Hubspot Sales

JUNE 16, 2020

What is sales performance? It’s the measurement of sales activity and corresponding results compared to the sales expectations and quota. Good sales performance is highly valued but it can also be elusive to achieve for many salespeople and organizations. The key to good sales performance is consistency. Anyone can have a good sales month, but a high-performing salesperson and sales team can meet or exceed expectations for an extended period of time through different sets of economic circumstanc

Hubspot 111

Hubspot Quota Lead Rank Lead Scoring 111

The Center for Sales Strategy

JUNE 16, 2020

Equipped with hotspots and Wi-Fi, laptops, and mobile phones, most professionals can now do their jobs from anywhere. However, the physical distance between remote workers quickly leads to loneliness and isolation for those not accustomed to the lifestyle. And, when employees feel left out, their comfort levels decrease when it comes to working with their team.

Retention 79

Retention Leads Marketing Qualified Lead Company 79

Babette Ten Haken

JUNE 16, 2020

When my long-time best friend, Annie, and I get on the phone together, we can talk for hours. I mean hours. About anything and everything, all-inclusive. Our families describe our epic conversations as marathons. My bestie and I do not leave out any details in our family sagas. And, our signature phrase, when we come up for air in between chapters of our storytelling swap, is: “But wait… there’s more!!

Face-to-face 96

Face-to-face Coaching Quota Follow-up 96

SBI Growth

JUNE 16, 2020

Any gap in alignment between the Sales and Marketing organization will endanger the commercial success of a company. The Revenue Marketing Strategy, when thoughtfully crafted, allows best-in-class marketing organizations to focus their energy on demonstrable revenue generation instead of debating.

Revenue 270

Revenue Marketing Strategy Energy 270

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.

Sales Cycle

Anthony Cole Training

JUNE 16, 2020

In this blog post, we discuss the practice of negotiating with your prospect before you begin your presentation. As is often said in golf, "All bets are won on the first tee," and you must be ready to negotiate price before you present to your client.

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Negotiation Prospecting 195

SBI

JUNE 16, 2020

Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. WILLIAM: Selling has always been a part of the buying experience. Great sellers act as a trusted consultant to help diagnose problems, solve pains and guide purchasers to the product or solution that best fits their needs. More importantly, they educate at a level that is ideal for the sellers’ learning style.

Scale 120

Scale Education Sales Enablement Inbound 120

Zoominfo

JUNE 16, 2020

On March 25th, I expected to be in a New York City restaurant, celebrating the momentous milestone of taking the business public; the one I started in a 1,000 square foot loft. Instead, I was sheltering in my home, eating a chicken pot pie with my wife and four-year-old daughter. So it goes. Looking back, I remember feeling relieved that evening. Relieved that my family was healthy and relieved that ZoomInfo was secure and resilient.

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Nonprofit Cancellation Face-to-face Pivotal 147

Keith Rosen

JUNE 16, 2020

“Don’t you want to make more money?” Maybe not, dear manager. CAUTION! Are you managing in your own image? Motivating people is hard. Having people SELF-MOTIVATE is the key. Take the time to uncover each person’s core values, priorities, and goals. If not, you’re assuming that people share the same motivators as you do.

Motivation 104

Motivation How To Objections Positioning 104

Partners in Excellence

JUNE 16, 2020

I’m dating myself with this quote from that master philosopher, Yoda. This goes back to the first Star Wars movie in 1977 (Of course, I was in kindergarden at the time. I’m stunned by the number of sales people that don’t understand the principle. Everyday, I encounter sales people who are very busy. They are working very hard to get what they get.

Lead Gen 97

Lead Gen Pivotal Coaching Maximizer 97

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Sales

Sales Hacker

JUNE 16, 2020

This week on the Sales Hacker podcast, we speak with Dr. Gleb Tsipursky , an internationally recognized thought leader known as the disaster avoidance. Dr. Gleb is on a mission to protect leaders from dangerous judgment errors known as cognitive biases by developing the most effective decision making strategies. His cutting edge thought leadership has been featured in over 550 articles and 450 interviews in the likes of Fast Company, CBS News, and Time.

Government 99

Government Call-back Real Estate Face-to-face 99

Vengreso

JUNE 16, 2020

As a sales leader, your team’s sales pipeline is everything. Without a robust pipeline your team cannot make their quota and your job is ultimately at risk. Pipeline drives key decisions including how you assess and coach your reps to success. One of our core promises at Vengreso is to empower sellers to grow their sales pipeline by leveraging digital tools like LinkedIn ® to create more sales conversations online, building trust with prospects and then taking those conversations offline to buil

Pipeline 99

Pipeline B2B Top of Funnel Sales Qualified Lead 99

BrainShark

JUNE 16, 2020

Without traditional in-person interactions, sales teams need to ensure that peer learning and knowledge sharing still takes place. This article covers 5 reasons peer learning is so important for remote teams.

Sales 87

Sales 87

Pipeliner

JUNE 16, 2020

Walking in the Customer’s Shoes—Are We Ready for the Technology Impact? Last week, while riots were springing up in major cities, another far more positive event was occurring: SpaceX was launching its manned Dragon spacecraft for a historic hookup with the International Space Station—the first such flight in almost 10 years, and the first-ever to involve private industry—from Cape Canaveral, Florida.

Call-back 89

Call-back CRM Pipeline Social Media 89

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.

Cold Calling

Allego

JUNE 16, 2020

In today’s hyper-competitive business environment, every rep must continuously acquire new knowledge and skills to sharpen their selling abilities. At the same time, few can afford to interrupt their busy schedules to attend sales training classes or read stacks of books, manuals and articles. On top of this, travel restrictions during the pandemic have made training even more difficult—both for trainers and for learners.

Training 77

Training Hiring Face-to-face SalesForce 77

Go for No!

JUNE 16, 2020

One of things we know is that every “yes” you’ve ever gotten in your life required the courage to hear a no. And that’s a great thing! There are unusual benefits to becoming someone who faces rather than fears rejection. When you put yourself in a position to be rejected, you are taking an emotional risk. How so? Because we are biologically wired to avoid the risk of rejection.

Benefit 106

Benefit Face-to-face Groups Course 106

InsightSquared

JUNE 16, 2020

Sales rarely follows a linear path. As much as you prepare and strategize for every deal, things never seem to go exactly as planned. Fortunately, many sales teams are improving coaching and executing using the new Guided Selling technology. While the term is not new, Guided Selling has recently gained momentum in the B2B selling world due to its ability to adapt on demand and scale coaching across an entire sales team.

Scale 71

Scale Decision Maker Buying Cycle Up-Sell 71

KO Advantage Group

JUNE 16, 2020

About a year ago a woman came into my office. She was running a fairly successful marketing firm yet she struggled to get her clients to connect with her sales message. To her it felt "icky". She liked educating. She liked showing her clients what she would do for them. But they would respond, "okay. if you're so confident, how about we pay you when you generate us the results.".

Proposal 62

Proposal Ideal Customer Profile Hiring Top of Funnel 62

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BrainShark

JUNE 16, 2020

Without traditional in-person interactions, sales teams need to ensure that peer learning and knowledge sharing still takes place. This article covers 5 reasons peer learning is so important for remote teams.

Sales 62

Sales 62

Troops

JUNE 16, 2020

Dynamic Yield is a Personalization Anywhere™ Platform working with industry leaders across eCommerce, finance, iGaming, travel, and publishing to deliver individualized experiences at every customer touchpoint, be it web, apps, email, kiosks, IoT, call centers, or any other digital interface. The company’s website lists renowned enterprise brands such as Urban Outfitters, IKEA, Brooklinen, and Hallmark.

Closing 62

Closing Travel Enterprise Enterprise 62

KO Advantage Group

JUNE 16, 2020

About a year ago a woman came into my office. She was running a fairly successful marketing firm yet she struggled to get her clients to connect with her sales message. To her it felt "icky". She liked educating. She liked showing her clients what she would do for them. But they would respond, "okay. if you're so confident, how about we pay you when you generate us the results.".

Proposal 62

Proposal Ideal Customer Profile Hiring Top of Funnel 62

Guru

JUNE 16, 2020

A knowledge management system is a tool your company can use to capture, organize, and analyze information pertinent to your business. An effective knowledge management system enables improved collaboration, decision making, problem solving, communication, innovation, and time management among employees and translates to a more efficient and satisfactory customer experience.

System 62

System How To Tools Company 62

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.

Sales Process

Anthony Iannarino

JUNE 16, 2020

All clients are not created equal. Just like you and your company are more valuable to some clients, some clients are more valuable to you and your company. On the other end of the continuum, some prospective clients are not only not valuable to your company; they are detrimental to your company’s success. When it’s true that a prospective client is bad for your company, their business is also bad for you.

Company 67

Company eBook Vendor B2B 67

Frontline Selling

JUNE 16, 2020

Things are moving FAST right now. I know you are probably shaking your head, as it seems the world has literally stopped. (Just as so many of your sales deals. The post Is It Time to Stop Leading With Empathy in Our Outreach? appeared first on FRONTLINE Selling.

Leads 64

Leads Marketing Qualified Lead Sales 64

Canidium

JUNE 16, 2020

While generic Incentive Compensation Management solutions offer commissions and bonus calculation along with other features, insurance industry-specific solutions are a perfect match for carriers to manage their unique business needs.

Insurance 64

Insurance Insurance Industry Company 64

Nimble - Sales

JUNE 16, 2020

The COVID19 pandemic outbreak and economic downfall have involuntarily forced small businesses to transform the way they work and live rapidly. Several elements of such companies, such as supply chain management and customer services, have been challenged. However, SMBs are doing their best to manage through this pandemic by drafting an effective crisis response, managing […].

Small Business 90

Small Business Small Business Customer Customer Service 90

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Selling Energy

JUNE 16, 2020

When you’re cold calling and don’t know the right person to get in touch with… good luck. Calls like these can be awkward and inconvenient for the person picking up.

Cold Calling 59

Cold Calling How To Research Sales Process 59

Sales Evangelist

JUNE 16, 2020

How To Generate Interest In Lost Opportunities Every so often, a prior interest doesn’t end with a good close. Sometimes, there are lost opportunities. As a salesperson, how do you generate interest in lost opportunities? Today’s episode will talk about how you can turn “trash” to treasure! Have you experienced winning a deal that came from a lost opportunity?

Opportunity 52

Opportunity Cancellation How To Scale 52

InsideSales.com

JUNE 16, 2020

Cold emails can ruin the chance of you achieving success in business life. If it’s a well-crafted message, you are good to go, but if it’s one of those standard cold email templates, then it can easily repulse others. Read on to learn how to email someone you don’t know. RELATED: THE ULTIMATE LIST OF FOLLOW UP EMAIL SUBJECT LINE EXAMPLES.

How To 52

How To Follow-up Intent Up-Sell 52