Sat.Apr 13, 2019 - Fri.Apr 19, 2019

Stitching Intent Data into Your Sales Strategy

DiscoverOrg Sales

?. Hey everyone, Jake Shaffren here, Director of Sales at DiscoverOrg. Today, we’re talking through the buying journey and intent data – from the perspective of my true-life example of buying a sewing machine for my fiancée.

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How I knew I was going to lose a $200k deal

John Barrows

There are a bunch of key indicators that happen throughout the buying/selling process that help us understand the true ‘health’ of any opportunity we’re working on and whether we’re in a good or bad position to win the deal.

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Enough is Enough

Anthony Cole Training

Complacency in selling is not a new phenomenon.

3 Ways Corporate Hierarchy Data Can Accelerate B2B Enterprise Sales

DiscoverOrg Sales

What is corporate hierarchy? It’s the business landscape upon which epic battles are fought. And there’s no question that B2B sales is a battlefield: Reputations, sales, and profits are lost and won. As with any battle, the key to winning is knowing the terrain on which the battle is taking place. Nowhere is this more critical than in enterprise sales, where understanding an organization’s corporate hierarchy can illuminate the battlefield.

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!

Maximize Every Prospecting Call

The Pipeline

By Tibor Shanto. Every mode of communication offers opportunities for proactive prospectors, which is why you don’t want to skip the phone. The phone offers a number of advantages absent from email, LinkedIn and other social platforms. It creates contact between two human beings.

More Trending

Unlocking Cross-Sell and Upsell Potential by Activating the Product Team

Sales Benchmark Index

The role of a Product Leader is dynamic. Listening to the market, monitoring competitors and developing new products are core responsibilities. They set the organization up for growth. Yet, one of the lesser associated responsibilities of a Product Leader is translating.

The 4 Most Common Buyer Types (And How To Sell To Them!)

MTD Sales Training

One feature of modern, relationship-selling is that we need to understand about peoples’ preferred buying behaviour if we are to sell to more of them. It is a fact that people buy differently. They can be known as ‘buyer types’. Some people prefer to buy quickly, others slowly.

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Beating your Stress Quota

The Pipeline

By Tibor Shanto. We live in stressful times , no matter what we do, stress will be a factor, especially in sales. What we stress over will vary. Expectations we set, those set by others and ones life chooses to serve at random, all make for a daily dose of stress.

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Why Customer Experience Should Be Top of Mind for Sales Leaders

No More Cold Calling

Are you creating an experience that drives revenue and referrals? How much did you say that cost?” I asked the barista. I knew I heard him correctly, but I still couldn’t believe it was $5.50 for a cup of coffee—not a mocha, not a latte, not a cappuccino, just coffee.

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.

Does Your Marketing Team Match Your Customer Acquisition Strategy?

Sales Benchmark Index

Marketing team structures too often are remnants from the days of print ad dominance. Sure they’ve evolved, but the core structure is often the same. Modernization has been performed by adding ‘vertical’ skills onto existing structure. Few organizations have retooled.

The Power of Resilience and Persistence in Selling

Score More Sales

I never thought I’d see Tiger Woods win another Masters tournament. That just happened. Sales Skills sales goals Professional Development

Beating your Stress Quota

The Pipeline

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What Makes the Best Teams Tick?

Sales and Marketing Management

Author: Kurt Nelson PhD & Tim Houlihan It’s important to begin by acknowledging that teams are different from work groups. We often use “teams” to describe groups of people who work together, like sales teams.

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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.

How a CEO Exceeds Integration Expectations

Sales Benchmark Index

Today Chris Downie, CEO of Flexential, joins us to discuss the best practices in merging companies together. He provides insight into the checks and balances of company mergers and shares his experience forming Flexential from two legacy companies. Click here for.

Practice Doesn’t Make Perfect

Mr. Inside Sales

We’ve all been taught that practice makes perfect, but it doesn’t. If it did, then we’d all be great golfers, tennis players, and sales reps. But we aren’t, are we? The truth is: Practice only makes permanent. If you practice poor technique—then you’re going to get really good at being what?

The Voicemail Message with Everything but the Kitchen Sink

Understanding the Sales Force

This week I received a voicemail message from a salesperson that literally included everything but the kitchen sink. I don't recall listening to a voicemail that sounded like this before. I don't think voicemails like this are effective. I don't like voicemails like this.

The Right Way to Handle Objections

Engage Selling

There’s a right way and a wrong way to handle objections. Let’s start with the wrong way.

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 Improve Your Marketing Campaign Execution

Sales Benchmark Index

Three Ways Digital Transformation Trends Apply to Sales & Marketing Behavior

Smart Selling Tools

Three Ways Digital Transformation Trends Apply to Sales & Marketing Behavior. If you asked 10 different business leaders to describe how digital transformation applies to their business, you would probably get 10 different responses.

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11 Simple Ways to Create a Successful Sales Mindset

Alice Heiman

What really separates great sales leaders from the rest? Is it their knowledge, their training, their personality? I believe it is their mindset. .

You Need More Than Technology to Solve Your Sales Problems

Membrain

If you’re like me, you’re bombarded with advertisements for sales enablement technologies that claim they’ll increase your revenue, improve profits, make your life easier, and probably butter your toast as well. Sales Management Sales Enablement

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.

SBI Promotes Eric Estrella and Josh Horstmann to Partner

Sales Benchmark Index

Dallas, Texas – Sales Benchmark Index (SBI), a management consultancy specializing in revenue growth, is pleased to announce that both Eric Estrella and Josh Horstmann have been promoted to Partner. Estrella most recently served as SBI’s Senior Vice President of Client. News & Press SBIEurope

Coaching Versus Feedback: A Guide For Sales Managers

LevelEleven

The Prospect Who Needs To ‘Cut Costs’, What Is Active Listening, And A Quote From Mark Hunter

MTD Sales Training

Episode 29: To my sales professional connections (and trainers). This podcast includes: How we deal with prospects expecting a lower price. Improving your active listening. A quote from Mark Hunter. Take a look at this episode on [link]. The post The Prospect Who Needs To ‘Cut Costs’, What Is Active Listening, And A Quote From Mark Hunter appeared first on MTD Sales Training.

The Sales Playbooks Every Sales Team Needs

Costello

In our latest research done in partnership with Databox , marketers and sales managers agree that playbooks improve the effectiveness and efficiency of calls, help train new salespeople and ensure product and services are correctly positioned.

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 40+ Best Apps for Salespeople Who Want to Win

Sales Hacker

To win at sales, you need the right tools. And to help, we’ve pulled together more than 40 of the best apps for salespeople. Whether you’re looking to be more productive, save time, do your job better, or simply look your best, these are the apps you’ll turn to time and time again.

How to be a Thought Leader on LinkedIn

The Center for Sales Strategy

The starting point of being a thought leader on LinkedIn is to use social selling as a way to connect with high potential prospects.

Prospects Who Demand Discount, The 5 Stages of Negotiation & A Quote From Benjamin Mays

MTD Sales Training

Episode 28: To my sales professional connections (and trainers). This podcast includes: How we deal with prospects who demand a discount. The 5 stages of negotiation. A quote from Benjamin Mays. Take a look at this episode on [link]. The post Prospects Who Demand Discount, The 5 Stages of Negotiation & A Quote From Benjamin Mays appeared first on MTD Sales Training.