No More Cold Calling

OCTOBER 12, 2017

Account based selling is an art, not a science. Attracting key accounts is the #1 challenge for account based selling teams. (No big shocker there, right?) Their charter is to land and expand within their named accounts while fending off substantial competitors and navigating an increasingly complex buyer landscape—while simultaneously coordinating an internal team to devise a strategy and assign a myriad of tasks.

Account 278

Account Cold Calling Segment Buyer 278

Sales and Marketing Management

OCTOBER 12, 2017

Author: Jay Mitchell There are endless blogs you can read on how to be a better salesperson. Do a quick Google search on the topic and you will find list upon list of tricks, hacks and sales “secrets” to closing deals and making millions. Sure, there is merit to some of these short cuts and quick tips; heck, we have a blog of our own sharing techniques that work for us.

Positioning 228

Positioning Buyer SAP Industry 228

Understanding the Sales Force

OCTOBER 10, 2017

Image Copyright iStock Photos. I always enjoy reading articles that expose things I don't know about topics I enjoy, like 7 Unsung Built-in Gems in Mac OS X. I had the opportunity to provide that kind of training to a dozen or so sales leaders on some of the less obvious findings and relationships in Objective Management Group's (OMG) Sales Candidate Assessments and how to use them.

Hiring 200

Hiring Groups Objections Sales Management 200

MTD Sales Training

OCTOBER 11, 2017

The Sales Director role is considered to be the lifeblood of many companies because of the strategic and operational role they play in the success of the business. Recruiting for the role can be a painstaking experience, especially when there are so many good candidates out there. How can you attract the right one for your business? How can you differentiate the really great from the averagely normal, so you stand a better chance of choosing the right person?

Lead Rank 199

Lead Rank Motivation Margin Industry 199

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

The Sales Hunter

OCTOBER 13, 2017

How confident are you in the outcomes you can help your customers achieve? After finishing speaking to an audience recently, I was approached by a salesperson who was seen by his company as a high achiever. This person had won numerous awards and was viewed as a rock star by his peers. Within a minute […].

Company 198

Company Customer Prospecting Sales 198

The Sales Heretic

OCTOBER 12, 2017

The fourth quarter is already upon us. Are your sales where you’d like them to be? Want to finish the year strong? Listen to my appearance on Breakthrough Radio with Michele Price. In this 35-minute-long interview, we discuss: • The biggest myths about selling in the fourth quarter • The first thing you need to [.].

How To 164

How To Sales Closing Prospecting 164

Pointclear

OCTOBER 12, 2017

To make your forecast for the new year, look at sales for the coming year in terms of units. How many units must be sold? Review the existing pipeline and your closing ratio. Now you have the number of units that will be sold in the coming months without lead generation. This is the basis for projecting the number of leads needed to make the forecast from sales leads for the new year.

Sales Forecasts 138

Sales Forecasts Forecasting Sales Qualified Lead Leads 138

The Sales Hunter

OCTOBER 10, 2017

I’m proud to be in sales. In fact, I’m not just proud — I’m very proud. But I admit that wasn’t the case early in my career. I got into sales only because I couldn’t afford car insurance due to my driving record, and I took a sales job purely because they offered me a […].

Insurance 192

Insurance Insurance Selling Skills Sales 192

Connect2Sell

OCTOBER 11, 2017

What you sell matters. Sellers who are looking for a new job take into account whether or not they'll be able to sell the product(s) required and apply to companies with products they feel they can proudly represent. Sellers often leave jobs when they are asked to sell products they don't believe in.

Account 120

Account Company Buyer Sales Process 120

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

MTD Sales Training

OCTOBER 9, 2017

Features and benefits – as sales people you must master these with regards to your products and services. How many times have you been told in training courses that people don’t buy features, they only buy benefits? This is very true, as the brain doesn’t compute what the product ‘does’, it only listens to what it will do for me. A long list of features will only confuse the prospect , as they have to do the work in converting the meaning of the feature to how it will benefit them.

Benefit 120

Benefit Training Course Prospecting 120

SBI

OCTOBER 10, 2017

I have a passion for sales technology. It’s kind of my thing. Nancy Nardin? Oh, she’s that SalesTech person! Having spent 100% of my time studying the SalesTech market for the past 8 years, you can imagine how excited I am to be the one to launch the world’s first comprehensive benchmark study to track SalesTech usage trends over time.

Survey 139

Survey Sales Enablement Trends Conference 139

The Sales Hunter

OCTOBER 8, 2017

Your confidence — including your eye contact and tone of voice — is vitally important when stating your price. Too many salespeople are confident right up until they have to be clear about the price. Then they hesitate or their voice gives them away, and the customer leverages this hesitancy. You must be confident when […].

Motivation 136

Motivation Video Sales Customer 136

SBI Growth

OCTOBER 10, 2017

Strategy 261

Strategy Sales 261

Advertisement

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

OCTOBER 12, 2017

When I Googled ‘Keys to Great Sales Success’ here are some of the links I found interesting:

Google 123

Google Sales Motivation 123

SBI

OCTOBER 12, 2017

In the B2B marketing arena, Account Based Marketing (ABM) is on fire these days, and it isn’t showing signs of cooling off anytime soon. This practice of focusing on a smaller, albeit more lucrative, set of best-fit accounts and measuring success based on revenue generated, is quite the pivot from how many B2B marketing teams used to measure success.

Account Based Marketing 132

Account Based Marketing Ideal Customer Profile Inbound Lead Rank 132

The Center for Sales Strategy

OCTOBER 12, 2017

Slumps happen to everyone. No matter how good you are or how long you have been in sales, sooner or later you're going to hit a sales slump. And they always seem to come at the very worst times. (Actually, when is it ever good to go into a slump?) It’s never exactly the same, but it sometimes looks like this: You've put a lot of time and energy into a prospect, and thought for sure he or she would say yes—but the person gives you a NO.

Call-back 115

Call-back Energy Exact Sales Management 115

SBI Growth

OCTOBER 10, 2017

How To 252

How To Strategy Sales 252

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

Julie Hanson

OCTOBER 8, 2017

Yes, it’s the name of a popular television show, but it’s also an extremely important quality that salespeople need to have in today’s competitive marketplace. X Factor, def: “A variable in a given situation that could have the most significant impact on the outcome.” What is the Sales X Factor? Your Sales X factor is that variable that gives you a significant advantage over the competition.

Decision Maker 112

Decision Maker Proposal Vendor Sales Qualified Lead 112

Nutshell

OCTOBER 12, 2017

If your business name makes people do a double-take when they see it, you’re doing something right. We asked 10 Nutshell customers to tell us the origin stories behind their unique business names. Some of them have personal meaning, some have local significance, some were just pulled out of thin air— and all of them are awesome. SplitMango. “Apart from being an available domain name at the time we started out, SplitMango is just a really cool name.

Customer 102

Customer Campaigns Promotion Positioning 102

Hubspot Sales

OCTOBER 10, 2017

Modern prospects are bombarded with sales emails and social media selling campaigns. While their telephones once rang off the hook with sales calls, now their email and social networking inboxes are filled to the brim. Simply put, your prospects are no longer inundated with phone calls.What does this mean for you? Modern sellers have a huge opportunity to stand out from the crowd by picking up the phone, dialing your prospects’ numbers, and getting them on the line.

Call-back 105

Call-back Follow-up Face-to-face Social Media 105

SBI Growth

OCTOBER 9, 2017

Compensation 235

Compensation Sales Strategy 235

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

Keith Rosen

OCTOBER 13, 2017

If delivering exemplary customer service is a cornerstone to building your business, revenue, referrals and client retention, then why do most companies invest more time on customer acquisition instead of retention, fail at meeting customer expectations and ultimately lose business to competitors? Here’s your strategy to avoid time-consuming customer service issues and selling stress, while boosting sales, customer retention, satisfaction and loyalty.

Retention 86

Retention Lead Rank Lead Scoring Hiring 86

Nutshell

OCTOBER 9, 2017

If your sales team is operating without a sales process, you need to do something about it—right now. Building a sales process is absolutely necessary to your company’s success, and is perhaps the most important thing you can do as a sales manager to impact your team’s ability to sell. Fortunately, creating a sales process from scratch isn’t as complicated as it seems.

Sales Process 91

Sales Process Top of Funnel How To Follow-up 91

Hubspot Sales

OCTOBER 11, 2017

Sales can be an emotional roller coaster. One week, you feel on top of the world: Your message is clearly resonating with buyers, you’re setting a record number of meetings, and you close a major deal you’ve been working for months. The next week, however, you can’t seem to hit a break. No one’s picking up the phone or answering your emails, and a prospect you thought was sure to buy decides to go with your competitor.

Exercises 103

Exercises Face-to-face Exact Discount 103

SBI Growth

OCTOBER 13, 2017

Sales 214

Sales Strategy 214

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

SalesProInsider

OCTOBER 11, 2017

Beauty is in the eyes of the beholder , wrote Plato in the 3 rd century BC. Well, so is value, writes me today. If buyers don’t see the beauty or value of what you sell, that’s value blindness. And buyer’s value blindness will stop your sales opportunity right in its track. Value blindness can create a big problem when trying to convert leads- if it’s not easy for the buyer to see the value of your solution, they most likely won’t put the energy into figuring it out

Lead Rank 68

Lead Rank Lead Scoring Conversion Energy 68

Openview

OCTOBER 13, 2017

It’s an age-old question: should SDRs report to sales or marketing ? Ask five people, and you’ll get five different answers based on individual experience and factors ranging from company stage to the SDR career path to the individual personalities and preferences of a company’s heads of sales and marketing. It’s a complex issue that is always evolving as the marketplace changes.

Marketing 74

Marketing Top of Funnel Outbound Inbound 74

Hubspot Sales

OCTOBER 12, 2017

Most salespeople are thrilled to land a meeting with a C-level executive. What is C-level sales? C-level sales involves meeting directly with executives at a prospect's company. Because they tend to have budget authority, you can close a deal quickly. It also means you have less time (sometimes just one meeting) to make your case. These decision makers have a lot of influence yet barely any time -- so if you want to earn their business, you’ll have to use every minute effectively.

Meeting 98

Meeting Decision Maker How To Buyer 98