The Pipeline
JUNE 12, 2018
By Tibor Shanto. No doubt addiction is a terrible thing, regardless of whether one is addicted to drugs or any dependency addicts struggle with, it has a heavy human toll, both on the victim, those around them, and the unintended devastation experienced by those who depend on the addict. In the mid-West, this addiction is to opioids, in Sales the addiction to ‘product’ is as severe and crippling.
Sales Hacker
JUNE 12, 2018
I get asked this same question several times a week.—”Tito, how do I go about building a sales team (especially the sales development function) from scratch?” It usually comes from founders, or the first sales hire at a company. Sometimes, it comes from companies after several failed attempts. The truth is, there’s only one way to do it right, and if this is your third try, lucky you, I’ll share the formula with you.
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Babette Ten Haken
JUNE 11, 2018
Got your business hustle on? Or, do you let things slow down and slack off during summer months? You may be missing the most opportune times for networking and growing your business. For those of you in the Northern Hemisphere reading this post, the summer months are most welcome. Here in Ann Arbor, MI, winter seemed to hang around forever. Then Spring showed up for approximately 24 hours (or less), everything sprung up from the ground, bloomed and leafed out.
Sales 2.0
JUNE 9, 2018
Congrats you have a brand-new “greenfield” sales territory! Unlimited opportunity, untouched accounts, no other reps vying for your business. Not to mention our products are the most awesome thing ever invented. Boy, you are going to coin it in! Not! Let me translate. Congrats, you have been dropped in the middle of a huge desert. We decided to make this more challenging by not giving you any water.
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.
DiscoverOrg Sales
JUNE 13, 2018
“When I first started at DiscoverOrg two years ago, I joined a group of six other Sales Development Reps (SDRs). We were all green to the role and new to sales in general. We had a team lead, whose job was daily cheerleading – but the role of ‘manager’ on the Inbound team didn’t exist.” This is a story we tell to all new hires , to show how quickly we have grown and how far we’ve come.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
No More Cold Calling
JUNE 14, 2018
Salespeople are only as good as the people they know. When is it time to toss the technology and start talking to people? When internet leads and a call script no longer reap new business. When it interferes with the most powerful tool in your toolbox—you. Don’t get me wrong. There’s a lot of great sales technology out there, and it would be dumb for sales reps not to use it.
SBI Growth
JUNE 9, 2018
There is an emerging best practice in Key Account Management that successful B2B firms are quickly deploying. The best practice is a “Revenue Desk”. In this blog, I will outline the role of Marketing in this critical new Key Account.
Connect2Sell
JUNE 13, 2018
This is a message for sellers who sometimes feel like they have to set their own values and standards aside in order to do the work of selling. What you need is a Sales Philosophy.
Zoominfo
JUNE 10, 2018
As a B2B sales rep, you already know objections are an unavoidable part of your job. Yet, as we explained in a recent blog post , there are many tips and tricks sales reps can use to bypass common objections during the sales cycle. Research shows price objections are the number one objection sales rep face—but half of all price objections are phony ( source ).
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Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.
Sales and Marketing Management
JUNE 11, 2018
Author: Kostas Chiotis Guest blog posting is arguably the best method of inbound marketing that your team can employ. However, only 6 percent of marketers are using guest posting as the majority of their original content strategy. Considering the vast amount of marketers who are (rightfully) making content marketing a priority, it’s surprising to find that more businesses, particularly small businesses and startups, aren’t taking advantage of the guest posting benefits.
SBI Growth
JUNE 11, 2018
Digital Experience is the convergence of two powerful trends: Digital Transformation (which is driven by efficiency concerns). Customer Experience (which focuses on driving effectiveness and improving revenue growth) . Odds are, your CEO has identified both as key priorities, and has asked you.
Mr. Inside Sales
JUNE 12, 2018
Cold Calling—3 Mistakes You Need to Avoid Now. By Mike Brooks, [link]. Discover cold calling tips, best practices and techniques to avoid and learn ways that really work on how to make effective B2B cold calls for sales. With all the technology out there, some people like to say that cold calling and prospecting are dead. But just ask account managers and inside sales managers if they still have to prospect and cold call to develop leads and they’ll tell you absolutely!
Zoominfo
JUNE 11, 2018
The modern recruiting landscape is increasingly competitive. Thanks to technological advances and the widespread use of social networking, job applicants have a wide variety of channels and platforms at their disposal. This means recruiters must spread their efforts across each of these channels in order to execute a successful candidate sourcing strategy.
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.
Sales and Marketing Management
JUNE 15, 2018
Author: Dan Seidman Ten thousand baby boomers turn 65 every day. This is why a start-up company hired me to build their training department. The firm was targeting the senior market by offering solutions to keep these older people safe in their own homes rather than empty bank accounts to move into senior housing. I could relate, as I just had two elderly parents move into assisted living at a cost of $8,700 a month.
SBI Growth
JUNE 15, 2018
The Influencer Channel is often overlooked. If utilized correctly, it can help you: Learn about opportunities earlier in the sales cycle, Win more deals, while also…. Increasing the cost of sales for your competition. This combination is the sales equivalent of a hat-trick.
Hubspot Sales
JUNE 15, 2018
Like most small businesses, we used to get 90% of new clients from referrals. If we had more time, we’d generate leads through inbound marketing. If we had more money, we’d purchase $30,000+ in advertisements or sponsorships. But we had limited time AND money. So we had to come up with a different solution. As a result, we built a follow-up email system -- using the free Email Templates tool from HubSpot Sales -- that generated $100,000 in the past 30 days.
Zoominfo
JUNE 12, 2018
Fact: Global spending on cognitive and AI systems will reach $57.6 billion in 2021, according to market research firm IDC ( source ). As adoption of artificial intelligence (AI) grows, innovative ways to use AI in the recruiting field continue to emerge. Yet, as talk of AI grows, more recruiting professionals have come forward to voice an underlying fear that these systems and technologies will eventually replace human recruiters and completely automate the hiring process.
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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
JUNE 13, 2018
Author: Adam Boggs and Andrew Dornon Ironically, the engineering advantages that distinguish many technology firms in the marketplace can be one of the biggest detriments to selling. Whether companies operate as innovators in their respective technology fields who drive the marketplace (technology leaders) or focus and develop in a specific niche market (focused players), tech organizations can get bogged down by these advantages without having defined sales processes, leading to struggles with
SBI Growth
JUNE 10, 2018
The Chief Customer Officer is one of the newest roles to join the C-Suite in the past few years. Their charter is to drive customer-centricity throughout the enterprise. They are a customer advocate who cares about providing a good customer.
Hubspot Sales
JUNE 13, 2018
If you’re a B2B salesperson, you’ve probably heard about SPIN Sales. It’s one of the most well-known -- not to mention oldest -- selling systems. SPIN gives reps a research-backed framework for working and closing complex deals with extended sales processes. You can use SPIN principles along with your current sales methodology. The strategy focuses on asking good questions in the right order, using active listening, and translating the prospect’s needs into your product’s features.
Zoominfo
JUNE 14, 2018
Industry trade shows and professional events are an excellent way to learn new skills, network with others, and revive your creativity. But, these events can also be overwhelming—with multiple tracks, different sessions to choose from, and long days filled with non-stop activities. Because most industry events come with a cost—time away from your desk, budget, travel, etc.
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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.
SBI
JUNE 12, 2018
In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Brendan Cournoyer, VP of Marketing for Brainshark. Connect with him on Twitter or LinkedIn. Nancy: What are the top 3 ways your solution changes the game for a sales organization?
SBI Growth
JUNE 13, 2018
The idea of a deal desk is nothing new to many sales organizations. The need to treat critical and non-standard deals separately has rapidly given rise to this specialized function over the past few years. So, what happens when you.
Hubspot Sales
JUNE 12, 2018
How to Send a Follow-Up Email After No Response. Ask yourself if you included a close in your first attempt. Never forward or cut and paste an old email. Don’t follow up too quickly. Adjust your close. Avoid the temptation to send a breakup email. How many times has a deal been going along without a hitch until, suddenly, it’s not? One week of silence passes, then two, and you’re left wondering what you did wrong and if there’s any way to fix it.
Close.io
JUNE 11, 2018
Most B2B startups initially sell to other startups before going after more established companies. And for good reason. Startups are approachable, quicker to close, and more forgiving when things go wrong. But is selling to startups really a good growth strategy in the long-term? Want to upgrade your sales process in just 30 days? Sign up for my free Startup Sales Success course.
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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.
DiscoverOrg Sales
JUNE 15, 2018
I celebrated my first Father’s Day as a dad two years ago. My wife and I had our first baby, a beautiful girl – Grace. At that same time in 2016, DiscoverOrg was going through a growth spurt. I’d be lying if I told you I wasn’t terrified, thinking about how I could be a great new dad, husband, and CEO. Somehow, I got through countless nights with little to no sleep, then somehow dragged myself into work.
SBI Growth
JUNE 14, 2018
Our guest today is Jamey Heinze, the Chief Marketing Officer at iGrafx. Jamey has a unique background with significant experience in sales for the first 1/3rd of his career, and then product management for nearly a decade, and now as.
Hubspot Sales
JUNE 14, 2018
Best Electronic Signature Apps. PandaDoc. DocuSign. Adobe Sign. HelloSign. eSignLive. SignNow. SignEasy. RightSignature. KeepSolid Sign. Signable. How much time do you waste signing documents? You format and print off a document, sign it, scan it into your computer, and (usually) reformat it again before sending. As a one-off, this doesn’t sound too bad.
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