Steven Rosen
JANUARY 6, 2018
Develop a Coaching Culture. Hi, this is my fifth video on Sales Strategies to Crush Your Sales Numbers, I call it Develop a Coaching Culture. . In the last four video/blogs, I covered: Sales Strategy #1: Upgrading the skills of your front-line sales managers because you have a multiplier effect when their skills get better. Sales Strategy #2 Execute with Excellence because most companies do not execute with excellence.
SBI Growth
JANUARY 12, 2018
Many of you are looking at the revenue plan and worried that you are already behind. Why? You are wondering if you have enough headcount to make your revenue number. So, what do you do about it? There are two.
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Sales and Marketing Management
JANUARY 8, 2018
Author: Jason Kulpa Successful B2B marketing is all about saying the right thing through the right channel at the right time. In fast-paced marketing, the right time usually means right away. According to the Demand Gen Report’s 7th Annual B2B Buyer’s Survey, 97 percent of B2B buyers believe the timeliness of a vendor’s response to inquiries is an important aspect of the buying process.
Score More Sales
JANUARY 10, 2018
It was time to visit a newer client of ours and this meeting would be at least two hours to go over our findings about their sales leadership, sales reps, sales process, and pipeline. Because we leave plenty of time as a buffer so that we are never late to clients, we ended up with thirty minutes to spare.
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DiscoverOrg Sales
JANUARY 10, 2018
Account-Based Marketing (ABM) is all the rage in the B2B sales and marketing world … and it’s evolving into something more : Account-Based Everything (ABE) aligns sales and marketing teams with multi-touch campaigns on target accounts. We did an experiment to see just how effective this person-first approach was, using the launch of a new product – an HR dataset – to a market that doesn’t have much experience with our offering – marketing and sales intelligence.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
JANUARY 12, 2018
Author: Jim Ninivaggi Many companies have their annual sales kickoff (SKO) meetings approaching. A good kickoff successfully blends motivational elements, education, team building and fun – setting the tone and momentum for the year ahead. Here are six secrets to make your meetings a hit and not a miss. Secret 1: Form the right planning committee. It’s easy and tempting to simply repeat the general format and agenda of past meetings.
MTD Sales Training
JANUARY 10, 2018
When we ask salespeople how they prepare for making sales calls, most say they might check the company’s website and possibly check the contact’s Linked-In profile, but that’s about it, really. This surprises us, as the quality of the preparation can make or break your opportunities with a new prospect. Here are some tips that you might consider to make your preparation that much better and more successful.
Understanding the Sales Force
JANUARY 6, 2018
But, much to my delight and surprise, the #MeToo movement didn’t quite fall into obscurity. Instead, it took on a sort of life of its own; over and over, we started to.
SBI Growth
JANUARY 11, 2018
Our guest today is Tiffany Nels, the Chief Marketing Officer for Lifesize. With 20 years of Tech B2B marketing experience, Tiffany is one of the top B2B revenue growth marketers. Tiffany played a major role in the successful demand generation.
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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 and Marketing Management
JANUARY 10, 2018
Author: Michelle Vazzana, CEO, Vantage Point Performance Frontline sales managers have a difficult job. In fact, we think they have the hardest job in any sales organization. Unfortunately, they're also a neglected role in most of the companies we know. Despite the varied and intense demands put on sales managers, they are given relatively little guidance or training on how to actually do their job.
No More Cold Calling
JANUARY 11, 2018
Is sales an art or a science? The Sales Hunter answers that question. I’m not a robot. You’re not a robot. Neither are account based sales teams. When they’re asking for referrals, they should never ask on social media or in any other digital format. If you want referrals, you need to bring your good old human self to the table. Most of my clients tell me they’re pissed (their words, not mine) when an account based sales rep sends a digital referral request and just assumes they’ll provide one.
The Sales Heretic
JANUARY 9, 2018
You’ve set your business and sales goals for the year: a prospecting goal, a closing rate goal, a revenue goal. But have you set a vacation goal? If you haven’t, you absolutely should. Too many people don’t take enough vacations. One recent study found that 75% of Americans don’t take all of their paid vacation [.].
Connect2Sell
JANUARY 10, 2018
A few months ago, someone asked me a fascinating question via LinkedIn. The question, based on a post about my DISCOVER Questions® Get You Connected book , was "In your experience, what are the toughest questions to ask a prospective customer ?".
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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.
Pointclear
JANUARY 10, 2018
A Story From Yesteryear About Reader Service (aka Bingo) Cards. According to Wikipedia: “a reader service card or bingo card" was a reply card inserted in a magazine and used by readers to request free samples and literature from businesses who advertised in the issue. Many advertisers were listed on the reply card. Readers circled the advertisers they were interested in and mailed back (or faxed back) the card to the publisher which then provided their advertisers with the appropriate leads.
Mr. Inside Sales
JANUARY 8, 2018
Want to make 2018 your best year ever? Want to instantly improve your ability to handle the objections you get, day in and day out? (And, by the way, that you’re going to get all year long.). I guarantee you that if you just take the time to follow the step by step advice you’ll read below, you will – within 30 days – be a more confident, competition, and successful sales professional.
The Sales Hunter
JANUARY 9, 2018
Medical research shows 4 out of 5 salespeople suffer from the acute disease “prospecting paralysis.” The disease is known to spread quickly through verbal communication and self-inflicted thinking. Breakthrough research now shows the disease is curable, even in those who feel they suffer from “terminal prospecting paralysis.” Yes, the preceding paragraphs are a spoof, but at […].
SBI Growth
JANUARY 8, 2018
How do you determine the Key Accounts for a program? How often should you re-evaluate current Key Accounts? The answer for most is by simply taking your top few customers by annual revenue, and calling them “Key Accounts”. If your analysis.
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.
MTD Sales Training
JANUARY 11, 2018
It’s no secret that everything in the working environment is evolving. The biggest shifts that are happening in work are being driven by Artificial Intelligence, Globalisation and robotics. The generational gaps that we really didn’t have to concern ourselves about are now one of the most important aspects of every office’s working situations. The changes we see today are happening at the quickest rate we have ever seen.
Sales and Marketing Management
JANUARY 7, 2018
Author: Paul Nolan How do you put together a winning team? The question is asked in all facets of life?—?sports, business, education, government, even in marriage and families. Leaders are asked to raise the performance of those around them, but the reality is not everyone is up to the challenge. By definition, teams have middle performers and, depending upon how forgiving management is, even low performers.
The Sales Hunter
JANUARY 12, 2018
Each year I get to work with dozens of companies at various levels, from doing a single keynote to engaging long-term with them in a consulting or training project. One thing I’ve found is every company has a sales culture. Problem is many companies don’t realize it. A few years ago I was sitting in the […].
Hubspot Sales
JANUARY 12, 2018
How to Be a Good Salesperson. Identify and stick to your buyer personas. Use a measurable, repeatable sales process. Know your product. Review your pipeline objectively. Find shortcuts and hacks. Practice active listening. Manage your emotions. Follow up. Personalize your message. Take breaks. Get 8+ hours of sleep every night. Believe in what you’re selling.
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!
SBI
JANUARY 9, 2018
In today’s big data business world, sales reps often find themselves drowning in sales data and reports, rather than data improving their efficiency and effectiveness in selling. This is especially true for sales people who manage a large book of business and large product portfolios: the larger their account or product list, the larger the data sets to review and report on, and the less time they have to focus on growing and retaining every customer account.
Increase Sales
JANUARY 7, 2018
Building customer loyalty must address unsolved problems aka customer complaints. Take a moment to think about a problem that you had with a product or service provider such as a hospital, a retail store or a new car dealership. Was your customer complaint or problem resolved to YOUR expectations or was it resolved to the provider’s satisfaction? How did you feel when the complaint was resolved within your expectations?
Zoominfo
JANUARY 11, 2018
Now boasting 740 million users worldwide, LinkedIn has become the go-to platform for recruiters. This makes sense, since LinkedIn publicly displays virtually every piece of information a recruiter would need to make an informed hiring decision. It should be every recruiter’s dream, right? However, research shows this might not be the case. 52% of hiring managers claim that passive candidate recruitment has been less effective because recruiters on LinkedIn are all competing for the same candidat
Hubspot Sales
JANUARY 12, 2018
What is direct mail? Direct mail is a marketing strategy that involves sending a physical letter, package, mailer, brochure, postcard, etc. to your prospects and/or current customers. It’s used in both B2C and B2B selling, although more commonly with consumers. Everything old is new again. Although direct mail’s response rate has dropped over time, it’s still a valuable tool for marketers and salespeople.
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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
SBI
JANUARY 11, 2018
In this series, we ask tech executives to describe the why and how of their solution. We call it Sales Tech Simplified. This week I interview Steve Preston , CMO at Qstream. Nancy: Why does the industry need your solution? Steve: More and more companies are investing in sales enablement solutions, and as evidenced by your own SalesTech Landscape , there’s now a wide array of solutions and services for organizations to choose from.
The Sales Hunter
JANUARY 7, 2018
Don’t spend the entire month of January organizing! Instead, spend it prospecting! The sooner you start prospecting, the sooner you’ll be building momentum and sales motivation that will roll right into February. You want to be the salesperson who is one step ahead. Check out the video to see what I mean: A coach […].
Xvoyant
JANUARY 11, 2018
2018 is shaping up to be the Year of Coaching. More and more sales thought leaders are coming to the conclusion that robust coaching programs can make a huge difference in win rate, quota attainment, and overall revenue. Coaching your sales team has become non-negotiable.
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