SBI Growth
JUNE 7, 2017
Revenue attribution is one of the most important KPIs a board member can review. If your CMO is not currently reporting on revenue attribution, it’s imperative that they start immediately. Download our SBI Magazine Special Issue: Revenue Attribution. Revenue attribution involves.
DiscoverOrg Sales
JUNE 6, 2017
The debate within sales right now is whether cold-calling works. Evidence shows that it does: Cold-calling distinguishes high-growth companies (see our report). As a Senior Sales Development Representative (Sr. SDR), the phone is a lot like the late ‘90s Pontiac Grand-Am I drove back in high school. Sure, it got me from point A to point B, but it wasn’t flashy enough to catch the attention of my peers.
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The Pipeline
JUNE 8, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca . If you follow this blog you know that I do not understand or stand with those who say sales is not a numbers game. While I agree that the focus should always be about quality over quantity, the reality is that no matter the quality of your prospects, you will need a given (minimum) quantity of quality sales in order to meet, or better yet, exceed quota.
Understanding the Sales Force
JUNE 6, 2017
Image Copyright Mark_KA. It's June 6 in Westboro, Massachusetts, USA, and the temperature is 49 degrees Farenheight or 9 degrees Celsius. It's pouring rain and with the exception of 3 nice days in the middle of May where the temperature was in the 80's, it's been like early April since, well, early April! The weather sucks. And in case you aren't familiar with what the weather should be like at this time of year, it should be 80 degrees (27 degrees Celsius) and sunny and July and August should b
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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.
SBI Growth
JUNE 6, 2017
Today’s show will demonstrate how to create new markets through the development of new products. On the show today is a Chief Executive Officer who has grown his company by creating new markets. Our focus will be on how to.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
No More Cold Calling
JUNE 8, 2017
Prospects need more insights, not more information. The love affair began when I put a soft, Italian leather wallet in his hand. It was a done deal. I made the sale. This was decades ago, when I owned a luggage and gift store. My customers had countless choices for suitcases. It was my job to simplify the process. So, I asked many questions to assess how often they traveled, and if travel was for business or with family.
DiscoverOrg Sales
JUNE 8, 2017
I’ve been involved in sales enablement and lead generation since the term was just getting popularized in the B2B tech sector around 2006. And more than ten years later, the definition of what sales enablement actually is has yet to be nailed down. Ask five different sales enablement leaders, and you’ll likely get five different responses. I like Brainshark’s straightforward definition of sales enablement : Sales enablement: “A systematic approach to increasing sales productivity, by supporting
SBI Growth
JUNE 7, 2017
I recently interviewed Loren Brockhouse, a Senior Vice President of Global Sales who knows how to Make the Number. Today’s topic is about winning more deals, winning bigger deals, and winning them faster.
Sales and Marketing Management
JUNE 4, 2017
Author: Matt Brown, Senior Vice President of Sales, Lawson Products Salespeople are often described as extroverted with good social and communication skills. They are entrepreneurial, self-motivated, curious and persistent. Typically dispersed across territories far and wide, and always on the go, face-to-face communication is often overridden by email, voicemail and text.
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
Pointclear
JUNE 9, 2017
PointClear is known for its perseverance. While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. We know that in the lead generation, lead qualification and lead nurturing business, it takes multiple tries, across multiple cycles, to fully work a lead.
The Sales Heretic
JUNE 6, 2017
In a perfect world, everyone would get what they deserved. Good things would happen to good people and bad things would happen to bad people. The harder you worked, the more money you’d earn. The better your product or service, the more sales you’d make. Unfortunately, the world isn’t perfect. Far from it. But while [.].
MTD Sales Training
JUNE 6, 2017
Getting prospects to reply to your emails can seem daunting. You put it all together, you give details about your products and how good they are, you make special offers, send them all off and then wait for the replies to pour in, with orders attached. Yeah, right! How can you build more chances that you’ll get replies to your emails? Simply by putting yourself in the mindset of the receiver.
Jill Konrath
JUNE 8, 2017
This real-life story shared below is adapted from Sales Insanity , a new book written by a fellow sales expert who has chosen to hide behind a Cannon Thomas pseudonym. Read on for a taste of this great new book.
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.
Mr. Inside Sales
JUNE 6, 2017
Great news! My brand new book, published by Wiley & Sons: Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales , is now available for pre-order! Get Yours Today: Amazon , Barnes & Noble , Books-A-Million. Power Phone Scripts is packed with so many new and fresh scripts and approaches you and your team will not only close more sales after reading and applying these proven techniques, you’ll also be more motivated and confident as well!
The Sales Hunter
JUNE 6, 2017
I hear all the time from salespeople saying how their prospecting plan doesn’t seem to be delivering the results they need. Everyone needs to continually fine tune their prospecting process. The biggest problem I see is people take a plan they’ve seen work for somebody else and think they can replicate it and achieve […].
Anthony Cole Training
JUNE 5, 2017
Ok, let’s start here - there are no secrets! The Internet and the digital world have pretty much eliminated ignorance and secrets to success in sales and about how to do almost anything. All you need is a mobile device (could even be a watch) with access to the internet and you can find just about anything you want to know.
Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)
Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.
Mr. Inside Sales
JUNE 6, 2017
Great news! My brand new book, published by Wiley & Sons: Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales , is now available for pre-order! Get Yours Today: Amazon , Barnes & Noble , Books-A-Million. Power Phone Scripts is packed with so many new and fresh scripts and approaches you and your team will not only close more sales after reading and applying these proven techniques, you’ll also be more motivated and confident as well!
The Sales Hunter
JUNE 4, 2017
Want to generate good dialogue with your customer? Start viewing yourself as your customer’s R&D department. Do this and they will increasingly rely on you for the helpful information you bring them about their company and industry. Check out the video to see what I mean: Copyright 2017, Mark Hunter “The Sales Hunter.” Sales […].
MTD Sales Training
JUNE 5, 2017
Why do objections occur? Well, of course, there are myriads of reasons, but they probably boil down to the fact that you haven’t built up value in your solution enough for the prospect to think about you rather than the challenges your product would bring them. It could be they are happy with their current situation. Or your up-front price is higher than your competitors.
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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
Pointclear
JUNE 5, 2017
What's the difference between the status quo--and the era of accountability? I recently chatted with Jonathan Farrington of Top Sales world about the transition from finger pointing to collaboration between sales and marketing. Accountable organizations win bigger deals--and drive a whole lot more revenue. You can listen to the webinar here. The status quo--where marketing complains about sales not following up on their leads and sales says the leads are no good--is not the place to be.
The Sales Hunter
JUNE 9, 2017
How good are the notes you take when meeting with others? Are you guilty of merely thinking you’ll remember, and as such, you don’t take the time to record what you discussed, the next steps decided on, etc? I’m sure you’re guilty, because let’s be real, 95% of all salespeople and leaders are too quickly […].
Increase Sales
JUNE 7, 2017
Funny thing about humans beings, we back off from personal questions and yet we want people to know us. Many sales questions are logical, impersonal and just may unintentionally limit or restrict sales results. If sales is the transference of feelings (Zig Ziglar) and I believe this is true, then results driven salespeople have the capacity to frame impersonal questions into personal ones without violating the sales prospect’s personal space.
Speaker: Chris Paxton McMillin, President of D3 Training Solutions
There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.
Fill the Funnel
JUNE 6, 2017
You’ve heard this already – “the money is in the list”, right? So you know, you need to build your email list. It’s easier said than done though. You need a lead magnet… You need an autoresponder… You need a lead page and some snazzy sales copy… All this is time consuming and doing it over and […].
A Sales Guy
JUNE 6, 2017
The next installment of The Real Deal of Sales is out and again it’s fire. In this one, I ask sales leaders about their proudest moments. Sales leaders have an amazing impact, and if they are good can change people’s lives. So, I wanted to know, what their most proud moment was. The stories are fantastic. There are some good sales leaders out there.
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