Bernadette McClelland
JANUARY 20, 2018
And the basics of selling are….? It’s a question I’ve asked a couple of times in workshops and online, and it’s a question that was triggered by a few ‘posts’ I read, stating that. salespeople today don’t execute on the basics. And my response was, what are the basics then? And as would have it on social, there was a plethora of responses, from which I randomly collected this bakers dozen: 1.
SBI Growth
JANUARY 23, 2018
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.
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Connect2Sell
JANUARY 24, 2018
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.
Steven Rosen
JANUARY 22, 2018
Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Study after study has shown that sales manager coaching has a significant impact on performance. Here are a couple of my favorites: CEB Coaching Effectiveness Survey Findings: Coaching effectiveness: 19% improvement in performance.
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.
DiscoverOrg Sales
JANUARY 22, 2018
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.).
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
MTD Sales Training
JANUARY 25, 2018
No matter how good your sales technique, even the best of us will not get a 100% closing ratio. Be it a buyer who isn’t ready yet to make a decision, or a poor meeting where the sales person doesn’t listen effectively, or a myriad of other reasons, it’s possible that the sale has been lost when it could have progressed efficiently. This can have a negative effect on many salespeople.
Steven Rosen
JANUARY 22, 2018
Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Study after study has shown that sales manager coaching has a significant impact on performance. Here are a couple of my favorites: CEB Coaching Effectiveness Survey Findings: Coaching effectiveness: 19% improvement in performance.
The Sales Heretic
JANUARY 23, 2018
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. Your prospect has a number of physical and emotional needs, and the better you can fill them, the faster you [.].
Sales and Marketing Management
JANUARY 20, 2018
Author: Kostas Chiotis Picture this: your company wants to boost its sales with an incentive program. What do you do? You identify your target audience, establish clear goals, select the right reward structure, and develop an extensive digital marketing campaign that ensures that your offer will get to as many prospects as possible. That’s all great, but have you considered the possibility of merging your PR and SEO efforts?
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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.
SBI Growth
JANUARY 25, 2018
Most new product launches fail to meet their full, forecasted potential. These launches often fail because companies take their new products to market with the same sales org structure that was built to sell their legacy products. Evaluating your current.
The Sales Hunter
JANUARY 21, 2018
You have to be able to give your price or ask a question and WAIT. Silence is vital to the selling process. Be silent and allow the customer to respond. Check out the video to see what I mean: A coach can help you excel in your sales career! Invest in yourself by checking out […].
Anthony Cole Training
JANUARY 26, 2018
Assuming for a second that when you think about hiring for a position in your organization, you are thinking about hiring the best- especially in the early rounds of looking for talent.
MTD Sales Training
JANUARY 24, 2018
That seems a bold statement. But we have experienced many meetings with decision-makers where these ways have proved successful. We share them with you in this article. How many times have you thought that it’s a shoeing you will get the business, only to be rejected at the last minute, or having to face a barrage of objections ? It can happen to the best of us.
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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
Hubspot Sales
JANUARY 23, 2018
Want to become a prospecting superstar? LinkedIn Sales Navigator is a fantastic resource. It simplifies the process of finding, contacting, and staying up-to-date with prospects, referrals, and customers. Rather than spending hours manually tracking prospect activity on the platform, you can get instant insights. That means more time for high-value activities like calling people or giving demos.
The Sales Hunter
JANUARY 24, 2018
The last several weeks, I’ve sat in several meetings with salespeople, discussing the issues around prospecting. The excuses never change. People just think for one reason or another the challenge they’re facing is unique to them. Prospecting does not have to be difficult, if you’re willing to get honest with yourself and accept the fact […].
Increase Sales
JANUARY 22, 2018
Do you waste 12 minutes a day as you are conducting your daily sales activities? Be honest. If you are honest with yourself, the time wasted each day probably exceeds just 12 minutes. Ongoing workplace time use and workforce productivity research suggests employees continue to waste a lot of time. What is all that wasted time costing your ability to increase sales?
Pointclear
JANUARY 26, 2018
For more than 20 years we’ve talked about multi-touch, multi-media, multi-cycle processes that multiply results. At least one software company literally took PointClear’s playbook, which includes details about the multi, multi, multi approach, and turned it into a red-hot piece of software. Wish I had thought of that. Multi, multi, multi (which is multiple dials, voicemails, emails and in some cases direct mail across several sales cycles) has been re-termed “Cadence.
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.
Hubspot Sales
JANUARY 24, 2018
Like it or not, small talk is integral to your success. Whether you’re networking, speaking with a new prospect, or warming up a customer before upselling them or asking for a referral, you must be able to build rapport with casual conversation. To help you master this crucial skill, we’ve written a comprehensive guide to small talk. What is small talk?
The Sales Hunter
JANUARY 26, 2018
How many times have you seen somebody fret and stew about needing to make a call? For one reason or another, they feel the more they stew, fret and worry about having to make the call, it will somehow be easier to make. Leaders, on the other hand, do not delay in making the telephone […].
Increase Sales
JANUARY 23, 2018
Do you have a time management problem in your selling efforts? Are you running out of time as you balance work with your personal life? Have you tried time management training, seeking time management tips or reading time management articles and books? And you still have a problem? Guess what? You are not alone. This is because time management is not about time management but rather about self management through planning and goal setting.
Score More Sales
JANUARY 25, 2018
Referrals in the sales world are the very best way to grow your sales book of business for many reasons. The first one is that if someone whom you respect refers you to work with someone else, nearly half the “work” in building trust has been done.
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.
Hubspot Sales
JANUARY 24, 2018
Client Gift Ideas. A Terrarium or Succulent Garden. Professional Notebooks. Coffee or Tea Blends. Calendars. Coffee Table Book. Toiletry Bag. Gourmet Food Basket. Portable Phone Charger. K-Cup Coffee Sampler. Kindle. Custom Water Bottle. Online Classes. BarkBox. Better Swag. A Charity Donation. Beer Brewing Kit. Restaurant Gift Card. Bakery Delivery.
Pointclear
JANUARY 22, 2018
Merriam-Webster defines the holy grail as: “an object or goal that is sought after for its great significance.” Can companies reach the holy grail of marketing—the perfect lead? Well, what is a perfect lead? Those of us at PointClear do not believe in the alphabet soup of acronyms such as BANT, ANUM and the granddaddy of all acronyms, MAN. What is wrong with these formulaic approaches to lead qualification?
Go for No!
JANUARY 25, 2018
When you get a ‘no’ from someone, never react poorly. You might be frustrated, angry, annoyed, irritated or just exhausted. You might feel despondent, upset, sad, and at the end of your rope. When you reach the end of your rope, tie a knot in it and hang on. – Franklin D. Roosevelt. But you cannot show it. The very thing that most people fear about telling a salesperson or business owner ‘no’ is a bad reaction.
Vainu
JANUARY 24, 2018
A guest blog written by Bookmark.com Artificial Intelligence (AI) refers to a machine that can complete a task in a smart way, one that was previously performed by humans, and which needed human intelligence.
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?
Hubspot Sales
JANUARY 25, 2018
Case studies and testimonials are useful to have on hand. They help you earn a prospect’s trust, show them what life would be like as your customer, and validate that your product or service works. Consider creating a library of customer stories your sales team can use to share targeted and relevant content with your prospects via your website and sales proposals.
Fill the Funnel
JANUARY 24, 2018
One of my coaching clients recently asked me this question… “Are membership sites trending up or down?” And my answer to that was simple… As long as businesses have been selling goods/services to people – “memberships” have been around, just in different formats. How many of you remember the days when the milk man would […].
Engage Selling
JANUARY 25, 2018
This is the hidden secret behind high sales performance. If you follow my content, or any other sales thought leader’s work, you’ll find a plethora of great strategies, practices, and ideas that you can apply in your business.
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