data in their CRM. Data within a CRM is just that—it hasn’t been analyzed or prioritized for action. But what if sellers had a tool to help guide them on what actions they should take to move deals further down the funnel? That’s the next evolution of CRM.

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The Most Colossal Mistake Leaders Make


One of the benefits of leading many different types of organizations over my 30+ year career was having a window to observe and study other leaders.

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

Understanding the Emotional Intelligence of the Client Conversation

KO Advantage Group

"People will forget what you did. You'll forget what they said. But they will never forget how you made them feel.". These are wise words from the American poet and civil rights activist , Maya Angelou. It’s true, isn’t it? How people made us feel, that’s unforgettable.

The Crucial Points of CRM Implementation


When it comes to CRM implementation, I definitely know of what I speak. Pipeliner CRM implementation can be done in a fraction of the time of our competitors — without a consultant. Pipeliner can be fully implemented, including administrator and user training, within a week.

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What Salesforce’s Acquisition of Tableau Means for the Sales Industry

Miller Heiman Group

This week, Salesforce announced its $15.3 billion acquisition of data visualization company Tableau , bringing the future of sales analytics further into the spotlight. Miller Heiman Group President and CEO Byron Matthews told the New York Times that helping sellers visualize data is crucial to Salesforce’s growth and the acquisition’s impact will go beyond sales technology to profoundly affect the entire sales industry.

Be The Best Version Of You! 5 Ways to Maximize Every Interaction


You only live once so why not strive to be the best version of yourself not only in your personal life but in your work life as well? After all, a positive work life often gives way to a better personal life and vice versa.

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

Is Your Team a Good Fit for Online Sales Training?

Funnel Clarity

If you’re a sales leader who’s decided your team’s current status quo is no longer working, and sales training is the recourse—you’re in good company. According to LinkedIn’s 2018 State of Sales report , in the US alone, companies spend $15 billion a year training sales employees.

Your Exceptional Examsnap Guide to Popular VMware Certifications


Your chances to successfully achieve your IT career goals largely depend on your ability to showcase your skills and meet the current industry standards. An IT certification is an element that’ll help you stand out among your colleagues.

Digital Sales Data: The (Real) Secret to Moving Deals from Prospect to Closed

Sales Hacker

In an ideal world, 100% of your data ends up in Salesforce (or your CRM of choice). However, according to a recent Salesforce study, poor data hygiene costs the average business nearly 30% of its revenue, amounting to a total economic loss of a whopping $700 billion a year. The post Digital Sales Data: The (Real) Secret to Moving Deals from Prospect to Closed appeared first on Sales Hacker: B2B Sales Tips, Strategy, Training, Technology. Sales Process Webinars

Success Story: LaunchDarkly and the Power of Team Selling


LaunchDarkly, one of the fastest growing SaaS companies (according to the Cloud 100’s Rising Stars ), found themselves running in circles in Salesforce. They desperately needed a better way to work together to close their most important accounts as quickly as possible. Here’s what happened.

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

3 Tips on Successfully Managing Remote Teams


The burning question that countless sales managers face: How do we keep remote employees engaged and motivated? There are many factors that may drive you or your company to hire remote employees. Skilled employees are located all over the world where telecommuting may be the only option.

The Basics of Taking Great Notes

Selling Energy

The more planning you put into your note-taking, the better your client evaluations and recommendations will be. It’s vital that you take great notes. Of course, no one system works for everyone. Feel free to experiment.

The Value of Being Personal in Sales Leadership w/ LinkedIn’s Alyssa Merwin {Hey Salespeople Podcast}


Have you checked out the Hey Sale speople podcast is hosted by SalesLoft’s VP of Sales Strategy and self-proclaimed sales nerd, Jeremy Donovan? Episode two is with Alyssa Merwin, VP of Sales Solutions, North America @ LinkedIn.

3 Questions That Will Make You a Better Sales Coach

Hyper-Connected Selling

T hese days you can find a coach to help you with everything from your golf swing to your marriage to your life. That’s because we’ve realized that we get better faster when there is a detached and knowledgeable observer helping us along. That certainly applies to sales skills.

How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

Do You Play Truth AND Dare to Succeed?

Smooth Sale

Attract the Right Job or Clientele: When we play truth and dare to succeed, we are more likely to become successful in business. We need to incorporate both components rather than the traditional ‘truth Or dare.’. My Story.

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Saled Reinvented Podcast: The Power of Open Ended Questions

Nyden on Negotiation

I am happy to announce I was on the Sales Reinvented Podcast to discuss the power of open-ended questions in your negotiations. In this podcast I define negotiation and give 3 do’s and don’ts in any negotiation.

The Psychology Behind Customer Decisions


Why is something as simple as a cup of coffee enough to change someone’s international travel plans? Why are bronze medalists happier than silver medalists? Why does crossing a dangerous suspension bridge influence a decision made several days later?