Sat.May 18, 2019 - Fri.May 24, 2019

Make the "Business-to-People" Sale

Anthony Cole Training

Most Sales Managers would agree that completing prospecting activities and hitting sales goals are critical to success. However, what happens when we focus too much on the numbers and not enough on being a resource for prospects, we impact (or lose) the human element of our business.

My Best Advice on How Not to Be a Commodity

Anthony Iannarino

There will be very few who will follow the idea in this post. Most will ignore the directive action I recommend here, doing exactly the opposite, believing it both wiser and more efficient.

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Metrics—Which One is Most Important?

Mr. Inside Sales

Feeling a little overwhelmed by all the new technology that seems to come out every month (almost every week)?

10 Things You Can Do to Prospect Faster

The Sales Hunter

We all wish every lead turned into a great prospect and in less time. You probably also want it all to take you less time than it takes to decide what you want to eat for lunch. That would be the greatest customer, right? Yes, in a perfect world, that could happen.

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!

Is Your Value Proposition Strong Enough?

Jill Konrath

I was eating lunch with the new president of a large manufacturing company. She was well aware of the work I’d done with their sales organization. So when I asked about her biggest challenge, I assumed we’d be talking sales. Instead, she answered, “Waste.”. Selling Tools

More Trending

Promoted! Sales Team Management Tips for Turnaround Teams

Connect2Sell

In this series for new sales managers, we’re about to look at sales team management tips for turnaround teams … teams that aren’t performing well. coaching leadership skills sales leadership sales management

Partners Can Make – Or Break – Your Product Launch

Sales Benchmark Index

Although you may have a crackerjack in-house development team, can they provide all the knowledge and horsepower you need to launch breakthrough products on-time, on-spec and on-budget? Often there are some gaps – which frequently contribute to costly delays.

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Active Listening Examples & Exercises

MTD Sales Training

Recently, we discussed the concept of active listening and what we need to do to apply it and improve it ( [link] ). Here, we look at examples of active listening and some exercises we can carry out to ensure we utilise this skill more regularly.

Exhibit Something Different

The Pipeline

By Tibor Shanto. Most trade shows I attend, I do so to prospect, not as an exhibitor. Organizers kindly line up prospect in neat little stalls, one after the other. A couple weeks back I went to an event where I was indeed interested in what they were displaying and selling.

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 Important is Credibility to the Sales Process?

The Sales Hunter

Maybe the right question is: how do customers define credibility? The issue is that customers can’t see someone’s good intentions; they only see the results. This is the big issue when it comes to credibility and why oftentimes there is a disconnect between a salesperson and the customer.

Implement an Account Management Process Before It’s Too Late

Sales Benchmark Index

Workplace Wellness Can Deliver a Healthy ROI

Sales and Marketing Management

Author: Paul Nolan The mission of Atlanta-based Hodges-Mace, LLC, is to help its client companies communicate clearly the full details about their employee benefits package so workers can get the most out of them.

ROI 271

How I Prospect Every Day

John Barrows

I always refer to myself as a sales rep who happens to train rather than a trainer who happens to sell. While the days of making 400 cold calls a week (and they were truly cold calls) are over, I still prospect every single day to keep a big fat pipeline.

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.

The New Salesenomics

Understanding the Sales Force

Back in the 1960's it made sense for gasoline prices to be discounted down to the nearest 9/10 of a cent because gas prices ranged between 17.9 to 18.9 cents. But when gas prices are around $3.00 per gallon, how does 9/10 cent continue to make sense? Some habits die really hard.

Why Pipeline Review Is Vital to Publicly Traded Companies

Sales Benchmark Index

The Role of Artificial Intelligence in Relevant Buyer Experiences

Sales and Marketing Management

Author: Theresa O'Neil, Chief Marketing Officer of Showpad Today’s B2B buyers have higher expectations than ever before, and their criteria for making purchase decisions is evolving. While having a great product at the right price point is certainly important, it doesn’t guarantee success.

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Why Your Business Needs to Be More Fun

The Sales Heretic

One of my favorite pieces of research in the field of sales and marketing is a survey of B2B buyers conducted by Britt Beemer for American Demographics Magazine. In it, Beemer found that 70.1% of respondents would switch to a different vendor if the company was more fun to do business with.

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.

This is How to Use Sales Strategy for Success

Alice Heiman

In May of 2018, Salesforce reported that 57% of sales reps didn’t hit their sales goals. Fortunately, by the end of 2018 things were looking up. Only 46% of sales reps didn’t hit their goals. If, like most companies, nearly 50% of your sales reps missed their quota, don’t despair. There is hope. .

What is a sales funnel and how is it useful?

Nutshell

A sales funnel is an indispensable tool for your sales team, and can help you figure out where and how to refine your sales processes. But with so many competing sales funnel definitions out there on the Internet, we thought we’d clear up some of the confusion.

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You Are the Brand

Sales and Marketing Management

Author: Mark H. Kalan As a long-term practitioner of marketing, now over 40 years in duration, I have often been challenged by the concept of “The Brand,” what it communicates, what it means, what it stands for and how it is integral to an organization’s position and ultimate success in the market.

How to Win More Sales the IKEA Effect Way

Membrain

How To 120

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.

A new way to present solutions to a prospect,getting rid of negative emotions & a quote from Steven Covey

MTD Sales Training

Episode 31: To my sales professional connections (and trainers). This podcast includes: Our skills pill looks at how we can get rid of negative emotion when working with a client. And we finish with a quote from Steven Covey. Click on the link below for the podcast where you can also download/subscribe via iTunes, SoundCloud, Stitcher and Acast. link].

Transforming Sales: Buyers are Telling us What They Expect and That Will Continue

Smart Selling Tools

Transforming Sales: Buyers are Telling us What They Expect and That Will Continue. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Melody Astley , VP of Sales for Finlistics Solutions.

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How a Multi-Channel Approach to Prospecting Influenced 73% of our Sales Pipeline

Hubspot Sales

These days, there's a lot of talk about influencing sales through social media or "social selling." However, I firmly believe you must measure what's effective in order to be successful. This post looks at how a podcast I developed has helped our company significantly influence the sales pipeline.

How to Magically Move Prospects into a Buying State of Mind

Membrain

Let's cover some of the lies being told to companies with sales organizations and how those lies prevent sales organizations from being their best. Sales Management Sales Methodology

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!

The Very Best Time to Prospect

Anthony Iannarino

When I first started selling, I had no existing clients and no other responsibility. I made cold calls out of the phone book, more specifically, the business section of the white pages.

Kick ’Em to the Curb: Proactive Ongoing Disqualification For Faster Decisions, More Deals

Sales Hacker

I have bad news… Deals aren’t qualified just the one time and then locked down as golden opportunities forever more; they need to be constantly tested and retested, with the goal of exiting (either one direction or the other) as soon as possible.

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How to Build a High-Performing Sales Team: 5 Steps

Hubspot Sales

"If you can find good people, they can always change the product/service. Nearly every mistake I've made has been in picking the wrong people, not the wrong idea." - Arthur Rock. Selecting sales personnel is one of the biggest, if not the biggest, challenge for any organization.