Sat.Nov 23, 2019 - Fri.Nov 29, 2019

Voicemail For Dummies And Other Romantics

The Pipeline

By Tibor Shanto. Some of you Boomers will remember the “Is it live – or Memorex” commercial, you Millies can see it here. The goal was to deliver an experience so real; the listener can’t tell if they hear something live or recorded.

The Art of the Bluff: How This Poker Tactic Could Boost Your Sales

Sales and Marketing Management

Author: Greg McBeth “Bluffing” isn’t a word you’ll hear often in the professional world, partly because it conjures some negative connotations. It’s often interpreted synonymously with lying. But this staple tactic of the poker table can be a valuable and valid tool in sales negotiations.

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How to deliver empathy as a prospector and increase sales with Brian Carroll

Predictable Revenue

The challenge in sales is we are trying to get our needs met. That can be motivating – but it can also be a negative. We spend so much time trying to get people to care about what we do, and what we sell, but you have to start with what your customers care about and what they are trying to get done.

Are limiting beliefs undermining your success?

Membrain

Every sales manager has encountered a salesperson who just can’t seem to “get it.”

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

What Cooking Thanksgiving Dinner Can Teach You About Building a Sales Stack

Smart Selling Tools

What Cooking Thanksgiving Dinner Can Teach You About Building a Sales Stack. My sister and her husband go all out on Thanksgiving. Our families pack up and head to her house from as far away as Iowa for 3 days of feasting on meals truly fit for a king or queen.

More Trending

How Is Critical Thinking Used in Decision Making and Negotiating?

Connect2Sell

Each of us has a preferred style when it comes to conflict. This preference influences how we make decisions and negotiate, too. Knowing and adapting your style can make you more effective, especially when paired with solid critical thinking skills.

Should You Have One Custom Enterprise Sales Process or Many?

Sales Benchmark Index

Do we have the right sales process? How can we close more deals faster? Gone are the days when companies sold one product into one market for one customer. Many companies nowadays sell multiple products or solutions to various markets. Which.

What Is Cross-Selling And Up-Selling?

MTD Sales Training

I read an interesting article by Jim Domanski the other day, where he introduces the ‘rule of 25’. This rule is good to know when you are trying to cross-sell or up-sell your client.

23 Business Lessons from an Undercover Billionaire

The Sales Heretic

I don’t watch a lot of television, but I recently binge-watched the Discovery Channel program, Undercover Billionaire. The eight-episode reality show follows self-made billionaire, Glenn Stearns, as he attempts to build a million-dollar business in a mere 90 days.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

Podcast 125: Setting Yourself Up for Sales Success with Jordan Arogeti

John Barrows

This week on the podcast, we’re excited to welcome a baller on the sales team at SalesLoft, Jordan Arogeti. She’s crushing it and is here to tell us about how she found her sweet spot in sales, how she picked the right company to work for and embraced their culture.

Churn 145

What Top Performing CMOs Plan to Focus on in 2020

Sales Benchmark Index

Much has been written in recent months about the demise of the CMO position. While such a drastic assertion is great for grabbing business headlines, the reality is, as usual, decidedly more nuanced. As the marketing function has evolved over the.

Unearthing Customer Needs During A Retail Sales Interaction

MTD Sales Training

Good discovery skills are essential if you are to reach the top level of retail sales : being recognised as a trusted advisor by your customers. When you are in this position people will talk more openly to you and tell you what they want to buy, and even how to help them to do it!

Retail 156

Why You Should Live (and Work) in a State of Awe

No More Cold Calling

What jaw-dropping moments have you had this year? Our blackout lasted for three (obviously stressful) days. We left the dark house each morning and returned late at night to sleep. When I pulled into our driveway one night, I got out of the car and looked up at the sky. I was in awe.

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

The Only Black Friday Sale that Matters

Mr. Inside Sales

It’s that time of year again–the time when every company has a black Friday sale. . I’m going to make this easy for you: We’re offering just one product on sale–the best product we have at the lowest price it has EVER been offered. .

7 Best Practices to Creating Value and Clarity at Your 2020 SKO

Sales Benchmark Index

Are you about to hold your annual sales kick-off meeting (SKO)? If you are, you are about to take your producing employees out of their day-to-day for over two days. Are you doing everything you can to make sure the.

Report 177

4 Reasons Why the PDF Is Bad for Business

Sales and Marketing Management

Author: Jason Kren Ink and paper have a great history of helping people communicate. Paper's digital cousin, the PDF, was a great invention and certainly has its merits. But just like the Blackberry Curve and the Motorola Razr, its days are coming to an end. Or need to.

B2C 170

If You’re in Transition, Do This ONE thing

Grant Cardone

When you were around 30, what was the thing that you were most fearful of? Well, for me, I was working for a guy at that time and I knew it was a dead end. I’ve never said this before, but I actually went back to my treatment center that I went to when I was 25 and chilled out for two weeks.

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

How to Handle: I looked it over and not interested

Mr. Inside Sales

Don’t you hate when this happens? You felt like you had a really qualified and interested prospect, set the demo call, looked forward to what you thought was for sure your next sale, and…. Right out of the gate, they won’t even give you the chance to pitch them!

Do Less, Achieve More

Engage Selling

Yes, it is possible to do less and achieve more. As I’ve touched on recently, the general mantra for professionals in today’s world is “more, more, more.”

Is the “If Only Syndrome” Robbing You of Your Happiness?

Shari Levitin

As a sales strategist, I’ve spent the past 30 years studying how gratitude, optimism, and resilience shapes people’s lives. Research shows that feeling grateful has positive effects on our behavior making us more honest (I swear!),

Study 108

Presenting the 2019 Sharkie Award Winners!

BrainShark

The winners are in for the 2019 SHARKIE Awards! This annual Brainshark awards program honors the best sales enablement success stories and content across our customer base over the past year

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

How to Handle: I looked it over and not interested

Mr. Inside Sales

Don’t you hate when this happens? You felt like you had a really qualified and interested prospect, set the demo call, looked forward to what you thought was for sure your next sale, and…. Right out of the gate, they won’t even give you the chance to pitch them!

10 Narratives You Must Avoid If You Want Success

Anthony Iannarino

You are always telling yourself and others stories. Those stories include the meaning you attach to your thoughts, beliefs, and experiences, and you may frame them as positive or negative or neutral. How you frame your views, beliefs, and experiences largely determine your overall mindset.

Planning to Win: Your Sales Negotiation Checklist

RAIN Group

Preparation is often the greatest determinant of negotiation success. Across negotiation studies and surveys, sellers who get the best outcomes: Know what they sell. Research buyer wants and needs through sources other than the buyer.

Sales Hacker Success Summit: Level Up Your Sales Game for 2020

Sales Hacker

Save the date! The Sales Hacker Success Summit will be here before you know it! WHAT : Five exciting days of advanced sales training and tips from some of the biggest names in Sales. WHEN : December 9–13, 2019. WHERE : Your office or home. COST : Nada. It’s 100% free. RESERVE YOUR SEAT NOW.

How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

The Art and Science Blend of Sales Leadership

The Center for Sales Strategy

World-class leaders understand improving performance is part art and part science. A recipe that includes the proper blend of both—art and science—is often what separates failure from success and exhibits the following: Outstanding performance (beating others in their peer group).

The Stupid Idea of Being a Closer

Anthony Iannarino

Every week I receive an InMail or a connection request on LinkedIn from a person who describes them as a “high ticket closer,” an inaccurate description of both the individual and their skill set. Also not something a salesperson should ever strive to become.

Is the Motivation Pendulum Swinging Back?

Membrain

If it isn’t obvious from my many posts using the Objective Management Group’s database, I love to mine facts on salespeople. I’m fortunate to have access to this large database and all the information it provides.