How to Improve the Efficiency of the Sales Team
SBI Growth
JUNE 5, 2017
June, 2017
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Do Your Account-Based Selling Teams Need a Strategy?
No More Cold Calling
JUNE 22, 2017
Do sales organizations really need a B2B sales strategy? After all, pundits tell us it’s the buyer’s journey that matters. They’re in control, so shouldn’t account-based selling pros just be prepared to wing it? Besides, developing and implementing any strategy—whether for sales, service, marketing, or products—can take weeks or months. Once you’ve mapped the company sales strategy, you need to consistently dissect it, revise it, and communicate it.
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Sales Effectiveness - How to Win Every RFP That You Respond To
Understanding the Sales Force
JUNE 19, 2017
Image Copyright Gustavofrazao. I am amazed by the sheer number of salespeople who believe they must respond to an RFP, RFQ or RFI. The resources, including people, time and money, required to respond to the specs from just one of these requests is daunting. Some companies have so many requests coming in that they spend all of their time responding to them.
[VIDEO] Real People, Real Sales Intelligence
DiscoverOrg Sales
JUNE 21, 2017
We could spend all day telling you what DiscoverOrg actually does and how our customers use it – but we thought it would be more interesting to show you – with real people, in our funny new video showing off how sales intelligence is done. Our gracious host is determined to show two newcomers – from sales and marketing, respectively – how the DiscoverOrg platform powers a bigger pipeline , more appointments, and faster revenue growth.
The Trends You Need to Succeed This Holiday Season
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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.
Why You Want Sales To Be A Numbers Game
The Pipeline
JUNE 8, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca . If you follow this blog you know that I do not understand or stand with those who say sales is not a numbers game. While I agree that the focus should always be about quality over quantity, the reality is that no matter the quality of your prospects, you will need a given (minimum) quantity of quality sales in order to meet, or better yet, exceed quota.
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How Account-Based Sales Reps Can Win New Clients from Lost Deals
No More Cold Calling
JUNE 15, 2017
Referrals might be your silver lining. I have been in B2B sales so long that I’ve probably forgotten more deals than I remember. But there’s one I’ll never forget. It was 20 years ago, when I was working as an account-based sales rep , and I lost the biggest deal of my career. I was so close to nailing a million-dollar deal—something no one in my company had ever done.
Sales Science and Data Win the Day
Understanding the Sales Force
JUNE 15, 2017
Image Copyright bowie15. As we close in on closing out the first half of 2017 (already!) this is when I share the best articles from the first six months. Today, it's more difficult to read that article, watch that video, listen to that audio tip or pay attention to any of the great material that is being written by experts so this is a way to catch up and read the best of the best.
How to Heat Up Cold Emails with Personalization
DiscoverOrg Sales
JUNE 6, 2017
The debate within sales right now is whether cold-calling works. Evidence shows that it does: Cold-calling distinguishes high-growth companies (see our report). As a Senior Sales Development Representative (Sr. SDR), the phone is a lot like the late ‘90s Pontiac Grand-Am I drove back in high school. Sure, it got me from point A to point B, but it wasn’t flashy enough to catch the attention of my peers.
AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work
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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.
Success Breeds Prospects
The Pipeline
JUNE 19, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca . Most sales people tend to ease off on their prospecting when they have a healthy pipeline. They feel that there is plenty to work, they have a number of prospects on the go, and tell me, that their time is better used to drive the opportunities in the pipeline, and figure that they will prospect for more opportunities once the current pipeline solidifies.
Executive Sales Leader Briefing: Quit Trying to Use Discounts to Close Sales
The Sales Hunter
JUNE 23, 2017
What makes you think offering a discount is going to be an effective way to close a deal? The reasons are many, but none of them make any sense. The key is to be focused on the value the customer will receive and the outcome they will achieve by buying from you. You can’t cut […].
Do Account-Based Sales Reps Really Need SDRs?
No More Cold Calling
JUNE 1, 2017
Here’s how to land and expand outside the box. “I’ve been waiting my whole life to say this.”. That was the subject line of an email I received from my daughter. She explained that my granddaughter, age six and in kindergarten, wanted to wear high-heeled play shoes to school. My daughter, of course, said no. The response was a kicker: “But Sally wears them to school.
Buyer’s Guide: 5 Tough Questions To Ask a Salesforce Managed Services Provider
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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.
Predict the Weather but Control the Sales Forecast and Revenue
Understanding the Sales Force
JUNE 6, 2017
Image Copyright Mark_KA. It's June 6 in Westboro, Massachusetts, USA, and the temperature is 49 degrees Farenheight or 9 degrees Celsius. It's pouring rain and with the exception of 3 nice days in the middle of May where the temperature was in the 80's, it's been like early April since, well, early April! The weather sucks. And in case you aren't familiar with what the weather should be like at this time of year, it should be 80 degrees (27 degrees Celsius) and sunny and July and August should b
AJ’s story – and the Split of Outbound and Inbound Sales Development
DiscoverOrg Sales
JUNE 14, 2017
A word of advice about working at a high-growth company: Don’t get too comfortable. Anthony Johnson wasn’t the first Sales Development Representative (SDR) to learn this lesson the hard way. In the fall of 2015, the young sales rep was burned out, disheartened, failing to meet his quota, and on the verge of losing his job. Fast-forward a year: AJ is now in a leadership role on an inbound sales development team with a remarkable 40% conversion rate from inbound lead to appointment set.
You Are Where You Are By Choice
The Pipeline
JUNE 26, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca . I had a couple of interesting conversations with two reps recently during a break in a workshop. Both centred around where each of the reps were currently, both in terms of quota in the current year, and their over all sales career. What was interesting is one was exactly where they wanted to be, on track to achieve his stated goals, for this year and beyond.
Marketers Just Want To Market: Here’s How
Sales and Marketing Management
JUNE 12, 2017
Author: Michelle Huff A noted Greek philosopher, Gus Portokalos of “My Big Fat Greek Wedding,” delivered a memorable toast to his daughter and new son-in-law near the end of the movie. “Here tonight,” he said, “we have apple and orange. We all different but, in the end, we all fruit.”. The best marketing minds are like that – a marriage of seeming opposites that end up working together.
Beyond the Basics: How to Develop and Retain a Top-Performing Sales Team
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.
Nine Tips for Crafting Better Sales Presentations
The Sales Heretic
JUNE 27, 2017
A great sales presentation moves a buyer from interest to action. A mediocre one does little or nothing. And a bad one causes prospects to run in the other direction. How can you create presentations that result in closed deals? Here are nine tips. 1. Focus on benefits rather than features Too many salespeople stuff [.].
2nd Half Sales Strategies You Need to Adjust
The Sales Hunter
JUNE 28, 2017
It’s here — the 2nd half of the year is starting in just a few hours! Hey, I want you to keep pushing to grab all you can this half, but let me push you to look at a few things to adjust to increase your 2nd half results. Take a few minutes and take […].
[VIDEO] 3 B2B Sales Techniques to Close Cold Leads
DiscoverOrg Sales
JUNE 21, 2017
What we do in sales at DiscoverOrg is regularly run plays and campaigns that have immediate boosts on our pipeline. Three of those plays we run involve some form of going back to leads that went dead on us and bringing them back to life. The really interesting thing is, we find re-livened leads actually outperform our regular leads. In this video we’ll explain how to use a few techniques in your B2B sales efforts.
How to Optimize Call Monitoring: Automate QA and Elevate Customer Experience
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!
Come Spend Time At Call Camp!
The Pipeline
JUNE 24, 2017
What You Don’t Know about Discovery that Kills Deals. Why should the kids be the only ones who benefit from camp? Here is your invitation to attend a camp you can enjoy that also leads to better sales and selling. THIS AIN’T NO WEBINAR! This live coaching based on real discover calls. We will be listen to real calls, offering contextual coaching you can use to improve your discovery calls and results.
Creating an Account Plan for Any Sales Organization: 5 Components that Help Plans Succeed
Sales and Marketing Management
JUNE 19, 2017
Author: Mark Donnolo Account planning is an essential part of any high-performing sales organization. It brings together critical information about your customer, your competitors and your strategy to win business. The problems come when you ask an account leader to stop what he’s doing and focus on a plan. More problems arise when you expect multiple people to be involved in writing the plan – to stop calling on customers, sit down, and look up some numbers or competitive information.
How Account-Based Sales Teams Can Make Buying Easy
No More Cold Calling
JUNE 8, 2017
Prospects need more insights, not more information. The love affair began when I put a soft, Italian leather wallet in his hand. It was a done deal. I made the sale. This was decades ago, when I owned a luggage and gift store. My customers had countless choices for suitcases. It was my job to simplify the process. So, I asked many questions to assess how often they traveled, and if travel was for business or with family.
Secrets of a Successful Sale: Optimizing Your Checkout Process
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.
Why You Should Strive to Be a Beginner
The Sales Heretic
JUNE 20, 2017
I have a black belt in aikido. But that doesn’t mean I’m an expert in the Japanese martial art. Quite the opposite in fact. In aikido—as in many other martial arts—a black belt is not considered to signify mastery. Achieving a black belt means you are now a “beginner.” You have put in several years [.].
Want Better Lead Generation? Get Marketing & Sales in Line
DiscoverOrg Sales
JUNE 8, 2017
I’ve been involved in sales enablement and lead generation since the term was just getting popularized in the B2B tech sector around 2006. And more than ten years later, the definition of what sales enablement actually is has yet to be nailed down. Ask five different sales enablement leaders, and you’ll likely get five different responses. I like Brainshark’s straightforward definition of sales enablement : Sales enablement: “A systematic approach to increasing sales productivity, by supporting
Confusing Choice with Decision
The Pipeline
JUNE 12, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca . We all know the expression “ Often a bridesmaid but never a bride ”, we see it playing out in sales daily. Sellers who want to believe that if they educate the buyer and help them make the right choice, the buyer will choose to go with them and their product. But we all know that making a choice on a product or solution level, does not always lead to the decision we want or need, namely, the decision to buy from us.
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