The Pipeline
APRIL 17, 2018
By Tibor Shanto. Usually, with a teaser title like this, I would build the argument then the conclusion. Let me start by giving the question first, probably lose half of you, but I hope to hear from the rest of you and have a dialogue about how you may apply it. Here we go: With one exception, for many rare, there is only one question you have to answer as a seller.
Partners in Excellence
APRIL 15, 2018
Every three years, I go through the same cycle. My car lease comes to an end. Every three years, the same thing happens; about 6 months before the lease end, the dealer(s) start to contact me. It’s always with an offer, “We can let you out of the lease early and get you into the latest model of your current car… ” I’ve just gotten into that 6 month window.
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MTD Sales Training
APRIL 18, 2018
When we ask buyers what makes them purchase from particular suppliers, the answers can range from great prices to great value to great people and many others. But some reasons always seem to float to the top of the list, and when you see them they appear common sense. Unfortunately, the sense needed for this isn’t that common. So, here I list just three ways that would make you indispensable to your clients, meaning they really value your services and wouldn’t want to work without you.
SBI Growth
APRIL 17, 2018
Sales Leaders need to have their finger on the pulse at all times. They must know whether the team is on track, or not, to hit the yearly goal. Top performing Sales Leaders are always on top of this. They.
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.
Pointclear
APRIL 16, 2018
Traditionally few would contest who owns the pipeline in any organization. It’s referred to as the sales pipeline and it’s owned by sales people, right? But is this still true? With the advent of new marketing automation capabilities, AI apps and other technology, marketing is inserting itself deeper in the pipeline at almost every level. I recently talked to Dan McDade with PointClear as part of a series on SLMA Radio that I’m hosting that deals with the issue of pipeline ownership.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
APRIL 16, 2018
Author: Jen Wagstaff More than 10 years spent working in sales training have taught me to understand and turn around salespeople who are struggling. Here are four steps I’ve found most effective to re-motivate a salesperson who’s falling behind. 1. Start positive – identify their strengths. If you’re a manager in charge of one person, or a team of salespeople who aren’t pulling their weight, the pressure to offer a solution can be intense.
SBI Growth
APRIL 19, 2018
The number one reason a sales rep fails is an empty pipeline. The root cause of an empty pipeline is failure to prospect. Having a Prospecting Plan fills your pipeline and identifies the right prospects to engage. So how do.
The Sales Heretic
APRIL 19, 2018
In my seminars and workshops, one of the most frequent complaints I hear from salespeople is that regular sales meetings are a waste of their time. Unproductive sales meetings not only drain the morale of your sales team, they can actually cost you sales, because your people are sitting in a meeting room rather than [.].
Understanding the Sales Force
APRIL 16, 2018
I mined Objective Management Group (OMG) data and compared salespeople who have been with their company for 10 years or more, with salespeople who have been with their company for five years or less. Theoretically, the veteran salespeople should be better and stronger in every way. But are they? Let's take a look and then let's discuss exactly what we are seeing and why.
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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
APRIL 19, 2018
Author: Kostas Chiotis While it might not be a secret, the fact is you need to sell yourself if you want to land that dream job. It doesn’t matter if that position is a sales position with a high-growth company – one that comes with a great package and a company car – or if you are seeking a way to break out of safe harbor job that you can no longer endure.
DiscoverOrg Sales
APRIL 19, 2018
There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: new customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. But don’t forget about your sales territory plan. It’s a critical team effort to determine the best place to win.
Zoominfo
APRIL 16, 2018
If you’re one of the few sales professionals who’s never heard of Keenan the Sales Guy, here’s a little introduction. Keenan is the self-described CEO/President and Chief Antagonist of A Sales Guy Inc. He’s been selling something to someone for his entire life. He’s been teaching and coaching almost as long. With more than 20 years of sales experience, Keenan has influenced, learned, and shaped the world of sales.
SBI Growth
APRIL 18, 2018
Welcome to the Revenue Growth Fast Frame of the Week. Gary Schwake, Vice President Business Development at ACTIVE Network provides insight into evaluating a potential M&A target — What are the top criteria to review when evaluating the revenue growth capabilities.
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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
Sales and Marketing Management
APRIL 18, 2018
Author: Matt Sunshine Sales and marketing belong on the same side of the negotiating table. So why do they often find themselves staring bitterly across it? Not surprisingly, miscommunication. On one hand, you have the marketer with his definition of a lead. He sees his function as doing everything it takes to drive a target audience into his arms. Then, he can claim to sales, “See what I brought you?”.
Jeffrey Gitomer
APRIL 16, 2018
Looking for new prospects? Who isn't! You probably have hundreds you're not paying attention to. your present customers.
Zoominfo
APRIL 15, 2018
The importance of data cannot be understated in the modern sales landscape. Gone are the days of strategies based on instincts and educated. Now, data and analytics reign supreme when it comes to running a successful sales organization. But here’s the thing– the world of data and analytics has made massive strides in recent years and many organizations have yet to catch up.
Connect2Sell
APRIL 18, 2018
Let’s talk baseball. When you're playing offense, you're in a much better position to score. It's true in sports -- and in sales -- that the best defense is a good offense. If overcoming sales objections is a challenge for you, it may be because you're trying to score from a defensive position. It’s impossible to score when you’re in the outfield.
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.
Anthony Cole Training
APRIL 18, 2018
What prompted this article was a post from Jeff Ferraris, a program manager for CUSO Financial Services in Austin,Texas. The article – " Leading With Planning: Master Financial Planning With These 6 Steps " – takes investment advisors through a best practices process to have success implementing financial plans for high net worth clients. Aside from the ‘know how’ and the licensing required, what else do your advisors need in order to be successful in their role?
MTD Sales Training
APRIL 20, 2018
Episode 12 – Reasons Your Prospect Buys, Ways To Improve Your Listening & Simon Sinek on the Power of Why. This podcast includes: The only reasons your prospects buys. 10 ways you can improve your listening skills. Simon Sinek on the Power of Why. The post Reasons Your Prospect Buys, Ways To Improve Your Listening & Simon Sinek on the Power of Why appeared first on MTD Sales Training.
Zoominfo
APRIL 19, 2018
Have you ever tried to set up a meeting with a senior-level executive? If so, you know how tough it is to connect with busy executives who are never in their office, rarely answer their phones, and seldom reply to voicemail or e-mail. To add insult to injury, executive-level assistants are trained to be gatekeepers. They are paid to protect the C-level from unnecessary interruptions— meaning, if you don’t reach your intended target directly, your message might never make it to them.
Jeffrey Gitomer
APRIL 20, 2018
Every high school has one weirdo – total nerdy type – you know what I mean. At Haddonfield Memorial High we had a kid who carried his books in a box.
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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.
Hubspot Sales
APRIL 18, 2018
Email Closing Lines. "I've got a great checklist on [insert topic]. Want me to send it your way?". "Is it currently a priority to improve [insert business goal]?". "Did the ebook you downloaded change the way you think about [insert topic]?". "I love ramen as well. Have you tried [insert restaurant name]?". "I've also a fan of [type of music]. Who are your favorite artists?".
MTD Sales Training
APRIL 15, 2018
Episode 11 – 5 Things That KILL The Sale, Building Rapport & A Quote From Jim Catchcart. This podcast includes: The things you do that can kill the sale. How to build rapport with your prospects. An inspire me quote from Jim Catchcart. The post 5 Things That KILL The Sale, Building Rapport & A Quote From Jim Catchcart appeared first on MTD Sales Training.
Zoominfo
APRIL 18, 2018
Bad poetry: It’s hard to describe but easy to spot. We all know there’s nothing worse than the terrible rhymes, mixed metaphors, and over-the-top adjectives found in amateur poetry. When a poem is bad, it’s uncomfortable to get through and leaves readers confused— just like bad content marketing. Bad content is similar to bad poetry but it’s not always as easy to identify.
Anthony Cole Training
APRIL 20, 2018
We spend a great deal of time with our clients teaching and coaching them about how to drive sales growth. The process for them is rarely easy.
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
APRIL 19, 2018
As a sales leader, onboarding new hires quickly should be a top priority. Why? When your sales ramp rate is poor, it’s a huge drain on resources that can prevent you from hitting annual targets. It costs your company time and money that it could put toward new hires and increased sales. So, how do you implement a great sales ramp rate that sets you up for success and lets your sales team soar?
Hubspot Sales
APRIL 17, 2018
Ask any sales rep what the hardest part of their job is, and I’ll bet they’ll say “closing.” After all, signing new customers and upselling existing accounts is how a rep makes quota. If they’re not getting prospects to sign contracts, they’re not going to hit their number. There are a handful of mistakes you need to avoid if you hope to be successful.
Jeff Shore
APRIL 17, 2018
Amy O’Connor . As a sales coach, consultant and trainer, much of what clients pay me for or expect of me is to teach their sales teams sales techniques: how to ask discovery questions, how to close buyers, how to create urgency, etc. The problem is that most of the time the technique is just a small part of the issue. ?Your technique will only ever be as strong as you mindset.
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