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 Coaching 320

Sales Coaching Coaching Hiring Face-to-face 320

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.

Social Selling 275

Social Selling Data Social Media Up-Sell 275

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.

Objections 259

Objections Cold Calling Face-to-face Call-back 259

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 ).

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Marketing Qualified Lead Lead Rank Sales Qualified Lead Marketing 223

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

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!

Vendor 206

Vendor How To Marketing Company 206

Sales and Marketing Management

APRIL 2, 2018

Author: Jeb Blount There is no easy button in sales. Prospecting is hard, emotionally draining work, and it is the price you have to pay to earn a high income. Fact: Most sales professionals are not too keen on prospecting. No surprise there. But great reps suck it up and prospect, prospect, prospect; crushing their numbers as a result. These top-earning sales stars are relentless, unstoppable and obsessive about keeping their pipeline full of qualified opportunities.

Prospecting 198

Prospecting Face-to-face Sales Qualified Lead Channels 198

Zoominfo

APRIL 2, 2018

Every sales manager wants their team to be successful– but sometimes, that’s easier said than done. Sales reps face a number of obstacles that can keep them from their goals and it’s your job as their manager to help them overcome these challenges. To put it simply, sales reps are only as effective as their managers enable them to be. Today’s post breaks down five ways you can support your sales team to become more productive.

Sales Qualified Lead 207

Sales Qualified Lead Penetration B2B Face-to-face 207

MTD Sales Training

APRIL 4, 2018

I met a salesperson on one of our programmes who was really upset that his company had raised his product’s prices by over 3%, and hadn’t given him an explanation as to why. It was simply called ‘an inflationary mark-up’, even though inflation is actually running lower than that figure. His frustration about the situation made me feel sorry for him, as he couldn’t affect the decision.

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Margin Guarantee Proposal Call-back 163

SBI Growth

APRIL 4, 2018

If you are a sales leader looking to get ahead of the competition, enhancing your personas with pricing metrics could be your secret weapon. According to a recent study, about 1% of B2B SaaS companies can describe their buyer personas.

Buyer Persona 189

Buyer Persona Study Buyer B2B 189

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Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

Sales

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 Coaching 160

Sales Coaching Coaching Hiring Face-to-face 160

Zoominfo

APRIL 1, 2018

Though you may not realize it, your sales and marketing database is one of your company’s most valuable assets. When compromised by dirty data, your entire business will feel the impact. In fact, more than 40% of business objectives fail due to inaccurate data ( source ). Worried about data quality? Here are four sure signs your B2B database could use a little help. 1.

Customer 207

Customer Trade Show Buyer Persona Lead Rank 207

Anthony Cole Training

APRIL 4, 2018

It’s been a few years since I’ve been in a Dave and Busters establishment. There was a time when I would go at least once a year. When I was younger, my source of entertainment was hanging out at sports bars with pool tables, shuffleboards and basketball games. About 25 years ago, that entertainment became watching my kids enjoy the arcade games Dave and Busters offered.

Sales Management 132

Sales Management Sports Sales 132

SBI Growth

APRIL 2, 2018

Sales Operations has a lot to do. But they also have a lot they shouldn’t be doing. A Sales Ops Charter helps the organization know what they can ask for from Sales Ops. It’s like hanging a sign on your.

Sales Operations 159

Sales Operations Sales Analytics Data 159

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In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

Data

Jeffrey Gitomer

APRIL 3, 2018

Customer service are two of the most maligned words in our language. So often as customers we are disappointed in the service we receive (or the attitude attached to the service) that we go elsewhere. Amazing.

Customer 123

Customer Customer Service 123

The Sales Hunter

APRIL 4, 2018

What good is having a sales process if you don’t use it? Not using your sales process is just as bad as not having a sales process at all. How can we expect to be successful as sales professionals if we don’t have a process we follow and believe in? Could you imagine getting on a plane and the pilot saying he or she does not have a plan to fly the plane?

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Sales Process Sales Qualified Lead Outbound Follow-up 132

MTD Sales Training

APRIL 5, 2018

Episode 9 – 3 Brain Laws, Automobile University & A Quote From Zig Ziglar. This podcast includes: SThe 3 brain laws & how your buyers think. What is the “Automobile University”. An inspire me quote from Zig Ziglar. The post 3 Brain Laws, Automobile University & A Quote From Zig Ziglar appeared first on MTD Sales Training.

Buyer 120

Buyer Training Selling Skills Sales 120

SBI Growth

APRIL 6, 2018

Is your marketing organization set-up to win this year and next year? Are your people aligned around the right set of tasks and activities?

Marketing 159

Marketing Campaigns Segment Channels 159

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

Retail

Jeffrey Gitomer

APRIL 6, 2018

Customer Service is the never–ending pursuit of excellence to keep customers so satisfied that they tell others of the way they were treated in your place of business. Is that the way your customers feel?

Customer Service 121

Customer Service Sales Tools Customer Tools 121

Hubspot Sales

APRIL 3, 2018

Business professionals are busy people, and the last thing they want is an email from someone who needs a favor. Messages like these can be a distraction and burden. That’s why when I network and send outreach emails, I am careful to always ask for advice and not a favor or handout. In fact, as I wrote my new book, Wait, How Do I Write This Email? , a collection of 100+ templates for networking, job search, and LinkedIn, I used this tactic multiple times.

Distribution 145

Distribution Networking Hiring LinkedIn 145

MTD Sales Training

APRIL 4, 2018

Episode 8 – Satisfaction With Current Suppliers, Building Quality Case Studies & A Quote From Patricia Fripp. Episode 8: Loads Bubbling Podcast. This podcast includes: Satisfaction with current suppliers. How to build quality case studies. A useful quote from Patricia Fripp. The post Satisfaction With Current Suppliers, Building Quality Case Studies & A Quote From Patricia Fripp appeared first on MTD Sales Training.

Case Study 120

Case Study Study Training How To 120

The Sales Hunter

APRIL 6, 2018

You’re thinking I’m about to tell you what I experienced on a flight. Well, you’re half right. It’s not what I experienced going on in the plane ; it’s about what I experienced going on in my mind. When you’re disconnected from our connected world for 12+ hours, it’s amazing what you can accomplish — or if you choose — not accomplish.

Airlines 105

Airlines Coaching Motivation Strategy 105

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

Jeffrey Gitomer

APRIL 2, 2018

You lost a customer. You've probably lost lots of customers. You don't want to think about them. It's painful. In fact, you're reading this and have already had a few instant thoughts about this one or that one.

Customer 121

Customer Objections Sales 121

Hubspot Sales

APRIL 6, 2018

As a writer for the HubSpot Sales Blog, I'm always crafting new email templates. And my favorite source of inspiration is in HubSpot Sales -- I'll open up "Templates" and browse the real emails HubSpot salespeople are sending their prospects. Not only can I see average open rate for individual templates, I can also gauge their performance by response rate and click rate (i.e., how many recipients clicked on the links within the template).

Hubspot 133

Hubspot Follow-up Resources Case Study 133

MTD Sales Training

APRIL 3, 2018

Episode 7 – Value Of Ownership, Negotiating With ZOPA, Rockefeller On Good To Great. Episode 7: Loads Bubbling Podcast. This podcast includes: What is the value of ownership? How to negotiate with ZOPA. Rockefeller on going from good to great. The post Value Of Ownership, Negotiating With ZOPA, Rockefeller On Good To Great appeared first on MTD Sales Training.

Negotiation 120

Negotiation Training How To Buyer 120

Costello

APRIL 2, 2018

Richard Harris, owner of The Harris Consulting Group , got his start in sales back in the mid 1980’s when he landed his first sales job at the GAP during high school. It was while selling clothes that he learned his first sales process, which GAP referred to as “GAPACT” in which sales associates would Greet, Approach, Share Product Knowledge, Add-On, Close, and Thank the customer.

How To 106

How To Call-back Inside Sales Face-to-face 106

Speaker: Lynnette Khalfani-Cox, The Money Coach®

Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?

Marketing

The Sales Hunter

APRIL 1, 2018

Welcome to WordPress. This is your first post. Edit or delete it, then start writing!

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Hubspot Sales

APRIL 2, 2018

Things to Say On the Phone. “I wanted to follow up on the proposal.”. "Do you have any questions about the contract?". "Have you had time to read through the proposal?". “I just wanted to introduce myself.". “Thanks for the introduction, [coworker]. I’m looking forward to working with you [prospect].". “Great to meet you [prospect]! Let me know if you have any questions.”.

Prospecting 130

Prospecting Call-back Proposal Follow-up 130

MTD Sales Training

APRIL 1, 2018

Episode 6 – Get ACTION From Your Customer, Become Your Customer’s Partner & Chris Murry On Earning The Right. Episode 6: Loads Bubbling Podcast. This podcast includes: How to get ACTION from your customers. What do you need to do to become your customers partner? Chris Murry on earning the right. The post Get ACTION From Your Customer, Become Your Customer’s Partner & Chris Murry On Earning The Right appeared first on MTD Sales Training.

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Customer Training How To Buyer 120