Sat.Oct 05, 2019 - Fri.Oct 11, 2019

How to Measure Your Sales Effectiveness

Xactly

Top sales organizations must be productive and efficient to operate at peak performance. These are 5 sales effectiveness metrics you should be measuring. Sales Coaching and Motivation Sales Performance Management

The 3 Most Effective Sales Negotiations Skills

Richardson

Profitability in sales is in question. Customers are more empowered by information and more sensitive to risk. Moreover, an increasing number of buyer side stakeholders means that pricing pressure is compounding.

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Your Pricing Strategy Is More Than a Plan for New Logos—Why Renewals Matter

Sales Benchmark Index

At times it may seem that the shiny new toy is always better. A common mistake that many firms make is ignoring their existing customer base and focusing on marketing to and acquiring new logos. There’s still value in your.

Are Sales People “Coin Operated?

Partners in Excellence

We are facing a crisis in sales retention. Average tenure for sales people and managers has plummeted to 16.5 months. As I speak to sales executives and managers about the reasons for the increasing voluntary turnover, too often, they respond, “It’s all about compensation!

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!

How to improve performance with a shared sales language

Membrain

In the sales industry, we often talk about how process, methodology, technology, and enablement can improve performance. Sales Management Sales Methodology

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Getting in the door is hard

Sales 2.0

Getting in the door is the #1 problem for most small companies I know. When I first got involved in sales I was a sales engineer. I supported a technology sales force on their sales calls with semiconductor engineers. I always thought I was pretty amazing.

The Telephone In The Age Of Asynchronous Prospecting

The Pipeline

By Tibor Shanto. We all know the expression “the calm before the storm”, but most of us in sales experience the reverse. Selling can feel like the storm before the calm, with the calm is always “just around the corner”.

"Why Do So Many of My Salespeople Fail to Perform as Expected?"

Anthony Cole Training

Why do so many of my salespeople fail to perform as expected? It's a loaded question. Or, is it? In our corporate sales training experience, we've seen that evaluating underperforming salespeople in the pre-hire sales assessment is crucial for success in your business.

Mobilize Your Team to Your Long-Term Vision with Your 2020 GTM Plan

Sales Benchmark Index

Studies have shown that up to 90% of strategies fail to implement. The key reason for lack of implementation comes down to business execution and the inability to mobilize the entire organization towards a common outcome. You probably read a.

Survey 215

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.

Beyond the Pay Mix: What Makes Salespeople Tick Today

Sales and Marketing Management

Author: Mihai Popoaca, Chief Operating Officer, WorldatWork The massive shifts in today’s economy are changing what drives salespeople to be engaged and productive. Incentives and bonuses are just the starting point.

Knowing the Customer’s Timeline to Buy – How Can I Tell If I Have Qualified Prospects?

The Sales Hunter

The number one competitor every salesperson faces is the “no decision.” This is the customer who despite everything you do chooses to not do anything. They might choose to stay with their current supplier or simply say no just to postpone making a decision. Either way, for you, it is time wasted.

Truth in Selling Highlights the Importance of Critical Thinking Skills

Connect2Sell

A “little white lie” is one that is about a small or unimportant matter. White lies are told to please or appease another person and are viewed, by some, as an innocent part of everyday interactions.

Sales 176

How Sales Leaders Leverage Market Listening Paths When Planning for 2020

Sales Benchmark Index

Earlier this year, SBI consultant Kirk Snider wrote, “the only way to provide a good experience is to listen to what your customer is saying.” ” In his article, he shares why implementing different, and numerous types of listening paths are.

Churn 209

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.

Huddles: The 3rd Sales Productivity Tool That Will Change Your Results

Anthony Cole Training

Sales Training Sales Coaching sales productivity consultative selling sales productivity tools banking sales training professional sales training consultative sales coaching corporate sales training

Tools 156

Who Is The Best Person to Motivate You?

The Sales Hunter

Who would you say? Your family? A boss? A co-worker? Somebody famous? I hope you said “no” to each one of those questions, because the best person to motivate you is you! Why would you want to delegate an incredibly important task to someone else?

Q4 is Here: Let’s Talk Contract Renewals

Sales and Marketing Management

Author: Andres Lares According to a US News and World Report study, the probability of attracting a new customer to your business falls between 5% to 20%, while the likelihood of retaining an existing client is over three times that – 60% to 70%. So, where should you focus?

How a CEO Deploys Technology to Transition to Platform

Sales Benchmark Index

Making the transition from being a product provider to a platform provider is a difficult task for many B2B companies and does not happen overnight. Not only is there a specific shift in mindset that needs to happen, but technology.

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.

Does Size Really Matter?

No More Cold Calling

If you’re in data overload, you may not need to be. You’ve heard the phrase: “How do you eat an elephant? One bite at a time.” I know it’s a disgusting mental image, but there’s wisdom in this metaphor.

Monday Motivation Video: What Doors Will You Open This Week for Your Customer

The Sales Hunter

I am talking about your customer’s doors and the doors of other people you’re going to help. That is where your focus should be. When you help others see opportunities, it’s amazing what you’ll do for them and for yourself! Copyright 2019, Mark Hunter “The Sales Hunter.”

Marketing Cuts Have Consequences

Sales and Marketing Management

Author: James Obermayer It was early September, late in the afternoon on a Friday, as I remember, when the company president called me into his office. It was a medical device company that had gone public the previous year. Sales were going well, so far. “We

Book the Best Speaker for Your 2020 Event!

Mr. Inside Sales

Still looking for the most dynamic speaker to make your 2020 sales conference a huge success? Then reach out to Mike today to see if your event date is still available!

B2C 175

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.

How To Use Your Sales Funnel to Grow Your Business

Alice Heiman

The sales funnel is a powerful tool. Once you understand what the stages of the funnel are and how the sales math works, your funnel will become a critical tool to manage your sales team, as well as the corporate resources needed to support sales and delivery. . What is a Funnel?

Funnel 120

Podcast 119: The Beginning of a Sales Career With Lauren Bailey

John Barrows

You may well have heard of GirlsClub , it was set up by Lauren Bailey to help coach and celebrate women in sales and their success’ in the profession. This week Lauren is our guest on the podcast and together with John, they covered a bunch of topics.

10 Podcasts to Help Build Your Business Acumen

The Center for Sales Strategy

Many clients at The Center for Sales Strategy are essentially in the business of helping companies grow their business. In order to do that effectively, we teach salespeople how to think like a business owner.

The One Way to Protect Yourself When You Lose a Major Account

Anthony Iannarino

You have existing clients that need your time and attention. You also need to prospect. Your current clients need things now, and you need to communicate with them to help them—and retain them. Because they have needs you need to address now, you neglect prospecting and creating new opportunities.

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!

15 Tried and True Ways to Improve Your Sales Skills

Hubspot Sales

Just like Liam Neeson in " Taken ," to be a successful salesperson, you need to have a particular set of skills. As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales.

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Drop The Stereotypes!

Engage Selling

Could your organization be giving into certain stereotypes? There are a limitless amount of companies out there seeking to cater to certain generations.

10 Not-So-Catchy Sales Phrases That Kill a Deal

The Center for Sales Strategy

Authenticity is a buzz word in business. Today’s consumers are independent; they don’t want salespeople – or anyone – telling them what to do or how to think. Instead, they want a personalized experience and value a company that stays true to who they are, what they do, and who they serve.