Why Your Sales Contest is Demotivating Your Sales Team (& How to Fix It)
Sales Hacker
JUNE 6, 2019
The Pipeline
JUNE 4, 2019
By Tibor Shanto. Not a popular refrain among sales types, which may explain why nearly half of B2B reps will miss quota this year. In a world obsessed with ‘big,’ even more so than sales success, make it small may seem counter-intuitive. And so it is, but so is being a card-carrying member the 80% on the wrong side of the 80/20 rule. While I am not working with sales teams, I am buying.
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Sales and Marketing Management
JUNE 3, 2019
Author: Lance Tyson In the hypercompetitive field of sales, escalating goals have become standard. In over two decades that I’ve worked in this industry, I’ve never encountered an organization that said to me, “You know what? This year we’d be fine with flat or declining sales.” Everyone wants to see that hockey stick curve of escalating sales performance that will take their organization to unprecedented levels of success.
MTD Sales Training
JUNE 4, 2019
Many salespeople tell us that the way they differentiate themselves from their competition is by adding value to their products, in order for the customer to see why they are charging the price they are. Nothing wrong with this, of course. It adds meaning to why they are positioned where they are. The customer can see exactly what they are getting for their money, and by adding value. ?
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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
Understanding the Sales Force
JUNE 3, 2019
Most of the CEOs and sales leaders I speak with agree that their sales organizations need to be more effective at taking a consultative approach to selling. At the same time, they insist that they talk about it often and that their salespeople are doing OK with a consultative approach. OMG's Sales Force Evaluation usually reveals that they aren't doing much more than talking about it, as their scores for the Consultative Seller competency are quite low.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Zoominfo
JUNE 4, 2019
Trust is the foundation of any successful deal. Think about it: you wouldn’t buy a car from a sketchy salesman or a house from a realtor you don’t trust. Why would your B2B sales prospects be any different? In B2B sales, the quicker you build trust with your prospect, the more likely it is that you will close a deal. Yet, it’s easier said than done.
SBI Growth
JUNE 6, 2019
Why Are Your Partners Producing Far Less Than Expected? Selling through the channel can be the most rewarding or painful aspect of your GTM strategy. When a partner takes on the promise of representing your products and brands, it is.
No More Cold Calling
JUNE 6, 2019
Have you forgotten that selling is social? “Turn off your computer. You’re actually going to have to turn off your phone and discover all that is human around us.” That’s what Eric Schmidt, then chairman and CEO of Google, told the graduating class of the University of Pennsylvania in May 2009. Ten years later, his advice is even more relevant than it was back then—for college graduates starting their careers, and for salespeople looking to get B2B leads.
The Sales Hunter
JUNE 4, 2019
Is prospecting a four-letter word in your mind? If you had to choose between prospecting and having a root canal, which would you choose? Maybe you wouldn’t choose the root canal; however, you certainly would rather have a cavity filled than have to prospect. Relax! You’re not alone. It’s always been said that the things people fear most are death, taxes, and public speaking.
Advertiser: ZoomInfo
Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.
Understanding the Sales Force
JUNE 5, 2019
Hang in there - this will be an article on sales - but you need to get through the big set up. Bernie Sanders spoke at a Walmart shareholders meeting and criticized the company for not paying higher wages. He said that a company owned by the wealthiest family in the USA, should be able to pay $15/hour. Bernie and some of his colleagues believe in wealth redistribution, conjuring up images of Robin Hood stealing from the wealthy and giving it to the poor.
The Sales Heretic
JUNE 4, 2019
Email can be a great way to reach your prospects. But there are good emails and not-so-good emails. And then there are emails like this one. I recently received this email from a local hotel. (As a speaker—and someone who produces some of my own seminars—I attend a lot of meetings-industry events, so I probably [.].
Zoominfo
JUNE 4, 2019
When it comes to B2B marketing tactics, no strategy has stood the test of time quite like the trade show. A recent survey done by the Content Marketing Institute shows 75% of respondents believe in-person events are an effective marketing tactic. In fact, in-person events ranked highest on the list, above tactics such as webinars/webcasts (66%), case studies (66%) and white papers (63%) ( source ).
The Sales Hunter
JUNE 2, 2019
Successful people go out and make it happen without ever making excuses. They just do it! On the other hand, those who are victims blame this or that and never see themselves as being successful. If you want to be successful, believe that you are not the victim. Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.
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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
JUNE 5, 2019
If you search “Episode Analysis” your results are flooded by “Game of Thrones” results. There is lots of great content on Customer Journey Mapping as well as Touchpoint Analysis, but why is this vital component overlooked? Let’s briefly define the.
Connect2Sell
JUNE 5, 2019
As a new manager, you have one distinct advantage. But you won’t have it for long! Coming into this role, you have a fresh perspective. You’re not yet swayed by seller justifications regarding revenue performance, use (or disuse) of enablement tools, and daily practices and priorities. You can use that fresh perspective to objectively conduct a thorough sales force evaluation.
Zoominfo
JUNE 5, 2019
In a recent blog post we declared that strategic candidate sourcing was not, in fact, dead. Instead, we proposed that technological advances have simply changed the way recruiters do it. This concept applies to passive candidates too! Hiding behind office doors and computer screens, the passive candidate is hard to find and tougher to catch. Yet with the right tools and mindset, it’s possible to track down this elusive prospect.
Sales and Marketing Management
JUNE 7, 2019
Author: SMM Staff It’s been said that if you can’t clearly explain what a company does in a sentence or two, you shouldn’t buy shares of their stock. The same holds true in marketing. If your company can’t clearly explain how your product or service will help prospective buyers, can you seriously expect them to invest in you? Before you reassure yourself that your product or service?
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 2, 2019
Want to instantly make asking for the sale easier? Then make sure and get buy in that your prospect is sold on your solution before you go over pricing options. If your sale cycle involves giving a demo or presentation that includes showing pricing options, then a mistake you may be making is moving into the pricing before you have confirmed that your prospect is completely sold that your solution will give them what they want (or help them accomplish what they need).
The Sales Hunter
JUNE 7, 2019
Congratulations on making your quota for this quarter! It’s the 4th consecutive quarter you’ve made your number and you are feeling good. Instead of only seeing yourself as a salesperson, you’re now seeing yourself as a sales leader. You’ve arrived, but hold on… have you arrived? It’s easy to consider yourself a sales leader when you’re making your numbers, but are you really a sales leader?
Anthony Cole Training
JUNE 7, 2019
In today's world of selling, it is increasingly more difficult to get the attention of a prospective buyer after only a few outreach attempts. We know they're busy but let's face it, we're all busy. So, how do you stay consistent (and persistent) in your outreach with a prospect while remaining sensitive to their daily lives and the distractions they face?
SBI
JUNE 5, 2019
Transforming Sales: How Engaged Accounts Can be Known and Then Treated More Effectively. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview John Steinert , Chief Marketing Officer of TechTarget. NANCY: WHAT ARE THE TOP AREAS OF FOCUS IN THE NEXT 12-24 MONTHS FOR ORGANIZATIONS THAT WANT TO TRANSFORM THEIR SALES ORGANIZATIONS?
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Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con
Zoominfo
JUNE 6, 2019
Sales prospecting—a common source of misery for most sales reps—is a critical aspect of selling for nearly all businesses. Prospecting strategies uncovers potential buyers, fuels an organization’s sales pipeline , and provides important context to future sales conversations. So, whether you’re a new sales rep or just looking for a refresher, today’s post will take you back to the basics of what prospecting is in sales and how to improve your B2B prospecting strategy.
Membrain
JUNE 5, 2019
“The mitigation of friction which impedes sales.” That’s Bob Britton, in a guest post on this blog, defining sales enablement. While I’ve certainly heard more extensive definitions, I find Bob’s concept to be pleasingly simple and useful.
Anthony Cole Training
JUNE 3, 2019
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.
Hubspot Sales
JUNE 7, 2019
How do you keep track of everything? Calendars, planners, to-do lists: these are just a few of the tools we use to stay on top of our day-to-day activities. But, how can you stay on top of your sales activities? Luckily, there are sales activity trackers that can help you out. A sales activity tracker helps salespeople manage things like contacts, deals, quotas, etc.
Advertiser: ZoomInfo
Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.
Zoominfo
JUNE 4, 2019
Trust is the foundation of any successful deal. Think about it: you wouldn’t buy a car from a sketchy salesman or a house from a realtor you don’t trust. Why would your B2B sales prospects be any different? In B2B sales, the quicker you build trust with your prospect, the more likely it is that you will close a deal. Yet, it’s easier said than done.
Partners in Excellence
JUNE 5, 2019
Recently, I reread an article by Brian Halligan, Replacing The Sales Funnel With The Sales Flywheel. It appeared in HBR in November, 2018, I keep coming back to it–something about it is disturbing to me. I’ve finally been able to put together some thoughts about it. Part of my discomfort in saying anything, is that I respect Brian and Hubspot so much.
Women Sales Pros
JUNE 4, 2019
Lauren Bailey, President of Girls Club , asked me to deliver the closing keynote at their first annual conference. This presented a challenge for me. I teach sellers how to sell stuff…Now, I’m being asked to “tell my story” and share the failures and successes that got me where I am today. I had to be vulnerable and reflect rather than share my competence.
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