January, 2018

The Real Competition

Bernadette McClelland

We think it’s the company that sells the same as us, Or the paperwork we have to do, Or the meetings we have to run, Or the slackness of our admin team, Or the lack of urgency of our buyers. The real competition is ‘no change’.

Let’s discuss the Energy Star Multifamily High-Rise Program

Increase Sales

In a construction market that has been slowly recovering since the end of The Great Recession, multifamily housing has been the brightest star. The demand for rental housing has been on a steady climb since 2004 (Source: Freddie Mac

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Did You Set the Right Sales Quotas?

Sales Benchmark Index

Did you set the quotas right to drive revenue growth? The purpose of today’s show is to demonstrate how to link the company objectives to sales targets through quota setting. Leverage this use-case to evaluate how you set your quotas.

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Don’t Slam the Door on Your Friends

No More Cold Calling

What’s your gratitude meter? As we begin the New Year, now is the perfect time to pay attention to what’s most important—the people in our lives. That means our clients and prospects, our families and friends, our colleagues. It’s time we remember the value of getting personal.

See the PureCloud call center in action

All cloud contact centers are not created equal. Register now for an upcoming live demo covering supervisor, admin, and agent experience in PureCloud!

When Good Prospects Can be Worse Than Tough Prospects

Understanding the Sales Force

I was on the way to a meeting and the traffic was stop and go - not moving for a minute, then back up to 30 MPH, and then back to a dead stop. I've been driving since 1972 and have driven in all kinds of conditions.

Are You Taking Enough Time Off?

The Sales Heretic

You’ve set your business and sales goals for the year: a prospecting goal, a closing rate goal, a revenue goal. But have you set a vacation goal? If you haven’t, you absolutely should. Too many people don’t take enough vacations.

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More Trending

Yes, a B2B Sales Experience Can Be Euphoric for Your Buyer

Connect2Sell

Buyers are looking for a BSB sales experience that's different. They’re looking for much more than a transaction. They're looking for an experience that is rich and meaningful and includes an opportunity for them to contribute. to take from the experience what's going to be useful for them. It needs to be relevant, and it needs to be something that involves an element of the unexpected. B2B sales effectiveness

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Even Realistic Videogames like Call of Duty Won’t Help Us Win Wars

Sales and Marketing Management

Opinion: Research shows that millennial cadets' digital skills don't help them on the virtual battlefield. Security Opinion

2 Reasons Your Account Based Sales Reps Leave

No More Cold Calling

Sales leaders must take the rap. We used to hire account based sales reps, indoctrinate them with product knowledge and a smattering of business culture, and give them a few lead generation tools. Then we gave them a phone, a list, and, a desk, and expected them to figure out how to book meetings.

What You Should Know When Your Cold Prospect Suddenly Returns From the Dead

Understanding the Sales Force

Last week I wrote about the deep freeze, why prospects suddenly go cold , and how you can prevent that from happening. That article was instantly as popular as any I have ever written.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

5 Ways to Get Better at Handling Objections

Inside Sales Training

Want to make 2018 your best year ever? Want to instantly improve your ability to handle the objections you get, day in and day out? And, by the way, that you’re going to get all year long.).

Artificial Larry versus Amplified Leadership – 4 ‘Must Have’ Competencies To Stay In The Game

Bernadette McClelland

A milestone was reached in the world of selling recently. ‘Adelaide-based artificial intelligence software vendor Complexica secured a software deployment contract with pharmaceutical company Pfizer Australia’ and launched the artificial intelligence engine, Larry, the Digital Analyst.

What the Other Side in a Negotiation Wants

The Sales Heretic

Every sale is a negotiation. Some are short and simple, others are long and complex. But one thing all negotiations have in common is that they’re more than just haggling back and forth about price.

Top 3 Sales Strategy Priorities of CEOs

Sales Benchmark Index

Our guest today is Rob Hornish, the President of Americas Sales for Polycom. Rob has 20 years of sales leadership experience in the high-tech industry sector, with a proven record of building, scaling and developing high performing teams. Rob and.

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

2018 Top MarTech Trends: Top Pain Points and Spending Priorities for CMOs

DiscoverOrg Sales

What pain points keep CMOs up at night? And what are the existing and emerging technologies that marketing teams will be spending more on in 2018?

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Why Companies Need More Women in Sales

Score More Sales

As a champion for more women in sales and sales leadership, I could not have been more pleased to see this article written by Microsoft Inside Sales Chief of Staff and Microsoft Women Board Co-Chair Rahki Voria aptly titled Why We Need More Women in Sales. women in sales sales leadership

How to Write a Sales Email That Works

Understanding the Sales Force

I receive so many unsolicited emails each day that it makes my head spin. Most of them, like the cold calls I get, are simply horrible. Delete. Delete. Delete. Block. Unsubscribe. This week I received the daily double - a cold call with an identical, corresponding email.

Knowledge is Power – Or Is It?

Inside Sales Training

The week after my first session with my boss was very interesting. I took his advice and began asking myself if I could do a variety of things. Could I actually become the top producer at the company? Could I go back to school and get my PhD? Could I write a bestselling book?

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Twelve Ways to Use Stories to Boost Your Sales

The Sales Heretic

Stories are extremely powerful. They can be both informative and persuasive, while being entertaining. And they’re engaging—neuroscientists have discovered that our brains are hard-wired for stories. That’s why it’s so hard to walk out of a movie, even if it sucks.)

Why Your B2B Brand Matters

Sales Benchmark Index

Our guest today is Tiffany Nels, the Chief Marketing Officer for Lifesize. With 20 years of Tech B2B marketing experience, Tiffany is one of the top B2B revenue growth marketers. Tiffany played a major role in the successful demand generation.

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A Winning Game Plan for Writing Cold Prospecting Emails That Sell

DiscoverOrg Sales

My love of all things college football comes in handy – even when it’s not football season. As DiscoverOrg’s Manager of Strategic Accounts, I’m always looking for ways to use personal touchpoints to engage prospects via email. It works. I consistently gets a response rate of 60% – and an engagement rate of 80%. Check out my post, How to Heat Up Cold Emails with Personalization.). I’m here to offer a few tricks to show you how to achieve this level of engagement.

2 Big Reasons for Abandoned Sales Opportunities

Score More Sales

We walk away from sales opportunities every day - abandoned sales opportunities. You do it, I do it, and a few of us have the discipline to identify why our deal didn’t come to closure. Sales Tips B2B boost sales

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

The Quicksand of Customer Loyalty Those Nasty Complaints

Increase Sales

Building customer loyalty must address unsolved problems aka customer complaints. Take a moment to think about a problem that you had with a product or service provider such as a hospital, a retail store or a new car dealership. Was your customer complaint or problem resolved to YOUR expectations or was it resolved to the provider’s satisfaction? How did you feel when the complaint was resolved within your expectations? Probably, pretty good and you may have even told some of your friends.

Predictions for 2018 - The Sales Triad Will Provide Record Sales Growth

Understanding the Sales Force

Nine Ways to Make More Sales This Year

The Sales Heretic

If “Make more sales” is on your New Year’s Resolutions list (and I’m betting that it is), the question becomes “How, exactly?” The good news is that there are lots of ways. Here are nine simple ones you can implement immediately: 1. Do more prospecting If you want more sales, you need more prospects.

Key Mistakes CEOs Make When Allocating the Sales Budget

Sales Benchmark Index

Top CEOs understand that their role is to provide their company with an executable strategy. Strategy is the allocation of time, money, and people. The best CEOs are masters of where to place bets, invest their time, and divest from. Article Corporate Strategy Sales Strategy allocation budget budget allocation ceo ceo guidance CEO sales budget investment blunders sales budgeting sales strategy sales team profitability sustainable growth

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

A Primer on GDPR and Marketing Data Protection Best Practices

DiscoverOrg Sales

Notice: This is for discussion purposes only. DiscoverOrg is not qualified to provide legal advice of any kind and is not an authority on the interpretation of the GDPR or any other rule or regulation. To understand how the GDPR or any other law impacts you or your business, you should seek independent advice of qualified legal counsel. May 25, 2018 is a date on the minds of many sales and marketing professionals: the day the new General Data Protection Regulation (GDPR) goes into effect.

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Sales Empathy and Emotional Intelligence in Selling

Score More Sales

It was time to visit a newer client of ours and this meeting would be at least two hours to go over our findings about their sales leadership, sales reps, sales process, and pipeline. Because we leave plenty of time as a buffer so that we are never late to clients, we ended up with thirty minutes to spare. emotional intelligence sales empathy

Incentive Gift Cards Continue to Delight

Sales and Marketing Management

Author: SMM Research from the Incentive Gift Card Council (IGCC) and the Incentive Research Foundation (IRF) shows the majority of U.S. businesses?—?fully fully 61 percent?—?are

#MeToo, now #TimesUp.

Understanding the Sales Force

But, much to my delight and surprise, the #MeToo movement didn’t quite fall into obscurity. Instead, it took on a sort of life of its own; over and over, we started to. Enlightened Society Equal Rights Inspiring (Wow) Z ADMIN Enlightened Society Today Only.

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Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.