Sat.Sep 29, 2018 - Fri.Oct 05, 2018

New Trends in Technology Enabling the Inside Sales Function

Sales Benchmark Index

The Growth of Inside Sales Has Left Large Cloud Providers Playing Catch Up.

Trends 278

Who Are We Fooling?

The Pipeline

By Tibor Shanto. A bit of fantasy is good for the soul; it would hard to get through days and projects if not for a little mental cheating and false illusions; it is entirely another to base your own or your company’s future on it. Stats – The Drug of Choice.

3 Tips To Ensure You’re Selling To The Decision Maker

MTD Sales Training

Have you ever had that feeling when you’re talking to a prospect that the person isn’t who they say they are? By that, of course I don’t mean they are an imposter! No, but maybe they are claiming to have more power than they really have in the decision-making process.

Five Types of Questions to Ask Prospects

The Sales Heretic

The single best thing you can do with a prospect—at any point in the sales cycle—is to ask them questions. If you ask enough of the right questions, your prospect will tell you everything you need to know to make the sale.

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

Best Phone Sales Prospecting & Cold Calling Techniques Tips & Tools

Mr. Inside Sales

You’ve Got 5 Seconds to Make a Good Impression. By Mike Brooks, [link].

More Trending

Top 5 Ways To Gain More Repeat Business

MTD Sales Training

Don’t you just love it when one of your customers places a follow-up order? Or you get that call and the customer says they’d like a repeat of what they had from you before?

Pitch Perfect: Selling to the Chief Marketing Officer

DiscoverOrg Sales

They delete your emails. They decline your invitations. They cut your calls short. What does it TAKE to sell to the Chief Marketing Officer? A candid interview with Jill Konrath and Heidi Bullock, CMO of Engagio. We wanted to know, so we went straight to the source: a CMO.

How much pre-call prep time is just right?

Sales 2.0

“This porridge is too hot!” ” she exclaimed. So, she tasted the porridge from the second bowl. “This porridge is too cold,” she said. So, she tasted the last bowl of porridge. “Ahhh, this porridge is just right,” she said happily and she ate it all up.

How to Know When to Make the Tough Call and Sunset a Product

Sales Benchmark Index

How to Know When to Make the Tough Call and Sunset a Product.

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

How To Succeed In Upstream Marketing

Sales and Marketing Management

Author: Anand Srinivasan The traditional approach to marketing involves brand building, advertising, participating in trade shows, launching mailers, and so on.

Question-Based Selling Is Only As Good As the Questions Being Asked

Connect2Sell

What makes a good question? In sales, some would say a good question is one that is prepared in advance. Some would say a good question is one that swiftly leads the buyer toward the close.

Buyer 222

They Actually Said My Sales Lead Generation Is Old School

No More Cold Calling

But here’s what they’re missing on referral B2B lead generation.

The CMO’s Guide to International Marketing

Sales Benchmark Index

The Top 5 Things to Consider When Marketing Overseas.

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 It’s Time to Stop Selling and Start Helping: 3 Steps to Create an Inbound Strategy for Your Company

Sales and Marketing Management

Author: Dan Tyre and Todd Hockenberry Times have changed. For most business owners, the good old days (think 2016) are a distant memory. Businesses need to be adaptable and prepared with the right strategy to engage the right customer to be successful. Do you have a strategy to compete?

Dreamforce 2018 Wrap-Up Report: Take-Aways from the #DF18 Expo Floor

Smart Selling Tools

What a week! When it comes to this year’s Dreamforce, It most certainly did not disappoint. As crazy as it always is, it remains one of the best events of the year to attend if you’re looking for inspiration, knowledge, and networking.

Report 139

A New Way Of Empowering Your Content

Fill the Funnel

A New Way Of Empowering Your Content If you are involved in any online business activity you understand the importance of content. Content drives lead-generation, advertising, reputation, traffic, SEO and revenue.

Q4: A CMO’s Best Friend

Sales Benchmark Index

The reality is CMO’s and their sales leader counterparts are felling extreme stress from the weighing pressure of the annual revenue or bookings targets. In many cases the relationship between marketing and sales is most tested during Q4. Sales leaders.

Funnel 167

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.

Sell Slower

Sales and Marketing Management

Author: Paul Cherry I was working with a manufacturer of medical instruments that use lasers to measure blood flow. The products cost upwards of $50,000 and are sold primarily to medical research facilities.

Buyer 203

Salespeople, Why is Everyone Playing from the Same Playbook?

A Sales Guy

I think too many sales organizations, their salespeople AND their sales leaders are playing from the same playbook. I don’t see enough innovation. I spend an incredible amount of time with salespeople and sales leaders, and the most common thing I see is how similar they all are.

Quota 121

How We Reduced Sales Ramp Time By 40%

Openview

One of the biggest challenges for any scaling company is to bring a new sales rep up to speed quickly. Decreasing the time to productivity for new reps is crucial to meeting ever-expanding goals and closing more deals.

Data 117

Are You Social or Selling? September Referral Selling Insights

No More Cold Calling

Stop cold calling on social media. You’re not one of those people who blast me with a sales pitch after I accept your LinkedIn invitation, are you? I don’t think so, because you’ve been reading my blog, so you know by now that social selling is all about being social.

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

Do You Have a Mastermind Group Challenging You?

Jeff Shore

By Jeff Shore. ?I I want to talk today about mastermind groups. I believe very strongly in the concept, strongly enough that I am a part of four different mastermind groups.

Groups 109

4 Ways to Achieve Better Personalization with Inside Sales: How a Data-Driven Approach Will Help Your Reps Work Smarter. @TechTarget

Smart Selling Tools

Inside sales reps who engage prospects with a personalized pitch see better open rates, have longer conversations, and book more meetings.

How the Agile Approach Can Ramp Up Sales Onboarding

Sales Hacker

Sales onboarding – every company does it, but few do it as well as they’d like. According to a report from The Sales Management Association, 62% of companies consider themselves to be ineffective at onboarding.

How to Blow $100,000 on a Lead Generation Campaign

Pointclear

The CMO of a Fortune 500 company offered the CRO the following options regarding spending $100,000 on a marketing campaign. He was willing to provide the sales team one of six choices: 200,000 targeted contacts (name and title) in the right vertical (no email addresses).

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

Managers Who Call the Shots On B2B Gift Card Use Love Their Flexibility and Ease of Administration

Sales and Marketing Management

Author: SMM Staff Suppliers of incentive gift cards tout their flexibility, the ease with which gift card programs can be administered, and their versatility in terms of use. Users of gift cards in business settings say they are right on all counts. That’s the takeaway from a new survey of incentive gift card users by Sales & Marketing Management magazine. Respondents to the magazine’s 2018 Gift Card Survey listed an impressively broad array of ways they put gift cards to work.

3 Negative Consequences to Micromanaging Your Sales Team

Jeff Shore

By Ryan Taft. ?“Micromanaging Micromanaging is one of the best management styles in existence,”…said no employee ever. If you are a manager reading this you need to ask yourself a question: Do I trust my team?

5 Signs Your Star Salesperson Will Make a Terrible Sales Manager

Sales Hacker

The Cautionary Tale of James and Kim. The call came in. It was like so many calls I had received before. Kim* was fed up because James,* the star salesperson her organization promoted, wasn’t making it as a sales manager. James had been killing it at sales.