INDUSTRY INSIGHTS YOUR PEERS ARE READING
Author: Dean Kaplan As the head of a collections agency, I work with many different kinds of businesses. One thing many businesses with collection issues have in common is that they focus too strongly on making a sale, and not strongly enough on improving their sales process. MORE
Taking a New Product to Market Christopher Bray, the Senior Vice President and GM for Cylance, details how to take a new product to market… What Successful Product Leaders Do to Boost Profits Follow the three steps in this article to create. Article Product Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles MORE
Let's get one thing straight: If you're connecting with a prospect for the very first time, you should never paste your elevator pitch into your email or say it as soon as they pick up the phone. Because that doesn't work. MORE
“Aligning sales and marketing is an absolute must because they should work hand in hand,” says Nate Masterson of Maple Holistics. “If If they don’t, then there’s a lot of revenue being left on the table. Each team has insights that are integral to the success of the other.”. MORE
If you’ve got ambitions of becoming a top inside sales rep at your company, you’re going to have to build and sharpen these critical sales skills first. MORE
New Trends in Technology Enabling the Inside Sales Function An estimated $6,181 is spent on technology for each inside sales person per year and expected to increase 6.5% in 2018. Read this article to dive deeper into the various categories of. Article Sales Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles MORE
My cat, Lito, has a business card. She is our corporate mascot, and plays a vital role in my office productivity. Whenever I need an important paper, Lito is laying on it. I give her card out in seminars and training programs for fun and a laugh. MORE
Author: Chanan Greenberg The sales landscape is shifting – customer service is becoming the most important factor for buyers, expected to surpass both product and price within three years, according to the Customers 2020 report. MORE
I’d like to go through a thought experiment. You can play along, take out a sheet of paper or open a blank document. First, as an introduction, our mental models and experience are often great help in understanding our jobs, how we are successful, and how we perform. MORE
What does it mean to be memorable? sales strategies sales questions sales process sales effectiveness MORE
In my last post, I discussed the role risk plays in preventing people from making purchasing decisions. The greater the risk, the less likely a person is to buy. Which means, the more you can reduce the perception of risk in buyers’ minds, the more sales you’ll make. MORE
The post Accelerating Sales with Video: Lessons Learned from Those Seeing Success appeared first on Sales Hacker. Partner Platinum Sales Development Sales Process Vidyard Webinars MORE
If you're young enough, some of the questions in the first few paragraphs won't apply because you haven't experienced the world without the innovations mentioned below. Don't let that prevent you from reading this because after the milestones, we'll get to the good selling stuff. MORE
Paula Kearney just spent the weekend selling door to door. She made more than 150 sales. Paula is 7. Paula's success has her so pumped to sell more, her parents have to dampen her enthusiasm with the reality of homework, school, household chores and bedtime. MORE
Going places? Have big dreams? The first person to tell is yourself. The first person to convince is yourself. The first person to affirm is yourself. Ken Blanchard in his legendary, "One–Minute Manager," recommends that everyone write their Personal Mission Statement. The results are startling. MORE
Loyal clients are always the best to deal with. They offer opportunities to work with them at various levels and can support new initiatives that you are planning. However, we sometimes find even these most patriotic of buyers can cause us challenges through raising objections or concerns. MORE
Changing jobs? Get fired? Are you owed money for commissions? Are you sure you're going to get paid? I'm not. Some companies have pay problems with departing salespeople. How many? I'd just like to have the interest for one day on the commission money not paid salespeople who quit or got fired. MORE
Setting realistic goals often are your last priority at the beginning of each fiscal year. You do it to yourself. I do it, too. And the organizations we work with are right there, alongside us. In very short order, it is far too easy to become exhausted. MORE
When it comes to helping revenue teams, the term “enablement” usually comes to mind. Enabling a sales or support team to work better sounds great. MORE
Recently, my colleague Sid Nakappan wrote an article on How the CEO can jumpstart the Customer Experience Transformation. If your boss put this article on your desk, you are probably getting started. With the interest of beginning with the end. MORE
Download The 90 Day Sales Enablement Plan for Customer Success. In this tool, we review the core functional accountabilities for sales enablement leaders, which of these accountabilities need to be leveraged to enable customer success managers, and a 90 workplan. MORE
The Sales Leader’s Journey from Public to Private The Chief Sales Officer for Lionbridge demonstrates how to prepare the sales force to transition and thrive during the due diligence process going from being publicly owned to being private equity owned… What. Article SBI for Private Equity Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles MORE
Are there differences selling to men and women in a B2B sales process? That was the question we set out to discover. My husband and I are avid remodelers, which means I’ve spent a lot (A LOT) of time at Home Depot and Lowe’s over the last 15 years. MORE
Think about all the products, technology and services you use. I bet you only use about 20% of whatever they’re capable of. Take Excel for instance. Excel is an insanely powerful tool yet most people just put a few numbers in the fields and click the “sum” equation to add them up. The same is true for what and how people buy. My experience is that customers only care about 20% of what our solutions offer and mainly only want the parts that align directly with their priorities. MORE
Take me to your leader. If you have one. Are you a leader? Do you aspire to be one? Are you a true leader or a leader in name (or title) only? Leadership is the true challenge for the next decade. MORE
Transforming a Cloud Solution Provider by Being a Sales-Driven CEO CEO of iGrafx shares his incredible journey from a frontline sales rep to the office of chief executive… 2018 Priority: Grow Revenue With Customer Success We analyzed over 1,000 responses by CEOs. Article Corporate Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles MORE
Recently, I provided five options for New Year’s resolutions for struggling sellers and managers who had a less than awesome 2018. MORE
The success of a small business rests on the owner's ability to sell. Small business owners have about 50 different hats to wear, but sales is the biggest hat an entrepreneur wears. Actually without the sales hat, the other hats are useless. MORE
Are you blaming the prospect when you can't close? Are you telling the boss it's the prospect's fault that you can't set an appointment, or they won't order now? MORE
Jeffrey Gitomer
JANUARY 13, 2019
The success of a small business rests on the owner's ability to sell. Small business owners have about 50 different hats to wear, but sales is the biggest hat an entrepreneur wears. Actually without the sales hat, the other hats are useless.
Sales and Marketing Management
JANUARY 14, 2019
Author: Dean Kaplan As the head of a collections agency, I work with many different kinds of businesses. One thing many businesses with collection issues have in common is that they focus too strongly on making a sale, and not strongly enough on improving their sales process.
The Sales Heretic
JANUARY 15, 2019
In my last post, I discussed the role risk plays in preventing people from making purchasing decisions. The greater the risk, the less likely a person is to buy. Which means, the more you can reduce the perception of risk in buyers’ minds, the more sales you’ll make.
Sales Benchmark Index
JANUARY 15, 2019
Recently, my colleague Sid Nakappan wrote an article on How the CEO can jumpstart the Customer Experience Transformation. If your boss put this article on your desk, you are probably getting started. With the interest of beginning with the end.
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A blueprint for turning average performers into top reps.
Understanding the Sales Force
JANUARY 14, 2019
If you're young enough, some of the questions in the first few paragraphs won't apply because you haven't experienced the world without the innovations mentioned below. Don't let that prevent you from reading this because after the milestones, we'll get to the good selling stuff.
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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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DiscoverOrg Sales
JANUARY 15, 2019
Are there differences selling to men and women in a B2B sales process? That was the question we set out to discover. My husband and I are avid remodelers, which means I’ve spent a lot (A LOT) of time at Home Depot and Lowe’s over the last 15 years.
John Barrows
JANUARY 16, 2019
Think about all the products, technology and services you use. I bet you only use about 20% of whatever they’re capable of. Take Excel for instance. Excel is an insanely powerful tool yet most people just put a few numbers in the fields and click the “sum” equation to add them up. The same is true for what and how people buy. My experience is that customers only care about 20% of what our solutions offer and mainly only want the parts that align directly with their priorities.
Jeffrey Gitomer
JANUARY 15, 2019
My cat, Lito, has a business card. She is our corporate mascot, and plays a vital role in my office productivity. Whenever I need an important paper, Lito is laying on it. I give her card out in seminars and training programs for fun and a laugh.
Connect2Sell
JANUARY 16, 2019
What does it mean to be memorable? sales strategies sales questions sales process sales effectiveness
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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 Benchmark Index
JANUARY 14, 2019
Download The 90 Day Sales Enablement Plan for Customer Success. In this tool, we review the core functional accountabilities for sales enablement leaders, which of these accountabilities need to be leveraged to enable customer success managers, and a 90 workplan.
MTD Sales Training
JANUARY 14, 2019
Loyal clients are always the best to deal with. They offer opportunities to work with them at various levels and can support new initiatives that you are planning. However, we sometimes find even these most patriotic of buyers can cause us challenges through raising objections or concerns.
Jeffrey Gitomer
JANUARY 14, 2019
Are you blaming the prospect when you can't close? Are you telling the boss it's the prospect's fault that you can't set an appointment, or they won't order now?
Sales Hacker
JANUARY 17, 2019
The post Accelerating Sales with Video: Lessons Learned from Those Seeing Success appeared first on Sales Hacker. Partner Platinum Sales Development Sales Process Vidyard Webinars
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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.
Sales Benchmark Index
JANUARY 14, 2019
Transforming a Cloud Solution Provider by Being a Sales-Driven CEO CEO of iGrafx shares his incredible journey from a frontline sales rep to the office of chief executive… 2018 Priority: Grow Revenue With Customer Success We analyzed over 1,000 responses by CEOs. Article Corporate Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles
Hubspot Sales
JANUARY 14, 2019
Let's get one thing straight: If you're connecting with a prospect for the very first time, you should never paste your elevator pitch into your email or say it as soon as they pick up the phone. Because that doesn't work.
Jeffrey Gitomer
JANUARY 14, 2019
Take me to your leader. If you have one. Are you a leader? Do you aspire to be one? Are you a true leader or a leader in name (or title) only? Leadership is the true challenge for the next decade.
Partners in Excellence
JANUARY 15, 2019
I’d like to go through a thought experiment. You can play along, take out a sheet of paper or open a blank document. First, as an introduction, our mental models and experience are often great help in understanding our jobs, how we are successful, and how we perform.
Speaker: Steve Benson, Founder and CEO, Badger Maps
A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.
Sales Benchmark Index
JANUARY 15, 2019
Taking a New Product to Market Christopher Bray, the Senior Vice President and GM for Cylance, details how to take a new product to market… What Successful Product Leaders Do to Boost Profits Follow the three steps in this article to create. Article Product Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles
The Center for Sales Strategy
JANUARY 14, 2019
Recently, I provided five options for New Year’s resolutions for struggling sellers and managers who had a less than awesome 2018.
Jeffrey Gitomer
JANUARY 15, 2019
Going places? Have big dreams? The first person to tell is yourself. The first person to convince is yourself. The first person to affirm is yourself. Ken Blanchard in his legendary, "One–Minute Manager," recommends that everyone write their Personal Mission Statement. The results are startling.
Costello
JANUARY 15, 2019
“Aligning sales and marketing is an absolute must because they should work hand in hand,” says Nate Masterson of Maple Holistics. “If If they don’t, then there’s a lot of revenue being left on the table. Each team has insights that are integral to the success of the other.”.
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Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.
Sales Benchmark Index
JANUARY 12, 2019
The Sales Leader’s Journey from Public to Private The Chief Sales Officer for Lionbridge demonstrates how to prepare the sales force to transition and thrive during the due diligence process going from being publicly owned to being private equity owned… What. Article SBI for Private Equity Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles
Babette Ten Haken
JANUARY 16, 2019
Setting realistic goals often are your last priority at the beginning of each fiscal year. You do it to yourself. I do it, too. And the organizations we work with are right there, alongside us. In very short order, it is far too easy to become exhausted.
Jeffrey Gitomer
JANUARY 15, 2019
Changing jobs? Get fired? Are you owed money for commissions? Are you sure you're going to get paid? I'm not. Some companies have pay problems with departing salespeople. How many? I'd just like to have the interest for one day on the commission money not paid salespeople who quit or got fired.
Close.io
JANUARY 14, 2019
If you’ve got ambitions of becoming a top inside sales rep at your company, you’re going to have to build and sharpen these critical sales skills first.
Speaker: Steven Rosen MBA, Author, Executive Coach, Speaker and Top 50 Sales Influencer
It is well recognised that the frontline sales managers are the key to driving performance in sales organizations. If you had to choose between investing in sales manager training vs sales rep training what would you do?
Sales Benchmark Index
JANUARY 15, 2019
New Trends in Technology Enabling the Inside Sales Function An estimated $6,181 is spent on technology for each inside sales person per year and expected to increase 6.5% in 2018. Read this article to dive deeper into the various categories of. Article Sales Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles
Guru
JANUARY 15, 2019
When it comes to helping revenue teams, the term “enablement” usually comes to mind. Enabling a sales or support team to work better sounds great.
Jeffrey Gitomer
JANUARY 15, 2019
Paula Kearney just spent the weekend selling door to door. She made more than 150 sales. Paula is 7. Paula's success has her so pumped to sell more, her parents have to dampen her enthusiasm with the reality of homework, school, household chores and bedtime.
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