John Barrows
APRIL 10, 2019
For many of us, April marks the start of a new quarter, fresh targets and quota and new opportunities to focus on. Sometimes you hit your quarterly number with weeks to spare, other times you’re pushing in any deal you can to Make It Happen by the end of that third month. I received this email last week (looks like the end of someone’s Q1), which is a great example of sales done wrong, in my opinion.
Understanding the Sales Force
APRIL 1, 2019
I have written many articles about Sales DNA, the combination of strengths that support sales process, sales strategy and sales tactics; or, when it appears as a weakness and sabotages ones ability to execute.
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Jill Konrath
APRIL 22, 2019
Recently I interviewed Luke Goetting, Director of Puffingston Presentations for an Engaging Presentations video series I did with Prezi. His expertise is in "transforming stale business presentations into visually engaging stories." That's why I asked him to share his thinking with you.
No More Cold Calling
APRIL 11, 2019
Has management ever told you to take a break? Our pace is too frenetic. We take shortcuts when we know we shouldn’t. We’re conflicted whether to stay in a job we don’t like or jump ship. We want to spend more time with our families, to exercise more, to be happy … really happy. All of that’s tough to achieve today, especially if our managers are constantly pushing us to do more, to work later, and to be available around the clock.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Sales and Marketing Management
APRIL 1, 2019
Author: Kevin F. Davis It goes without saying that your top salespeople are the backbone of your team. Sure, they keep the sales rolling in, but they also play a key role in keeping your entire team motivated. When your top few are hard at work, the rest of the team aspires to their greatness. However, those top salespeople aren’t robots – they go through burnouts and times where they just need an extra boost of motivation, themselves.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Connect2Sell
APRIL 10, 2019
You’re successful as a seller. You’re planning for the future, and you’re eyeing that next-level job of sales manager.
The Pipeline
APRIL 30, 2019
By Tibor Shanto. The expression ‘Cold Call’ brings an immediate visceral reaction from people, when it shouldn’t. Most picture opening the yellow pages, picking a business at random, dialling and barking “Wanna buy, wanna buy, wanna buy?” on the other hand, a cold call by another name is just direct contact. When I say cold calling, I specifically refer to calling someone when that call is not previously scheduled.
The Sales Hunter
APRIL 23, 2019
Not many people dream of having a career in sales. Let’s be real here: sales was probably not your first choice. For many of you, although afraid to admit, sales wasn’t even your second, third or fourth choice. Some of you reading this are thinking to yourself, “Mark you’re smoking something funny.” Calm down. Although I used to live in Oregon, I haven’t smoked anything.
No More Cold Calling
APRIL 25, 2019
Did you know we have three different types of intuition? “Darn, I wish I’d trusted my gut.” I won’t even try to count the times I’ve said that. Eventually, most of us learn that trusting our gut makes sense—which is a non sequitur, because making sense is not intuitive. Making sense is systematic and sequential, and intuition is the opposite. It’s a feeling.
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Understanding the Sales Force
APRIL 11, 2019
This week I've been sick with my annual bout of asthmatic bronchitis - fun stuff - and the question I've been asking myself is, "how long will it last this year?" Historically, it's takes 2-4 weeks for this to subside and it sucks big time during that 2-4 weeks. But thinking about time frames got me thinking about one of the universal timelines and challenges facing companies everywhere.
SBI Growth
APRIL 2, 2019
Jill Konrath
APRIL 7, 2019
The first time I heard the call-in radio interview with the "deer crossing lady," I couldn't believe it. Tears of laughter were streaming down my face. The more she talked, the worse (or perhaps better) it got.
The Pipeline
APRIL 18, 2019
By Tibor Shanto. Every mode of communication offers opportunities for proactive prospectors, which is why you don’t want to skip the phone. The phone offers a number of advantages absent from email, LinkedIn and other social platforms. It creates contact between two human beings. What’s interesting is those who stick with one mode, especially social, seem to miss entirely the infinite social interaction and the possibilities the phone lead to.
Advertiser: ZoomInfo
Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.
MTD Sales Training
APRIL 23, 2019
Emotional Selling Proposition – have you got one? We all know that sales are based mostly on emotion and the decision is backed up with logic. That’s the law of the salesperson! So, do we often come up with emotional selling points in our proposals? Do we develop our emotional selling propositions as well as our unique selling propositions? You’ve heard of a USP right?
No More Cold Calling
APRIL 29, 2019
Do your clients want more from you? Would you be surprised to learn that prospects want the same buying experience in their business lives as in their personal lives? I’m not. We all want a stellar customer experience, and we’re pissed when we don’t get it. B2B customers are just louder about it. Everyone complains about their cell phone providers, their utilities companies, and their myriad of unpleasant shopping experiences.
Understanding the Sales Force
APRIL 5, 2019
About a year ago, I wrote a very popular article called, Persistence Over Polish , where I discussed the competencies that the top 10% of all salespeople were better at than everyone else. The article identified 5 of the 21 Sales Core Competencies that were the biggest difference makers, showed the gap in capabilities, and explained the impact of having these competencies as weaknesses.
SBI Growth
APRIL 11, 2019
Your job description probably reads something like “generate revenue by increasing sales through successful marketing for the entire organization, using market research, pricing, product marketing, communications, advertising and public relations.” Yet, there’s inherently a level of gray enabling the marketing.
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Connect2Sell
APRIL 17, 2019
You’re new to your role as a Sales Manager. Congratulations on your recent promotion! (Not promoted yet but angling for a sales manager role? Here's a post to help you get there.).
The Pipeline
APRIL 2, 2019
By Tibor Shanto. The start of any quarter is an opportunity to step back take stock and recommit to your success. The first quarter, however, is a bit different, it is far enough away from the year-end, that you can think, be positive, and have the space to course correct or accelerate your triumphs; it is an entirely different affair the first week of October, when the desperate clouds of Q4 cover the top of the funnel.
Sales and Marketing Management
APRIL 12, 2019
Author: Paul Nolan Anger has its benefits, writer Charles Duhigg states in a recent Atlantic cover story on the topic. “We’re more likely to perceive people who express anger as competent, powerful and the kinds of leaders who will overcome challenges. Anger motivates us to undertake difficult tasks. We’re often more creative when we’re angry, because our outrage helps us see solutions we’ve overlooked,” he writes.
Zoominfo
APRIL 16, 2019
Take a look at your inbox – how many unread or deleted messages do you have? And how many of them are from companies trying to catch your attention? This is the reality of email marketing today. As such, it’s crucial to understand best practices that can help you improve email deliverability and compete in an environment where much is outside your control.
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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.
Understanding the Sales Force
APRIL 22, 2019
Do shortcuts work in sales?
SBI Growth
APRIL 17, 2019
The role of a Product Leader is dynamic. Listening to the market, monitoring competitors and developing new products are core responsibilities. They set the organization up for growth. Yet, one of the lesser associated responsibilities of a Product Leader is translating.
DiscoverOrg Sales
APRIL 23, 2019
The average marketing department spends a LOT of money on trade shows and events – to the tune of 32% ?f their entire budget. Even so, trade-show events are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation. Trade shows are an expensive way to generate leads, even if you don’t have a booth.
The Pipeline
APRIL 23, 2019
By Tibor Shanto. No, I am not going to talk about green selling or climate change, not even sales change. The focus here is the actual environment of the buyer or environments. Environmentally friendly prospecting is about understanding and leveraging your mutual settings and events. The environment where what you sell will be used, consumed or processed.
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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.
Sales and Marketing Management
APRIL 22, 2019
Author: Manny Medina, Max Atschuler and Mark Kosoglow The days of old-school communications have passed. In their stead, we have new modern sales communications that are data-driven, personalized, relevant, omnichannel, sequenced, and fully optimized for today’s sophisticated buyer. The following are the seven major business pain points solved by sales engagement: Business Pain Point #1: Not Optimizing for the Modern Buyer.
Zoominfo
APRIL 17, 2019
As human beings, we’re naturally inclined to regard change with a sense of skepticism. But, sales and marketing organizations must resist this instinct in order to constantly adapt to changing markets, new technologies, emerging trends and so on. But, there’s one business concept that’s stood the test of time like no other. It’s a model so deeply ingrained in modern strategies that most businesses don’t even think to question it.
Understanding the Sales Force
APRIL 25, 2019
Apparently, Duracell 9 volt batteries are the picture of consistency. Last night, all 7 of our upstairs smoke detecters starting squawking within about 30 minutes of each other to indicate that their batteries needed to be replaced. Given that the Duracells were installed in those units on the same day 4 years ago, one would hope that there are more things that we could rely upon to be as consistent and predictable.
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