Sat.Feb 16, 2019 - Fri.Feb 22, 2019

Pipeline Velocity: Why It Matters, How To Measure It and How It Helps

InsightSquared

Here in Boston, we love rowing. Every year thousands of us crowd around the Charles River to watch boats gracefully glide along the river as they race at the Head of the Charles Regatta.

How to create the perfect sales-stages journey

Base CRM

When you set off on a road trip, you have a vehicle and a road map for directions. On this road map, you mark stops to take along the way. Think of your sales-process in the same way: The vehicle is your CRM , the road map (showing the entire journey, from “This person is a stranger” to “This person is a customer”) is your sales process, and the stops along the way are the sale stages within your pipeline. Your final destination? Converting a deal to a customer.

4 Buyer Personalities & How to Sell to Them

LevelEleven

A popular movie was released in 2005 called The Sisterhood of the Traveling Pants , which told the magical tale of a pair of jeans that fit everyone in a group of four friends, all with different body types.

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How to Be a Memorable Salesperson Part 6: Take Risks

Connect2Sell

In a research study with 530 B2B buyers, we gathered information about buyer experiences with sellers. In related research, we collected over 500 stories from sellers about their own personal best in selling. Every single one of the sellers’ stories had something in common.

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The Showpad Sales Transformation Maturity Model

The Showpad Sales Transformation Maturity Model helps organizations understand where they are today in terms of meeting buyer expectations — and how key teams can drive transformation that impacts the bottom-line. Download the free eBook for a pragmatic approach to growing sales maturity.

Should Your Field Marketing Team Own a Number?

Sales Benchmark Index

Pick five non-marketing employees at random, and ask them what value your field marketing team brings to your organization. If you’re reluctant to do this exercise, it’s likely because you want to avoid blank stares and wild guesses that humble you.

More Trending

Follow These 5 Steps When Preparing For A Sales Meeting

MTD Sales Training

Having achieved the goal of setting a sales meeting with a customer or prospect, what would be the best way to ensure, as much as possible, its success? Follow these five ideas in order to make sure you are fully prepared and confident when approaching the meeting: 1) Have a clear purpose.

How to Get a Prospect’s Cell Phone Number

Mr. Inside Sales

Having trouble reaching your prospect after your initial call? Here are two ways you can ask for–and get–a prospect’s cell phone number. . The post How to Get a Prospect’s Cell Phone Number appeared first on Mr. Inside Sales.

Building an Accurate Business Model is the Key to Ensuring Product Launch Success

Sales Benchmark Index

So, you have a new product investment you are excited about. How do you ensure that your idea holds up to leadership scrutiny, and has a big enough ROI to be considered a success? Understanding and building a business model.

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What Is Sales?

The Sales Hunter

Sales leadership is nothing more than interacting with others to make a positive impact. We can break it down even further and say that sales leadership is just people connecting with people. Sales and leadership are one and the same. Sales is only as complicated as we want to make it.

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Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

Mission Impossible: Making Hard Choices as a First-time CMO (Part 2)

DiscoverOrg Sales

Fear isn’t a luxury the CMO can afford. Neither is hesitation. Today’s CMO position – “ a minefield where many talented executives fail ” – requires the courage of conviction to survive. If you’re a first-time CMO, this goes double.

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Friday Five - Attitude for Success

Score More Sales

Positive and negative information is handled in different parts of our brains. Anything with a negative emotion tends to involve more thinking and this information is processed more heavily in our brain than positives. boost sales accountability

For Revenue Sake, Act Now to Engage Buyers and Influencers During Career Transitions!

Sales Benchmark Index

Tis the season – we’re past the holidays – tis the season for career transitions. End of year bonuses have been paid, budgets have been set, and resource decisions have been made. Your first thought may be “oh no, there.

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Monday Motivation Video: Celebrate Success!

The Sales Hunter

Look back at all that you accomplished last week. Take a moment to celebrate your successes! Don’t dwell on your failures. Keep your mind focused on the good and positive. This will give you the jumpstart you need to be successful this week!

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

So It’s Your First Day as the CMO…

DiscoverOrg Sales

First days can be stressful. Especially if you’ve just been promoted to Chief Marketing Officer. Extending far beyond traditional marketing tactics, today’s CMO shoulders vast and complex responsibilities that now span technology, analytics, revenue and—above all—measurable impact.

How to Overcome the Fear of Cold Calling

Mr. Inside Sales

Do you struggle with call reluctance when it’s time to cold call?

Is Your Current Sales Opportunity Real?

Anthony Cole Training

In this article, we discuss and identify the three main reasons why salespeople get duped into believing a specific opportunity will close and why some deals are not worth chasing. They are: Weak pipeline. Failure to ask tough questions. Afraid to pull the plug.

Time to Value

John Barrows

I’ve been paying attention to some of the recent data about the sales process and keep thinking about the concept of Time to Value (TTV). I’ve heard of it before but never put much thought into it until now. Here’s a good description of it by the Baremetrics Blog.

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.

87 Things You Can Control

The Sales Heretic

We all crave control. Not just in sales or business, but in every aspect of our lives. And yet life is frustrating and scary because so many things are beyond our control. Things like: • The economy • What your competition does • Your prospect’s budget • The weather • Traffic • The stock market [.].

The Forgetting Curve Has a Cure

No More Cold Calling

What do you remember from your last training? The way we’ve been learning is all wrong. Remember cramming for tests? I do, and while I usually did well on my exams, I didn’t retain much of anything.

Getting On The Right Timeline

The Pipeline

By Tibor Shanto. Many in sales believe that there will be no action by a buyer unless there is a compelling event. Not here to argue that, it certainly helps when the buyer is already motivated by a deadline, an immovable one is that much better. The challenge is that any given point in time, at best about 10% of your B2B market has a compelling event, these are Actively looking buyers, what we like to call the “57 percenters!”;

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Make Your Sales Force Your Loyalty Program

Sales and Marketing Management

Author: John Larson A few weeks ago I was having lunch with a friend, a successful executive who has run large sales organizations for three different companies. She is a forceful executive with clear ideas of how “things should be done.”

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.

9 Things Terribly Wrong With Sales Today

A Sales Guy

Sales is suffering from 9 brutal ills: The Bro Culture, Lack of Coaching Too Product-Centric Not enough sales people understand the game/rules of sales Too much reliance on selling tools.

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Your Sales & Prospecting Assessment

The Sales Hunter

Ask yourself the following 10 questions to help assess how you’re doing with prospecting and selling: What do I feel is the #1 reason holding me back from being more successful? What is my plan to do something about it? What would I say is the strongest part of my sales process, and what can I do to leverage it more? What is the weakest part of my process and why? How much time do I spend customer facing? What can I do to increase that?

3 sales team structures for building a high-performing sales organization

Close.io

Your product’s taking off. You’ve got traction in your market, and you’re looking to go even further.

Empowering B2B Sellers Through Sales Technology

Sales and Marketing Management

Author: Matt Suggs More than ever before, buyers can scan hundreds of reviews and articles about a product online, forming opinions before they even interact with a sales representative for the first time. Modern sellers must evolve their sales approach, reinventing their pitch to include information that can’t be found on the internet. To be successful, it’s time to focus on the value of the company and leave the stagnant sales decks behind.

Marketing and Sales Alignment for A Supercharged LinkedIn Strategy

Speaker: Candyce Edelen, CEO, PropelGrowth

Used properly, LinkedIn is the ultimate prospecting tool for B2B sales. It feeds a customer-centric sales process and enables a human-to-human interaction with very low cost compared to other prospecting methods. LinkedIn prospecting BLOWS AWAY the results from typical email marketing campaigns. You will receive far more positive replies from this than from any other outbound lead generation strategy. Join Candyce Edelen, CEO of PropelGrowth, to learn how over the course of 6 months, she was able to book hundreds of sales calls using LinkedIn.

How to Raise Money

Grant Cardone

I’ve raised $125 million in the last 14 months. Why am I telling you that? Because you should be raising money too. If you have some cause you care about, if you want to change something in the world, then you WILL need to raise money. Want to help someone with their hospital bills?

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SalesTech Game Changers Magazine 4th Edition

Smart Selling Tools

SalesTech Game Changers 4th Digital Magazine: 5 Executives Tell us How Their Solution Changes the Game for Sales. game changer. Definition of game changer. :a

First Impressions Count!

Partners in Excellence

One of the biggest issues we hear from everyone involved in sales and marketing is capturing the customer attention. Whether it’s that first communication, an email, text, or social engagement, that first phone conversation, or that first meeting.