The Pipeline

AUGUST 6, 2019

By Tibor Shanto. While some may argue, salespeople are people, with all the pluses and minuses that come with that. One thing about people you can count on, is they usually find what they are looking for while ignoring the rest. Tell your reps to go out and find people with the pain our product and marketing people tell them they can cure. And that’s what they’ll do, go out and find people with that pain, and ignore all other opportunities that aren’t painted “pain.

Sales Qualified Lead 242

Sales Qualified Lead Buyer Segment Margin 242

SBI Growth

AUGUST 18, 2019

Most CEO’s have good visibility into the top deals in your sales pipeline and are reviewing with their CRO and CFO at least weekly. And often, CEO’s will review top deals with their Chairman or a board member in a.

Opportunity 286

Opportunity Ideal Customer Profile Pipeline Scale 286

The Sales Heretic

AUGUST 14, 2019

I was hungry. I had just checked in at the Sheraton hotel in Tampa, Florida, where I was conducting a sales training seminar the next day. Now, normally when I’m traveling, I like to get out of the hotel and find a good, local restaurant to eat at. But this evening, it was late and [.].

Customer Service 219

Customer Service Hotels Customer Travel 219

Sales Hacker

AUGUST 21, 2019

The right words have the power to overcome most of the objections faced by every salesperson , and the best salespeople know the words that sell. They also know which words work against them… and which moments call for no words at all. “ What you do and say during sales conversations is the most decisive separator between mega-successful salespeople and average salespeople,” says Gong CEO Amit Bendov.

Face-to-face 92

Face-to-face Discount Up-Sell Conversion 92

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Trends

No More Cold Calling

AUGUST 14, 2019

There’s always a silver lining to getting sacked. I didn’t plan to start my referral business so soon. But then I was fired. Yep. Just like that, my manager gave me the news. I had a sense something might be going on, since I’d recently lost a big deal to a competitor. But I didn’t expect to be fired. I left the office, went home, and took my dog for a hike.

Referrals 291

Referrals Cold Calling Survey Scale 291

The Pipeline

AUGUST 22, 2019

By Tibor Shanto. I understand connecting with decision-makers or influencers is a challenge, we are all looking for good ideas. But some things sellers are told to do are not just silly but can cost them opportunities. See what I mean: [link]. Please, don’t ask them that. Ask them something worth answering. The post Don’t Ask Them That!

Decision Maker 276

Decision Maker Influencer Opportunity Video 276

SBI Growth

AUGUST 24, 2019

As a marketing leader, if you have ever thought about where your next new form of revenue is coming from, the answer is Outbound Marketing. Eric Quanstrom, CMO of Cience, joins us to discuss how Outbound is the new normal.

Outbound 295

Outbound Marketing Revenue Social Media 295

The Sales Heretic

AUGUST 27, 2019

It’s not too late: To thank someone. To apologize. To start over. To change direction. To follow up with your buyer. To learn something new. To go somewhere you’ve always wanted to go. To ask for help. To get certified To find your passion. To give a compliment. To face your fears. To be happy. [.].

Face-to-face 252

Face-to-face Follow-up Buyer Sales Coaching 252

Understanding the Sales Force

AUGUST 26, 2019

While this should be a fun, end of summer article I'm guessing that you don't actually believe that the Beatles taught us about selling. The Beatles recorded 18 songs where the lyrics talked about selling plus I included two bonus titles by other artists to bring the total to 20! The Beatles. Can you name the song that went on and on about building relationships?

Course 247

Course Meeting Prospecting Sales 247

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Sales Management

No More Cold Calling

AUGUST 1, 2019

Referral makers don’t want your money. They want to know you’re trustworthy. You’re going to pay me how much for referral business? No thanks! When I refer you, I put my reputation on the line, so I need to trust that you’ll take care of my connection as I would. You won’t pitch, you’ll share best practices, and you’ll follow up. You’ll let me know if this was a good referral for you.

Referrals 289

Referrals System Cold Calling Social Media 289

Score More Sales

AUGUST 16, 2019

Let’s get some sales activity going! How great will you feel when you connect with the right buyers and have a strong conversation today? Here are a few great resources we like. Cold Calling Tips from Gong’s research – 17 Proven Techniques. 21 Cold Calling Secrets From the Sales Masters. Cold Call Objection Handling – Outreach (is gated). 14 Actionable Cold Calling Tips and Techniques – Sales Hacker.

Cold Calling 243

Cold Calling Hiring Distribution Inside Sales 243

The Pipeline

AUGUST 27, 2019

By Tibor Shanto. Ask most salespeople what their time is worth, or if they value their time, and they respond in the affirmative. But as is often the case, the observable behaviour says something different. Not only do they seem to not worry about how they use time, but many also seem to go out of their way to waste it. I’ve started asking salespeople “What’s your time worth?

Wireless 264

Wireless Discount Face-to-face Scale 264

SBI Growth

AUGUST 4, 2019

What does 1% mean to you? Does it mean the top wealthiest tier of individuals in the world? Does it mean you are an incredibly high or dismally low performer at something? Or does it bring to mind a particular.

Revenue 277

Revenue Compensation Competition Forecasting 277

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SalesForce

Zoominfo

AUGUST 21, 2019

There’s no denying it — sales and marketing teams don’t always work well together. The two departments may see eye-to-eye and share unified goals, but it’s less common for sales to proactively help marketing perform better, or vice versa. But in today’s digital world, the line between sales and marketing is increasingly blurred. There’s no better example of this development than the relationship between content marketing and sales enablement. .

Top of Funnel 241

Top of Funnel Sales Enablement Marketing Case Study 241

Understanding the Sales Force

AUGUST 19, 2019

I'll be 64 in November which means that just like everyone else, I'm getting older. There are certain things that younger people do that change when they get older. For example, younger adults : go to bars and night clubs but tend to choose dinners out or nights at home binge watching TV when they become more mature. go to concerts but tend to choose movies when they get older. backpack across the US or Europe but tend to choose cruises as they age. want freedom at work but are more open to stru

Account 246

Account Data Examples Sales 246

No More Cold Calling

AUGUST 8, 2019

Do you love communicating with bots? There’s a saying that the future is here. Well, it’s not—not even close. We don’t have a crystal ball, and the future will have stuff that hasn’t even been invented yet. So, how do we prepare our kids for their future careers when we don’t know what jobs will look like, what skills they will need, or what sort of challenges they’ll face that we haven’t even considered?

Face-to-face 237

Face-to-face Referrals Cold Calling Negotiation 237

MTD Sales Training

AUGUST 27, 2019

Many of us have been there. The presentation is going well, the customer is appreciating all our demonstrations, your ideas are being well-received…. Then….Wham! Something goes wrong! The laptop freezes. The demonstration falls apart. A member of the buyer team asks a question that you can’t answer. Whatever it is, it throws a spanner in the works and you struggle to cope.

Webinar Metrics 229

Webinar Metrics ACT Follow-up Groups 229

Speaker: Brendan Sweeney, VP of Sales at Allego

Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.

Hiring

The Pipeline

AUGUST 20, 2019

By Tibor Shanto. Excuses like everything else are subject to seasonality. For example, when I ask some reps why they are not prospecting, I’ll get different excuse based on time of year and state of their pipeline. In August, the excuse of choice is by far vacations. As though every potential prospect picks up and leaves town. That may be true in France in the weeks following Bastille Day , the anomaly that proves the rule.

Pipeline 254

Pipeline Face-to-face Discount Buyer 254

SBI Growth

AUGUST 27, 2019

It is well-documented that CMOs now need to be revenue generators. Gone are days of being primarily measured on brand reach and field marketing events. The modern-day CMO works with the CRO in driving revenue and making the number. However, in.

Revenue 276

Revenue Marketing B2B Strategy 276

The Sales Hunter

AUGUST 6, 2019

You have the perfect prospect. You know how you can help them. You have that initial phone call, and everything feels good. They share great information and provided even more information and insights in response to your questions. You feel like life is good. The call ends and you’ve both agreed on a clear next step: another call next week. You feel good about the time blocked for the call next week.

Prospecting 234

Prospecting eBook Call-back Cancellation 234

Jill Konrath

AUGUST 22, 2019

Knowing the business impact of what you sell makes a huge difference. It's how your prospects decide whether or not your products or services are a match. Yet so many companies fail to quantify the business value of their products/services. And sometimes, it’s just not possible.

How To 220

How To Prospecting Company 220

Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions

Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!

Call Monitoring

Zoominfo

AUGUST 29, 2019

When we hosted a recent MeetUp event, “Overcoming Roadblocks When Selling Enterprise IT,” we expected to hear about how to find and engage decision makers. What we didn’t expect were all the passionate comments about how NOT to sell to chief information officers (CIOs)! Our audience, which consisted of both executive IT buyers and sales professionals, had a lot to say to each other.

Account Based Marketing 199

Account Based Marketing Referrals How To Vendor 199

Close.io

AUGUST 20, 2019

For all the email marketing haters out there, it's worth noting that recent stats show the ROI on email can be up to 4,400%. That should perk up the ears of even the biggest skeptics. The truth is, to get those kind of returns you have to be more thoughtful and diligent about the way you approach email campaigns. Let's dive in. Of course, you can only expect such great results if your subscribers are actually receiving interesting content, and that's not always the case.

Segment 155

Segment Campaigns Demographics Policies 155

The Pipeline

AUGUST 8, 2019

By Tibor Shanto. Overcoming challenges to success is a life skill, not a nice to have. But many struggle to figure out to breakthrough and grow beyond their comfort zone. What most don’t recognize is that they already possess the skills and knowledge to face and overcome challenges. Here is a way you can learn from yourself, and repeat again and again for success.

Face-to-face 231

Face-to-face Video Prospecting Sales 231

SBI Growth

AUGUST 8, 2019

Far too often, sales leaders look to org structure first regardless of the underlying cause of their performance issues. Why? It is viewed as an easier change to make, and it is likely you have executed or been a part.

Sales 276

Sales Industry Buyer Strategy 276

Speaker: David Nisbet, Everett Zufelt, and Michaela Weber

Once upon a time, in the vast realm of online commerce, there lived a humble checkout button overlooked by many. Yet, within its humble click lay the power to transform a mere visitor into a loyal customer. 🧐 💡 Getting checkout right can mark the difference between a successful sale and an abandoned cart, yet many businesses fail to make payments a part of their commerce strategy even when it has a direct impact on revenue.

Sales

The Sales Hunter

AUGUST 13, 2019

How effective are your emails? You want to think that the email you just wrote is perfect and sending it out to 100 prospects will result in at least 90 meetings. If this is you, there’s no need for you to read any further; however, I suspect this is not your case, so let me share my techniques for using email to prospect. Watch my video to learn how to use email to prospect: Use email as simply one of your contacting tools.

Prospecting 215

Prospecting Real Estate eBook Objections 215

John Barrows

AUGUST 23, 2019

This week we’re excited to have 2 killer guests on the podcast. We have a duo from Looker, Rafael Jara-Simkin , Director of Eastern Americas as well as Talal Assir , Director of Sales Engineering. Both have 5+ years of experience under their belts at Looker and confess to never having been bored of their work for even 1 day during that time. Let’s dive into how and why in this podcast….

Company 159

Company Hiring Engineering Social Media 159

Zoominfo

AUGUST 26, 2019

You’ve heard it before and we’ll say it again: It’s more cost-efficient to retain existing customers than it is to acquire new customers. This statement pops up during every conversation about customer retention for one simple reason— it’s true. Every day, your customers are bombarded with corporate promotions and marketing messages, from both familiar and unfamiliar brands.

Retention 189

Retention Ideal Customer Profile Customer Apparel 189