Mr. Inside Sales

DECEMBER 1, 2018

I don’t know why tie downs aren’t used more by sales reps selling over the phone. I was listening to an experienced rep the other day just pitch and ad-lib to a good prospect, and at the end of the call, she had no idea about the prospect’s level of interest, nor did she qualify the prospect. Tie downs (and trial closes) serve several important functions, including: Getting confirmation that the point you just made was understood and accepted by your prospect.

Closing 174

Closing Sales Qualified Lead Lead Rank Lead Scoring 174

Anthony Cole Training

DECEMBER 7, 2018

Frequently I am asked the following question: “How do I keep my salespeople motivated to sell?”.

Motivation 150

Motivation Sales 150

Connect2Sell

DECEMBER 5, 2018

The discovery phase of the sales process is important but often overlooked or cut short. When asked, sellers usually say they don’t conduct thorough discovery because it takes too long. They’re concerned that their buyers won’t give them enough time and/or don’t feel they have enough time themselves. In this post we'll cover how to assess customer needs in a way that still uses your time (and the buyer's) wisely.

Customer 188

Customer How To Buyer Sales Process 188

Steven Rosen

DECEMBER 3, 2018

The Not So Secret Way to Crush Your Numbers. Earlier this year I published an article titled 5 Ways to Create a Successful Sales Coaching Program. The results from Sales Mastery sales executive survey showed that 1/3 of executives surveyed, said that “ sub-optimal sales manager coaching” is one of their top 3 barriers to achieving their objectives in 2018.

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Hiring Coaching Survey Sales Coaching 272

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

Understanding the Sales Force

DECEMBER 4, 2018

Becoming a great at selling - or anything else for that matter - is about making adjustments. In order to make an adjustment you need feedback - something you see, hear or feel that informs your ability to adjust. Take Baseball for example. When I watch my son hit he receives instant feedback from every swing of the bat. He usually crushes the ball and that suggests that no adjustment is needed.

Coaching 242

Coaching Up-Sell Examples Sales 242

The Pipeline

DECEMBER 4, 2018

By Tibor Shanto. I have talked a lot on this blog about the need for sales people to get past or over their product. Yes, your product is important, but in the end, and I am sorry if I am minimizing it for some, just a deliverable nothing more! It may do great things, open many doors, expose abundant opportunities, but there is no denying, that it is something that is delivered after the terms are agreed to.

Banking 225

Banking Pipeline Lead Rank Lead Scoring 225

MTD Sales Training

DECEMBER 2, 2018

Very often, we see top quality salespeople made up to be sales manager and expected to deliver immediate success, as if they already have the necessary skills to succeed in that role. Think about it; just because they have been successful in one position doesn’t automatically ensure success in another. Many salespeople are excellent at organising themselves, can sell very proficiently and have achieved excellent results.

Sales Management 224

Sales Management Guidelines Up-Sell Coaching 224

Zoominfo

DECEMBER 3, 2018

There’s no way around it – prospect and customer data is one of the most valuable assets a B2B organization has access to. Think about it: without accurate information, how can you market, sell, or provide customer service to your target audience? Unfortunately, low-quality data is a real problem for many companies—simply because B2B data decays so rapidly.

B2B 223

B2B Data Churn Marketing 223

SBI Growth

DECEMBER 1, 2018

Joining us on SBI’s Fast Frame of the Week is Curt Redden, the Global Director of Talent Development for UPS Capital. If you’d prefer to listen to the podcast version, click here.

Marketing 232

Marketing Customer B2C Analysis 232

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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

Sales and Marketing Management

DECEMBER 6, 2018

Author: Patrick Foster Instagram has become one of the most popular social networks in the world?—?it now has 1 billion users ! While it may be known for its popularity among celebrity influencers, it also is an important channel for brands that use it to advertise their products. So it’s huge news that Instagram recently announced a new service: IGTV (Instagram TV).

B2B 205

B2B Marketing Video B2C 205

MTD Sales Training

DECEMBER 5, 2018

When someone says “That’s good value!” what do they mean? Well, there are a number of ways of interpreting value and it can mean different things to different people. For some of your customers, it could mean the actual price they are considering paying. For others, it could enhance their overall satisfaction and experience with the products or services.

How To 202

How To Margin Buyer Prospecting 202

Score More Sales

DECEMBER 7, 2018

Here are 3 tips, 1 quote, and 1 resource to end your week. Hiring tip #1: If you are looking to hire more women on your sales team, hold an event at your offices quarterly (or twice a year) and get the Women Sales Pros guide on how to do it to widen your recruitment pipeline.

Hiring 188

Hiring Pipeline Resources Sales 188

SBI Growth

DECEMBER 3, 2018

We all know the famous saying, “you can’t teach an old dog new tricks” This can be applied to the way many organizations have trained their Buyers to buy, particularly in Q4. Discounts become the primary weapon of sales reps.

Discount 226

Discount Buyer Training Tools 226

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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

The Sales Heretic

DECEMBER 4, 2018

Payless—the discount shoe retailer—recently pulled off a brilliant stunt: they sold fake designer shoes at a fake designer store. And the ruse carries lessons for anyone in sales and marketing. Payless took over a former Armani store in a mall in Santa Monica, California, and named it “Palessi.” (I love that.) Then they stocked the [.].

Retail 164

Retail Discount Marketing Sales 164

Zoominfo

DECEMBER 5, 2018

Since Reddit’s creation in 2005, the platform has earned its title as the “frontpage of the Internet.” Reddit, a popular social networking site and forum, has over 300 million users, 140,000 active communities, and boasts over 14 million monthly pageviews ( source ). Considering this expansive reach, it only makes sense for marketers to wonder how they can use Reddit to their advantage.

B2B 157

B2B Advertising Advertising Promotion 157

Score More Sales

DECEMBER 4, 2018

I have spent an entire career in sales since my early 20’s being called a guy. Filling out forms that said “Salesman Number”. Being invited to sales incentive and award events at cigar bars.

Incentives 183

Incentives Incentive Sales B2B 183

SBI Growth

DECEMBER 6, 2018

Customer Success continues to be one of the hottest topics on the mind of the sales leaders and CEO’s we work with. Few will argue against the benefits of Customer Success – driving profitable growth, product adoption and customer reference-ability.

Report 219

Report Customer Benefit Sales 219

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

Anthony Cole Training

DECEMBER 4, 2018

Today, our customers are bombarded with sales, marketing, and advertising pitches from companies all hoping to win their business. They’re overwhelmed, or, in most cases, they simply tune us out. So, we try to reach as many potential customers as we can, but we spin our wheels and end up stuck in the same place, week after week, month after month, or year after year.

Advertising 137

Advertising Advertising Prospecting How To 137

DiscoverOrg Sales

DECEMBER 4, 2018

A candid interview with Jill Konrath and Synchronoss’ Director of Legal Operations, Dana Huppert. Legal Operations might work behind the scenes of the General Counsel … but ops wears the pants on tech purchase decisions. And we’ve got an insider’s look at how capture their attention and win them over. If you sell services or technologies to the legal department, you’ll want to catch this: We’re partnering with author and sales speaker Jill Konrath to interview the Director of Legal Operati

Buyer Persona 133

Buyer Persona Buyer Government Buying Cycle 133

Hubspot Sales

DECEMBER 4, 2018

It's easy to sell to prospects who are already interested in your product. They've done some preliminary research and decided you're a potential solution. Now all you need to do is answer some questions, get in front of the right people, and make sure they opt for you over the competition. But the best salespeople are distinguished from the average ones when it comes to uninterested prospects.

Prospecting 140

Prospecting Hiring Up-Sell Guarantee 140

SBI Growth

DECEMBER 7, 2018

Scott Asher most recently led Customer Operations for RentPath, a leading digital marketplace connecting millions of consumers with apartments, condos, and houses for rent through their massive network and websites. Scott spent 6 years in the emerging role of VP of Customer.

Customer 174

Customer Consumer Networking Lead Rank 174

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

SBI

DECEMBER 4, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview John Steinert , CMO of TechTarget. NANCY: WHAT ARE THE TOP 3 WAYS YOUR SOLUTION CHANGES THE GAME FOR A SALES ORGANIZATION? John: TechTarget’s data and insight products for sales called Priority Engine and Qualified Sales Opportunities are built on proprietary knowledge of enterprise purchase intentions and th

Intent Data 139

Intent Data Intent Data Enterprise 139

Zoominfo

DECEMBER 6, 2018

Welcome back to our monthly B2B Blog Post Round-Up. We publish this series to recognize our favorite pieces of B2B content published each month. Similar to the content published here on the ZoomInfo blog, these pieces are intended to help sales, marketing, and recruiting professionals with their day-to-day job responsibilities. Today’s round-up covers the world of corporate social media policy, vanity metrics, candidate personas, and more!

B2B 113

B2B Hiring Social Media Face-to-face 113

Alice Heiman

DECEMBER 5, 2018

61 million LinkedIn users are senior level influencers and 40 million are in decision-making positions. There are 87 million millennials on LinkedIn with 11 million in decision-making positions. LinkedIn has almost 600,000 users in more than 200 countries ( OmniCore ). With those kinds of statistics, it baffles me why more company leaders don’t take it seriously.

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LinkedIn Ideal Customer Profile Networking Follow-up 127

SBI Growth

DECEMBER 4, 2018

Has your company got a new product in development? Is it working its through your organization, from R&D, to Product, getting feedback from Marketing and Sales and gaining fans and momentum as it travels? Perhaps it’s been described, prototyped, or.

Travel 174

Travel Company Marketing Channels 174

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

Zendesk Sell

DECEMBER 4, 2018

The customer experience today is more relational and less transactional than ever before. This is a great thing for customers, and it’s a great thing for businesses that want to build long-term relationships with those customers. But this shift towards relationships and away from mere transactions has also revealed one of the fundamental problems in how we think about sales and customer service.

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Customer Service Customer How To Lead Rank 121

Openview

DECEMBER 4, 2018

I talk to many startups these days who aren’t keen on hiring remote salespeople. And it genuinely baffles me as to why. The main pushback I see as someone who helps businesses build sales teams is “collaboration and culture.” And while I understand where my clients are coming from when they’re hung up on this, I have to respectfully disagree with them.

Hiring 111

Hiring Hoovers Study Face-to-face 111

Close.io

DECEMBER 7, 2018

The left navigation is present on every page you look at in Close. It provides the main way to move through the product. It also hasn’t been touched since about 2013! It was time to show it some love. In this post, we'll share a bit of the work that went into the redesign our left sidebar, and how we arrived at the current version. As always, we'd love to hear from you, our customers, how we can build an even better app for you.

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CRM Ideal Customer Profile Call-back Benefit 117