SBI Growth
APRIL 27, 2018
Many of you are living your sales lives 90 days at a time. The tyranny of the urgent plagues all sales leaders. But as a sales leader in today’s environment, you must be thinking beyond this quarter and next. As.
SBI
APRIL 11, 2018
The ultimate, and most desirable goal of any sales conversation with a prospect is for it to result in unbridled enthusiasm for taking the next step. You know the feeling. You hang up the phone from a sales call, pumped with turbo-infused Adrenalin, giving yourself a mental high-five, feeling like you ‘nailed-it.’ Your confidence is soaring, and you’d bet a million bucks the prospect is feeling the same sense of excitement.
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Understanding the Sales Force
APRIL 2, 2018
Several recent LinkedIn posts have urged readers to pick up the phone instead of trying to find new opportunities by using social media. I wrote a very popular article about using the phone 3 years ago called, The Next Can't Miss Game Changer for Sales. I have data that shows that the very people who don't score well at hunting (reluctant, ineffective or both) also score poorly at Social Selling while those who score the highest for Hunting score higher for Social Selling too.
Understanding the Sales Force
APRIL 30, 2018
Humans have been waiting for thousands of years to discover the secrets of life. Why are we here? Why do bad things happen? What happens after we die? Is Heaven real? What is God's plan for us? While many experts have attempted to answer all of these questions, most of us lack proof. There's no data. If we wake up tomorrow morning and suddenly there are not only answers to these questions, but science-based proof, that would be a game-changer for us.
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.
No More Cold Calling
APRIL 20, 2018
It’s time to get serious about business referrals. In spite of numerous misconceptions and poor implementation, referrals in business are where the power is. But the first step to harnessing this power is understanding just what referral selling is and how it feeds your sales machine. Is Winning Cheating? “Sales is hard enough. Let’s cheat and ask for referrals.
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Understanding the Sales Force
APRIL 24, 2018
Would a NFL Quarterback make a good MLB pitcher? Would a star MLB hitter be a great Pro Golfer? Would an all-star NBA Center be an effective Lacrosse player? Right now, an event is occurring on the world stage that shows, in a very persuasive way, why success in sales isn't always transferrable from one company, industry or role to another. For example, a startup storage technology company hired all the salespeople they could get from the most well-known and well-respected company in their space
SBI
APRIL 19, 2018
As a sales leader, onboarding new hires quickly should be a top priority. Why? When your sales ramp rate is poor, it’s a huge drain on resources that can prevent you from hitting annual targets. It costs your company time and money that it could put toward new hires and increased sales. So, how do you implement a great sales ramp rate that sets you up for success and lets your sales team soar?
Hubspot Sales
APRIL 13, 2018
Has your name ever been on a salesperson's call list? Did you receive a lot of voicemails from that salesperson over the course of a few weeks? Think back to those sales voicemails. Were they valuable? Did you learn anything that helped you? Or were the voicemails a carbon copy of the company's elevator pitch? I probably receive about 20 calls a day from various salespeople.
SBI Growth
APRIL 19, 2018
The number one reason a sales rep fails is an empty pipeline. The root cause of an empty pipeline is failure to prospect. Having a Prospecting Plan fills your pipeline and identifies the right prospects to engage. So how do.
Speaker: Jake Miller, Senior Product Marketing Manager, Allego
Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.
No More Cold Calling
APRIL 5, 2018
Referral sales is personal … but it’s still business. I recently received the following email: “I finished your book on referral sales last night, and now I’m building my 100 names so that I can ask for introductions to a couple of decent sales reps with some experience selling to my market. I’m also going to ask my network if they know companies in this space.
Hubspot Sales
APRIL 23, 2018
Salespeople don’t hold all of the cards anymore. With a quick Google search and some browsing, prospects can gather as much information about a product as a salesperson has. As a result, it’s harder for salespeople to demonstrate their expertise. And if they can’t demonstrate expertise, it becomes all the more difficult to establish credibility and eventually build trust.
SBI Growth
APRIL 23, 2018
CEOs must inspire and lead while setting strategic direction. A critical factor for achieving growth and profit objectives lives in the weeds. Talent assessment, powered by the marriage of culture, retention, and the future of HR (aka people analytics), is.
Hubspot Sales
APRIL 13, 2018
Touching Base Email Subject Line. “Are you struggling with [challenge]?”. “Any luck with [goal]?”. “[Mutual connection] said we should talk”. “Some ideas on driving recurring revenue”. “Hi [name], [question]?”. “[Prospect's name] -- do you have 10 minutes for a conversation?". "Hoping to help with X". " Will persistence pay off?". "[Pain point]. does this sound familiar?".
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
Steven Rosen
APRIL 3, 2018
The What, Why, How, and When of Executive Sales Coaching. Executive coaching is estimated to be a $2-3 billion/year global industry. There has been dramatic growth in the number of people who are becoming coaches and leaders who are hiring coaches. The rapid pace of change, high levels of uncertainty, complexity, and ambiguity in business is forcing both executives and managers to look beyond training for their ongoing development needs.
Sales and Marketing Management
APRIL 9, 2018
Author: Rich Lanchantin, CEO, Qstream With unemployment rates at a 10-year low, it simply isn’t practical to buy your way to sales performance by cherry-picking top reps from the market. Instead, the most resilient and successful sales organizations are building programs that draw maximum value from more of their existing reps. This requires going beyond one-size-fits-all training and development programs that are measured by simple pass/fail certifications or completion rates.
The Pipeline
APRIL 24, 2018
By Tibor Shanto. Last week in this blog I made the argument that sellers have to answer one question above all, the one all buyers other than owners and Board Chairmans or Persons to be somewhat PC, the question: “ If I go ahead with this, will I get fired? ” Which leads to “How do we do that?” Take Them Back. While things around us are changing by the minute, change unfolds in many ways not just for different people, but for all people collectively.
Jeffrey Gitomer
APRIL 9, 2018
Pat me on the head and tell me to go away. That's the real meaning of call me in six months (or any nebulous "get back to me" after some period of time).
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Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.
No More Cold Calling
APRIL 26, 2018
Price isn’t an issue with referral business. More than 10 years ago, a marketing agency told me most sellers cave on price before prospects even ask for a discount. Sadly, that behavior continues in sales negotiations today. We’ve trained our buyers to expect discounts and that everything is negotiable. They know sales reps will make the best offers at the end of the quarter or at the end of our fiscal year, so they wait.
The Sales Heretic
APRIL 25, 2018
The tall, gangly man wore an old t-shirt and cutoff jean shorts. His long black hair hung unkempt halfway down his back. And he arrived at the luxury car dealership on a bicycle. The veteran salespeople knew better than to waste their time with him. They sent the rookie out to deal with him. The [.].
Zoominfo
APRIL 22, 2018
If you’ve worked in sales for any amount of time, you know the standard sales process looks something like this: You identify a prospect and conduct research, you figure out what pain point or challenge they’re trying to solve, and then you offer your product or services as the solution. You also know many deals fall through—not because the prospect doesn’t need your product or decides to go with a competitor—but simply because they can’t, or won’t, make a decision.
Sales and Marketing Management
APRIL 30, 2018
Author: Kevin F. Davis Excellent sales managers aren’t made overnight. As a manager, you’re always learning and growing along with your sales team. Every team member has a unique reaction to your management style, and it takes a great manager to navigate all those unique situations and relationships. Here are five off-the-beaten-trail tactics you can use to foster those relationships and move toward being an excellent sales manager. 1.
Speaker: Deniz Olcay, Senior Director of Product Marketing, and Jake Miller, Senior Product Marketing Manager
Modern Sales Content Management (SCM) platforms have become table stakes in the world of sales enablement. Sellers need one-stop access where all of their sales content is stored, organized, deployed, and measured. Today’s modern SCM platforms achieve just that. However, these various platforms also have key differences. In this value-packed webinar, Deniz Olcay and Jake Miller will unravel and debunk the top three SCM myths and explain how to get the most from your SCM solution.
The Pipeline
APRIL 3, 2018
By Tibor Shanto. No one like objections, including those who have learned to see objections as a means of moving the call forward, they just understand, appreciate and leverage pushback differently than those who are crushed by the same response. As with most things in sales, we need to manage both the dynamics and the substance of the conversation, delivery and content.
Jeffrey Gitomer
APRIL 12, 2018
When a prospect asks me a yes or no question, I never answer yes or no. When a prospect asks me any question, I always answer in the form of a question.
Jill Konrath
APRIL 5, 2018
When Todd called me, he was worried. His company was growing. Over the past few years, they'd steadily acquired their toughest competitors. They were now the dominant player in a fragmented market, setting the benchmark against which all other vendors are compared. So what could possibly be going wrong? It turns out, a lot!
Score More Sales
APRIL 29, 2018
CLICK HERE to Play Video (or click on image above). When my company was re-branded, I wanted a name that represented my views and my life. At the time, my son had been a successful Division I college athlete and moved on as a professional hockey player. Not only had I raised one competitive athlete but we also provided a home-away-from-home in Seattle for players who played Major-Junior hockey in the Canadian Hockey League (CHL).
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Zoominfo
APRIL 3, 2018
Discord between marketing and sales departments is an age-old story. The marketing team gets annoyed at the sales team for failing to follow up on leads and in return, the sales team is annoyed with the marketing team for generating low-quality leads in the first place. As it turns out—neither team is wrong. Research shows the average sales team ignores 50% of marketing leads ( source ).
Sales and Marketing Management
APRIL 16, 2018
Author: Jen Wagstaff More than 10 years spent working in sales training have taught me to understand and turn around salespeople who are struggling. Here are four steps I’ve found most effective to re-motivate a salesperson who’s falling behind. 1. Start positive – identify their strengths. If you’re a manager in charge of one person, or a team of salespeople who aren’t pulling their weight, the pressure to offer a solution can be intense.
The Pipeline
APRIL 10, 2018
By Tibor Shanto. Given that sales is partly art and science, or more accurately “a science artfully executed,” we need to the create the right balance between the two. The best way to do that is to nail down the science part, freeing up maximum bandwidth, focus and creative thinking possible committed to mastering and improving the evolving art side of sales.
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