SBI Growth
JULY 15, 2019
Are you growing faster than your competitors? Have you started the year off blowing out your plan? If you answer yes, congrats, you have a good “problem” on your hands. What CEO doesn’t want to grow even faster? It gets the.
The Pipeline
JULY 16, 2019
By Tibor Shanto. We’re all familiar with the expression “ The enemy of my enemy is my friend.” Not a moto for successful selling and retention, but maybe it has some purpose. At the core, the concept points how two unrelated parties can band together for a common cause. For sales, that common purpose something other than an “enemy.” The common goal in sales is winning your prospect’s prospect.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Anthony Iannarino
JULY 1, 2019
Eat Their Lunch: Winning Customers Away from Your Competition contains a chapter about Capturing Mindshare or, put another way, shaping the lens through which your dream client views their business, their challenges, and their opportunities. The framework in that chapter is designed to allow you to identify and leverage the trends that are already impacting your dream client’s results—or soon will be.
Advertisement
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.
Gong.io
JULY 31, 2019
Are you looking for a rich list of sales questions you can use today? Sweet, because we have you covered. . Not only that, but you’ll also learn how and when to use these questions. In fact, we’re going to start with that foundation. Master sales pro know that this skill is as important as what they ask. It sets the tone to conversational. Take the advice below and shift your line of questioning.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Understanding the Sales Force
JULY 11, 2019
86% of all salespeople have beliefs that don't support ideal sales outcomes. That's important because beliefs influence behavior, and appropriate sales behavior drives results. Think about sales process, sales methodology, sales strategy and sales tactics. Salespeople who have the ability to execute those four elements of success are less dependent on their knowledge of selling than what they believe.
The Pipeline
JULY 9, 2019
By Tibor Shanto. Every journey has a beginning, middle and an end, and this is true for a buying cycle and sales cycle. And while it may work for Zen and motorcycles , in sales, it is not about the journey but the destination, the win. Everything we do as sales professionals needs to maximize that end and ease the journey for all involved. Many factors impact the journey and by extension, the outcome, including strategy, execution plan and more.
SBI Growth
JULY 12, 2019
Today Ray Oram, Global VP of Sales Enablement for IBM, joins us to discuss how to transform the seller experience. Traditionally, sales enablement groups have spent their time working on budgets, supporting sellers through training, developing digital assets, and knowledge sharing.
MTD Sales Training
JULY 9, 2019
It may sound strange, but there will be people you know you can help who will refuse to meet with you! How dare they! Don’t they know you have their holy grail, the answer to their prayers, the very thing they have been looking for? Of course, the world doesn’t work that way, and there will be prospects and customers who will reject your advances and avoid you at all costs.
Advertisement
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.
No More Cold Calling
JULY 25, 2019
Do you really need more people in your business network? Well, yes and no. I’m sure you have people in your business network you never talk to. I do. And while I want to remain connected with them, how I stay in touch depends on the value we provide each other. You receive my weekly emails and a recap at the end of every month. But I don’t really know you unless you reach out to me—which I encourage you to do.
Sales and Marketing Management
JULY 4, 2019
Author: Randy Sabourin The most important things that happen at any organization are conversations. They are the reason we innovate, collaborate, sell, lead, coach, change, succeed or fail. A salesperson who struggles to have meaningful customer conversations, a leader who is misunderstood when implementing strategy, or a manager who prefers to avoid coaching conversations are all negatively affecting their organizations.
Understanding the Sales Force
JULY 17, 2019
The first contractor got a proposal to us within a few days, the second contractor got a proposal to us later the same day and the third contractor gave us a price on the spot. On the responsive scale, the third contractor was the best. Certainly, responsiveness is not the only criteria that prospects weigh as part of their decision-making process. They may also consider: Trustworthiness.
The Pipeline
JULY 30, 2019
By Tibor Shanto. I’d like you to take a look at the marketing material or collateral you use to prospect and sell. For many, you will find one piece or set aimed at your market. Some will have iterations based on the role of someone in the decision process. Others may reflect the size of the target company or a couple of other demographics. But there is a singular erroneous assumption that goes into pieces, making them all but useless, and often get in the way of selling.
Advertisement
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.
Zoominfo
JULY 15, 2019
A term like “brand activation” is almost guaranteed to inspire skepticism among modern marketers. In the age of information overload, marketers face the challenge of separating flash-in-the-pan trends from truly valuable business tactics. But, we’re here to tell you this: brand activation is much more than an industry buzzword. In the past, it was merely considered a bonus if a brand resonated with its audience on a personal level.
The Sales Hunter
JULY 23, 2019
Below is a list of 20 things I have found in common with the top 1% of all sales prospectors. Notice that each item on the list is an action. That’s right, they are things you can do! To be great at prospecting, you don’t have to be born with the “sales gene.” It simply means that you must make it happen day after day. Check out my video where I talk more about what it takes to be in the top 1% of all sales prospectors: As you go through the list, don’t just read it.
No More Cold Calling
JULY 11, 2019
Are you “all in” or just dabbling? Most people (especially sales leaders) share the same frustrations: How do I fit everything in? How do I catch up? How do I innovate? How do I balance work and family? There aren’t enough hours in the day. I want to do so many things, and I’ll never get to them all. . We’re busier, more efficient, and more productive than ever.
Sales and Marketing Management
JULY 21, 2019
Author: Lauren Boutwell As the field of sales enablement has evolved and matured, so, too, have its supporting technologies. Accordingly, video coaching has become a popular tool for driving readiness in sales organizations of all sizes and across industries. The benefits of video – in terms of bringing learning to life – are well-known. If a picture is worth a thousand words, then a minute of video, Forrester has postulated, is worth 1.8 million words.
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.
Jill Konrath
JULY 22, 2019
How can you tell if you have a weak value proposition? One telltale sign is that virtually no one responds to your emails or gets back to you on the phone.
The Pipeline
JULY 25, 2019
By Tibor Shanto. Are you one of these reps who likes jumping ahead of objections, or just likes to jump in all over? [link]. The post Stop Jumping Ahead Of Objections appeared first on TiborShanto.com.
Zoominfo
JULY 28, 2019
In today’s technology and data-driven landscape, marketers are under constant pressure to prove the value of their efforts. But with the amount of data and analytics we have access to, it can be difficult to differentiate between the important marketing metrics and the not-so-important marketing metrics. If you’re struggling to report on the success of your marketing campaigns, we’re here to help. .
Score More Sales
JULY 12, 2019
We all have buyers and future buyers who stop replying to us – for a myriad of reasons. Some of the biggest reasons are: They just don’t see enough value to spend time communicating.
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!
No More Cold Calling
JULY 18, 2019
Your video marketing doesn’t work for me. Salespeople and content marketers, I don’t like watching your videos. I have to put my earbuds in, and that breaks my concentration. Video is not my learning style. I can read and get your point much faster than I can listen. The caption below your video is distracting to me as well. I will, however, read a well-crafted summary or transcript of your remarks.
Sales and Marketing Management
JULY 19, 2019
Author: Michael Deane Steve Jobs said, “You’ve got to start with the customer experience and work back toward the technology, not the other way round.” That credo helped him create one of the world’s most loved and valuable brands. Nowadays, a great portion of the customer journey takes place online, which means that you should double down on providing superb digital customer experience and do it consistently.
The Sales Hunter
JULY 30, 2019
Ask salespeople what their number one issue is and you’ll probably hear, “getting good prospects.” Here’s a simple fact: you can’t close a sale until you have someone to sell to. So what does it take to successfully prospect? As I’ve worked with thousands of salespeople and written the book, High-Profit Prospecting, I have narrowed it down to what I like to call the “10 Keys to Prospecting”: Check out the video where I discuss these 10 keys: 1.
The Pipeline
JULY 23, 2019
By Tibor Shanto. It is not uncommon for people to use movies to make a point; those of us in the trade can all point to sales lessons learned at the movies. There are a lot of films that people like to point to as a means of highlighting a critical element of selling. While lists may vary, Dude, Where’s My Car? is probably not on many. But it is on mine, for one pivotal scene that all salespeople can learn from and adapt in some ways.
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.
Zoominfo
JULY 16, 2019
In this digital age, a company’s website is one of their most valuable assets. Brands constantly design, redesign, optimize, and test their B2B websites on the never-ending journey to perfection. Take a look at the following statistics, and you’ll understand why B2B companies heavily prioritize website design ( source ): 38% of people will stop engaging with a website if the content or layout is unattractive. 88% of online visitors are less likely to return to a site after a bad experience. 46%
Score More Sales
JULY 1, 2019
At the start of another new quarter, there are always those hopes and dreams for a big outcome in a few short months.
Grant Cardone
JULY 25, 2019
Your entire life is determined by 3 simple things. To be exact, it’s 3 decisions you must make: What will you do? Whom will you do it with? Where will you do it? Think about it. Your entire life boils down to 3 questions. #1 What are you going to do in life? This involves career choice, how you plan to make money, and what kind of service you bring to the world. #2 Whom will you do your life with?
Expert insights. Personalized for you.
239 
Let's personalize your content