No More Cold Calling

JANUARY 21, 2016

Do your sales reps really prospect based on fairy tales? A long time ago, in a galaxy far, far away … Well, you know the ending to that famous story. You also know it’s just a myth, a fable, a legend. It’s entertaining, but not real. Fictional stories belong in books, movies, or in the theatre—not in real life. Yet, many sales reps buy into the mythical statistics and ridiculous promises floating around the Internet about how to drive sales leads in the digital age.

Lead Rank 241

Lead Rank Lead Scoring Buyer Marketing Qualified Lead 241

Bernadette McClelland

JANUARY 18, 2016

Hang on, am I supposed to be this super successful, sales guru/expert/ authority who knows what she wants in the world, is a beacon of hope for salespeople and sales leaders and puts on a mask to show that she […]. The post Will You Ruffle Some Feathers or Spread Your Wings? appeared first on Bernadette McClelland.

Sales 220

Sales Sales Leadership 220

Understanding the Sales Force

JANUARY 19, 2016

Now that we are nearly 3 weeks into the new year, have you changed anything with regard to goals, strategies or plans? How about targets? A few small tweaks to your targets can have a huge impact on revenue! Targets are obvious but at the same time, misunderstood. Of course I have the usual baseball analogy, which I'll skip along with the target analogies for Golf, Basketball, Soccer, Football and Hockey.

Sales Cycle 181

Sales Cycle Revenue Course Sales 181

The Pipeline

JANUARY 18, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . With the election cycle in full swing in the USA, many (some) are reflecting on what their point of view is on key aspects of life to be impacted by the outcome of the election. This includes things like economic viewpoint, free market or centrally controlled economy; global viewpoint vs. protectionist, and more.

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Hiring Objections Sales Methodology Segment 175

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

Sales and Marketing Management

JANUARY 18, 2016

Issue Date: 2016-01-01. Author: Paul Nolan. Teaser: The IMEX Group, which operates the most notable meetings and events expos each year in Frankfurt and Las Vegas, released its short list of trends and buzzwords for business in 2016. The IMEX Group, which operates the most notable meetings and events expos each year in Frankfurt and Las Vegas, released its short list of trends and buzzwords for business in 2016.

Trends 160

Trends Groups Meeting 160

MTD Sales Training

JANUARY 20, 2016

Most good sales managers recognise the need to develop their sales teams and these managers often see the rewards that come from training their staff to build skills and attitudes. Oftentimes, though, the changes and improvements are short-lived and the return to the ambient levels of performance shows that the investment hasn’t been as worthwhile as originally thought.

Training 145

Training Course Coaching Up-Sell 145

The Pipeline

JANUARY 21, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . One piece of advice many pundits, especially motivational types, offer up to sales people, noticeably more this time of year than towards the end, when they change their tune, is “Don’t give up”, or the right wing version, “Never give up.” Often giving example of people who persevered against all odds and finally delivered an invention that now stands the test of time.

Quota 163

Quota Energy Up-Sell Exact 163

Sales and Marketing Management

JANUARY 20, 2016

Issue Date: 2016-01-20. Author: Mark Godley, CRO HG Data. Teaser: In Part III of a three-part series, HG Data’s Chief Revenue Officer tells the story of Whale Hunter #4 - The Buyer's Friend. In Part III of a three-part series, HG Data’s Chief Revenue Officer tells the story of Whale Hunter #4 - The Buyer's Friend.

Buyer 138

Buyer Data Revenue Sales 138

Mr. Inside Sales

JANUARY 18, 2016

How many times have you seen a commercial (either a TV ad, a public billboard, ad in a magazine, etc.) for Coke-a-Cola? Perhaps I should say how many times a DAY do you see one? Now you’d think that people already know about Coke-a-Cola, but did you know that Coke still spends billions of dollars a year on advertisements? Why do you think that is? It’s the same reason that infomercials run over and over and over again.

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Objections Face-to-face Closing Advertising 121

Advertisement

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

DiscoverOrg Sales

JANUARY 22, 2016

Chief Information Security Officers (CISOs) are charged with more responsibility than ever before: Maintaining the enterprise vision, while ensuring technology assets are protected. In CISOs Identify the Biggest Security Challenges as They Enter 2016 , Security Current sheds light on the top-of-mind issues affecting CISOs today. IT security vendors are wise to recognize and capitalize on emerging trends: The Risks for CISOs.

Decision Maker 120

Decision Maker Banking Telecommunications Insurance 120

MTD Sales Training

JANUARY 18, 2016

I’m often asked by salespeople and sales managers about how they can develop their skills on a regular and consistent basis, and the obvious answer is to learn from experts and people who have been there and done that’. But it’s easier said than done. A quick search on Amazon shows over 300,000 books just on the subject of sales. When you widen your search to include CDs, DVDs, videos and the like, the number climbs to over 1.6 million.

Guarantee 120

Guarantee Trends Up-Sell Influencer 120

Sales and Marketing Management

JANUARY 21, 2016

Issue Date: 2016-01-01. Author: Stephen Davis. Teaser: A call center manager holds a critical and often stressful role within the organization. Responsibilities include handling call volumes to agents, shifting staffing levels and coaching new call center employees. UC systems can make these demanding tasks much easier so the manager can focus on what really matters, improving service by coaching his staff.

System 120

System Coaching 120

Increase Sales

JANUARY 22, 2016

Isn’t it ironic that those in SMB leadership roles want their customers to see the value in their products or services and yet when it comes to those same SMB professionals buying the solutions of others, the first words out of their mouths “Is how much will this cost?” Credit www.gratisography.com. This week I receive a solid sales referral from a colleague.

Lead Rank 75

Lead Rank Lead Scoring Referrals Ideal Customer Profile 75

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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

Anthony Cole Training

JANUARY 19, 2016

What to STOP Doing:

Sales 120

Sales 120

Sales Result

JANUARY 19, 2016

“Actions speak louder than words” is a sentiment we’re all familiar with. If you are a CEO or in another position of sales leadership, your words and actions have a big impact on the people who work beside and beneath you. Today’s blog is about saying what you’ll do and doing what you say to build a high-engagement sales organization under your leadership.

Sales Leadership 63

Sales Leadership Positioning Sales Sales Goal 63

Sales and Marketing Management

JANUARY 18, 2016

Issue Date: 2016-01-18. Author: Mark Godley, CRO HG Data. Teaser: The first of a three-part series in which HG Data’s chief revenue officer tells the stories of several whale hunters he has known and lessons to learn from them. The first of a three-part series in which HG Data’s chief revenue officer tells the stories of several whale hunters he has known and lessons to learn from them.

Data 120

Data Revenue Sales 120

Increase Sales

JANUARY 16, 2016

Recently at a business to business networking luncheon, another business coach included within his elevator pitch “a FREE 60 minute business strategy session.” The goal was obvious to get a meeting with a decision maker and hopefully increase sales. Call Rick Gosser at 219.808.9888 to buy this T-Shirt. I must admit I used to say this as well. Over time I changed the word from FREE to complimentary, but the end result was the same.

Lead Rank 75

Lead Rank Lead Scoring Face-to-face Sales Qualified Lead 75

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

Tom Hopkins

JANUARY 20, 2016

Customer service is often thought of as an after-thought to be delivered when it's needed. I think it should be incorporated into every client contact. The post The 7 Cs of Customer Service appeared first on How to Selling Skills. Related posts: Handle Sales Challenges Promptly. Who are you helping? Them? Or yourself?

Customer Service 58

Customer Service Customer Selling Skills Relationals 58

Sales Training Connection

JANUARY 20, 2016

Sales coaching. Good sales coaching is a balance – a mix of feedback on things that go right, as well as, things that don’t. The problem is we tend to get out of balance. It is easier to see the ineffective – faults and mistakes than to detect and analyze skillful performance. Inevitably, this colors the feedback we give. It is much easier to focus on the negatives than the positives.

Positioning 58

Positioning Coaching Sales Management Sales Coaching 58

Sales and Marketing Management

JANUARY 19, 2016

Issue Date: 2016-01-19. Author: Mark Godley, CRO HG Data.

Data 120

Data Sales 120

Increase Sales

JANUARY 21, 2016

In business results matter. Social marketing is no different. Your goal is to increase sales, expand your pool of qualified sales leads and continue build your credibility and influence. When sales professionals and SMB owners decided to incorporate social marketing as one of several marketing channels, this is not a one time event or a sporadic action.

Social Media 70

Social Media Marketing Ideal Customer Profile Journal 70

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

Bigtincan

JANUARY 21, 2016

[link] If marketers want to be successful in 2016 they need to be smarter about content. Today’s mobile enterprise can no longer support the content-overload approach that it historically has taken. To be smarter about content, marketers must have access to actionable content analytics—such as what specific slides are being used with prospects throughout the […].

Marketing 52

Marketing Enterprise Enterprise Analytics 52

SalesLoft

JANUARY 21, 2016

Last week, Salesloft CEO Kyle Porter sat down with two Sales Development Directors, Birst’s Chris Pham and Zenefits’ Robby Allen. They each provided us with some real-life insights on some of the most overarching themes of the booming sales development movement. Take a look at what Chris had to say to Kyle’s questions about the handoff between the SDR and the AE, the philosophy behind an SDR’s career trajectory, and what sales development really means to him.

Ideal Customer Profile 52

Ideal Customer Profile Scale Hiring Engineering 52

Mindtickle

JANUARY 20, 2016

Companies that implement ongoing education for their employees are setting the stage for long-term success. Your employees need to upgrade and broaden their skills periodically as well as stay familiar with the latest industry trends, technology, and practices. This can’t be understated. Technology evolves rapidly in most industries. Failure to maintain the skills needed to succeed, makes it challenging for employees to perform their duties with any degree of productivity.

Face-to-face 52

Face-to-face Hiring Buyer Persona Objections 52

Increase Sales

JANUARY 20, 2016

To kick your social marketing into high gear also requires the building of communities who will readily share your postings, blogs, quips, photos, etc. Without these supporting communities, you cannot leverage the one to many concept. To build these like minded communities begins with the presumption you understand social marketing is a two way street of engagement and not the traditional one way street of traditional marketing.

Marketing 70

Marketing Social Media Face-to-face Twitter 70

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

OpenSymmetry

JANUARY 18, 2016

Big Results come from Small Changes. Back in the day, I was required to read a book called The Goal for my operations and Supply Chain Management class. Like many of the other books read for this class, it was about a company, which manufactured widgets, was behind schedule in production, reducing profits and turnover. The manager was then tasked to identify the bottleneck and improve business processes within a short amount of time or the plant would be forced to close.

Incentives 51

Incentives Incentive Compensation Banking 51

SalesLoft

JANUARY 20, 2016

As a Sales Development Rep, being able to define your ideal customer profile is extremely helpful to both your inbound and outbound sales efforts. With the Account Based Sales Development movement on the rise, finding that ideal customer and knowing exactly how to go after them individually is key to moving deeper within the account. Salesloft Inbound Sales Specialist Tyler Bliss is here to share his three steps to narrowing down your ideal customer profile and learning how to target them more e

Ideal Customer Profile 52

Ideal Customer Profile Retail Customer Video 52

Mindtickle

JANUARY 19, 2016

Companies that implement ongoing education for their employees are setting the stage for long-term success. Your employees need to upgrade and broaden their skills periodically as well as stay familiar with the latest industry trends, technology, and practices. This can’t be understated. Technology evolves rapidly in most industries. Failure to maintain the skills needed to succeed, makes it challenging for employees to perform their duties with any degree of productivity.

Face-to-face 52

Face-to-face Hiring Buyer Persona Objections 52