DiscoverOrg Sales

JULY 5, 2017

If you have one or more global accounts—large companies with a global footprint—it’s important to approach them globally – but this is a tall order for a busy sales department, especially among newer companies where any account-based approach has a learning curve. As described in my new book, Whale Hunting with Global Accounts , global account-based sales development (ABSD) requires a smart, comprehensive development plan.

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Account Campaigns Engineering Harvest 289

No More Cold Calling

JULY 13, 2017

Can sales managers influence the buying process? It’s common knowledge that revenue is a lagging indicator. You can’t manage revenue. If sales close, you win. If they don’t, you lose. There’s no in-between. Then why are so many account based selling teams given revenue targets and let loose? Calls with their sales managers become about justifying why prospects should be in their pipelines in the first place, and discussing ways these account based sales reps can accelerate the buying process.

Account 287

Account Referrals Cold Calling Ideal Customer Profile 287

Sales and Marketing Management

JULY 6, 2017

Author: Kevin F. Davis If a hiring mistake costs you three months’ time, that’s not good. If you don’t realize you made a hiring mistake for a year or two, the damage can be catastrophic. Include a “second hiring date” in your process. I advise companies to have a standard policy that defines the first 90 to 180 days (and maybe a little longer) as a trial period.

Hiring 273

Hiring Webinar Metrics Policies How To 273

Understanding the Sales Force

JULY 5, 2017

I was sitting next to a guy who knows that our son is one of the best ball players in his age group in New England. He is from the former Soviet Union and when he told me that he tought his son to play catch I was confused. I said, "You didn't play baseball growing up - how were you able to teach him?".

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Groups Sales 268

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October Prime Day is usually an early sign of how consumer spending trends ahead of the holidays. This one was no exception. Our October Prime Day Report breaks down what’s working: the products flying off the shelves, the categories winning big, big brands, and the search terms defining demand. All brought to you via Similarweb’s Shopper Intelligence platform.

Trends

The Sales Hunter

JULY 11, 2017

The customer is not refusing your price because it’s too high. They’re refusing it because the value is too low. The real reason you had to cut your price is because you failed to match the value you offer to the outcome the customer was desiring. I just bought a new suitcase and I paid […].

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Discount Customer 277

The Pipeline

JULY 6, 2017

By Tibor Shanto – tibor.shanto@sellbetter.ca . Many in sales look at summer as a time where they can slow down a bit, reflecting what they believe to be the pace of things around them. That’s just wrong on so many levels, that we’ll leave it to others to analyze, our focus is Execution, improved Execution. So rather than following the 80% of your peers who go into summer mode, I instead invite you to use the summer to improve your prospecting skills so can remain in that 20% that drives the

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Prospecting Segment Objections Pipeline 245

No More Cold Calling

JULY 20, 2017

Twenty years ago, I would have told you referrals couldn’t possibly be more important for account based sales development. I was wrong. Today, they’re even more important—and more powerful—than they were back then. Too many account based selling teams over-rely on technology to reach their prospects. They believe the fastest ways into the C-suite are digital: targeted emails, cold calls , social media outreach, and inbound marketing automation.

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Account Referrals Lead Generation Cold Calling 285

Sales and Marketing Management

JULY 10, 2017

Author: Ray Kemper, Chief Marketing Officer, Televerde Customer relationships. They’re the engine that fuels successful selling, right? Well, not always. In fact, good customer relationships are usually the result of a good sales engagement. You’ve demonstrated your ability to provide a superior solution and value while showing you’re the right fit for the customer’s culture and needs.

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Demand Generation Agencies Demand Generation Targets Demand Generation Face-to-face 258

Understanding the Sales Force

JULY 28, 2017

Image Copyright iStock. Everyone has had this happen.probably more than once. You worked hard and smart, thought you did a great job, expected to win the business, but didn't. Later, you learned that the prospect "Didn't really like your style.". It's not at all unusual, but it is almost always misinterpreted. Salespeople tend to take this personally by internalizing the comment as, "They just didn't like me.

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Prospecting Competition Closing Sales 257

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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.

Sales Management

The Sales Heretic

JULY 18, 2017

As a professional keynote speaker and sales trainer, I am—naturally—a member of the National Speakers Association. So of course I was in Orlando last week for NSA’s annual convention, known as Influence 2017. More than 1200 of the world’s best professional speakers gathered for four days to learn from each other. The result was an [.].

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Influencer Course Sales Video 239

Score More Sales

JULY 18, 2017

In selling, we've been trained that getting potential customers and clients to say "yes" is the most important part of negotiation. It's time to rethink that strategy.

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Negotiation Strategy Training Customer 215

The Pipeline

JULY 19, 2017

Today is the day, I’ll revealing the #1 sales faux-pas that kills deals in Call Camp. Trust me, every rep needs to know this. During this live coaching session , I’ll be breaking down real sales calls, and providing best practices like: How to ask effective discovery questions. Ways to change your narrative on the fly. 3 steps you need to offer the right solution.

Webinar Metrics 232

Webinar Metrics Coaching Strategy How To 232

No More Cold Calling

JULY 27, 2017

Stop fretting about Millennials and embrace your inner Perennial. Remember when your parents told you to turn down that loud, obnoxious music? Actually, they yelled, because otherwise you wouldn’t have heard them. They griped about “kids today” and wondered what this next generation was coming to. Many of us have turned into our parents, and now we deliver the same message to our kids and grandchildren.

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Account Fashion Demographics Journal 212

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This guide is for leaders who recognize the importance of Salesforce but would rather trust a team of external experts to do the heavy lifting. Choosing the right managed services provider is a significant decision that impacts your business's efficiency and success. In this 10-minute read, you'll find 5 essential questions to ask any potential provider.

SalesForce

Sales and Marketing Management

JULY 21, 2017

Issue Date: 2016-07-22. Author: Hila Nir. Teaser: Believe it or not, your current customer data is actually the secret source of future growth. Organizations constantly claim to be “customer-first”; now you have a chance to put that aspiration toward your organization’s growth. Believe it or not, your current customer data is actually the secret source of future growth.

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Data ROI B2B How To 250

DiscoverOrg Sales

JULY 11, 2017

In which departments are B2B buyers more likely to give upstart products a chance? Which selling style do B2B buyers prefer? When should a salesperson challenge a buyer’s assumptions about a product, and which industries don’t like to be challenged? In the retail space, the answers to these questions are well known. Ecommerce and brick-and-mortar stores spend millions of dollars influencing B2C buying behavior: indirect lighting, relaxing music, mirrors, and a host of other factors all aff

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Study Buyer B2B Vendor 206

SBI Growth

JULY 12, 2017

As marketing leader, you step into the CEO’s office with a preview of your presentation for the upcoming strategic planning meeting. You picture the conversation going one of two ways: The CEO congratulates you on speaking his language. Or he.

Revenue 201

Revenue Meeting Conversion Direct Mail 201

Score More Sales

JULY 7, 2017

Sales professionals deserve strong sales leadership. Sales pros work best in an environment where they know their actions are seen and appreciated.

Sales Leadership 222

Sales Leadership Sales B2B Strategy 222

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

JULY 31, 2017

By Tibor Shanto – tibor.shanto@sellbetter.ca . Revenue, finding it, winning it keeping it, is more than sales, and certainly more than just one says. Winning growing and retaining clients (the source of revenue), may be centered around sales, but involves other key groups. Some like marketing, may not have as much direct contact with prospects/clients as customer support, implementation and others.

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Wireless ACT Face-to-face Buyer 227

MTD Sales Training

JULY 19, 2017

No matter how long you have been in sales, you will inevitably experience the ups and downs of the business world and create opportunities from them or suffer from the pain of lost sales. It would be wonderful to always maintain a high profile with all your customers, and be on top of your game at all times. But what about the times when things don’t go according to plan?

Call-back 189

Call-back Ideal Customer Profile Follow-up Exact 189

Sales and Marketing Management

JULY 24, 2017

Author: Mark Kosoglow, VP of Sales, Outreach Unlike most professions, sales has a standard that literally dictates success or failure. It’s called quota. The ability to hit quota on a consistent basis is a requirement of success, and the key is understanding how to predict what revenue number one will end up at in a specific sales period. In industry speak, this is called forecasting, and most reps fail at it because they don’t trust the pipeline their CRM presents.

Forecasting 224

Forecasting Quota Pipeline Follow-up 224

Understanding the Sales Force

JULY 12, 2017

Did you watch the Home Run Derby on Monday night? I've never seen anything like it. You could see thunder and lightening through the glass wall in left field as thunderstorms raged while all the home runs were being launched. Wow, what a show! Of course, my mind always looks for a correlation to selling and there are some good ones here. The sales equivalent to the Home Run Derby wouldn't really work - buyers lining up to place orders with the greatest salespeople on the planet.

Leads 183

Leads Marketing Qualified Lead Course Up-Sell 183

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

SBI Growth

JULY 10, 2017

Today’s show is a rare opportunity to hear from an entire B2B marketing leadership team on a key topic that will make or break the year for most companies. We are going to demonstrate how to design marketing campaigns that.

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Campaigns B2B Marketing Revenue 198

No More Cold Calling

JULY 7, 2017

“A man leaves home and turns left three times, only to return home facing two men wearing masks. Who are those two men?”. If you’re familiar with American baseball—and any good at riddles—you’ll know the answer. For everyone else, the answer is a catcher and an umpire. I’m a big baseball fan, and I’ve often pondered how much account based sales reps could learn from the game.

Account 179

Account Referrals Film Lead Scoring 179

The Pipeline

JULY 27, 2017

By Tibor Shanto – tibor.shanto@sellbetter.ca . Proactive Prospecting Summer – Part 4. In this part of the Proactive Prospecting Summer series, we look at improving how we communicate early in the call. Clear concise communication is key to sales, especially in the pressure packed first few seconds of an unscheduled prospecting call, yes, a cold call.

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Transportation Trade Show Exercises Call-back 225

MTD Sales Training

JULY 17, 2017

If ever there was a key skill that you need to study and improve upon it’s asking the right sales questions. You need to unearth the pain, the desire and the motivations that will get your prospect to take action. Now in an ideal world your prospect will answer your questions EXACTLY the way that you want them to so that your product/service benefits match them like fitting a hand into a glove!

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Construction Engineering Software Software 181

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

Sales and Marketing Management

JULY 19, 2017

Author: Tim Riesterer, Chief Strategy and Research Officer, Corporate Visions When it comes to enabling salespeople to be great “in the moment” across the different types of selling situations they face, the technology is there. That’s the good news. The bad news: Messaging content and skills training approaches are not always present. The stuff you put in the technology has been lagging behind the ability of tools to dish it out.

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Training Face-to-face Research Proposal 214

DiscoverOrg Sales

JULY 19, 2017

There are parts of the job that marketers can perform on autopilot, but data management – enriching and cleansing data – has never been been one of them. That’s changing. Significant enhancements to our Marketo connector, including new Append & Clean functionality, give marketers a whole new level of automation accuracy, and control over their database.

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Marketo Data Tools Account Based Marketing 174

SBI Growth

JULY 27, 2017

Today we demonstrate how to design marketing campaigns that generate revenue. It is hard to execute a Marketing Strategy to grow revenue faster than your competitors. The Revenue Growth Diagnostic tool will help you assess your marketing strategy to pinpoint keys to.

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Revenue Marketing B2B Campaigns 176