Understanding the Sales Force

OCTOBER 13, 2016

Image Copyright 123RF Stock Photo. Earlier this week I received an unsolicited email from the founder of a company who introduced himself and asked me to try his new tool for speakers. By itself, this was not unusual because I receive 20-25 unsolicited emails per day. They want to optimize my website, sell me SEO services, provide me with online marketing tools, sell me the latest SaaS program, provide a guest article for my Blog, buy advertising on my Blog, sell me leads, book appointments for

Selling Skills 306

Selling Skills Advertising Advertising Sales Enablement 306

No More Cold Calling

OCTOBER 13, 2016

Buyer 2.0 needs us more than ever. Eliot Burdett, CEO of Peak Sales Recruiting, explains why in this month’s guest post. Have B2B sales reps gone the way of CD players, the Rolodex, and analog radio—replaced by technology that gets the job done faster and better? Not so long ago clients looked to salespeople for information about our companies and products.

B2B 243

B2B Hiring Social Media Pharmaceuticals 243

The Pipeline

OCTOBER 13, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . People talk about prospecting as though it is open to interpretation, it should not be. Prospecting is the act of engaging with someone with the purpose of initiating a sales cycle. It is not about trying to sell, qualify, or any of the things that will never happen if you do not engage. There is a singular purpose to prospecting, that is to engage.

Prospecting 242

Prospecting Lead Rank Lead Scoring Cold Calling 242

DiscoverOrg Sales

OCTOBER 14, 2016

Sales is hard. Not hard in the standard sense — sales requires emotional fortitude to survive the daily barrage of objections and quotas. We have a soft spot for sales reps at DiscoverOrg because we sell too. Take a break from the cold calling and writing emails, and enjoy some light-hearted empathy to get through the day. The Life of a Salesman in Memes.

Cold Calling 231

Cold Calling Commission Quota Call-back 231

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

Understanding the Sales Force

OCTOBER 11, 2016

Last week I received a call from a young, motivated salesperson - we'll call him Jim - who desperately wanted to be one of the elite 7% of all salespeople. Despite being just 26 years old, he believed that he was already in the top 7%. During our call, he asked me a great question. He asked, "How many of the top 7% have you actually met and where are they today?

Motivation 250

Motivation Sales 250

The Pipeline

OCTOBER 10, 2016

The Pipeline Guest Post – Elizabeth Dupont. How many calls do you handle on a daily basis? If you’re in sales, you probably make at least 50 calls a day, and that’s not even counting how many you calls you receive. You spend most of your day making connections and engaging customers, but it would be impossible to remember the minutiae of every conversation.

Outbound 235

Outbound Inbound CRM Report 235

Sales and Marketing Management

OCTOBER 11, 2016

Issue Date: 2016-09-01. Author: Tim Riesterer, Chief Strategy Officer, Corporate Visions. Teaser: Companies are struggling to train as many salespeople as they want on the skills they need, but it’s partly a product of their own doing. Companies are struggling to train as many salespeople as they want on the skills they need, but it’s partly a product of their own doing.

Training 203

Training Strategy Company 203

SBI Growth

OCTOBER 11, 2016

On this week’s SBI Insider Video Podcast we discuss content design, one of the most essential tasks given to marketing. This is about creating compelling content that moves the prospect to action. This is easy to say and hard to do. The.

Marketing 203

Marketing Video Prospecting Strategy 203

The Sales Hunter

OCTOBER 12, 2016

We have all heard about the need to be “social selling,” and yet those two words used wrong have caused a lot of salespeople to go hungry. We can’t just say we’re going to use social media to prospect and think the world is going to be wonderful. Social media is ONE of the prospecting […].

Social Media 196

Social Media Media Prospecting Strategy 196

Advertisement

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

Sales

Score More Sales

OCTOBER 11, 2016

Dreamforce 16 was my 10th – yes 10th -including the first one way back in 2003. Dreamforce is the top Cloud-Computing Conference, a giant hug-fest for all Salesforce.com and the place to meet up with as many people as possible all rolled up into one crazy week.

Conference 192

Conference Meeting B2B Strategy 192

Sales and Marketing Management

OCTOBER 9, 2016

Issue Date: 2016-10-10. Author: Mike Restivo. Teaser: The increased efficiencies resulting from CRM systems and the capabilities provided by Big Data do not replace the human touch of sales. Instead, it's something that informs and supports it. The increased efficiencies resulting from CRM systems and the capabilities provided by Big Data do not replace the human touch of sales.

CRM 199

CRM System Data Sales 199

MTD Sales Training

OCTOBER 11, 2016

A couple of years ago, I witnessed a great example of negotiating in action, and it taught me a strong lesson. I was on holiday in Turkey and looking around one of those colourful bazaars where. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Negotiation 192

Negotiation Examples Sales 192

SBI Growth

OCTOBER 12, 2016

Benchmark for ABM Account Selection. When executing an ABM strategy, less is more. Too many accounts and it dilutes the purpose entirely, and two few accounts represent a missed opportunity. . The concept of lifetime value is the lead domino in account selection.

Account Based Marketing 191

Account Based Marketing Account Marketing Lead Rank 191

Advertisement

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

The Sales Hunter

OCTOBER 13, 2016

Just because you can send out a blast of information via a social media site doesn’t mean it’s the right thing to do. When it comes to prospecting, the social media blast is many times the worst thing you can do. To prospect successfully you need to be able to create the one-to-one relationships that […].

Social Media 184

Social Media Media Prospecting Sales 184

Sales and Marketing Management

OCTOBER 12, 2016

Issue Date: 2016-09-01. Author: Paul Nolan. Teaser: The hard-selling closing techniques of the past may be dead, but the need to ask for commitments from the client is not. Here are three powerful tools to help you ask for commitments that lead to the close without violating your client’s trust. The hard-selling closing techniques of the past may be dead, but the need to ask for commitments from the client is not.

Closing 197

Closing Tools Leads Marketing Qualified Lead 197

Increase Sales

OCTOBER 14, 2016

Executive coaching is becoming a recognized sustainable solution to improve the business leadership performance of individuals. Yet, how often are people asked to explain the essence of this powerful solution? Here is a statement that I make somewhere during the sales conversation with potential ideal customers or clients: “Coaching be it executive, business or sales is about clarity through tools and processes beginning with assessments.

Coaching 160

Coaching Facebook Sales Coaching Tools 160

SBI Growth

OCTOBER 13, 2016

SBI interviewed Evan Randall the Vice President of Sales Operations at Tableau Software. Evan is doing ground-breaking work in the area of forecasting accuracy. In this show we will go narrow and deep into this important topic. Watch as Evan breaks down.

Forecasting 189

Forecasting Sales Operations Software Software 189

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

The Sales Hunter

OCTOBER 14, 2016

Authenticity, transparency, social value, integrity and personal development. There they are — the five things I believe you as an employer and leader must exhibit daily if you want to hire and retain millennials. Don’t kid yourself. You can’t ignore the list, because millennials are the workforce of today and tomorrow. During the past […].

Hiring 183

Hiring Sales Sales Leadership 183

Sales and Marketing Management

OCTOBER 13, 2016

Issue Date: 2016-09-01. Author: Lisa Clark. Teaser: Although extremely important in determining businesses’ ability to meet its revenue targets, surveys show that nearly 60 percent of sales forecasts are largely inaccurate. Data analytics and predictive algorithms are quickly reshaping how organizations can more accurately assess their ability to achieve revenue, but many of these approaches don’t solve for one of the most crucial variables: people.

Sales Forecasts 179

Sales Forecasts Forecasting Analytics Survey 179

Increase Sales

OCTOBER 10, 2016

Securing those necessary sales meetings with clients, sales leads and even colleagues is becoming increasingly difficult. The reason is the “contingency effect.” Just as people buy houses on contingency, so it appears buying time to meet on another person’s calendar is also on contingency. People in business are indeed crazy busy.

Sales Meeting 145

Sales Meeting Meeting Top of Funnel Cancellation 145

Pointclear

OCTOBER 10, 2016

The biggest disconnect between marketing and sales is the hand-off of marketing qualified leads (MQL’s) to sales and the acceptance of those leads (SAL’s) by sales. Unfortunately, the baton gets dropped more frequently than it is successfully passed. My solution to this is having a lead definition agreed upon by marketing and sales, and the establishment of a judicial branch to evaluate leads that are not accepted and passed back to marketing or dead in the funnel.

Marketing Qualified Lead 144

Marketing Qualified Lead Lead Rank Sales Qualified Lead Leads 144

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

SBI Growth

OCTOBER 9, 2016

Sales 280

Sales Sales Enablement Sales Process Strategy 280

MTD Sales Training

OCTOBER 14, 2016

I came across a great quote the other day from Jeff Gitomer, the proficient sales writer from the States. He said that ‘Great salespeople aren’t born or made; they evolve over time based on their dedication to excellence and their willingness to serve’. . This struck me as a great philosophy to live by, and I just want to highlight three aspects of his quote.

Face-to-face 120

Face-to-face Study Sales Training 120

Increase Sales

OCTOBER 12, 2016

Sales prospecting presents many dilemmas for salespeople. Some sales research suggests more salespeople are going rather than staying with prospects. 44% of salespeople give up after one follow-up (Source: Scripted). The average salesperson makes only two attempts to reach a sales prospect (Source:Sirius Decision). Possibly part of the reason for more going than staying with this activity of sales prospecting is because there has been no time invested in strategic planning and identifying the i

Ideal Customer Profile 132

Ideal Customer Profile Prospecting Referrals Facebook 132

A Sales Guy

OCTOBER 10, 2016

Email is critical to sales and marketing. We all know it, so if we want to win with email, we must create emails that not only get opened but also deliver on the objective of the email. All sales and marketing emails have an objective. We wouldn’t send them if they didn’t. In most cases, the objective is to get the recipient to take action.

Marketing 110

Marketing Objections Buyer eBook 110

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

SBI Growth

OCTOBER 8, 2016

Training 282

Training Sales Sales Enablement Motivation 282

Fill the Funnel

OCTOBER 12, 2016

Influencer marketing for salespeople. Why would a salesperson want to learn about this? I hope to share some powerful reasons in this post and the rest of the posts in this 5 part series. Influencer marketing means using company leaders, thought leaders, experts, big names, and other well-known people in your industry to promote your business to their audience.

Influencer 98

Influencer Marketing Top of Funnel Promotion 98

Increase Sales

OCTOBER 13, 2016

Funny think about sales, many people lack crystal clear clarity. These are the salespeople that scurry around B2B networking events, who stumble when ask what they do, and who complain about the inability to increase sales. Many salespeople as well as SMB owners think they lack the tools, the skills, the leads, the network of connections. Never do they recognize what is limiting their business growth, their professional growth and their personal growth is crystal clear clarity.

Hiring 126

Hiring Networking Facebook B2B 126