Sat.Nov 16, 2019 - Fri.Nov 22, 2019

Here's how to be less like a predator and more mycorrhizal fungus

Membrain

Every sales leader appreciates a great salesperson who can “hunt” and "close more logos” than anyone else. But in the complex b2b world, sometimes your team needs to be less hunters and more mycorrhizal fungus. Here’s why–and how. Sales Management Sales Enablement

B2B 76

6 Sales Training Ideas for Your Next Team Meeting

criteria for success

Looking for sales training ideas to implement during your next team meeting? Well, you've come to the right place. When you hear "sales training", you probably think of an offsite retreat.

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

7 Tips to Skyrocket Performance In Small Sales Teams

Sales and Marketing Management

Author: Charlotte Powell You don’t need a big sales team to make a lot of money. Small sales teams can perform incredibly well if you get the right balance of skills, motivation, and resources. But how can you go about that? How can you inspire your sales team to go above and beyond?

Rethink SDRs: Your Future Depends on It

Engage Selling

There’s a disconnect between the future of sales and the current popularity of two-tiered sales structures that include sales development reps (SDRs) combined with field reps.

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!

Prospects Are Sending Purchase Intent Signals—Are Your Resources Properly Aligned?

Sales Benchmark Index

You are already doing Market Segmentation, which is a great start, but how do you rank accounts within your segments to find the best opportunities?

More Trending

Two Quick Retail Sales Tips

MTD Sales Training

I was in Dublin recently with a MAJOR player in the food retail industry and it reminded me of two of the very best retail sales tips that every store should use. So it doesn’t matter what you sell in your store, use them!

Retail 212

B2B Sales and Time Travel

The Pipeline

By Tibor Shanto. No, this is not a science fiction tale or another Elon Musk venture. This is a serious challenge facing many in B2B selling today, one that will continue to grow. As it does, it will look like the wealth gap that many are experiencing in society today.

Travel 211

A Pre-Call Checklist is Your 7th Must-Have Sales Productivity Tool

Anthony Cole Training

In our 7th installment of Football & 9 Sales Productivity Tools That Will Change Your Results, we bring you the pivotal and "must-have" Pre-Call Checklist. Going into a sales call without a plan is similar to going into a football game without a game plan; it's a recipe for disaster!

Tools 208

How Does Critical Thinking Improve Problem Solving and Advance the Sale?

Connect2Sell

Sales stall out when buyers can’t see how their problems are going to be solved. critical thinking in sales critical thinking skills How Does Critical Thinking Improve Problem Solving

Buyer 197

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.

6 Ways To Build Up Goodwill With Customers

MTD Sales Training

Building goodwill in business is a pre-requisite for companies to advance in their strategic forward planning. The British Department Store, John Lewis, is renowned for its quality customer service and its build-up of goodwill.

Retain More Revenue by Choosing the Right Customer Success Technology

Sales Benchmark Index

Managing Complexity and Competition. Cloud-based Software as a Service (SaaS) software delivery has revolutionized the B2B software sales cycle. It has streamlined implementation and heightened ease of use for customers and vendors alike. For vendors, however, these bright sides have come.

One Secret to Being a Better Leader or Salesperson

The Sales Heretic

Want to be a more successful salesperson? A more effective leader? You can! And it doesn’t require an advanced degree, or years of study, or mastering some arcane, complex set of skills. It’s actually very simple. It’s just one thing.

Key Questions Every Underlying Business Model Should Answer

Sales and Marketing Management

Author: Alfred Baumbusch Any company in the business of selling products or commodities has an underlying business model (formal or informal) that answers the key questions: What will we sell? To whom? How will we operate? How do we earn an adequate return for our investors?

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.

12 Important Product Knowledge Topics In Retail Sales

MTD Sales Training

This may sound a quite simple topic but you really need to have deep understanding of your product knowledge with regards to what you sell. There’s much more to it than just understanding features and benefits.

Retail 156

The Key to Unlocking ROI for Your Acceleration Summit Is Leadership and Communication

Sales Benchmark Index

Every year, thousands of companies spend millions of dollars on sales kickoff (SKO) events. You are likely one of them. What is the best strategy for communication across the executive team so you can drive the most value out of.

ROI 183

Selling with LinkedIn: Save 50%

No More Cold Calling

Use Black Friday code 50OFFJB. My colleagues at Vengreso created an amazing online course on Selling with LinkedIn for Individuals. I’ve taken it. Well, most of it.) It’s dynamic and highly detailed, and I’ve learned a ton. (A A caveat: We differ about asking for referrals.

Get Control of Your Inbox with These Email Hacks

Alice Heiman

269 Billion Emails. Email. The minute you’ve cleaned up your inbox and finally feel like you’ve got a handle on it, another message comes in demanding your time and attention. It’s impossible for most of us to focus with all that email sitting there.

Skype 113

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.

The One Competitive Advantage Not Being Commoditized

Anthony Iannarino

Salespeople and sales organizations work very hard to differentiate themselves and their offerings as a way to create a competitive advantage. Many believe their company is the differentiation. Others think their solutions provide differentiation.

Podcast 124: Motivation, Goals & Ambition With Scott Leese

John Barrows

We’re pleased to have a friend of the team on the podcast this week, Scott Leese. In this episode, Scott brings amazing insight into how he dealt with serious health issues and used his motivation to climb the ladder in his sales career, as well as how you can replicate his process. Not just that, Scott has some interesting ideas on how you can find your sweet spot and the part of the market that suits you best.

The Future of AI for Sales (And How to Prepare for It)

Sales Hacker

Companies that prepare for and embrace the changes AI brings will thrive. Those that don’t — won’t. It’s as simple as that. Sales is traditionally a people-to-people business, but technologies like artificial intelligence are making expert sellers rethink the balance between human and machine.

Churn 104

Humanizing Your Sales Strategy [VIDEO]

The Center for Sales Strategy

Whether you’re a sales manager evaluating your team or in the field coaching salespeople who are trying to get quality appointments, you’re always looking to improve results. Based on years of experience, we often see salespeople develop strong valid business reasons , but the delivery is too formal.

Video 102

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 Make Motivation Last

Anthony Iannarino

Zig Ziglar said: “People often say that motivation doesn’t last. Well, neither does bathing – that’s why we recommend it daily.” It’s a classic line from a legendary speaker.

Does working in sales stress you out?

RingDNA

Sales is not a job for the faint of heart. From thier very beginning as an SDR, all the way through to leadership roles, reps and managers alike face constant rejection, unrelating pressure, and challenging […]. The post Does working in sales stress you out?

ABM Tricks that Boost Lead Generation and Sales Momentum

Sales Hacker

Account-based marketing isn’t new anymore. It’s time to stop winging it and to start doing it the right way. ABM allows you to craft efficient solutions to some of the biggest issues plaguing sales today. At Belkin, ABM helps us process a huge volume of data.

Who Should Make the First Offer in a Negotiation?

RAIN Group

Who should go first in a negotiation when it comes to offering a price, solution, and agreement to key terms? Do you ask for a budget and then craft what you do from there?

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!

13 Colossal Inefficiencies That Destroy Sales

Anthony Iannarino

There is no end to the number of technological tools designed to create efficiency for salespeople and sales organizations. As useful as some of these tools are, there are greater and more challenging inefficiencies that result in poor sales results.

How is a kiss at the end of a date like a close on a sales call?

Anne Miller

Answer: It is the natural outcome of a positive experience! Getting a commitment to a kiss–or to a deal– is like the building of any relationship. It can’t be forced, or, if it is, the outcome is unlikely to be very pretty. Closing a sale has to happen naturally as well. .

The First 90 Days: From “In the Door” to “Successful Sale” in Record Time

Sales Hacker

There’s a big problem in B2B sales right now. The sales cycle for nearly half of all B2B sales is at least 7 months. The average tenure of a sales rep in 2018 is 18 months. So, what’s the problem?