Membrain
SEPTEMBER 23, 2018
It's truly amazing how seller's emphasize 'unique' features or benefits that, in the eyes of the buyer , look pretty much the same as their competition. Yet the way we say what we say makes a huge difference in what people perceive.
BrainShark
SEPTEMBER 25, 2018
Sales enablement leaders and sales managers might not be the ones closing new business, but they’re obliged to support their sellers however possible.
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Sales Hacker
SEPTEMBER 24, 2018
Sometimes, simple ideas can spark revolutions. What if I can bring and use a phone anywhere I go? (Hello cellphones; goodbye phone booths !). What if my friend can receive my letter as soon as I send it? (Goodbye snail mail; hello email!). What if sales reps can really harness the full potential of the pricy software tools we thought would turn us into sales superstars?
No More Cold Calling
SEPTEMBER 27, 2018
If not, what does that say about the state of sales ethics? The facilitator asked a provocative question: How many of you would tell your children to pursue a sales career? Everyone laughed, but no hands went up. A surprising response, since the participants were all tenured and successful sales leaders. (My hand went halfway up, but that didn’t count.).
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.
MTD Sales Training
SEPTEMBER 24, 2018
One of the biggest changes in sales over the years has nothing to do with selling itself. It has to do with the way that the buyer has changed their modus operandi. The process of sales is evolving as technology, globalisation and communication methods advance and progress. But the evolution of the buyer has been exponentially faster. So what do you need to do to keep up with these changes?
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Zoominfo
SEPTEMBER 25, 2018
Today, we’re sharing the ultimate list of sales podcasts. If you work in sales, it’s our hope that this list of sales podcasts provides you with some fresh listening material, newfound inspiration, and the tips and tricks you need to excel in the world of sales. Recently, we published The Ultimate List of Marketing Podcasts. So if you’re already familiar with the sales podcasts on this list, we recommend you check out that post as well.
SBI Growth
SEPTEMBER 28, 2018
Your C Players Will Prevent You from Hitting Your Number[P].
Sales and Marketing Management
SEPTEMBER 28, 2018
Author: TIM RIESTERER, CHIEF STRATEGY AND RESEARCH OFFICER, CORPORATE VISIONS In our last column in this space, we recalled the Bell phone system’s catchy commercial slogan, “Long distance. It’s the next best thing to being there.” It left me wondering whether that sentiment rings true now that inside and outside sales reps are spending more time connecting with prospects and customers remotely versus face-to-face.
Understanding the Sales Force
SEPTEMBER 25, 2018
Over the past 3 months, my wife and I have been up and down the east coast driving our son to and from baseball tournaments and college showcases. Invariably, each drive back home has taken twice the time it should have because of road construction. On Sunday, Waze, my favorite navigation app, said that the drive would take just 2 hours and 32 minutes. 4 traffic delays because of road construction delayed us for another 2 and 1/2 hours.
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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.
Zoominfo
SEPTEMBER 26, 2018
Recruiting and marketing may be two separate fields—but in today’s digital world, the lines between the two have become increasingly blurred. In fact, 86% of HR professionals agree that recruitment is becoming more like marketing ( source ). The recruiting landscape is now a candidate-driven and highly competitive environment. As a result, the strategies recruiters use for candidate sourcing now mirror the tactics marketers use to attract customers—the main overlap being branding.
The Sales Heretic
SEPTEMBER 25, 2018
The most powerful four-letter word in sales and marketing is “free.” Everybody loves getting something for nothing. And giving things away can be an extremely powerful sales tactic. Two stories that were recently shared by participants at a couple of my training seminars illustrate how to capitalize on this principle. The first example was related [.].
Sales and Marketing Management
SEPTEMBER 26, 2018
Author: Alicia McCarty As we are all very well aware, today’s buyers expect us to speak to them personally, not in their general direction; increasingly, customers want businesses to know what they want before they do and to serve them hyper-targeted, relevant content and offerings. For example, one study by Marketo found that 79% of buyers “are only likely to engage with a brand… if those promotions are directly tied to how they have interacted with the brand previously.
The Pipeline
SEPTEMBER 25, 2018
By Tibor Shanto. Sometimes it takes someone else to say something different about a familiar process, or thing, for us realize we are not as smart or executing as we thought. In this case, it was it was someone who was willing to take a technique even further in a way that leads to more significant results. In this case, how to improve voicemail success; specifically, in ways which lead to more returned calls when leaving messages.
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.
Zoominfo
SEPTEMBER 24, 2018
Most sales professionals recommend using a sales methodology that involves uncovering a buyer’s biggest problem or pain point. While this is essential for sales success, it’s also only half of the story. This type of approach often drives sellers to employ a “find-out-what’s-wrong-and-fix-it” mindset. Sellers hear a buyer’s complaint and often jump to problem-solving far too quickly.
SBI Growth
SEPTEMBER 24, 2018
How well an organization executes on both strategies should play a critical role in a private equity firm’s valuation of that enterprise. Read on for key inputs to your models and best practices to add to the consideration set in.
MTD Sales Training
SEPTEMBER 26, 2018
Sometimes, even the words ‘cold call’ can send shivers down salespeople’s’ spines. The very thought of picking up the phone or writing an email to a prospect who has never heard of you or knows little about your products can be so daunting to a sales professional that they spend hours doing other things so that the inevitable rejection doesn’t have to be faced.
Anthony Cole Training
SEPTEMBER 27, 2018
“It’s not you, it’s me!” I love that scene from Seinfeld.
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Zoominfo
SEPTEMBER 27, 2018
Good news: You just found the perfect candidate to fill a job vacancy. You send them a quick email and hope for a response. A few days pass— and still no word. Sound familiar? In today’s competitive hiring landscape, this scenario happens again and again. A low candidate response rate can frustrate even the most experienced recruiter. This begs the question: How do you improve your candidate response rate?
SBI Growth
SEPTEMBER 27, 2018
210 Miles per Hour. That’s how fast NASCAR stock cars pummel into Turn One at Daytona International Speedway during the prestigious annual 500-miler; bumper-to-bumper, three-wide with the pack.
Connect2Sell
SEPTEMBER 26, 2018
It’s been said that in sales differentiation, asking questions is an art, an appealing expression requiring craftsmanship and finesse. It’s also been said that asking questions is a science, a systematic process requiring knowledge gained through observation and experimentation. In selling, there are two schools of thought when it comes to using questions as a way to connect with buyers and advance sales to a close.
DiscoverOrg Sales
SEPTEMBER 26, 2018
Remember that last sale that you made where you ran into an objection? It’s tough, right? Of course it is. We all know that selling doesn’t really start until we run into an objection. So that’s what we’re going to focus on in today’s Whiteboard Wednesday. Objections are something we hate hearing in sales – but if we’re honest with ourselves, we realize that in order to sell effectively, we have to hear objections during a sale cycle.
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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.
Zoominfo
SEPTEMBER 23, 2018
In a short span of a few years, podcasting has evolved from a niche form of media to one of the most popular ways to consume information today. Consider the statistics: 48 million Americans listen to podcasts weekly ( source ). Podcast fans listen to 40% more shows than last year ( source ). Apple features more than 525,000 active podcast shows, with more than 18.5 million episodes ( source ).
SBI Growth
SEPTEMBER 28, 2018
Joining us on the is Mike Volpe, the Chief Marketing Officer for Cybereason, the world’s most powerful cybersecurity analytics platforms. Often called the “godfather of inbound marketing” for his work in taking inbound marketing from an idea to a movement.
Mr. Inside Sales
SEPTEMBER 23, 2018
Why You’re Turning Off Your Prospects. By Mike Brooks, [link]. Learn the best cold calling and sales prospecting tips, ideas, techniques, strategies, tools and methods on how to make effective successful business calls for sales. It happened just now. Phone rang at our office and I picked it up. It was a guy who read my latest book, Power Phone Scripts , and wanted to know how to handle a situation/objection he was getting.
Hubspot Sales
SEPTEMBER 24, 2018
For more than 30 years (yikes!), I’ve been directly involved in selling, managing, and leading salespeople, and providing advisory services to sales organizations. There are two trends that have persisted: The increased prominence and investment in sales technology and sales force automation. The consistent decrease in sales rep productivity, or the time salespeople actually spend selling.
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Pointclear
SEPTEMBER 28, 2018
You may not realize it, but B2B podcasts from you and your company create multi-use content, testimonials, thought leadership, and relationships with industry leaders. Plus, podcasts create a personal brand for the host. Podcasts introduce you and your products to thousands of potential customers and those that refer customers, but there are seven things you must have in mind to be a success.
SBI Growth
SEPTEMBER 25, 2018
It’s a late June morning and your shoes stick to the hot, gooey parking lot asphalt as you head toward your building. Despite the inferno underfoot, a chill progressively takes hold as you enter. When the elevator announces your arrival.
John Barrows
SEPTEMBER 24, 2018
At least it’s not about selling your products or services. Can you sell your product or service in a 30-second pitch? Can you sell it in a one-page e-mail? I hope not. If you could your company wouldn’t need you. Prospecting is about selling the next step. It’s about selling time. I’ll go old school here for a minute and talk about AIDA – the fundamental process of sales that was developed by St Elmo Lewis in 1898.
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