Sat.Nov 03, 2018 - Fri.Nov 09, 2018

When to Pivot from an Indirect to Direct Sales Model

Sales Benchmark Index

A indirect selling model has plenty of benefits. Startup companies generally leverage channel partners to get instant scale without inheriting fixed cost. Hiring a direct sales team is expensive. A fledgling company looking for additional capital to bring on headcount.

Intent Data Turns a Buyer-Centric World From a Curse into a Blessing

Sales Hacker

Intent data has become one of the hottest topics in the B2B sales and marketing space. However, it remains under-utilized by many sales practitioners. A 2018 ABM Benchmark Report found only 25% of companies were using it. Let’s explore what it is, why it matters, and how to make the most of it.

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How to be great at sales and still get sacked

Sales 2.0

This is one I’ve seen several times over my (getting long) career. Someone is one of the top performers in a sales team and they still get sacked. How is this possible? The trick is be super customer-focused and take the opposite approach when dealing with people in your own company.

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How To Map Out Your Buyer’s Journey Pre & Post-Sale

MTD Sales Training

Here’s a question to get you thinking: What do you need to do today, tomorrow and next week that would have the biggest impact on your business growth? It’s a far-reaching question that determines how and where you should be spending your valuable time.

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Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

How Does Your Buyer Strategy Change When Applying It to Customers vs. Prospects?

Sales Benchmark Index

It’s early November, and only a few weeks away from Thanksgiving. For some, Thanksgiving is an opportunity to reflect on what they are thankful for in life: friends, family, the food on the kitchen table—a smoked chipotle turkey with stuffing and.

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More Trending

Pitch Perfect: Selling into Human Resources (HR)

DiscoverOrg Sales

A candid interview with Jill Konrath and David Kingsley, Chief People Officer at Vlocity (via Salesforce and Mulesoft). Workplace services. Compensation. Recruitment. New employee orientation. Human Resources owns a growing piece of the budget pie – but how do you break in?

Social Selling Suicide!

The Pipeline

By Tibor Shanto. I know you may think I have the title wrong, but I mean it, it seems social selling is dying and just stinking out the neighborhood. I have read my share of “cold calling is dead” articles, and what made them amusing is that they were all emotion based.

How The CEO Can Jump-Start The Customer Experience Transformation (CXT)

Sales Benchmark Index

As The CEO, you obsess about your Customer. You also know you need to transform your Customer Experience. You are aware that customer expectations have risen, however, your company has not evolved to address them. You are committed to CX.

Last Day Madness on the Sales Force - That's One Kind of Urgency

Understanding the Sales Force

The 2018 World Series is in the rear view mirror, my family can go to sleep at a normal time again, and sports fans can finally devote their attention to Basketball, Hockey and Football (and soccer okay? You got me to say it).

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Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Do Words Make a Difference for Women in Sales?

No More Cold Calling

Watch what you say, and do what you say. . “I I want you to know it hasn’t gone unnoticed that there are no women on our sales team.” That comment came from the CEO of a fast-growing software company. Not only were there no women, but the sales team was all white men of a certain age.

Step 1 for Managing, Training & Selling with Emotional Intelligence

Connect2Sell

It's human nature to focus on self. On top of that, the perception (fair or not) is that sellers are even more self-oriented than people in most other professions.

"I Could Sell More if Only I Could __"

Anthony Cole Training

I've got a fill in the blank for you. self management how to hit goals in sales sales productivity solving sales issues

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7 Questions to Build Rapport in Sales

Sales and Marketing Management

Author: Mike Schultz, President, RAIN Group Before buyers will open up to you about their needs and desires, they have to first be comfortable with you. Comfort (and trust) begin with rapport. Building rapport is sometimes dismissed as a ploy to make a superficial connection with a buyer.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

Is it Fraudulent to Spend Money on Lead Gen Without an ROI?

Pointclear

Thinking back on my career, I realized early on that marketing spending of any sort, whether for people or programs, must be rooted in my ability (and our marketing department’s ability) to justify the expense. Nothing else made sense to me then or now.

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How Badly Do You Want Others to Succeed?

The Sales Heretic

I’m going to talk about basketball for a moment, so if you’re not a basketball fan—or a sports fan in general—just bear with me. The point I want to make is important, and it will help you boost your organization’s sales and performance.

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Your Future Self Cannot Be Trusted! 

Anthony Cole Training

Today, I want to talk to you about time management vs self management. Now, here's one thing we know about time, it manages itself very, very well.

13 Musts from an Accidental Salesperson

Sales and Marketing Management

Author: Lee Shawback I fell into sales in 2008 kind of by accident. At the time, I had a consulting business that revolved around the plastics industry, injection molding to be specific. I got a call one day from a company I had known for many years.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Why Profitability Matters When Creating, Maintaining, and Renewing Customer Prices

Smart Selling Tools

Customer-Specific Prices: The Silent Source of Margin Leakage.

How to Not Waste Your Trade Show Dollars in 2019

Selling Power

Is a trade show a waste of money? It doesn’t have to be. Just follow this three-step process. Prospecting and Sales Leads Sales Leadership

11 Simple Questions to Assess the Maturity of Your Sales Team

Openview

In my experience, at the $1 million ARR stage, most SaaS companies find themselves in one of two buckets. Either their sales organization is firing on all cylinders or falling apart at the seams. You can guess what happens to the companies who have sales teams that are knocking it out of the park.

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Incentive Program FAQs

Sales and Marketing Management

Author: Tim Houihan A single-page article in print is rarely enough for me to the get the message across, so this online extra helps fill in the blanks. I hope it provides clarity in the case of feeling a little confused. Q: What is a pre-mortem and why should I do it?

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

Sell Like Steve Jobs: How to Use Silence in Sales

RingDNA

Steve Jobs may have left us seven years ago, but even to this day, the mere mention of his name sparks a range of responses. One of the many things Jobs was known for was […].

Sales Tech Game Changers Quarterly Magazine Released: 10 Executives Tell Us How Their Solution Changes the Game for Sales

Smart Selling Tools

game chang·er. an event, idea, or technology that causes a significant shift in the current manner of doing or thinking about something. “a a potential game changer that could revitalize the entire US aerospace industry”.

Gap Selling – Available for Preorder

A Sales Guy

Well, it’s finally arrived. Gap Selling is available for pre-order on Amazon. The most relevant, impactful and insightful sales book since The Challenger Sale: No blue suits, blue shirts, blue ties or blue sheets. No gimmicks or tricks. No 90’s selling tactics. No, not your dad’s sales book. Gap Selling is selling for the 21st century. Matt Dixon co-author of the Challenger Sale called it: “Fresh and Provocative” .

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3 Common Sales Follow-Up Mistakes That You Might be Making

Jeff Shore

By Ryan Taft. ?I I have never met a sales professional that didn’t agree that follow-up is essential to a healthy sales career. It doesn’t matter if you sell, cars, homes, medical supplies or dog food. Follow-up is essential. Of course, we can all agree that follow-up isn’t created equally.

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

The Foundation of a Strong Campaign Recap

The Center for Sales Strategy

Campaign recaps have become an expectation of doing business in the digital marketing era, but they often become a delivery report instead of reporting on the performance of a campaign. The goal of any recap should be to sell the results of that campaign in an effort to retain and grow the business.

The One Piece of Advice That Will Change Your Life Forever

Grant Cardone

Your parents have probably told you a lot of things in your life that you need to do right? They told you to save…. They told you to go to college… They told you to buy a house… But did they ever tell you to NOT BE BROKE?

The Ultimate Guide to Outsourcing Sales Development and Lead Generation

Sales Hacker

When it comes to business outsourcing, I have been on both sides of the table. I have, since 2009, hired 20+ outsourced resources from all over the world for tasks such as data research, web design, translations, voiceover talent and more. I have learned quite a bit about it.