Sat.Jul 20, 2019 - Fri.Jul 26, 2019

Why you should stop cooperating with your buyers

Membrain

“Cooperation is not good enough,” says Tim Ohai, Global Lead, Sales Process & Methodology at Workday. In this guest post on Keenan’s blog, he makes a case for sales professionals to avoid cooperation and claims it’s killing your sales effectiveness

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How to Make Your Value Proposition Stronger

Jill Konrath

How can you tell if you have a weak value proposition? One telltale sign is that virtually no one responds to your emails or gets back to you on the phone. Selling Tools

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Sales Lessons Learned at the Movies

The Pipeline

By Tibor Shanto. It is not uncommon for people to use movies to make a point; those of us in the trade can all point to sales lessons learned at the movies. There are a lot of films that people like to point to as a means of highlighting a critical element of selling.

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What Do I Need to Do to Become Great at Prospecting?

The Sales Hunter

Below is a list of 20 things I have found in common with the top 1% of all sales prospectors. Notice that each item on the list is an action. That’s right, they are things you can do! To be great at prospecting, you don’t have to be born with the “sales gene.”

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!

Contributing to the Sales Community – Gartner Style

Score More Sales

Today, like yesterday, has been professional development for me, and it made me wonder about how you and your sales team go about learning and gaining new perspectives. Professional Development

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More Trending

Stop Jumping Ahead Of Objections

The Pipeline

By Tibor Shanto. Are you one of these reps who likes jumping ahead of objections, or just likes to jump in all over? link]. The post Stop Jumping Ahead Of Objections appeared first on TiborShanto.com. 01 - Prospecting 06 - Objection Handling Objection Handling Prospecting Tibor Shanto

Creating Unforgettable Moments in Key Phases of Your Customer Journey

Sales Benchmark Index

Market-leading companies develop and execute on strategies that are aligned to their customers expressed and unexpressed needs. This is often captured in a Customer Journey Map. While this tool is frequently used to prioritize operational improvement efforts, to deliver on.

Promoted! New Sales Manager Tips for Creating a Rock Star Sales Culture

Connect2Sell

Asking sellers to describe the sales culture where they work is like asking a fish to describe water. The fish isn’t even aware of his environment because he is swimming in it and is completely oblivious to its presence or its importance, for that matter.

It's the Little Things in Selling

Anthony Cole Training

Selling is a 'slight edge business' that is driven by one more phone call, one more prospecting effort, one more cold email outreach, one more social media push, and one more effort to build a new relationship and land a new client.

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.

How To Make Your Linkedin Profile Stand Out

MTD Sales Training

LinkedIn is rapidly approaching 600 million users. With that kind of exposure, sales consultants are missing out big time if they aren’t using the medium effectively. InsideSales.com shows that 80% of B2B leads come from LinkedIn vs. 13% on Twitter & 7% on Facebook. It’s a simple no-brainer.

Account Management – An Opportunity for Growth

Sales Benchmark Index

Eight. Seven. Three. The all-too-familiar sound of the champagne popping signals the beginning of a new year. It’s Wednesday, January 1, 2020. You have twenty-four hours left of vacation. Twenty-four hours left until you.

9 Ways to Get the Most from Sales Video Coaching

Sales and Marketing Management

Author: Lauren Boutwell As the field of sales enablement has evolved and matured, so, too, have its supporting technologies. Accordingly, video coaching has become a popular tool for driving readiness in sales organizations of all sizes and across industries.

“Your Price Is Too High.” How Do I Avoid That Question?

The Sales Hunter

Your customer does not want to buy anything, but they want you to give them solutions. The biggest challenge for you is not knowing the solution that your customer is looking for. Often, the customer doesn’t know the answer either.

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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.

Your Referral Network Is Shrinking [Why That’s a Good Thing]

No More Cold Calling

Do you really need more people in your business network? Well, yes and no. I’m sure you have people in your business network you never talk to. And while I want to remain connected with them, how I stay in touch depends on the value we provide each other.

Your Life Plan in 3 Easy Questions

Grant Cardone

Your entire life is determined by 3 simple things. To be exact, it’s 3 decisions you must make: What will you do? Whom will you do it with? Where will you do it? Think about it. Your entire life boils down to 3 questions. #1 1 What are you going to do in life?

The Role of Tribe in Company Culture

The Center for Sales Strategy

Not long ago, I spoke with two leaders from a top-notch company enrolled in our Up Your Culture program. The purpose of our conversation was to help them find ways to create a strong sense of unification employee engagement across their multiple markets.

The top 6 CRMs with the best reporting features

Nutshell

Tracking your contacts and conversations aren’t the only tasks a CRM is good for. If you choose the right one, it can save you a ton of time on analyzing your sales numbers and creating your financial forecasts for the future.

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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.

The One Thing You Can Do to Triple Your Productivity

Anthony Iannarino

The word “ secret ” suggests that there is knowledge available to others that is somehow unavailable to you. There are no secrets when it comes to productivity. Instead, there are principles and disciplines not widely taught or consistently followed.

Podcast 107: Passion, Work Ethic & SaaS Sales Skills With Katy Tynan

John Barrows

This week’s Make It Happen Monday podcast guest is Katy Tynan of TESARO Inc. Katy and John have known each other for a very long time. Katy has tons of experience in Technology consulting, helping teams understand how to make humans and technology work better together. With this, Katy has extensive experience in career development and developing talent strategy. If you want to improve your game as a start-up, Katy is the person you need to see.

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What You Can Learn From Losing The Sale

The Center for Sales Strategy

Over the last couple of months, I have had a number of clients share with me that they lost out on a couple of large deals that they had felt pretty strongly about. In each of those scenarios, my first question was, "Do you know why?" More often than not, the answer to my question was, “I’m not sure.”

Transforming Sales: Why Sales Organizations Will Have to Consider Their Data Strategy

Smart Selling Tools

Transforming Sales: Why Sales Organizations Will Have to Consider Their Data Strategy. In this series, we ask SalesTech Executives to describe how their solution can transform sales in a significant way. This week I interview Henry Schuck , CEO of DiscoverOrg & Zoominfo.

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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.

Sales and Marketing Are Not Merging

Anthony Iannarino

It’s fashionable to suggest that sales and marketing are merging. There is a line of thinking about how salespeople should use content to communicate with their clients and prospective clients that conflates these two functions into one, ignoring the different very different outcomes each delivers.

The Ultimate Guide to Business Development and How It Can Help Your Company Grow

Hubspot Sales

Imagine working for a company without any employees dedicated to growing and developing the business. Nobody to challenge you to improve or tell you about new business opportunities, changes in the market, what your competition is up to, or how you can attract your target audience more effectively.

What are the Benefits of Sales Enablement and a Sales Playbook?

The Center for Sales Strategy

Editor's Note: This post was originally published on the LeadG2 blog. Most managers and sellers have experienced this: A seller is moving a new business prospect through the sales process. All signs are positive.

4 Ways to Overcome Communication Barriers in the Workplace

Sandler Training

In the past couple of decades, our workplaces have gone from the office to mostly virtual spaces. We get our jobs done and we communicate in the cloud. However, we still struggle with the same issues in communication which we had decades ago.

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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!

What Does It Means to Create Value Now

Anthony Iannarino

The words “create value” are used so often and in so many different contexts that it can be challenging to know what it means—or what you are supposed to do to create value.

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The Ultimate Guide to Startup Accelerators

Hubspot Sales

Startup life can be lonely. Even with a growing team, dozens of customers, and supportive friends, it’s easy to slip into solitude as you figure out how to grow your business.

How to ask for referrals in sales

RingDNA

According to Marketo, 10.99% of sales referrals convert. The same research found that only 0.9% of regular sales prospects turn into customers. That’s a huge difference. One reason for this variance is likely due to […].