Steven Rosen

APRIL 3, 2018

The What, Why, How, and When of Executive Sales Coaching. Executive coaching is estimated to be a $2-3 billion/year global industry. There has been dramatic growth in the number of people who are becoming coaches and leaders who are hiring coaches. The rapid pace of change, high levels of uncertainty, complexity, and ambiguity in business is forcing both executives and managers to look beyond training for their ongoing development needs.

Sales Coaching 320

Sales Coaching Coaching Hiring Face-to-face 320

Understanding the Sales Force

APRIL 2, 2018

Several recent LinkedIn posts have urged readers to pick up the phone instead of trying to find new opportunities by using social media. I wrote a very popular article about using the phone 3 years ago called, The Next Can't Miss Game Changer for Sales. I have data that shows that the very people who don't score well at hunting (reluctant, ineffective or both) also score poorly at Social Selling while those who score the highest for Hunting score higher for Social Selling too.

Social Selling 280

Social Selling Data Social Media Up-Sell 280

The Pipeline

APRIL 3, 2018

By Tibor Shanto. No one like objections, including those who have learned to see objections as a means of moving the call forward, they just understand, appreciate and leverage pushback differently than those who are crushed by the same response. As with most things in sales, we need to manage both the dynamics and the substance of the conversation, delivery and content.

Objections 259

Objections Cold Calling Face-to-face Call-back 259

No More Cold Calling

APRIL 5, 2018

Referral sales is personal … but it’s still business. I recently received the following email: “I finished your book on referral sales last night, and now I’m building my 100 names so that I can ask for introductions to a couple of decent sales reps with some experience selling to my market. I’m also going to ask my network if they know companies in this space.

Referrals 249

Referrals Lead Rank Lead Scoring Scale 249

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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.

Trends

Zoominfo

APRIL 3, 2018

Discord between marketing and sales departments is an age-old story. The marketing team gets annoyed at the sales team for failing to follow up on leads and in return, the sales team is annoyed with the marketing team for generating low-quality leads in the first place. As it turns out—neither team is wrong. Research shows the average sales team ignores 50% of marketing leads ( source ).

Marketing Qualified Lead 223

Marketing Qualified Lead Lead Rank Sales Qualified Lead Marketing 223

SBI Growth

MARCH 31, 2018

The diagnostic data summarized in the attached report is from 15 financial service firms who are in various stages of working with SBI. Each financial services company recently assessed their company’s revenue growth capabilities with a Revenue Growth Diagnostic. These.

Revenue 206

Revenue Trends Report Data 206

Sales and Marketing Management

APRIL 2, 2018

Author: Theresa Thomas, VP Strategic Solutions, Hinda Incentives Have you ever daydreamed about cloning your top sales performers? Think of it. No more endless recruiting to find a salesperson like Jane who qualifies and closes sales in record time. All your customers would have the pleasure of only dealing with your best of the best. It would spell the end of those awkward review meetings.

Incentive 205

Incentive Incentives Churn Exact 205

Zoominfo

APRIL 2, 2018

Every sales manager wants their team to be successful– but sometimes, that’s easier said than done. Sales reps face a number of obstacles that can keep them from their goals and it’s your job as their manager to help them overcome these challenges. To put it simply, sales reps are only as effective as their managers enable them to be. Today’s post breaks down five ways you can support your sales team to become more productive.

Sales Qualified Lead 207

Sales Qualified Lead Penetration B2B Face-to-face 207

MTD Sales Training

APRIL 4, 2018

I met a salesperson on one of our programmes who was really upset that his company had raised his product’s prices by over 3%, and hadn’t given him an explanation as to why. It was simply called ‘an inflationary mark-up’, even though inflation is actually running lower than that figure. His frustration about the situation made me feel sorry for him, as he couldn’t affect the decision.

Margin 163

Margin Guarantee Proposal Call-back 163

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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.

Sales Management

SBI Growth

APRIL 4, 2018

If you are a sales leader looking to get ahead of the competition, enhancing your personas with pricing metrics could be your secret weapon. According to a recent study, about 1% of B2B SaaS companies can describe their buyer personas.

Buyer Persona 189

Buyer Persona Study Buyer B2B 189

Sales and Marketing Management

APRIL 2, 2018

Author: Jeb Blount There is no easy button in sales. Prospecting is hard, emotionally draining work, and it is the price you have to pay to earn a high income. Fact: Most sales professionals are not too keen on prospecting. No surprise there. But great reps suck it up and prospect, prospect, prospect; crushing their numbers as a result. These top-earning sales stars are relentless, unstoppable and obsessive about keeping their pipeline full of qualified opportunities.

Prospecting 198

Prospecting Face-to-face Sales Qualified Lead Channels 198

Zoominfo

APRIL 1, 2018

Though you may not realize it, your sales and marketing database is one of your company’s most valuable assets. When compromised by dirty data, your entire business will feel the impact. In fact, more than 40% of business objectives fail due to inaccurate data ( source ). Worried about data quality? Here are four sure signs your B2B database could use a little help. 1.

Customer 207

Customer Trade Show Buyer Persona Lead Rank 207

Steven Rosen

APRIL 3, 2018

The What, Why, How, and When of Executive Sales Coaching. Executive coaching is estimated to be a $2-3 billion/year global industry. There has been dramatic growth in the number of people who are becoming coaches and leaders who are hiring coaches. The rapid pace of change, high levels of uncertainty, complexity, and ambiguity in business is forcing both executives and managers to look beyond training for their ongoing development needs.

Sales Coaching 160

Sales Coaching Coaching Hiring Face-to-face 160

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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.

SalesForce

SBI Growth

APRIL 2, 2018

Sales Operations has a lot to do. But they also have a lot they shouldn’t be doing. A Sales Ops Charter helps the organization know what they can ask for from Sales Ops. It’s like hanging a sign on your.

Sales Operations 159

Sales Operations Sales Analytics Data 159

Sales and Marketing Management

APRIL 5, 2018

Author: Charles D. Brennan In his book “Lateral Thinking: Creativity Step by Step,” psychologist and philosopher Edward de Bono states that no matter what happens in a conversation, changing someone’s ideas can only occur when the conversation reaches a threshold of critical thinking. “Lateral thinking is concerned with breaking out of the concept prisons of old ideas,” the author states.

Lead Rank 174

Lead Rank Lead Scoring Journal Survey 174

Zoominfo

APRIL 5, 2018

Most marketers operate under one primary goal– to generate leads for their business. But, if you work in marketing, you know not all leads convert into paying customers. So that begs the question: How do you determine which leads are most likely to become buyers? And, how can you optimize campaigns to generate better leads? Enter: lead scoring. Today we’re telling you everything there is to know about lead scoring – what it is, why it’s important, and how you can implement an effective lead scor

Lead Rank 182

Lead Rank Lead Scoring Sales Qualified Lead Leads 182

Anthony Cole Training

APRIL 4, 2018

It’s been a few years since I’ve been in a Dave and Busters establishment. There was a time when I would go at least once a year. When I was younger, my source of entertainment was hanging out at sports bars with pool tables, shuffleboards and basketball games. About 25 years ago, that entertainment became watching my kids enjoy the arcade games Dave and Busters offered.

Sales Management 132

Sales Management Sports Sales 132

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.

Hiring

SBI Growth

APRIL 6, 2018

Is your marketing organization set-up to win this year and next year? Are your people aligned around the right set of tasks and activities?

Marketing 159

Marketing Campaigns Segment Channels 159

Jeffrey Gitomer

APRIL 3, 2018

Customer service are two of the most maligned words in our language. So often as customers we are disappointed in the service we receive (or the attitude attached to the service) that we go elsewhere. Amazing.

Customer 123

Customer Customer Service 123

Zoominfo

APRIL 4, 2018

Account-based selling isn’t a new concept– but it’s recently exploded as a common practice in sales and marketing circles. Although many predicted the account-based framework would be nothing more than a short-lived trend, it’s actually proven to be a highly effective sales strategy. In fact, 86% of sales and marketing professionals have begun using targeted account strategies to generate new business for their companies ( source ).

Ideal Customer Profile 178

Ideal Customer Profile Account Buyer Persona Lead Rank 178

The Sales Hunter

APRIL 4, 2018

What good is having a sales process if you don’t use it? Not using your sales process is just as bad as not having a sales process at all. How can we expect to be successful as sales professionals if we don’t have a process we follow and believe in? Could you imagine getting on a plane and the pilot saying he or she does not have a plan to fly the plane?

Sales Process 132

Sales Process Sales Qualified Lead Outbound Follow-up 132

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!

Call Monitoring

MTD Sales Training

APRIL 5, 2018

Episode 9 – 3 Brain Laws, Automobile University & A Quote From Zig Ziglar. This podcast includes: SThe 3 brain laws & how your buyers think. What is the “Automobile University”. An inspire me quote from Zig Ziglar. The post 3 Brain Laws, Automobile University & A Quote From Zig Ziglar appeared first on MTD Sales Training.

Buyer 120

Buyer Training Selling Skills Sales 120

Jeffrey Gitomer

APRIL 6, 2018

Customer Service is the never–ending pursuit of excellence to keep customers so satisfied that they tell others of the way they were treated in your place of business. Is that the way your customers feel?

Customer Service 121

Customer Service Sales Tools Customer Tools 121

Hubspot Sales

APRIL 6, 2018

Sales Tips. Generate more leads by keeping track of less-obvious trigger events: Shifts in hiring, leadership change, etc. Make sure you’re accommodating your prospect’s agenda as well as yours. For every two benefits you give the prospect, ask a question confirming you’re on the right track. Listen to an energizing song before you make calls. You can close deals faster by sending your prospects three versions of the contract rather than two.

Hiring 145

Hiring Top of Funnel Call-back Hubspot 145

John Barrows

APRIL 5, 2018

Be authentic and do what you feel is right, even if it means upsetting your boss. For millions of people, it’s the big dream: Join a small startup. Build it into a powerhouse. Get acquired by a massive corporation — and enter a whole new tax bracket. But all too often when dreams like that come true, they turn into nightmares. That’s what happened to me.

How To 126

How To Banking Negotiation Face-to-face 126

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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

Sales

MTD Sales Training

APRIL 4, 2018

Episode 8 – Satisfaction With Current Suppliers, Building Quality Case Studies & A Quote From Patricia Fripp. Episode 8: Loads Bubbling Podcast. This podcast includes: Satisfaction with current suppliers. How to build quality case studies. A useful quote from Patricia Fripp. The post Satisfaction With Current Suppliers, Building Quality Case Studies & A Quote From Patricia Fripp appeared first on MTD Sales Training.

Case Study 120

Case Study Study Training How To 120

Jeffrey Gitomer

APRIL 2, 2018

You lost a customer. You've probably lost lots of customers. You don't want to think about them. It's painful. In fact, you're reading this and have already had a few instant thoughts about this one or that one.

Customer 121

Customer Objections Sales 121

Hubspot Sales

APRIL 3, 2018

Business professionals are busy people, and the last thing they want is an email from someone who needs a favor. Messages like these can be a distraction and burden. That’s why when I network and send outreach emails, I am careful to always ask for advice and not a favor or handout. In fact, as I wrote my new book, Wait, How Do I Write This Email? , a collection of 100+ templates for networking, job search, and LinkedIn, I used this tactic multiple times.

Distribution 145

Distribution Networking Hiring LinkedIn 145