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

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.

Best Phone Sales Prospecting & Cold Calling Techniques Tips & Tools

Inside Sales Training

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

Our Dreamforce 2018 Recap

John Barrows

With Morgan, Lucas, and John attending Dreamforce last week, we wanted to all share our perspectives from Morgan’s second time attending, Lucas’ first, and John’s countless time at Dreamforce. In no particular order, here are our top takeaways from Dreamforce 18. The power of voice.

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 232

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

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.

More Trending

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 216

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.

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.

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.

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.

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.

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?

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.

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.

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?

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).

The CMO’s Guide to International Marketing

Sales Benchmark Index

The Top 5 Things to Consider When Marketing Overseas.

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.

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 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 235

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 122

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 141

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.

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.

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.

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.

Trust Is The Foundation Of Every Sale

Tony Hughes

Even in large complex selling, it’s individuals who actually make purchasing decisions and they care about value for money and assessing risk.

How Do I get Started with my 2019 Sales Plan?

SalesforLife

Calling all sales leaders! 2019 is right around the corner and that means your 2019 revenue number is probably bouncing around your head right about now.

The Best Learning Methodologies for Developing Elite Sales Leaders

Speaker: Steven Rosen MBA, Author, Executive Coach, Speaker and Top 50 Sales Influencer

It is well recognised that the frontline sales managers are the key to driving performance in sales organizations. If you had to choose between investing in sales manager training vs sales rep training what would you do?

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.

12 Obstacles Between You and Outbound Sales Success

Hubspot Sales

Here’s an interesting thought exercise: how many separate problems do you think you have to solve in order to get outbound sales to work? And what are your chances of solving each of them immediately? The answer to the first question is pretty scary.

6 Questions For Sales Qualification and Discovery

Tony Hughes

I ran a workshop yesterday for one of the best technology companies on the planet and we discussed how to best qualify a prospect.