Bernadette McClelland
JANUARY 20, 2018
And the basics of selling are….? It’s a question I’ve asked a couple of times in workshops and online, and it’s a question that was triggered by a few ‘posts’ I read, stating that. salespeople today don’t execute on the basics. And my response was, what are the basics then? And as would have it on social, there was a plethora of responses, from which I randomly collected this bakers dozen: 1.
SBI Growth
JANUARY 23, 2018
Our guest today is Rob Hornish, the President of Americas Sales for Polycom. Rob has 20 years of sales leadership experience in the high-tech industry sector, with a proven record of building, scaling and developing high performing teams. Rob and.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Connect2Sell
JANUARY 24, 2018
Buyers are looking for a BSB sales experience that's different. They’re looking for much more than a transaction. They're looking for an experience that is rich and meaningful and includes an opportunity for them to contribute. to take from the experience what's going to be useful for them. It needs to be relevant, and it needs to be something that involves an element of the unexpected.
Steven Rosen
JANUARY 22, 2018
Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Study after study has shown that sales manager coaching has a significant impact on performance. Here are a couple of my favorites: CEB Coaching Effectiveness Survey Findings: Coaching effectiveness: 19% improvement in performance.
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.
No More Cold Calling
JANUARY 25, 2018
Sales leaders must take the rap. We used to hire account based sales reps, indoctrinate them with product knowledge and a smattering of business culture, and give them a few lead generation tools. Then we gave them a phone, a list, and, a desk, and expected them to figure out how to book meetings. They ended up cold calling. Frustrated, many of them left, and we started the process again.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
JANUARY 26, 2018
Author: Stephanie Kidder, Chief Marketing Officer, Azalead You Could Do With Less Leads, But You Do Need to Reach More People. When it comes to effective B2B marketing, sometimes less is more, and sometimes more is more, but it may not always be so obvious. Let’s start with why less is more. The simple truth for most B2B companies is you really don’t need more leads.
Steven Rosen
JANUARY 22, 2018
Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Study after study has shown that sales manager coaching has a significant impact on performance. Here are a couple of my favorites: CEB Coaching Effectiveness Survey Findings: Coaching effectiveness: 19% improvement in performance.
MTD Sales Training
JANUARY 25, 2018
No matter how good your sales technique, even the best of us will not get a 100% closing ratio. Be it a buyer who isn’t ready yet to make a decision, or a poor meeting where the sales person doesn’t listen effectively, or a myriad of other reasons, it’s possible that the sale has been lost when it could have progressed efficiently. This can have a negative effect on many salespeople.
The Sales Heretic
JANUARY 23, 2018
Every sale is a negotiation. Some are short and simple, others are long and complex. But one thing all negotiations have in common is that they’re more than just haggling back and forth about price. Your prospect has a number of physical and emotional needs, and the better you can fill them, the faster you [.].
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.
Sales and Marketing Management
JANUARY 20, 2018
Author: Kostas Chiotis Picture this: your company wants to boost its sales with an incentive program. What do you do? You identify your target audience, establish clear goals, select the right reward structure, and develop an extensive digital marketing campaign that ensures that your offer will get to as many prospects as possible. That’s all great, but have you considered the possibility of merging your PR and SEO efforts?
SBI Growth
JANUARY 25, 2018
Most new product launches fail to meet their full, forecasted potential. These launches often fail because companies take their new products to market with the same sales org structure that was built to sell their legacy products. Evaluating your current.
The Sales Hunter
JANUARY 21, 2018
You have to be able to give your price or ask a question and WAIT. Silence is vital to the selling process. Be silent and allow the customer to respond. Check out the video to see what I mean: A coach can help you excel in your sales career! Invest in yourself by checking out […].
Anthony Cole Training
JANUARY 26, 2018
Assuming for a second that when you think about hiring for a position in your organization, you are thinking about hiring the best- especially in the early rounds of looking for talent.
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.
Sales and Marketing Management
JANUARY 23, 2018
Author: T.J. Macke Surrounded by Snapchat filters, chatbots, and virtual reality, email often gets compared to its newer counterparts, which is like comparing Fred Flintstone’s foot-powered car to a Tesla. But unlike the Flintstones’ favorite mode of transport, email has adapted and endured. And from my experience helping businesses grow their sales pipelines with qualified leads through email, I’ve seen it continue to prove itself effective.
MTD Sales Training
JANUARY 24, 2018
That seems a bold statement. But we have experienced many meetings with decision-makers where these ways have proved successful. We share them with you in this article. How many times have you thought that it’s a shoeing you will get the business, only to be rejected at the last minute, or having to face a barrage of objections ? It can happen to the best of us.
The Sales Hunter
JANUARY 24, 2018
The last several weeks, I’ve sat in several meetings with salespeople, discussing the issues around prospecting. The excuses never change. People just think for one reason or another the challenge they’re facing is unique to them. Prospecting does not have to be difficult, if you’re willing to get honest with yourself and accept the fact […].
Hubspot Sales
JANUARY 23, 2018
Want to become a prospecting superstar? LinkedIn Sales Navigator is a fantastic resource. It simplifies the process of finding, contacting, and staying up-to-date with prospects, referrals, and customers. Rather than spending hours manually tracking prospect activity on the platform, you can get instant insights. That means more time for high-value activities like calling people or giving demos.
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.
Increase Sales
JANUARY 22, 2018
Do you waste 12 minutes a day as you are conducting your daily sales activities? Be honest. If you are honest with yourself, the time wasted each day probably exceeds just 12 minutes. Ongoing workplace time use and workforce productivity research suggests employees continue to waste a lot of time. What is all that wasted time costing your ability to increase sales?
Pointclear
JANUARY 26, 2018
For more than 20 years we’ve talked about multi-touch, multi-media, multi-cycle processes that multiply results. At least one software company literally took PointClear’s playbook, which includes details about the multi, multi, multi approach, and turned it into a red-hot piece of software. Wish I had thought of that. Multi, multi, multi (which is multiple dials, voicemails, emails and in some cases direct mail across several sales cycles) has been re-termed “Cadence.
The Sales Hunter
JANUARY 26, 2018
How many times have you seen somebody fret and stew about needing to make a call? For one reason or another, they feel the more they stew, fret and worry about having to make the call, it will somehow be easier to make. Leaders, on the other hand, do not delay in making the telephone […].
Hubspot Sales
JANUARY 24, 2018
Like it or not, small talk is integral to your success. Whether you’re networking, speaking with a new prospect, or warming up a customer before upselling them or asking for a referral, you must be able to build rapport with casual conversation. To help you master this crucial skill, we’ve written a comprehensive guide to small talk. What is small talk?
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!
Zoominfo
JANUARY 20, 2018
If you’ve ever received an annoying mass email or seen an irrelevant Facebook promotion, you’ve already seen the result of poor content mapping. Sharing the wrong content at the wrong time is a marketer’s worst nightmare. Think about it, you spend significant time and resources to craft a piece of content only for it to fall flat—or worse, annoy your audience.
DiscoverOrg Sales
JANUARY 25, 2018
As a business grows, the role of the CEO changes. Leaders who are able to evolve their mindset from survival to strategy are a lot more likely to find themselves among those 20% of businesses who survive beyond the first 18 months. It’s a transition Henry Schuck knows well. DiscoverOrg’s CEO has led the company for a decade – since its creation in 2007.
Increase Sales
JANUARY 23, 2018
Do you have a time management problem in your selling efforts? Are you running out of time as you balance work with your personal life? Have you tried time management training, seeking time management tips or reading time management articles and books? And you still have a problem? Guess what? You are not alone. This is because time management is not about time management but rather about self management through planning and goal setting.
Hubspot Sales
JANUARY 24, 2018
Client Gift Ideas. A Terrarium or Succulent Garden. Professional Notebooks. Coffee or Tea Blends. Calendars. Coffee Table Book. Toiletry Bag. Gourmet Food Basket. Portable Phone Charger. K-Cup Coffee Sampler. Kindle. Custom Water Bottle. Online Classes. BarkBox. Better Swag. A Charity Donation. Beer Brewing Kit. Restaurant Gift Card. Bakery Delivery.
Advertisement
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
Score More Sales
JANUARY 25, 2018
Referrals in the sales world are the very best way to grow your sales book of business for many reasons. The first one is that if someone whom you respect refers you to work with someone else, nearly half the “work” in building trust has been done.
Pointclear
JANUARY 22, 2018
Merriam-Webster defines the holy grail as: “an object or goal that is sought after for its great significance.” Can companies reach the holy grail of marketing—the perfect lead? Well, what is a perfect lead? Those of us at PointClear do not believe in the alphabet soup of acronyms such as BANT, ANUM and the granddaddy of all acronyms, MAN. What is wrong with these formulaic approaches to lead qualification?
Go for No!
JANUARY 25, 2018
When you get a ‘no’ from someone, never react poorly. You might be frustrated, angry, annoyed, irritated or just exhausted. You might feel despondent, upset, sad, and at the end of your rope. When you reach the end of your rope, tie a knot in it and hang on. – Franklin D. Roosevelt. But you cannot show it. The very thing that most people fear about telling a salesperson or business owner ‘no’ is a bad reaction.
Expert insights. Personalized for you.
317 
Let's personalize your content