June, 2018

Google thyself!

Sales 2.0

When you send a prospect an email or leave them a voicemail what do many of them do? They Google you (as well as your company.). As you know, buyers are seriously concerned about burning their time these days.

Google 256

What 15K Demos per Year Taught Us About Converting Inbound Sales Leads

DiscoverOrg Sales

“When I first started at DiscoverOrg two years ago, I joined a group of six other Sales Development Reps (SDRs). We were all green to the role and new to sales in general.

How to Sell Smarter than Automated Communication and Artificial Intelligence

John Barrows

Cars can drive themselves. Filmmakers can replace actors with CGI. Conversations can be automated with a computer program.

How To 244

19 Ways to Follow Up Without Being a Pest

The Sales Heretic

You already know that effective follow up is crucial to closing sales. But how can you follow up with prospects without annoying them to the point where they scream, “Leave me alone!” The key is to deliver value in your follow up efforts.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Cold Calling Techniques: Overcoming & Handling Common Sales Objections

Inside Sales Training

Overcoming Objections: “We are already working with someone.”. By Mike Brooks, [link]. Learn cold calling techniques for handling and overcoming the most common objections in telemarketing phone sales including the best call rebuttal responses for “not interested.”

More Trending

Know thy products

Sales 2.0

For those that have parachuted into this blog from Google, this is part of a series of posts about how to save your sales job. This first batch of ten posts is about preparing to go to market when you get that new sales gig or greenfield opportunity.

Google 212

5 Things I Vowed Never to Do as a Sales Keynote Speaker

Connect2Sell

I'm fortunate to be invited to lots of conferences and events as a sales keynote speaker. I get great opportunities to learn from others while I'm at these events. Even before I became a keynoter and regular at sales conferences, I’d go to them whenever I could -- even if it meant spending money out of my own pocket. That's because I see the value in learning from others who are up there on stage. sales speaker

Cold Calling – Insights from Chris Orlob at Gong

John Barrows

Episode 57 of the Make It Happen Mondays podcast featured Chris Orlob of Gong.io and it was filled with so much value, we decided to try something new and transcribe it as a blog post. If you enjoy this format, please let me know in the comments or by hitting me up on social.

What Do They Need YOU For?

The Sales Heretic

Sales has changed. These days, buyers can get virtually anything they want online. And not just consumers, but business, government, and educational buyers as well. Which brings up an important question: What do buyers need you for?

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.

AI and Inside Sales: 3 Things You Need to Know Now

Inside Sales Training

Quick: Can you tell me, in three sentences or less, exactly what AI is and how it is going to impact your sales career or company? If not, then don’t feel bad. It’s kind of like when the word “cloud” started being used to describe cloud-based computing.

Why Top Sales Reps Will Be Unemployed In 2 Years

Sales Benchmark Index

Article Corporate Strategy Sales Strategy 13 symptoms Business Partner buying environment environment eric bauer HR HR Leader obsolescence obsolete outdated sales rep sales rep obsolescence sales support support of sales symptoms tricks

Sales 192

Prospecting goggles

Sales 2.0

Don’t sell to anybody. OK, I mean don’t sell to just anybody. You really should be careful who you invite to give you their money. The problem is every deal seems great until you actually “get married” to your prospect and they become your client.

7 Ways Recruiters Can Find Great Passive Candidates (& 3 Things to Avoid)

DiscoverOrg Sales

You already know how to recruit active candidates. They’re easy to find. They’re the ones with the ready-to-go resume and up-to-date website. They’re attending networking events, following your company on social media, and applying for your open positions.

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 Qualification Call Follow Up Process

John Barrows

As most of you know I’m not a huge fan of templated e-mail cadences but I do appreciate creating efficiencies throughout the sales process and adding structure where appropriate. One area in which we can add structure to is how we follow up with a prospective client after a good discovery call.

What Do You Mean No?

The Pipeline

By Tibor Shanto. For such a small word, ‘NO’ seem to cause a lot of havoc. Tidal waves of fear leading salespeople to imagine they will spiral endlessly to failure just at the sound of NO.

Artificial Intelligence AI & Sales Automation Software Tools Platforms

Inside Sales Training

AI and Inside Sales: 3 Things You Need to Know Now. By Mike Brooks, [link]. How Artificial Intelligence (AI) and Sales Automation Software Tools Platforms are Affecting Inside and Outbound Sales.

What Role Does Your Marketing Team Play in The Revenue Desk?

Sales Benchmark Index

There is an emerging best practice in Key Account Management that successful B2B firms are quickly deploying. The best practice is a “Revenue Desk”. In this blog, I will outline the role of Marketing in this critical new Key Account.

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.

Dust off some CRM records

Sales 2.0

This is a series of posts aimed at helping you survive in a new sales territory. Maybe you get a new sales job or took over a new “greenfield” opportunity in your existing position. Either way you’ve got a big challenge ahead.

CRM 195

How to Build Trust and Generate Leads with a Referral Program

No More Cold Calling

Because what you’re already doing isn’t working. Your lead generation tactics aren’t driving bottom line revenue. That’s a fact. I’ve just returned from three conferences, and the #1 challenge I heard sales pros repeat again and again was how to get leads in the pipe.

4 Steps to Create Your Sales Philosophy

Connect2Sell

This is a message for sellers who sometimes feel like they have to set their own values and standards aside in order to do the work of selling. What you need is a Sales Philosophy. sales fundamentals sales leadership philosophy of leadership

Sales 172

New Data Shows How Relationships and the Need to be Liked Impact Sales Performance

Understanding the Sales Force

In my most recent article, I shared data that showed a chain reaction would occur when salespeople have more than one major weakness in their Sales DNA and the second major weakness is their tendency to become emotional. As a trigger, the first major weakness causes the salesperson to become emotional, at which time their listening skills become compromised.

Data 171

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.

Best Sample Cold Calling Sales Pitch scripts Tips Techniques Examples

Inside Sales Training

Best Openings for Your Closing & Presentation Calls. By Mike Brooks, [link]. Discover effective openings and sample outbound cold calling phone telemarketing sales pitch scripts including the best tips, techniques and examples ever written for closing calls.

How to Take Over a New Sales Territory

Sales Benchmark Index

Article Sales Strategy consultative farmer hunter roles sales sales reps SalesForce territory

A map that might save your sales job

Sales 2.0

Congrats you have a brand-new “greenfield” sales territory! Unlimited opportunity, untouched accounts, no other reps vying for your business. Not to mention our products are the most awesome thing ever invented. Boy, you are going to coin it in! Let me translate.

How to Grow Your Referral Network

No More Cold Calling

Salespeople are only as good as the people they know. When is it time to toss the technology and start talking to people? When internet leads and a call script no longer reap new business. When it interferes with the most powerful tool in your toolbox—you. Don’t get me wrong.

Staying Relevant in Sales as AI and Technology Continue to Take Over

Speaker: John Barrows, CEO, JBarrows Sales Training

As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where and how to add it throughout the sales process!

3 Ways Sales Can Help the Marketing Team (and Help Themselves)

DiscoverOrg Sales

Let’s agree that the goal of your marketing team should be to help your sales team. Sound good? Awesome. But as sales professionals, how can you feed your sales intelligence in to your marketing team and how can they use that intelligence to better help you close sales?

B2B Emotional Sales Formula - Curiosity. Obsession. Fever. Action. Passion.

Sales and Marketing Management

Author: Tony Hughes You may be struggling thinking, "What on Earth am I doing, I hate this job!". I know, you fell into sales, and perhaps from there, sales management. I think of what powers me to prevent burnout and I think of these five words. So I want to deconstruct each one as an emotional manual for sellers in this quick post in reverse chronological order. Ruminate on each one, chew the cud. Curiosity – Curiosity is my North star. How do I stay fired up when I prospect?

B2B 240

How to Cold Call for Sales | Cold Calling Techniques that Really Work

Inside Sales Training

Cold Calling—3 Mistakes You Need to Avoid Now. By Mike Brooks, [link]. Discover cold calling tips, best practices and techniques to avoid and learn ways that really work on how to make effective B2B cold calls for sales.