Steven Rosen
JANUARY 6, 2018
Develop a Coaching Culture. Hi, this is my fifth video on Sales Strategies to Crush Your Sales Numbers, I call it Develop a Coaching Culture. . In the last four video/blogs, I covered: Sales Strategy #1: Upgrading the skills of your front-line sales managers because you have a multiplier effect when their skills get better. Sales Strategy #2 Execute with Excellence because most companies do not execute with excellence.
SBI Growth
JANUARY 12, 2018
Many of you are looking at the revenue plan and worried that you are already behind. Why? You are wondering if you have enough headcount to make your revenue number. So, what do you do about it? There are two.
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Sales and Marketing Management
JANUARY 8, 2018
Author: Jason Kulpa Successful B2B marketing is all about saying the right thing through the right channel at the right time. In fast-paced marketing, the right time usually means right away. According to the Demand Gen Report’s 7th Annual B2B Buyer’s Survey, 97 percent of B2B buyers believe the timeliness of a vendor’s response to inquiries is an important aspect of the buying process.
Score More Sales
JANUARY 10, 2018
It was time to visit a newer client of ours and this meeting would be at least two hours to go over our findings about their sales leadership, sales reps, sales process, and pipeline. Because we leave plenty of time as a buffer so that we are never late to clients, we ended up with thirty minutes to spare.
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.
MTD Sales Training
JANUARY 10, 2018
When we ask salespeople how they prepare for making sales calls, most say they might check the company’s website and possibly check the contact’s Linked-In profile, but that’s about it, really. This surprises us, as the quality of the preparation can make or break your opportunities with a new prospect. Here are some tips that you might consider to make your preparation that much better and more successful.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
JANUARY 12, 2018
Author: Jim Ninivaggi Many companies have their annual sales kickoff (SKO) meetings approaching. A good kickoff successfully blends motivational elements, education, team building and fun – setting the tone and momentum for the year ahead. Here are six secrets to make your meetings a hit and not a miss. Secret 1: Form the right planning committee. It’s easy and tempting to simply repeat the general format and agenda of past meetings.
Understanding the Sales Force
JANUARY 6, 2018
But, much to my delight and surprise, the #MeToo movement didn’t quite fall into obscurity. Instead, it took on a sort of life of its own; over and over, we started to.
No More Cold Calling
JANUARY 11, 2018
Is sales an art or a science? The Sales Hunter answers that question. I’m not a robot. You’re not a robot. Neither are account based sales teams. When they’re asking for referrals, they should never ask on social media or in any other digital format. If you want referrals, you need to bring your good old human self to the table. Most of my clients tell me they’re pissed (their words, not mine) when an account based sales rep sends a digital referral request and just assumes they’ll provide one.
SBI Growth
JANUARY 11, 2018
Our guest today is Tiffany Nels, the Chief Marketing Officer for Lifesize. With 20 years of Tech B2B marketing experience, Tiffany is one of the top B2B revenue growth marketers. Tiffany played a major role in the successful demand generation.
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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 and Marketing Management
JANUARY 10, 2018
Author: Michelle Vazzana, CEO, Vantage Point Performance Frontline sales managers have a difficult job. In fact, we think they have the hardest job in any sales organization. Unfortunately, they're also a neglected role in most of the companies we know. Despite the varied and intense demands put on sales managers, they are given relatively little guidance or training on how to actually do their job.
The Sales Heretic
JANUARY 9, 2018
You’ve set your business and sales goals for the year: a prospecting goal, a closing rate goal, a revenue goal. But have you set a vacation goal? If you haven’t, you absolutely should. Too many people don’t take enough vacations. One recent study found that 75% of Americans don’t take all of their paid vacation [.].
Connect2Sell
JANUARY 10, 2018
A few months ago, someone asked me a fascinating question via LinkedIn. The question, based on a post about my DISCOVER Questions® Get You Connected book , was "In your experience, what are the toughest questions to ask a prospective customer ?".
Pointclear
JANUARY 10, 2018
A Story From Yesteryear About Reader Service (aka Bingo) Cards. According to Wikipedia: “a reader service card or bingo card" was a reply card inserted in a magazine and used by readers to request free samples and literature from businesses who advertised in the issue. Many advertisers were listed on the reply card. Readers circled the advertisers they were interested in and mailed back (or faxed back) the card to the publisher which then provided their advertisers with the appropriate leads.
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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
Mr. Inside Sales
JANUARY 8, 2018
Want to make 2018 your best year ever? Want to instantly improve your ability to handle the objections you get, day in and day out? (And, by the way, that you’re going to get all year long.). I guarantee you that if you just take the time to follow the step by step advice you’ll read below, you will – within 30 days – be a more confident, competition, and successful sales professional.
SBI Growth
JANUARY 8, 2018
How do you determine the Key Accounts for a program? How often should you re-evaluate current Key Accounts? The answer for most is by simply taking your top few customers by annual revenue, and calling them “Key Accounts”. If your analysis.
MTD Sales Training
JANUARY 11, 2018
It’s no secret that everything in the working environment is evolving. The biggest shifts that are happening in work are being driven by Artificial Intelligence, Globalisation and robotics. The generational gaps that we really didn’t have to concern ourselves about are now one of the most important aspects of every office’s working situations. The changes we see today are happening at the quickest rate we have ever seen.
The Sales Hunter
JANUARY 9, 2018
Medical research shows 4 out of 5 salespeople suffer from the acute disease “prospecting paralysis.” The disease is known to spread quickly through verbal communication and self-inflicted thinking. Breakthrough research now shows the disease is curable, even in those who feel they suffer from “terminal prospecting paralysis.” Yes, the preceding paragraphs are a spoof, but at […].
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.
Zoominfo
JANUARY 11, 2018
Now boasting 740 million users worldwide, LinkedIn has become the go-to platform for recruiters. This makes sense, since LinkedIn publicly displays virtually every piece of information a recruiter would need to make an informed hiring decision. It should be every recruiter’s dream, right? However, research shows this might not be the case. 52% of hiring managers claim that passive candidate recruitment has been less effective because recruiters on LinkedIn are all competing for the same candidat
Hubspot Sales
JANUARY 9, 2018
What’s a sales plan? A sales plan lays out your objectives, high-level tactics, target audience, and potential obstacles. It’s like a traditional business plan but focuses specifically on your sales strategy. A business plan lays out your goals -- a sales plan describes exactly how you’ll make those happen. Who writes sales plans? Entrepreneurs, sales executives, and sales managers all benefit from writing sales plans -- whether for their business, department, or team.
Increase Sales
JANUARY 7, 2018
Building customer loyalty must address unsolved problems aka customer complaints. Take a moment to think about a problem that you had with a product or service provider such as a hospital, a retail store or a new car dealership. Was your customer complaint or problem resolved to YOUR expectations or was it resolved to the provider’s satisfaction? How did you feel when the complaint was resolved within your expectations?
The Sales Hunter
JANUARY 7, 2018
Don’t spend the entire month of January organizing! Instead, spend it prospecting! The sooner you start prospecting, the sooner you’ll be building momentum and sales motivation that will roll right into February. You want to be the salesperson who is one step ahead. Check out the video to see what I mean: A coach […].
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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.
SBI
JANUARY 9, 2018
In today’s big data business world, sales reps often find themselves drowning in sales data and reports, rather than data improving their efficiency and effectiveness in selling. This is especially true for sales people who manage a large book of business and large product portfolios: the larger their account or product list, the larger the data sets to review and report on, and the less time they have to focus on growing and retaining every customer account.
Hubspot Sales
JANUARY 12, 2018
What is direct mail? Direct mail is a marketing strategy that involves sending a physical letter, package, mailer, brochure, postcard, etc. to your prospects and/or current customers. It’s used in both B2C and B2B selling, although more commonly with consumers. Everything old is new again. Although direct mail’s response rate has dropped over time, it’s still a valuable tool for marketers and salespeople.
Increase Sales
JANUARY 12, 2018
Almost two weeks into the New Year and is procrastination starting to rear its ugly head? You know what I mean those “I’ll do it tomorrow” thoughts. Years ago during a workshop, one of my clients shared that her greatest obstacle to business success was her inability to: Honor her commitments, Do what she know she needed to do. Put things off until tomorrow.
Xvoyant
JANUARY 11, 2018
2018 is shaping up to be the Year of Coaching. More and more sales thought leaders are coming to the conclusion that robust coaching programs can make a huge difference in win rate, quota attainment, and overall revenue. Coaching your sales team has become non-negotiable.
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?
Mindtickle
JANUARY 9, 2018
It’s a common misconception that management and leadership are the same things but they’re not. Managing involves dealing with or controlling things – for a sales manager this could be anything from fighting fires to telling reps what they should be doing. Whereas leadership is about leading people and guiding them to achieve. Both require different skill sets and have vastly different results when it comes to teams.
Hubspot Sales
JANUARY 11, 2018
What does BANT stand for? The acronym BANT stands for: Budget: How much is the prospect able and willing to spend? Authority: Who is the ultimate decision maker? Need: Does the prospect have a problem your product can solve? Timing: Is there urgency? What is BANT? BANT is a sales qualification methodology that lets salespeople determine whether a prospect is a good fit based on their budget, internal influence/ability to buy, need for the product, and purchase timeline.
Increase Sales
JANUARY 11, 2018
Many small to mid size businesses cannot answer this question: What is the total value of each loyal customer? For these SMB owners are so busy working on yesterday’s issues and today’s issues, they fail to invest the time on tomorrow’s opportunities. To calculate this very important number begins by understanding your average revenue per order and knowing the total number of orders per year per customer.
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