INDUSTRY INSIGHTS YOUR PEERS ARE READING
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. MORE
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. MORE
Why are we giving away this library of free sales excel templates? New sales technology dominates the headlines these days. The sales tech landscape reported 700+ new players in SaaS. Optimizing your sales process with automation continues to be a red hot trend. But remember good old Microsoft Excel? MORE
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. MORE
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. MORE
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. MORE
It's incredibly rare that a prospect responds to a salesperson's first outreach attempt. This means following up … and following up on your follow-ups. But how many prospecting touchpoints should salespeople make before they call it quits? When's the best time to reach out to a prospect? MORE
Feeling a little overwhelmed by all the new technology that seems to come out every month (almost every week)? MORE
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. MORE
Interviewing salespeople is tough! Screening, uncovering, and selecting top talent takes a lot of practice and a reliable process. And it is essential to avoid the most common pitfalls along the way. MORE
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. MORE
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 MORE
The post How Is Your Sales Commentary? appeared first on TiborShanto.com. 04 - General Sales Attitude execution Tibor Shanto Video MORE
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. MORE
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
We all have needs, and those needs drive us to spend time and money addressing them. In sales, we count on the needs of our prospects and clients to motivate them to buy. For decades, it has been a good sales process to focus on client needs. Needs are good, but they are not the complete picture. MORE
How did getting new clients get so hard? When you started it was easier: You had people to talk with and maybe even some existing client relationships that followed you, but now you aren’t getting the “Yeses” you used to. What happened? Did you get bad at selling? Do you need to change your pricing? MORE
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. MORE
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. MORE
We're excited to announce that Chorus.ai has partnered with Sweetfish Media , producers of the B2B Growth podcast, to contribute to their latest project: The B2B Sales Show. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
High Stakes and High Visibility. Just when have we engaged with the client, the quarterly earnings hit the street. It wasn’t pretty. Expectations of strong revenue growth vaporized into questions of long-term viability. The CEO, who previously trusted sales forecasts, blamed. MORE
- MOTIVATION -. SUCCESS IS WALKING FROM FAILURE TO FAILURE WITH NO LOSS OF ENTHUSIASM". WINSTON CHURCHILL. AROUND THE WEB -. > > How a Multi-Channel Approach to Prospecting Influenced 73% of our Sales Pipeline — Hubspot. MORE
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 MORE
Anthony Cole Training
MAY 23, 2019
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.
Anthony Iannarino
MAY 22, 2019
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.
Mr. Inside Sales
MAY 20, 2019
Feeling a little overwhelmed by all the new technology that seems to come out every month (almost every week)?
The Sales Hunter
MAY 21, 2019
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.
Advertiser: Interactions LLC
In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.
Jill Konrath
MAY 19, 2019
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
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Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
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Connect2Sell
MAY 22, 2019
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
Sales Benchmark Index
MAY 23, 2019
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.
Understanding the Sales Force
MAY 23, 2019
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.
The Pipeline
MAY 21, 2019
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.
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Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.
The Sales Heretic
MAY 21, 2019
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 Sales Hunter
MAY 24, 2019
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.
MTD Sales Training
MAY 20, 2019
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.
Sales Benchmark Index
MAY 21, 2019
High Stakes and High Visibility. Just when have we engaged with the client, the quarterly earnings hit the street. It wasn’t pretty. Expectations of strong revenue growth vaporized into questions of long-term viability. The CEO, who previously trusted sales forecasts, blamed.
Advertiser: Interactions LLC
The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.
Sales and Marketing Management
MAY 19, 2019
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.
John Barrows
MAY 21, 2019
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 Center for Sales Strategy
MAY 22, 2019
We all have needs, and those needs drive us to spend time and money addressing them. In sales, we count on the needs of our prospects and clients to motivate them to buy. For decades, it has been a good sales process to focus on client needs. Needs are good, but they are not the complete picture.
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A blueprint for turning average performers into top reps.
Sales and Marketing Management
MAY 23, 2019
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.
Hubspot Sales
MAY 22, 2019
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.
Sales Hacker
MAY 21, 2019
Why are we giving away this library of free sales excel templates? New sales technology dominates the headlines these days. The sales tech landscape reported 700+ new players in SaaS. Optimizing your sales process with automation continues to be a red hot trend. But remember good old Microsoft Excel?
The Center for Sales Strategy
MAY 24, 2019
- MOTIVATION -. SUCCESS IS WALKING FROM FAILURE TO FAILURE WITH NO LOSS OF ENTHUSIASM". WINSTON CHURCHILL. AROUND THE WEB -. > > How a Multi-Channel Approach to Prospecting Influenced 73% of our Sales Pipeline — Hubspot.
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Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.
Sales and Marketing Management
MAY 20, 2019
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.
Chorus.ai
MAY 20, 2019
We're excited to announce that Chorus.ai has partnered with Sweetfish Media , producers of the B2B Growth podcast, to contribute to their latest project: The B2B Sales Show.
Hubspot Sales
MAY 22, 2019
It's incredibly rare that a prospect responds to a salesperson's first outreach attempt. This means following up … and following up on your follow-ups. But how many prospecting touchpoints should salespeople make before they call it quits? When's the best time to reach out to a prospect?
SalesProInsider
MAY 22, 2019
How did getting new clients get so hard? When you started it was easier: You had people to talk with and maybe even some existing client relationships that followed you, but now you aren’t getting the “Yeses” you used to. What happened? Did you get bad at selling? Do you need to change your pricing?
Advertisement
This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.
The Center for Sales Strategy
MAY 23, 2019
Interviewing salespeople is tough! Screening, uncovering, and selecting top talent takes a lot of practice and a reliable process. And it is essential to avoid the most common pitfalls along the way.
Membrain
MAY 19, 2019
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
Nutshell
MAY 22, 2019
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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