Anthony Cole Training
JULY 16, 2020
In today's blog post, we discuss motivation in sales. The problem, in many cases, is that the sales executive in charge of getting more out of their sales team has no idea what motivates those people on the team.
The Pipeline
JULY 14, 2020
By Tibor Shanto. Anything worth doing is worth doing right, and in sales, telephone prospecting is something worth doing and doing right. Challenge is that many don’t do it right, making the whole thing that much harder, and eventually not done. You can tell how salespeople go through these phases by the predictability of the excuses offered. One of my favorites is that the phone just doesn’t work anymore, no one answers their phone and other similar hits.
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Zoominfo
JULY 13, 2020
At their best, personas can help us better understand users and meet their needs. At their worst (i.e personas based on poorly sourced data, or worse, no data at all), they can be highly misleading and result in failed product launches, subpar marketing campaigns, and lost sales. Intuition and gut reactions only get you so far. They don’t serve a whole lot of purpose when it comes to making personas the best they can be.
InsightSquared
JULY 14, 2020
Your forecast is just a number. People say this all the time, but it completely misses the mark. Just a number implies that your forecast holds no real value — no purpose behind it. If that’s the case, why do it at all? Why spend all the time and effort to arrive at a useless number? Because bottom line, both the initial number and the ability to meet or exceed it, absolutely do matter. .
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 and Marketing Management
JULY 13, 2020
Author: Dean Stier, CMO of National Business Furniture Sometimes they’re taking calls at company headquarters, sometimes they’re visiting with a client, sometimes they’re managing their workflow from home, and sometimes they’re somewhere else entirely. Wherever they are, your sales force is a dynamic team that's unique to you. They’re shaped by numerous factors, but the risks they face during the COVID-19 pandemic are significant.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Steven Rosen
JULY 15, 2020
For most businesses, the first half of 2020 is a write-off! COVID-19 has hurt the economy, and many companies have suffered. If you want to close the gap you need to act now! Sales leaders I speak with have done a fabulous job keeping their sales teams motivated, helping them transition to virtual selling and whatever else they needed to do to adapt to the new normal.
Understanding the Sales Force
JULY 14, 2020
T. Today we'll discuss how to measure sales effectiveness of different salespeople despite there being so many variables to confuse the matter. You can scroll directly to that topic or, if you don't mind, please read my 3 paragraphs of context. In 1990, I founded Objective Management Group (OMG), and now, thirty years later, we are on the verge of evaluating our two millionth salesperson.
Membrain
JULY 15, 2020
“I don’t try to tell clients what technology they should be using. We work with whatever systems they currently have.”.
InsideSales.com
JULY 13, 2020
Motivation is an inherent skill we all possess to allow us to reach our full potential. It inspires, creates great leaders, and encourages engagement with others. Motivation is a vital skill for building new personal and business relationships. motivational leader. In the age of data, it is easily forgotten that those revenue streams are all related to, and dependent on, a person – your employee.
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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.
SBI Growth
JULY 15, 2020
To kick off the summer, SBI held a virtual meeting comprised of an intimate group of market-leading B2B Chief Revenue Officers (public and private, $240M to $8B in revenue) as part of their advisory board program. These global CRO’s gathered.
The Pipeline
JULY 13, 2020
Sales Scrum Podcast Episode #15 – Guest Joanne Black. Joanne Black is America’s leading authority on referral selling; she practically invented it, and that is the focus of this episode. Joanne shares the overlooked opportunities in properly and consistently leveraging referrals. In a connected planet where people buy from people, referrals are your leg-up in a competitive world.
Sales and Marketing Management
JULY 17, 2020
Author: Steve Rietberg and Craig Riley, Gartner In uncertain economic times accurate, timely, and actionable sales forecasts are more important than ever. That is why it is concerning that despite sales operations leaders’ best efforts, Gartner’s latest State of Sales Operations survey found that less than 45% of respondents indicated sales leaders and sellers in their organization have high confidence in forecasting accuracy.
Mr. Inside Sales
JULY 17, 2020
You pitch, you wait, then you get the email that says: “We’re not in the position to do this at this time…”. OR. “We’re going to pass on this right now…”. What do you do? First of all, realize that you can’t win them all—at least not now. But that doesn’t mean you can’t win them later. How you handle your response to that email will determine if, and what kind of, opportunity you will get later.
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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
SBI Growth
JULY 11, 2020
Often, those who are in a selling role find it challenging to distinguish the customer journey from the buyer journey and what that means for them and their quota. However similar they may seem, their touchpoints, and the overall experience.
The Pipeline
JULY 16, 2020
By Tibor Shanto. First rule of any communication is being understood, speaking their language is a good start. Are you speaking their language? [link]. The post Are You Speaking Their Language appeared first on TiborShanto.com.
Babette Ten Haken
JULY 16, 2020
Today, let’s ideate together. Take a deep breath. Relax. Let’s innovate. What happens to your revenue stream when employees stop fixing what people buy? Because clients are not sold what they really need. When internal teams actively drive revenue? Instead of serving as order-takers buried in departments traditionally perceived as cost-centers.
Mr. Inside Sales
JULY 11, 2020
Looking for a quick and proven way to upskill yourself or your team during the summer months? Check out the bestselling book of phone scripts: Power Phone Scripts. You’ll get over 500—yep, 500!—word-for-word, proven scripts to help you sell more with less effort and less rejection! Here is a sample taken right from Power Phone Scripts that teaches you how to deal with an objection you probably get often: “We’ve already got a supplier for that.”.
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.
SBI Growth
JULY 13, 2020
The Essential C-Suite Initiative You Are Overlooking Today. It’s time revenue enablement is elevated to its rightful place among C-suite and boardroom discussions, alongside those of quarterly earnings, diversity and inclusion, and enterprise value. Fully embracing revenue enablement could mean the.
Alice Heiman
JULY 15, 2020
Around this time of year, many sales teams experience a summertime slump. Customers and colleagues go on vacation for a week or two. Kids are at home and parents are focused on them. We are still experiencing a slump due to the recession from the lockdown that started in March. . So, my question for CEOs is: how will you help your sales leaders keep your salespeople energized and motivated to keep selling, no matter what?
Membrain
JULY 12, 2020
I spent the first six months of 2017 living in the hospital while my 5-year-old son, Ari, waited for, received, and rejected a heart transplant. During that time I’d spend my nights an hour away from him with our 3-year-old daughter and 6-month-old son. Each morning I’d fight Boston traffic to spend my days with Ari on the 8th floor at Boston Children’s Hospital.
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.
SBI Growth
JULY 17, 2020
Even though some of the immediate business impacts of the COVID shutdown has started to abate, one of its more lasting effects has been to throw most enterprise 2020 marketing plans into total disarray. Tradeshows and field marketing events have.
Allego
JULY 16, 2020
Today’s post is by Joseph D. Kringdon, Principal, Kringdon & Associates/HMC. Joe spent several decades in the Wealth and Asset Management business, managing and leading both Advisors and Wholesaler Investment Consultants. “Just Do It.” “Finger lickin’ good.” “Can you hear me now?” “Where’s the beef?” “Melts in your mouth, not in your hands.
PandaDoc
JULY 14, 2020
When most people think of pop-ups, they think of unrelated advertisements that appear while they’re in the middle of reading something. But that’s not all they can be! Used effectively, they can be a great way to generate more sales and draw your customers in. But how can you use them effectively? Here are a few initial tips. Place them in context. Pop-ups should always relate to the page on which they appear.
BrainShark
JULY 17, 2020
By putting data from sales training programs into a context, Scorecards make it easier for Brainshark customers to improve team results. Here’s a closer look at how it works.
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?
Hubspot Sales
JULY 16, 2020
Imagine you have a captive audience, and you're making your pitch to prospects who are perfect for the product/service you're selling. The last thing you want is for their eyes to glass over, indicating that they're absorbing none of the information you're delivering. We've all fallen victim to a boring presentation at one point or another, but you don't want it to happen at a make-or-break moment in the lifecycle of an important deal.
Anthony Iannarino
JULY 15, 2020
Selling is a series of conversations and commitments. The more effective you are at having the necessary conversations and gaining commitments, the easier it is for you to win big deals. One of the ways you lose control of the conversation is by mishandling the objections your contacts throw at you when you ask them to agree to the conversations and commitments necessary to make a good decision about a new solution and a new partner.
John Barrows
JULY 13, 2020
Today’s podcast guest joined our team a few months before recording this episode, and she’s crushing it working with our customers and clients. Megan Holsinger joins us to talk about her perspective on Customer Success, where it goes wrong and how most sales teams can conduct a better handover to Customer Success after their deals close.
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