Sales Gravy
APRIL 26, 2018
?Frankly My Dear, I Don?t Give a Damn.? Surely you?re not a self-absorbed sales person?but could you be coming across as one to a prospective buyer? If you?ve been selling for more than a week, you?
Mr. Inside Sales
APRIL 22, 2018
I was on the “ Sell or Die ” podcast with Jeffrey Gitomer a couple of weeks ago, and he asked me a good question. He said this question would cause me to think a bit and then he asked, “Mike, how many objections are there?”. That did cause me to think. After a moment, I told him that while there are a lot of variations of objections, in truth there are really only a few.
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Partners in Excellence
APRIL 25, 2018
My apologies, I’m doing a series of rants that are something akin to David Letterman’s Stupid Pet Tricks. Instead these posts are about Stupid Sales Management/Marketing/Sales Tricks. Sales and marketing are among the most measured functions around. But having these metrics, knowing what they mean, developing and executing plans to improve performance and knowing what to do about them are not well understood.
Membrain
APRIL 25, 2018
Would a financial penalty equal to 4% of your annual turnover hurt your business? Do you ever collect information about any individuals who live in or are citizens of the EU? If you answer “yes” to both questions, then you need to understand the new GDPR regulation.
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.
Julie Hanson
APRIL 25, 2018
I try not to make snap judgments. But I do. And apparently so do a lot of other people. Research studies have found that we make several major decisions about another person in those first few seconds. Decisions like: Is this person trustworthy? Successful? Competent? In sales, this can affect everything from how a customer listens to you to whether they decide to work with you or not.
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The Pipeline
APRIL 24, 2018
By Tibor Shanto. Last week in this blog I made the argument that sellers have to answer one question above all, the one all buyers other than owners and Board Chairmans or Persons to be somewhat PC, the question: “ If I go ahead with this, will I get fired? ” Which leads to “How do we do that?” Take Them Back. While things around us are changing by the minute, change unfolds in many ways not just for different people, but for all people collectively.
SBI Growth
APRIL 27, 2018
Many of you are living your sales lives 90 days at a time. The tyranny of the urgent plagues all sales leaders. But as a sales leader in today’s environment, you must be thinking beyond this quarter and next. As.
No More Cold Calling
APRIL 26, 2018
Price isn’t an issue with referral business. More than 10 years ago, a marketing agency told me most sellers cave on price before prospects even ask for a discount. Sadly, that behavior continues in sales negotiations today. We’ve trained our buyers to expect discounts and that everything is negotiable. They know sales reps will make the best offers at the end of the quarter or at the end of our fiscal year, so they wait.
Zoominfo
APRIL 22, 2018
If you’ve worked in sales for any amount of time, you know the standard sales process looks something like this: You identify a prospect and conduct research, you figure out what pain point or challenge they’re trying to solve, and then you offer your product or services as the solution. You also know many deals fall through—not because the prospect doesn’t need your product or decides to go with a competitor—but simply because they can’t, or won’t, make a decision.
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Understanding the Sales Force
APRIL 26, 2018
I received an email asking me to check out an article on the Salesforce.com blog that features an infographic they hoped I would promote. The article focuses on the middle of the funnel and the handoff between marketing and sales. In doing so, they discuss MQL's (Marketing Qualified Leads) and SQL's (Sales Qualified Leads). While I don't have an issue with the infographic, I have huge issues with the content of the article and if you follow the advice in this article, you'll have far fewer MQL's
SBI Growth
APRIL 23, 2018
CEOs must inspire and lead while setting strategic direction. A critical factor for achieving growth and profit objectives lives in the weeds. Talent assessment, powered by the marriage of culture, retention, and the future of HR (aka people analytics), is.
Jeffrey Gitomer
APRIL 23, 2018
Salespeople have feelings too. If you're a buyer, company owner or CEO, I ask you – how do you treat salespeople? Would you like to know how they want to be treated?
Zoominfo
APRIL 26, 2018
In an ideal world, sales reps would spend all day sending emails, taking calls, and ultimately, doing what they do best—selling. But, sadly, this isn’t often the case. There’s a lot more to sales than meets the eye. Other selling tasks include prospecting, administrative work, data entry, market research, etc. The best sales reps have developed an arsenal of productivity hacks to balance the administrative work with the actual sales process.
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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
APRIL 26, 2018
Author: Sunny Paris If I had a dollar for every time I heard CEOs and sales managers complain about their CRM not being up to date, or that salespeople aren’t using it properly, I could probably retire. If I had another dollar for when I hear salespeople complain about the additional administrative work their CRM imposes on them – my retirement could take place on an exotic island.
Connect2Sell
APRIL 25, 2018
What do today's buyers really want? That's the question sellers have been asking themselves since the game changed due to a proliferation of information and options + how easy it is for buyers to find them. Stop Selling & Start Leading -- the new book from Jim Kouzes, Barry Posner and Deb Calvert -- is loaded with buyer-based research and seller stories to answer to that big question.
Sales 2.0
APRIL 21, 2018
Maybe it’s just me, but I suspect not. Have you experienced this in your sales career? You get to “take charge” of a new “greenfield” territory for your company? Or maybe you just started a new sales job. Your bosses sense bountiful opportunity. There’s a whole new part of the country (or new industry) that no other rep is covering. Those suspects sure must be waiting to hear about your glorious products and services.
Zoominfo
APRIL 25, 2018
The rise of social media has coincided with the rise of social selling. Sales reps have looked for ways to use every platform possible to engage with and sell to their prospects– and in social media, they have found their perfect match. In fact, 78% of salespeople who use social media perform better than their peers who don’t use social media ( source ).
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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.
Hubspot Sales
APRIL 23, 2018
Salespeople don’t hold all of the cards anymore. With a quick Google search and some browsing, prospects can gather as much information about a product as a salesperson has. As a result, it’s harder for salespeople to demonstrate their expertise. And if they can’t demonstrate expertise, it becomes all the more difficult to establish credibility and eventually build trust.
Pointclear
APRIL 24, 2018
How can you dramatically improve ROI on marketing automation investments? Read these top three tips for when and how to use marketing automation—and when not to. Save the bulk of your marketing automation efforts for lower-level executives: Senior executives are not as responsive to marketing automation as their junior counterparts: Senior execs don’t want to be treated like the human equivalent of a pinball—capturing your attention only after hitting the right bumpers and scoring enough points.
SBI
APRIL 26, 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 Clive Armitage , CEO of Agent3. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Clive: The Agent3 platform is a unique SAAS solution that helps organizations better understand the buying intentions in their key and named accounts by aggregating massive amounts of data
SBI Growth
APRIL 26, 2018
Our guest on SBI TV is Gaye Gilbert, Executive Vice President of Customer Success at First Advantage. Gaye has already implemented customer success initiative while most companies are just now starting to think about getting started. Anyone in customer success in.
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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.
Hubspot Sales
APRIL 26, 2018
Sales Promotion Ideas. Leverage Inexpensive Swag at Conferences. Avoid Discounts of More Than 50%. Leverage Time Savings and Additional Services. Avoid Discounting Outside Traditional Guidelines. Leverage Customers Who Are a Good Fit for Your Product/Service. Leverage Sales Promotions to Get Deals Moving Again. Sales promotions aren’t always necessary to close business.
Zoominfo
APRIL 23, 2018
Sales professionals are under constant pressure to achieve higher quotas and deliver value to their clients in an increasingly competitive landscape. To gain a better understanding of the specific challenges facing sales professionals in 2018, Richardson Sales Training surveyed more than 350 sales professionals. The resulting 2018 Selling Challenges Study provides a panoramic view of these challenges and solutions to overcome them.
Jeffrey Gitomer
APRIL 23, 2018
Anne Boe is one of America's foremost networkers. In the last twelve years she has worked 100's of rooms as a speaker and author. (Book title: Is your "NET" Working? ).
Close.io
APRIL 27, 2018
Want to write better cold emails? Watch this cold email teardown session I conducted at Enterprise Rising in April 2018. Enterprise rising is a conference for enterprise tech startups in the Midwest. In addition to speaking at the event, I also offered to review the outreach emails of a couple of startups that attended. Here's the full recording of this session.
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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.
Hubspot Sales
APRIL 25, 2018
Advanced Selling Skills. Core performers seek to gather information in preparation for a sales call, but star performers focus on testing information in preparation for a sales call. Question every piece of information you receive from a prospect, and benefit from unexpected insights that set you apart and make you a top salesperson. We often talk about “sales fundamentals” or “sales 101” -- the basic skills and knowledge a professional seller must master to execute an effective sales call.
MTD Sales Training
APRIL 25, 2018
Episode 13 – Habits Of Ineffective Salespeople, Don’t Talk About Your Products & A Quote From Jim Rohn. This podcast includes: The habits of highly ineffective salespeople. Why you shouldn’t talk about your products. A quote from Jim Rohn. The post Habits Of Ineffective Salespeople, Don’t Talk About Your Products & A Quote From Jim Rohn appeared first on MTD Sales Training.
DiscoverOrg Sales
APRIL 24, 2018
DiscoverOrg CEO and cofounder Henry Schuck knows a thing or two about growth. What started out as the clever idea of a college dorm-mate has grown, over the past 10 years, to an award-winning coast-to-coast operation. But as business grows, things change. The plays that work for a scrappy team of 10 don’t necessarily work for 500 employees. Or, as Henry says, “It’s not impossible to grow 40% or more year-over-year, in the first few years of business.
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