The Pipeline
AUGUST 27, 2019
By Tibor Shanto. Ask most salespeople what their time is worth, or if they value their time, and they respond in the affirmative. But as is often the case, the observable behaviour says something different. Not only do they seem to not worry about how they use time, but many also seem to go out of their way to waste it. I’ve started asking salespeople “What’s your time worth?
Anthony Iannarino
AUGUST 24, 2019
When someone says they “hate sales,” you can be confident they don’t work in sales. Those who work in sales don’t feel that way about selling. The reason people suggest they have a strong emotional feeling about sales is that they believe things about sales that aren’t true, had negative experiences, or are struggling to sell successfully. Here are the ten reasons you hate sales and some ideas about reframing sales.
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Connect2Sell
AUGUST 28, 2019
Sales competencies, outlined in job descriptions, usually include traits like outgoing, self-motivated, organized, persistent, and resilient.
SBI Growth
AUGUST 24, 2019
As a marketing leader, if you have ever thought about where your next new form of revenue is coming from, the answer is Outbound Marketing. Eric Quanstrom, CMO of Cience, joins us to discuss how Outbound is the new normal.
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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.
The Sales Heretic
AUGUST 27, 2019
It’s not too late: To thank someone. To apologize. To start over. To change direction. To follow up with your buyer. To learn something new. To go somewhere you’ve always wanted to go. To ask for help. To get certified To find your passion. To give a compliment. To face your fears. To be happy. [.].
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
MTD Sales Training
AUGUST 27, 2019
Many of us have been there. The presentation is going well, the customer is appreciating all our demonstrations, your ideas are being well-received…. Then….Wham! Something goes wrong! The laptop freezes. The demonstration falls apart. A member of the buyer team asks a question that you can’t answer. Whatever it is, it throws a spanner in the works and you struggle to cope.
SBI Growth
AUGUST 27, 2019
It is well-documented that CMOs now need to be revenue generators. Gone are days of being primarily measured on brand reach and field marketing events. The modern-day CMO works with the CRO in driving revenue and making the number. However, in.
The Pipeline
AUGUST 29, 2019
By Tibor Shanto. Selling is a word game to some degree, one that many salespeople seem to lazy to play. But our choice of words has a direct impact on how our prospects see us and our product. It is one thing to choose words to create familiarity and rapport, it is another to get intellectually lazy and risk a sale in the process. Take a look: [link].
Sales and Marketing Management
AUGUST 26, 2019
Author: Lewis Robinson “Any customer can have a car painted any color that he wants, so long as it is black.”. This is the infamous quote by Henry Ford, and if you know about Ford’s production techniques, you definitely understand what he means. The Model T was mass produced and it launched the industrial juggernaut of the century. This was not just used for one mode, it became the baseline strategy for a number of leading organizations.
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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 Sales Hunter
AUGUST 27, 2019
If you’ve been following me for a long time, you know that I don’t consider networking the same as prospecting. Too many people go to a networking event but call it prospecting simply to avoid prospecting. Far too many prospecting events are nothing but a bunch of salespeople hanging out together trying to sell each other. Whether it’s an industry networking event, a local business open house, or a chamber of commerce event, they are typically a huge waste of time.
Zoominfo
AUGUST 29, 2019
When we hosted a recent MeetUp event, “Overcoming Roadblocks When Selling Enterprise IT,” we expected to hear about how to find and engage decision makers. What we didn’t expect were all the passionate comments about how NOT to sell to chief information officers (CIOs)! Our audience, which consisted of both executive IT buyers and sales professionals, had a lot to say to each other.
SBI Growth
AUGUST 25, 2019
You have established your business within your target customer base and are looking to expand. Now what? Your finance team has stack ranked the opportunities and recommended that you enter a new market with untapped white space. Product has signed.
No More Cold Calling
AUGUST 29, 2019
Get your priorities straight. I need to listen to my own advice instead of getting distracted by my ever-burgeoning inbox, neverending social media conversations, and not-so-quick breaks to check Facebook. It’s so darn easy today to veer from our priorities. But that’s what we should focus on first every day—what’s “closest to cash. That might mean writing a proposal, researching prospects, following up with potential clients, attending networking events, or asking for referrals.
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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.
The Sales Hunter
AUGUST 30, 2019
Are your customers really bad, or do their expectations just not line up with yours? Bad customers are a result of failing to establish expectations with the customer that align with what you deliver. Watch this 35-second video: “Do You Have Lousy Customers?”: At the end of a month, a quarter, or a year, it is crazy how quickly salespeople make far claims that go way too far all because they are chasing a number.
Zoominfo
AUGUST 26, 2019
You’ve heard it before and we’ll say it again: It’s more cost-efficient to retain existing customers than it is to acquire new customers. This statement pops up during every conversation about customer retention for one simple reason— it’s true. Every day, your customers are bombarded with corporate promotions and marketing messages, from both familiar and unfamiliar brands.
Sales and Marketing Management
AUGUST 28, 2019
Author: Mike DeLeonardis, President, North America at beqom Generation Z graduates, or those born between 1997 and 2012, are flooding the workplace, and with a flowing economy and tight labor market, it can be difficult for companies to recruit and retain these entry-level employees. Gen Zs have the advantage to be choosy about the jobs they take, but they are also more likely to be continually looking for better opportunities.
SBI Growth
AUGUST 29, 2019
Technology Companies are years ahead of any other industry when it comes to leveraging data to inform key decisions in their Go-to-Market model. This trend is likely due to their high-margin, high-growth rates, & rapidly advancing products creating fiercely competitive.
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.
Anthony Cole Training
AUGUST 30, 2019
The buyer's cycle has changed. These days, when a buyer wants to make a purchase, they have all of the tools located in the palm of their hand. If you are not making the buying process as frictionless as possible, then you are most likely going to lose out on a sale.
Hubspot Sales
AUGUST 28, 2019
Are your sales numbers flat this year? Are you struggling to get to hit your sales quotas? Do you need something extra to get the team motivated and meeting aggressive goals? I asked a few sales experts about their current favorite techniques for increasing sales — and threw in a few tips of my own. Finish the year strong and find your new favorite technique in this list. 1.
Zoominfo
AUGUST 29, 2019
When we hosted a recent MeetUp event, “Overcoming Roadblocks When Selling Enterprise IT,” we expected to hear about how to find and engage decision makers. What we didn’t expect were all the passionate comments about how NOT to sell to chief information officers (CIOs)! Our audience, which consisted of both executive IT buyers and sales professionals, had a lot to say to each other.
Openview
AUGUST 27, 2019
The post Axonius, a cybersecurity asset management startup, raises $20M in Series B appeared first on OpenView.
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!
Anthony Cole Training
AUGUST 26, 2019
In this article, we discuss the 3 challenges facing salespeople today:
Membrain
AUGUST 25, 2019
I was speaking to a friend the other day.He’s VP of Sales Enablement for a large technology organization. He had just come out of a meeting of his peers–the top management in the sales organization. He called to say, “the field VP’s proposed that we initiate a major sales training program and are willing to fund it.”.
Grant Cardone
AUGUST 30, 2019
Let the truth of this hit you as it may. Going to the gym once isn’t going to do anything. Nor will going once a month or even once a week. Getting yoked requires a consistent commitment to working out. The same is true for just about everything in life: You won’t get rested sleeping once—you need to repeat that sleep cycle every 24 hours. You won’t get fat eating a pizza—but you will get fat eating a pizza every night.
John Barrows
AUGUST 26, 2019
This week we’re honored to have Todd Caponi on the podcast. Todd spent 3 years building PowerReviews, as well as being a part of ExactTarget’s executive team through their IPO and eventual exit to Salesforce back in 2013. In the last 18 months, he’s focused on his book, The Transparency Sale and promoting it. In this episode, Todd talks us through the science behind decision making and how transparency at a high level moves the needle….
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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten
Vainu
AUGUST 27, 2019
It's an understatement to say that there's no shortage of information on pretty much any company in the world today. However, as we all know–quality beats quantity almost every time. To draw reliable insights from company data and subsequently boost sales performance, salespeople must a) have easy access to the data most relevant to them, and b) be sure that the data they're acting on is accurate and up to date.
Nimble - Sales
AUGUST 26, 2019
Ian Cleary is a globally recognized marketer that is known for his ability to see the full picture in marketing because of his combined marketing, technology, and business skills. He shares his knowledge through an award-winning blog, at marketing conferences around the world, and through working with customers. Ian strives to bridge the gap between […].
Anthony Iannarino
AUGUST 30, 2019
If what you want wasn’t difficult to achieve or obtain, it most likely wouldn’t be worth wanting in the first place. If it wasn’t going to take more effort over more time than you believed necessary, and if it didn’t require you to become something more than you are now, there would be no sense of accomplishment for having achieved it. Here is how to not to give up on yourself when things are not what you want them to be.
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