DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Understanding the Sales Force

DECEMBER 5, 2017

In his book, The Art of the Start, Guy Kawasaki said, "Don't Worry, Be Crappy.". That advice suggested that companies just get their early versions of software and tech products out there and they could make them better later. How are early versions of technology different from crappy salespeople and crappy sales managers? For one thing, salespeople and sales managers tend to stay crappy unless professional training, coaching and interventions occur.

Sales Management 227

Sales Management Software Software Coaching 227

SBI Growth

DECEMBER 7, 2017

As a CEO, being able to hit your quarterly revenue projections predictably is paramount to your success. Knowing that you will make your number quarter-after-quarter, and year-after-year starts with the talent of your team. If you get the talent equation.

Sales Talent 212

Sales Talent How To Revenue Sales 212

Sales and Marketing Management

DECEMBER 5, 2017

Author: Robert Lorenzen That scrambled, overwhelmed feeling you carry around every day? That’s TMI, a text abbreviation that has become a legitimate medical condition, with symptoms ranging from TL;DR and ICYMI to AFK. Technology that makes life easier often ends up creating more work. It’s just how it works sometimes. For a barometer of how barraged we are, look no further than email.

Intent 198

Intent Retail System SalesForce 198

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

The Sales Heretic

DECEMBER 5, 2017

A lot of people hate selling. But that’s because they have the wrong idea of what selling is. Too many people believe that sales is about manipulating prospects into doing something they don’t want to do. That it’s about conning a person into buying your product instead of someone else’s. That it’s about doing whatever [.].

Prospecting 196

Prospecting Sales Customer 196

The Pipeline

DECEMBER 7, 2017

By Tibor Shanto. Last week another social warrior decided to take to the soap box, and tell us why cold calling is dead, and for him and his followers, it may be, but it can still play a role in your sales and prospecting success. As is my nature, I took issue with their thinking, but as I read my post , I realized that I had glossed over a key point.

Prospecting 188

Prospecting Trade Show Cold Calling Webinar Metrics 188

SBI Growth

DECEMBER 4, 2017

It’s that time of year again when you receive your annual target. A big number is dropped in your lap and you are left putting the puzzle together of how you will hit your number.

Sales Forecasts 176

Sales Forecasts Forecasting Strategy Sales 176

MTD Sales Training

DECEMBER 7, 2017

Here are 33 tips and techniques that I believe will help every salesperson to improve their overall sales figures and create more motivation and drive. Take a look and let me know what your favourites are, and what other tips you would share with others. 1) Focus on what you can control , not on what you can’t. That focus will drive you forward instead of holding you back. 2) Invest in continual development of your skills, attitudes and abilities.

Buying Cycle 169

Buying Cycle Cold Calling Call-back Follow-up 169

The Sales Hunter

DECEMBER 4, 2017

As you reach out to prospects, they may want to wait till after the first of the year to meet. Push for a meeting NOW, not later. There’s still a lot of business to be had before the year wraps up, but you have to go get it! Don’t let up on your prospecting efforts. […].

Prospecting 148

Prospecting Motivation Video Meeting 148

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Sales

The Pipeline

DECEMBER 4, 2017

By Tibor Shanto. While politics may be dominating populism these days, it does not hold a monopoly on populism, it is part of, if not the driving force for any like-minded group. While most tend to limit their exploration of populism to political and social movements, populism, with all it’s positive possibilities and ugly realities, permeates and exists in other tribal groups and movements, like sales.

Cold Calling 174

Cold Calling Groups Positioning Examples 174

SBI Growth

DECEMBER 8, 2017

Joining us for today’s show is Mike Volpe, the Chief Marketing Officer for Cybereason. Mike answers questions out of SBI’s 2018 hbspt.cta.load(23541, 'b3b0ba05-3172-4e97-8fd8-29d6273cafc2', {}); to provide an in-depth view into how A-Player CMO’s guide ABM strategy. To follow along flip.

Account Based Marketing 166

Account Based Marketing Account Marketing Strategy 166

MTD Sales Training

DECEMBER 4, 2017

Many people are under the impression that LinkedIn is generally only used as a recruitment tool, as it is very common to find job advertisements posted all over the site, and obviously LinkedIn’s main function is to provide each member with a professional (and searchable) profile. But recruitment is not the only service LinkedIn can provide and as a business owner or sales professional you should now realise what a fantastic tool LinkedIn can be…if you know how to use it.

LinkedIn 154

LinkedIn Prospecting Ideal Customer Profile Decision Maker 154

Mr. Inside Sales

DECEMBER 4, 2017

Not feeling it this year yet? Regardless of what’s going on, I’ve got a sure way to help you get into the holiday spirit. I call it: “Get into Gratitude.”. This is a sure way to get into the holiday mood in just ten minutes! All you have to do is take just a few minutes to follow this suggestion, then regardless of how you feel about the holidays, a transformation will take place for you.

How To 130

How To Sports Banking Call-back 130

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In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

Data

Pointclear

DECEMBER 7, 2017

It’s truly strange when companies enter the stealth mode. They hide phone numbers, dial-by-name directories, and employee names, but still imply you’re important to them! I called someone I know, but had not spoken to in some months. The result pushed me over the edge in frustration. This is how it went. Them. “Hi, we’re very interested in talking with you; please press 1 for sales and 2 for customer service.

Company 140

Company Hiring Call-back Lead Management 140

SBI Growth

DECEMBER 6, 2017

As the end of the year approaches, so does the completion of the strategic interlock process. Three-year plans are updated, the next year fiscal initiatives announced, and budgets refined. This is where your executive team should be interlocked and ready.

Objections 159

Objections Strategy 159

The Sales Hunter

DECEMBER 5, 2017

We’ve all heard the concept “nurturing leads.” If you haven’t, it’s the strategy where you take a lead and you put them into some sort of a cadence where they receive touches from you on a regular basis. The idea is if you touch them enough they will eventually become a customer. Remember that kid […].

Leads 135

Leads Marketing Qualified Lead Strategy Customer 135

Hubspot Sales

DECEMBER 8, 2017

The Best Mobile Sales Apps for Salespeople. Slack. LinkedIn. Twitter. 30/30. Profit Story. HubSpot Sales. vTie. CamCard. Keynote. Close the Sale. Mobile CRM app. Doc Scan. Dropbox. eSignature app. Evernote. Dragon. Wunderlist. QuickVoice. Mind Tools. Skill-Pill. Feedly. Pocket. SmartUp. Pulse Auto Dealer. DealApp Vantage. AutoPoint Driver Connect. NADA MarketValues.

CamCard 145

CamCard Hubspot Microsoft Ideal Customer Profile 145

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

Retail

SBI

DECEMBER 6, 2017

Just in time to get ready for a record-breaking 2018! The Top Sales Tools of 2017 Guide: Final Cut is where you’ll find the best sales tech for growing revenue. You’ll find detailed information on top selling tools for: Account-Based Selling. Closing Deals. Pipeline Management & Deal Flow. Sales Enablement & Engagement. Sales Prospecting & Communication.

PipelineDeals 139

PipelineDeals Sales Tools Hoovers Tools 139

SBI Growth

DECEMBER 5, 2017

Scoring the point that wins the game feels like closing a big sale. Sales and sports have a lot in common. They’re competitive institutions with high stakes and high rewards. Both arenas require players to possess many different skill-sets that.

Sports 159

Sports Competition Sales Closing 159

The Sales Hunter

DECEMBER 8, 2017

Each year I’m invited to speak at numerous sales kick-off meetings, and as such I can say I’ve been to some amazing meetings and some downright terrible ones. I don’t think anyone starts off with a plan of having a terrible meeting, but due to competing agendas, it happens too frequently. Sales kick-off meetings go […].

Meeting 121

Meeting Marketing Sales Selling Skills 121

Zoominfo

DECEMBER 7, 2017

Did you know 60-70% of marketers say they don’t truly understand their buyers ( source )? Let that sink in. We don’t need to tell you that’s a problem—it’s obvious. If you don’t understand your target audience, how will you produce effective content? Influence their buying decisions? Or form productive relationships with them? The short answer is—you won’t.

Buyer Persona 100

Buyer Persona Buyer B2B Company 100

Advertiser: ZoomInfo

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

Cold Calling

Hubspot Sales

DECEMBER 6, 2017

Every holiday season, you'll find managers screaming at their reps to close more deals. Why? Well, let’s face it, deals closed on December 31st carry more weight than deals closed on January second. The holidays are a stressful time for salespeople, but much of that pressure is self-imposed. The problem stems from salespeople using the same strategies to close business in December that they use to close business in July.

Closing 123

Closing Discount Face-to-face Negotiation 123

SBI Growth

DECEMBER 5, 2017

For companies selling any construction-related products, finding shelf space on the largest home improvement retailer, The Home Depot (HD), is a dream. All that exposure to the many customers shopping at the continually growing chain is hard to ignore, which is why many vendors apply to be put on HD’s shelves. Getting in and staying in requires a lot of work, but being available to its massive customer base is the ultimate payoff.

Retail 136

Retail Trade Show Face-to-face Construction 136

Membrain

DECEMBER 6, 2017

Technology was supposed to make our lives easier, and our teams more effective. Somehow, however, most sales teams are still caught in the same old traps as ever, just with new toys.

Sales 109

Sales Sales Enablement 109

Zoominfo

DECEMBER 5, 2017

Whether you conduct your sales outreach by phone, social media, or email—it’s undeniably an essential aspect of B2B sales. Everything from the channel you select to the language you use impacts how your prospect will respond. The more information you have—the better! Today we’ll cover a list of insights around sales follow-up productivity, channels, cadences, and effectiveness.

Follow-up 100

Follow-up Lead Rank Marketing Qualified Lead Cold Calling 100

Speaker: Lynnette Khalfani-Cox, The Money Coach®

Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?

Marketing

Hubspot Sales

DECEMBER 6, 2017

15 Habits of Productive People. They take frequent breaks to restore energy. They're driven by purpose. They create their to-do list the night before (and break major tasks into sub-tasks). They prevent internal distractions. They keep a separate to-do list for external distractions. They optimize their email with smart tools. They build healthy habits into their daily routine.

Outsourcing Services 112

Outsourcing Services Energy Exercises Journal 112

For Entrepreneurs

DECEMBER 6, 2017

I’ve seen hundreds of startup pitch decks in my time at Matrix, and have found total addressable market (TAM) slides to be among the most frequently mis-executed. I get the sense they are often included as a formality in an attempt to get VCs to check a mental box and continue on hearing about other.

Marketing 111

Marketing How To 111

Understanding the Sales Force

DECEMBER 8, 2017

Consultative Selling 192

Consultative Selling CRM Sales Process Sales 192