Sat.Aug 17, 2019 - Fri.Aug 23, 2019

9 ways to improve email deliverability

Close.io

For all the email marketing haters out there, it's worth noting that recent stats show the ROI on email can be up to 4,400%. That should perk up the ears of even the biggest skeptics.

How to Sell Without Value Proposition Metrics

Jill Konrath

Knowing the business impact of what you sell makes a huge difference. It's how your prospects decide whether or not your products or services are a match. Yet so many companies fail to quantify the business value of their products/services. And sometimes, it’s just not possible. Winning Deals

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How to Increase Sales Productivity

Xactly

The more productive your sales team, the better your overall performance. Find out how to increase your sales productivity with sales performance management. Analytics and Technology Sales Performance Management

Sales Enablement Best Practices: 5 Dos and Don’ts for Peak Results

Sales Hacker

61% of organizations had a dedicated sales enablement person, program, or function in 2018, according to data from CSO Insights. Just five years ago, that number was 19.3%.

Are CEOs Focusing on the Right Sales Opportunities?

Sales Benchmark Index

Most CEO’s have good visibility into the top deals in your sales pipeline and are reviewing with their CRO and CFO at least weekly. And often, CEO’s will review top deals with their Chairman or a board member in a.

Don’t Ask Them That!

The Pipeline

By Tibor Shanto. I understand connecting with decision-makers or influencers is a challenge, we are all looking for good ideas. But some things sellers are told to do are not just silly but can cost them opportunities. See what I mean: [link]. Please, don’t ask them that.

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Know What You Aren't Looking for in a Prospect!

Anthony Cole Training

Prospecting isn't always the easiest task we are required to carry out in sales. It can be daunting, monotonous, and inconsistent. However, it must be done and it must be done well! qualifying prospecting prospecting skills centers of influence sales prospecting

How a CEO Drives Revenue Growth with Digital Strategy

Sales Benchmark Index

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme.

Does Your Pipeline Get a Paid Vacation?

The Pipeline

By Tibor Shanto. Excuses like everything else are subject to seasonality. For example, when I ask some reps why they are not prospecting, I’ll get different excuse based on time of year and state of their pipeline. In August, the excuse of choice is by far vacations.

How To Get Past the Gatekeeper

The Sales Hunter

We’ve all been there. You make the call and boom, you’re blocked by the gatekeeper. They won’t let you get to the person you want to speak with. First off, remember that the gatekeeper is only doing their joy by guarding the gate. That’s what they’re supposed to do.

Do You Have Sales Growth Problems? 

Anthony Cole Training

Of course you have sales problems. If it’s not a production problem, it’s a productivity problem. If it’s not a productivity problem, it’s a servicing problem. Pipeline management increase pipeline sales growth problems close the deal

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AI in Marketing: How and Why Your Peers Are Leveraging It

Sales Benchmark Index

Remember ‘big data’ and ‘advanced analytics’? These trends gradually evolved over the past decade as more and more businesses jumped on the bandwagon; ultimately paving the way for the next truly revolutionary tool in marketing: Artificial Intelligence (AI). Read on to.

Podcast 113: The Inside View at High Growth Companies

John Barrows

This week we’re excited to have 2 killer guests on the podcast. We have a duo from Looker, Rafael Jara-Simkin , Director of Eastern Americas as well as Talal Assir , Director of Sales Engineering.

Monday Motivation Video: What Will You Google Today?

The Sales Hunter

What are you most likely to Google today? What question do you want Google to answer for you? If you’re a parent, ask your kids these questions. Successful people are always trying to quench their thirst for knowledge.

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How to Overcome the “I’m not interested” objection

Mr. Inside Sales

Top sales reps—the ones making the most sales and commissions—know how to handle repeatable selling situations. Instead of ad-libbing, they have learned, internalized, and use best practice responses to the objections and stalls they get over and over again.

How Big of a Role Does Age Play in Sales Effectiveness?

Understanding the Sales Force

I'll be 64 in November which means that just like everyone else, I'm getting older. There are certain things that younger people do that change when they get older.

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Direct Mail Done Right

The Sales Heretic

Regular readers of this blog know that I like to point out egregious examples of bad sales and marketing efforts. Like this one. And this one. Oh, and let’s not forget this one. But I like to highlight good examples as well.

Behavioral science can accelerate lead generation

Sales and Marketing Management

Author: TIM HOULIHAN Face it, your lead machine is tired. You’re hitting the gas, and you’re not getting the speed you once did. To change things up, you’ll need to go deep on new technologies and new media outlets, not to mention deciding what you’re going to say in your promotions.

5 Ways To Use Video As Part of Your Sales Process

The Center for Sales Strategy

As a sales consultant, trainer, and coach, I absolutely love when the sales teams I work with shares successes they’ve had as a direct correlation to the advice, tips, and tactics I share. My promise to them is also what I live by at The Center For Sales Strategy and Up Your Culture ?—

Superpowers Every Sales Team Needs!

Alice Heiman

The Buyers Journey is Complicated . It’s more complex than ever to close a deal with a large company. There is a minimum of 6.8 buyers involved. Buyers have to validate, collaborate and come to a consensus before a decision is made. .

4 Battle-Tested Strategies That Create a Competitive Advantage

Anthony Iannarino

The following sales strategies are generally underrated, overlooked, or ignored. In some cases, they are highly unpopular in a world that is enamored with transactions , immediate gratification, and technologies that promise efficiency , a promise that is mostly a lie.

Why Remote Workers Are Prone to Hacks

Sales and Marketing Management

Author: Rilind Elezaj When employees in a given organization work away from a physical office, the organization reaps tons of financial and administrative benefits.

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Ready to Make a Career Change?

Grant Cardone

According to Forbes, 70% of workers are disengaged and not very happy at work. If you’re a part of this 70 % of dissatisfied workers, you might be thinking about a career change. But to what? That’s the roadblock that prevents most people from ever making a change in life.

Persuasive Words and Phrases: the Good, the Bad, and the Silent

Sales Hacker

The right words have the power to overcome most of the objections faced by every salesperson , and the best salespeople know the words that sell. They also know which words work against them… and which moments call for no words at all.

Why Your Sales Training Is Doomed To Fail

Anthony Iannarino

Sales Managers and Sales Leaders often complain about the lack of effectiveness of their effort to train their salespeople. They say, “We tried this training, and it didn’t work.” The very statement elucidates the likely reasons the training was not useful for them while working very well for others.

Dumbness isn’t a destiny

Sales and Marketing Management

Author: Paul Nolan In his new book, “Nincompoopery: Why Your Customers Hate You?—?And And How to Fix It,” John R. Brandt says managers are the key to squelching the corporate stupidity that drives customers crazy. SMM: ?You

How to Do Both High-Volume and High-Value Selling

Smart Selling Tools

How to Do Both High-Volume and High-Value Selling. Outbound sales organizations continuously struggle to achieve the balance between high- volume calling and high- value calling. In this podcast I talk with John Steinert of TechTarget about: How to go from “Who should buy” to “Who probably will buy”.

5 Questions to Assess Sales Pipeline Health

Hubspot Sales

Sales managers often get promoted to their position from the rep ranks. When they were individual quota-carriers, it was relatively easy to assess their sales pipeline.

The Root Causes of Your Poor Sales Results

Anthony Iannarino

An exhaustive list of all the reasons your sales results aren’t what you want them to be would require a vast number of posts. The menu here is what I see right now with some ideas about what you might do to eliminate them.

How To View Failure In Sales

MTD Sales Training

Thomas Edison was an American inventor and businessman who has been described as America’s greatest inventor. Although he patented nearly 1,100 ideas, many people remember him for the invention of the long-lasting and practical electric light bulb.

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How to Declutter Your Sales Process

Shari Levitin

Your junk drawer provide a perfect metaphor for your sales process. Your junk drawer, like your sales process, undergoes a natural sort of entropy. We litter them with ideas, metrics, and white papers; we pile on more information and clutter our slide decks.

How to Get Better at Sales (Essential Guide and 4-Step Checklist)

Sales Hacker

If you’ve struggled to succeed at sales, you have 3 options for responding. You can quit and move on… give it your all and try to get better at sales… or transition out of sales and accept a different role with your employer. There’s no shame in leaving a sales job or changing roles. .

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Success: Your Scoreboard Always Tells You the Full Truth

Anthony Iannarino

The score you see written on the scoreboard is always accurate. It will never protect your feelings, nor does it have the power to change the score it presents to you. Your scoreboard only tells you the full truth. About Your Theories and Beliefs.

How to Strengthen Your Team With Each New Hire

The Center for Sales Strategy

Your employees are the foundation of your company and your culture. So, it stands to reason that every hire you make will either enhance your culture or detract from it - one person at a time. We know that finding top talent is difficult!