5 Minute Interview – Hire Salespeople Who Will Sell
Anthony Cole Training
OCTOBER 15, 2020
If your salespeople MUST be great on the -phone then why not find out, as early as you can, how GREAT they are on the phone?
Anthony Cole Training
OCTOBER 15, 2020
If your salespeople MUST be great on the -phone then why not find out, as early as you can, how GREAT they are on the phone?
Sell Integrity
OCTOBER 14, 2020
The Behavioral Styles ® model is an easy-to-use tool for assessing the behavioral characteristics that fall within four distinct customer communication styles: Talker, Doer, Controller and Supporter. Does communication style matter when it comes to sales? More than you might expect. Studies show that over 80% of customer dissatisfaction is rooted in emotional issues rather than intellectual ones.
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Sales 2.0
OCTOBER 15, 2020
“Win the day by noon”. I love that expression and I’ve found great happiness in trying to implement it. There’s something really great about having lunch and knowing the day is already a good one. It certainly does not happen every day, but it’s a great goal to strive for. I take my exercise primarily in the form of running. I’ve found the only way I can consistently run is to do it first thing in the morning.
SBI Growth
OCTOBER 11, 2020
The software industry has experienced more disruption in the last 6 months than in the previous 10 years. With an increased need for online purchasing, content management, payment processing, and more, leading software CEOs have navigated changes in demand drivers.
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.
Understanding the Sales Force
OCTOBER 15, 2020
We use remote deposit, a terrific convenience for depositing checks from the desktop without going to the bank. The only problem is that the software that runs the check scanner isn't compatible with the Mac OS. It only runs on Windows so we have to remotely connect to an old Dell that takes up unnecessary space. Oh, if only the software for the check scanner was compatible with the Mac.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
OCTOBER 15, 2020
By Tibor Shanto. Isn’t that what everyone is looking for? The challenge is that most salespeople and sales organizations tend to focus on one over the other. And while great messaging will gain you more attention, if you improve your execution it goes a lot further. Great execution with questionable messaging is no better. Learn to effectively balance the two this afternoon when I present “ How to Succeed in Sales through Execution and Messaging. ” Join me today, as Jon Ferrara ,
Zoominfo
OCTOBER 15, 2020
Last November, I spent a weekend with our executive team brainstorming the biggest and most exciting opportunities for our growth in 2020 and beyond. We invited a trusted outsider—an expert on the sales and marketing technology landscape—to join us and share a unique perspective. The intersection of our ideas resulted in a renewed focus on delivering massive value to our customers through the best B2B intent data the market has to offer.
SBI Growth
OCTOBER 15, 2020
You are to the point where you have built the ideal go-to-market strategy, completed a thorough buyer segmentation, and you even pulled together a Rockstar sales playbook. You have clearly defined buyer personas and even a well-defined buyer’s journey. You.
Sales and Marketing Management
OCTOBER 16, 2020
Author: Aaron McClung It’s become trendy in recent years to develop core values or corporate value statements and then share them with your constituencies, but to what end? Books, like Gino Wickman’s Traction have been written about how to create them and what they should look like, but sometimes it’s hard to nail down why they’re important at all. .
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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.
The Pipeline
OCTOBER 13, 2020
By Tibor Shanto. Leading from the front is not always easy, especially in times of turmoil. One way to get your people to follow is to present a state they want to emulate. In turmoil, that state would be calm. Being the calm in the storm allows you to get people’s attention and mind share. The same is true for sellers and prospects. If we are calm, we seem safer, we can deliver different ideas.
Zoominfo
OCTOBER 13, 2020
The stress of onboarding new customers and keeping current ones is constantly exacerbated by the looming threat of high customer churn rates. Lost customers, or customer attrition, aren’t completely avoidable — but how many is too much? When does churn become a problem? The answer varies based on the unique attributes of your company. That’s why it’s crucial to compile, analyze, and build customer retention strategies with churn data.
Sales and Marketing Management
OCTOBER 15, 2020
Author: RICHELLE TAYLOR An estimated 42% of the work force is currently working from home. How this number will change following the pandemic isn’t certain, but the Federal Reserve Bank of Atlanta predicts the number of days worked from home will triple among full-time employees. As more people permanently transition to home offices, companies will need to change how they motivate and recognize employees.
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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
Sales Pro Central Submitted Articles
OCTOBER 13, 2020
Lee Baker, one of the Sr SDRs at demandDrive, put together this email recently. With the current state of the world I don’t think it could have come at a more appropriate time.
Zoominfo
OCTOBER 13, 2020
Facebook was founded in 2004, Twitter in 2006, Instagram 2010, Snapchat 2011, and TikTok in 2016. As these social networks have risen, a graveyard of failed businesses trailed behind them, Friendster, MySpace, Vine, and so many more. The most important question for businesses that incorporate social media — albeit the natural rise and fall of a particular platform’s dominance is: Does social media really improve the bottom line?
Alice Heiman
OCTOBER 14, 2020
No matter what industry you are in , the game of sales has changed. As I always say, “Good selling is good selling,” but there are some changes we all need to make to continue to bring in new business and more business from existing customers. Although training can certainly help, I believe coaching is the most important way to help salespeople make the needed changes. .
Sales and Marketing Management
OCTOBER 12, 2020
Author: David Satterwhite In 2020, I reached my 30th year in business-to-business technology sales. Then, everything I thought I knew about sales blew up. . COVID-19 swept me and our company’s 50 salespeople into uncharted waters. A growing market suddenly became an uncertain one. A profession that thrives on face-to-face communication with customers became shackled by travel restrictions.
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.
Membrain
OCTOBER 11, 2020
As sales teams rapidly reinvent themselves, their skills, activities and the way they sell, the real transformation needed to achieve your goals starts with not just changing, but expanding your thinking. There’s always more than one perception.
Sales Pro Central Submitted Articles
OCTOBER 13, 2020
Imagine you’re a manufacturer whose sales approach has been to compete on price, and that’s worked well for you. Then, due to a change in economic conditions, a critical raw material you can’t substitute for has skyrocketed in price. Correspondingly, you have to raise your own prices and inform your customers of that change and why. Unfortunately, you’ve just lost your competitive advantage.
Julie Hanson
OCTOBER 13, 2020
In more ways than one, business professionals are now faced with considerable change – offices are closed, meetings are remote, and the professional handshake has been replaced with a virtual wave from the other side of the screen – often in front of a virtual background! In the words of Bob Dylan, “the times they are a-changing,” and sales professionals must learn to swim, or face the possibility of sinking like a stone.
Sales and Marketing Management
OCTOBER 14, 2020
Author: Jeff Kalter Several months into working remotely during the COVID-19 shutdown, many employees have awakened to the possibility to continue working from home. Others have discovered they prefer working in an office and being around colleagues. Employers, too, have had their eyes opened to what works and what doesn’t in terms of productivity. So what can we expect going forward?
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.
Partners in Excellence
OCTOBER 12, 2020
Was just reading yet another post with “market data” declaring prospecting the most difficult aspect of sales. Thousands of blog posts about both the difficulty and importance of prospecting have been published in the past 5-7 years. But is it really tougher than anything else in selling or are we just making it much tougher than it need be?
Sales Pro Central Submitted Articles
OCTOBER 13, 2020
With a large portion of your buyers’ journeys online (especially in industries with longer sales cycles), continuously engaging prospects with your brand is more important than ever.
Zoominfo
OCTOBER 13, 2020
Facebook was founded in 2004, Twitter in 2006, Instagram 2010, Snapchat 2011, and TikTok in 2016. As these social networks have risen, a graveyard of failed businesses trailed behind them, Friendster, MySpace, Vine, and so many more. The most important question for businesses that incorporate social media — albeit the natural rise and fall of a particular platform’s dominance is: Does social media really improve the bottom line?
Sales and Marketing Management
OCTOBER 15, 2020
Author: Paul Nolan On the first Friday in March this year, Jeb Ory led an employee appreciation celebration at the Arlington, Virginia, headquarters of Phone2Action, a provider of advocacy software that enables organizations to create grassroots marketing campaigns. The following week, the company’s 90-plus employees were told they would be working remotely indefinitely, as it became clear the global COVID-19 outbreak made office settings unsafe.
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?
Force Management
OCTOBER 15, 2020
We spend a lot of time on our blog talking about challenges our customers face and possible solutions. We try to practice what we preach, making our blog content focused on our customer, and less about us. However, today we are breaking with the norm and sharing a little more about Force Management to help you align on your biggest opportunity to drive sales impact.
Salesmate
OCTOBER 15, 2020
A dried-up sales pipeline is an unpleasant sight that most sales reps dread. Several sales managers and reps are aware of the buzzword “sales pipeline”. However, most of them do not pay attention to it and manage it effectively. Sadly without a healthy pipeline achieving sales goals becomes a more challenging task. It is easy to panic about dropping numbers, but very few sales professionals put in efforts to understand and manage the sales pipeline effectively.
Zoominfo
OCTOBER 13, 2020
The stress of onboarding new customers and keeping current ones is constantly exacerbated by the looming threat of high customer churn rates. Lost customers, or customer attrition, aren’t completely avoidable — but how many is too much? When does churn become a problem? The answer varies based on the unique attributes of your company. That’s why it’s crucial to compile, analyze, and build customer retention strategies with churn data.
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