The Pipeline
SEPTEMBER 10, 2019
By Tibor Shanto. Data-driven models in sales can be a double-edged sword. While they do help create focus, especially across large swaths of data and opportunities, they also have limitations. Especially in how they may limit or prevent us from understanding and winning any given individual opportunity. These models are great , in context, as indicators and validation.
Chorus.ai
SEPTEMBER 12, 2019
There’s no way around it: Strategy is exciting.
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Connect2Sell
SEPTEMBER 18, 2019
As a sales coach, I spend a fair amount of time in the field observing sellers. As a researcher, I interview buyers and get their perspective on what sellers do during sales calls. And, as a sales trainer, I conduct 1-to-1 role plays with sellers and sometimes set traps to see how they’ll handle common situations.
SBI Growth
SEPTEMBER 18, 2019
Many sales leaders like you are deep into annual planning right now. As budgets are determined, can you confidently defend the sales rep headcount you have now? Or perhaps more importantly, can you make a strong case for additional people.
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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.
Sales and Marketing Management
SEPTEMBER 23, 2019
Author: Giuseppe D’Angelo Inside sales have never been hotter, and the sales field is experiencing considerable change. Much of this is due to the technology that is beginning to drive the sales process much the way it has driven marketing for the past several years. Also, we’re seeing generational changes. Millennials are entering the C-Suite and members of Gen Z, which makes up 10% of the world’s population, are entering the workforce.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales 2.0
SEPTEMBER 28, 2019
When I first started writing about sales in 2007 my main angle was that we should “bring science to selling”. As an engineer, I could not understand how we had applied virtually no science to how we sold. Everything seemed to be left up to the individual sales person. Today, we’ve had a lot of improvement. Some great thought leaders have written and spoken about this so much, that some actual change has occurred in real sales organizations.
Zoominfo
SEPTEMBER 23, 2019
It’s no overstatement to suggest that a unique selling proposition (USP) is the very soul of any marketing strategy. The notion dates back to the 1940s when advertisers started to explore the ways in which their marketing propositions influenced customers to buy from one company over another. . No matter what you sell, there’s a reason a customer with many options chooses your brand— and a fully-realized USP is integral to that decision.
SBI Growth
SEPTEMBER 22, 2019
Creation of a “Revenue Operations” Function.
Sales Hacker
SEPTEMBER 11, 2019
Negotiating is one of the most important skills salespeople can develop, yet it’s often overlooked. Which is a real problem… Because after you’ve put effort and resources into researching and creating a solid pitch and proposal, it only makes sense to come to the table prepared to negotiate with the prospect. The key is to create a negotiation strategy in advance, which helps you talk about price and other important elements of the deal.
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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.
The Pipeline
SEPTEMBER 24, 2019
By Tibor Shanto. We know the filters we apply to given scenarios directly impact the outcome, more correctly, our view of the outcome. The more aligned we are to the buyer’s perspective, the more effective we can be in introducing insights. Insights that inform the buyer based on their objectives. Not an artificial view of the market designed to favor our product.
Sales and Marketing Management
SEPTEMBER 15, 2019
Author: Charles Brennan One of the fastest-growing sports in America is pickleball. However, many people are not familiar with the sport. Pickleball is a paddle sport that combines elements of tennis, badminton and table tennis. It is a game resembling tennis in which two or four players use paddles to hit a perforated plastic ball, similar to a whiffle ball over a net.
Understanding the Sales Force
SEPTEMBER 18, 2019
Fish, rafts, kayaks, canoes, sailboats and swimmers all find much more success when they are moving with the wind or the current rather than going against it.
The Sales Hunter
SEPTEMBER 24, 2019
We cannot forget that not all prospects are created equal. Some prospects are actually not prospects at all, they’re just suspects in disguise. Everybody in sales cannot find enough time to prospect. If we’re already challenged for time, shouldn’t we focus our time on the best opportunities? Gain more insights in my video: One concept I strongly advocate is to qualify a lead fast to ensure that you’re quickly able to know who has potential and who does not.
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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.
SBI Growth
SEPTEMBER 28, 2019
As marketing leaders, it makes sense to explore multiple channels to reach your target audience. With so many options, it quickly becomes not only expensive but also difficult to manage. How do you decide which channels will be worth the.
Steven Rosen
SEPTEMBER 19, 2019
Are you a sales manager? Congratulations! You are the key to unlocking the potential of your team. You are the #1 factor that drives your team’s performance. One of my favorite quotes is from Peter Drucker which nicely sums up your role. “ Effective leadership is not about making speeches or being liked; leadership is defined by results, not attributes.”.
The Pipeline
SEPTEMBER 19, 2019
By Tibor Shanto. When you look at a football team, you would figure that if a team is in possession more time, running more yards than before, you would see more touchdowns and wins. People would not only wonder why results weren’t materializing, but they would also take action, and heads would surely roll. Yet when it comes to sales, we seem to hold things to a different standard.
No More Cold Calling
SEPTEMBER 20, 2019
I challenged seasoned pro, Mario Martinez, Jr., on how he asks for referrals. I never pass up the chance to chat about referrals. So, I was thrilled when Mario Martinez, Jr.—CEO of Vengreso and a top expert on social selling for lead generation—invited me to be on his “ Selling with Social ” podcast. (This was his 126th episode. I waited until he got it right to be his guest.).
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.
MTD Sales Training
SEPTEMBER 30, 2019
How do you increase value? You may think it’s by improving your product quality or better pricing strategies or better terms to customers. Instead, your real value lies in developing your overall sales skills, so you help your clients to improve their business over time. Value can be seen as your overall worth to the marketplace and it’s how you increase and improve that value that will see you improve and build your reputation with current and future clients.
Understanding the Sales Force
SEPTEMBER 9, 2019
You're famished and someone suggests that you go on a 2-day fast! You're late, it's a two-hour ride by car to your destination and someone suggests that you walk! You're exhausted and ready for a nap and someone suggests you should clean our your basement! You've decided to eat better and lay-off carbs, and someone suggests ordering pizza! These are all crazy opposites of what you were focused on and they cause you to ask, "whaaat?".
SBI Growth
SEPTEMBER 3, 2019
Your obligations as a Revenue Operations leader are under constant pressure. Your sales team is constantly under the watch of the Executive Team and Board of Directors; however, their priorities aren’t necessarily coordinated. The lack of clarity from the top.
Steven Rosen
SEPTEMBER 5, 2019
Hello Steven Rosen here for my weekly sales management tip where each week I share one tip from my book 52 Sales Management Tips, The Sales Managers’ Success Guide. Today’s tip #26 is listen, learn and laugh a lot. Following the three L’s will win you more friends, help you gain knowledge and ultimately help you be happier. Take the time to live in the moment by listening more, read a book, read an article, keep learning.
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!
The Pipeline
SEPTEMBER 12, 2019
By Tibor Shanto. Our reaction to rejection is hardwired on a primal level. This means it is about managing yourself and your reactions, and less about managing the objection. You are better off learning to control your emotion, and think through the issue, and rely on your process. When in doubt, follow your training, work the process the way you practiced before things got emotional.
No More Cold Calling
SEPTEMBER 25, 2019
Your blood alcohol level endangers everyone around you. Our global team won a huge deal. We got emails and voicemails raving about how the team worked together, pulled all-nighters, and managed to get everything in sync for the big bake-off. The win was the largest in the company’s history. Wasn’t that fantastic? Sure, from a revenue standpoint. But here’s the rub.
Bernadette McClelland
SEPTEMBER 27, 2019
There are many types of bankruptcy: There is moral bankruptcy when a person trades their values for a price. There is emotional bankruptcy where there is a deficit of feelings in a relationship with others or self. There is spiritual bankruptcy where someone craves meaning, fulfilment and purpose in their life ,or their business, and. Then there is financial bankruptcy which is when someone is financially unable to repay a debt, and therefore pays the price, of having no money.
MTD Sales Training
SEPTEMBER 3, 2019
There’s a saying in negotiations that goes ‘The person in control of a conversation is the one asking the questions.’. Think about that for a moment and you can see the sense in it. When someone asks you a question, they immediately put you on a course of finding the answer. Your thought processes are controlled by the nature of the question, and you seek the answer to what they have asked.
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.
SBI Growth
SEPTEMBER 8, 2019
Over the past few years, marketers are increasingly held responsible for revenue goals. If you’re like most CMOs, you can identify with at least one of these: You’re not sure how to calculate the number of leads you need to generate. You.
Sales and Marketing Management
SEPTEMBER 13, 2019
Author: Parth Mukherjee Chorus.ai is a champion for having more women in sales positions. As a Conversation Intelligence platform, Chorus stores and analyzes millions of sales calls every year. With all of that data at our fingertips, people like to ask, "Are male or female sales reps better? What do they do differently?". Unfortunately, these types of questions are the result of some poorly crafted content available online; some of which even goes as far as to say that women do everything “wron
The Pipeline
SEPTEMBER 9, 2019
The Pipeline Guest Post – Mell Harding. These famous words from Shakespeare’s Merchant of Venice equally apply to our sales pipeline. As sales managers, we know from experience that when we review the opportunities our sales reps have promised to close this month, next month and the next 90 day, that they won’t all close. But which ones will close?
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