Accent Technologies
SEPTEMBER 7, 2018
For starters, keep your pitch focused on what’s most important and highlight what leadership cares about. Here are 6 things you should focus on: No sales enablement project happens without the approval and buy-in of executive leadership. Time is valuable for executives, so how do you present a comprehensive plan without drowning them in the details?
Anthony Cole Training
SEPTEMBER 6, 2018
Child: "Can I have ice cream for dinner?".
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SBI Growth
SEPTEMBER 6, 2018
It’s the beginning of a new year, you are looking at a map of the United States hanging on the wall of your office.
Understanding the Sales Force
SEPTEMBER 6, 2018
You must have heard the joke that 73.6% of statistics are made up! I have read and even reported that sales leaders who coach their salespeople see a boost in revenue of around 27%. It sounds like a realistic number but I have not seen any science to back it up. Until now. Check this out!
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
SEPTEMBER 4, 2018
First things first: People buy from people first, product second , according to Director of Sales Steve Wernke. They want to feel good about who they’re buying from, and they want to walk away feeling good. As they negotiate, they want to feel like they won. So how can you make sure your customer-to-be wins – and feels like they won – while winning business yourself?
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
SEPTEMBER 5, 2018
News flash to all CEO’s. Gone are the days of the 5 year strategic plan. While market-leading companies still typically possess a strategic road map, SBI’s research shows that they have shifted, they have adopted a new motion. We refer.
MTD Sales Training
SEPTEMBER 3, 2018
You’ll no doubt agree that one of the most important key skills you need to develop today as a salesperson is that of communication. Ok, it’s a well-banged drum, but I’m going to say it again anyway…you simply will not be the success you could be without having excellent communication skills, especially with clients. How can you start to improve, so that you have the best chance to make an impact and create high level communications with clients that will persuade them they are making a go
The Pipeline
SEPTEMBER 4, 2018
By Tibor Shanto. Sure, how many times have you seen that from pundits and talking heads like me. Well, I don’t claim to have any secrets, offer cracked codes or other usual empty promises. What I will offer up here, and in a webinar, this afternoon, are specific steps you can choose to implement and see an immediate difference in your prospecting calls.
Sales and Marketing Management
SEPTEMBER 4, 2018
Author: Todd Handy Before we start, let’s make sure we’re all on the same page regarding the term “direct sales.” In this context, I’m referring to companies that sell their products and services directly to their customer base rather than selling through retail or other sales channels (distributors, value-added resellers, system integrators, and so on).
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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
SEPTEMBER 5, 2018
Joining us on hbspt.cta.load(23541, '39dd4f48-b0ca-486a-9fa5-4e1fb27489aa', {}); is Christopher Bray, the Senior Vice President and GM for Cylance, a provider of artificial intelligence and real threat prevention. Christopher has launched products across multiple organizations, and is a top revenue.
MTD Sales Training
SEPTEMBER 5, 2018
We all know the benefits of using quality questions in uncovering the current position our prospects are in. The better the quality of the questions, the more information you will gain. Now, imagine if there was one simple question you could ask that would uncover a whole load of information. One question that, when answered, would help you build value in your presentation and enable you to overcome most objections.
The Sales Heretic
SEPTEMBER 4, 2018
Recently, a woman called me, stated that she was taking a survey and started to ask me questions. (Without asking for my permission, by the way.) After the third question, it was obvious where this “survey” was going, so I cut to the chase. “Is this a sales call?” I asked. “No sir. I’m just [.].
Sales and Marketing Management
SEPTEMBER 7, 2018
Author: Tim Houlihan The best incentives have open budgets, meaning anyone who qualifies can win. Rules with open budgets tend to be more effective as reps can challenge themselves – as their business grows, so do the rewards. Open budgets tend to lead to improved morale due to the general ability for reps to feel like they have a chance at winning and that will lead to more sales.
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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
SBI Growth
SEPTEMBER 4, 2018
I recently attempted to learn to golf – again. I visited a Pro Shop and confidently told the Pro that I was pretty good with my Driver, 4 Iron, 7 Iron, and Pitching Wedge, but not very good with my.
Sales 2.0
SEPTEMBER 1, 2018
In my last post I was talking about how you can greatly increase your prospecting odds by leveraging people you know for an introduction. In this post I am going to talk about greatly increasing your prospecting odds without an introduction. I am also going to give you a template you can copy to make this happen. Typical success rates in getting intros using this approach vary from approximately 1 in 2 to 1 in 5, vs 1 in 100 or 1 in 330 for cold calling.
Connect2Sell
SEPTEMBER 5, 2018
Here’s a crash course in improving the accuracy of your sales forecast. Unfortunately, these issues may have not been addressed in sales manager training courses you’ve attended.
Zoominfo
SEPTEMBER 1, 2018
If you’re dealing with a sales objection… congratulations! You’re working with a decision-maker who has some skin in the game — and they’re taking your proposal seriously. That’s exactly where you want to be. “We should relish objections,” says Steve Bryerton , ZoomInfo’s Vice President of Sales. “You might think that positive language is a good thing, but it’s not.
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.
SBI Growth
SEPTEMBER 2, 2018
A company’s most valuable assets leave at the end of each day with no obligation to return. This concept is enough to keep even the most senior Chief People Officers (CPOs) up at night. CPOs understand the correlation between sales.
DiscoverOrg Sales
SEPTEMBER 5, 2018
Welcome to another Whiteboard Wednesday! I’m David Sill , Head of Sales Enablement at DiscoverOrg. Today we’re going to be discussing emotional intelligence; more specifically, four things that you can try to marshal your emotions towards greater sales success. Check out the video version on YouTube ! As sales leader Jeb Blout says about sales emotional intelligence : “Mastery of sales-specific emotional intelligence (Sales EQ) explains why one person becomes an ultra-high sales perf
MTD Sales Training
SEPTEMBER 2, 2018
Episode 23: To my sales professional connections (and trainers). This podcast includes: How can we tell if the prospect was interested in our presentation? How to increase your chances of closing over the phone. A quote by Simon Sinek from his book, “The Power of Why. Take a look at this episode on [link]. The post Can you tell if the prospect was really interested appeared first on MTD Sales Training.
Zoominfo
SEPTEMBER 5, 2018
Consider this scenario– you’re taking a road trip to a destination you’ve never been before. You think you know the directions, so you take off without a map or navigation system. Before you know it, you’ve gotten lost—and wasted time and money in the process. Attempting to grow your business without market intelligence is a lot like driving without directions.
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.
SBI Growth
SEPTEMBER 3, 2018
How do you influence sales people when you don’t directly impact their compensation? This is an age-old struggle many firms have had with the indirect channel…. The key we have found is to understand two key factors important to indirect.
DiscoverOrg Sales
SEPTEMBER 5, 2018
Reading Time: 7 minutes Welcome to another Whiteboard Wednesday! I’m David Sill , Head of Sales Enablement at DiscoverOrg. Today we’re going to be discussing emotional intelligence; more specifically, four things that you can try to marshal your emotions towards greater sales success. As sales leader Jeb Blout says about sales emotional intelligence : “Mastery of sales-specific emotional intelligence (Sales EQ) explains why one person becomes an ultra-high sales performer while anoth
MTD Sales Training
SEPTEMBER 2, 2018
Episode 23: To my sales professional connections (and trainers). This podcast includes: How can we tell if the prospect was interested in our presentation? How to increase your chances of closing over the phone. A quote by Simon Sinek from his book, “The Power of Why. Take a look at this episode on [link]. The post To my sales professional connections (and trainers) appeared first on MTD Sales Training.
Zoominfo
SEPTEMBER 3, 2018
As a marketer, you must have a clear understanding of your audience’s needs and interests to remain current, improve customer experience, and ultimately grow your business. Unfortunately, many businesses are working with an outdated or surface-level view of their customers. But, we have a simple fix—surveys! Whether you realize it or not, marketers can use surveys to reach important business goals.
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?
SBI Growth
SEPTEMBER 1, 2018
Purchasing companies comes with an expectation of a rate of return on a timeline. The 100 day plan is a generally accepted strategy and process for long-term value creation. 5 primary 100 day program objectives are captured here in this.
DiscoverOrg Sales
SEPTEMBER 4, 2018
Reading Time: 8 minutes First things first: People buy from people first, product second , according to Director of Sales Steve Wernke. They want to feel good about who they’re buying from, and they want to walk away feeling good. As they negotiate, they want to feel like they won. So how can you make sure your customer-to-be wins – and feels like they won – while winning business yourself?
John Barrows
SEPTEMBER 6, 2018
I’m re-sharing this post from last year because I really want to highlight that Sales, when done right, is the best profession in the world. When done wrong, it’s the worst. Unfortunately, I’m starting to see a lot of old school bad sales (think Glenngary Glen Ross) come back into the mix today and it’s concerning me. If you think that Sales is like the Wolf of Wall Street or Boiler Room, please rethink why you’re doing what you do.
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