Mr. Inside Sales

DECEMBER 1, 2018

I don’t know why tie downs aren’t used more by sales reps selling over the phone. I was listening to an experienced rep the other day just pitch and ad-lib to a good prospect, and at the end of the call, she had no idea about the prospect’s level of interest, nor did she qualify the prospect. Tie downs (and trial closes) serve several important functions, including: Getting confirmation that the point you just made was understood and accepted by your prospect.

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Closing Sales Qualified Lead Lead Scoring Lead Rank 174

Anthony Cole Training

DECEMBER 7, 2018

Frequently I am asked the following question: “How do I keep my salespeople motivated to sell?”.

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Motivation Sales 146

Connect2Sell

DECEMBER 5, 2018

The discovery phase of the sales process is important but often overlooked or cut short. When asked, sellers usually say they don’t conduct thorough discovery because it takes too long. They’re concerned that their buyers won’t give them enough time and/or don’t feel they have enough time themselves. In this post we'll cover how to assess customer needs in a way that still uses your time (and the buyer's) wisely.

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Customer How To Buyer Sales Process 188

No More Cold Calling

DECEMBER 7, 2018

Referrals aren’t favors. Salespeople often downplay the importance of referral networks or just don’t know how to ask for a referral. Don’t get distracted; don’t get embarrassed. Relationships and referrals are what business is all about! When I interviewed Wes, senior vice president of sales for a well-known marketing automation company, I expected to hear all about the advantages of using his technology.

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Referrals How To Cold Calling Lead Generation 310

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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.

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Steven Rosen

DECEMBER 3, 2018

The Not So Secret Way to Crush Your Numbers. Earlier this year I published an article titled 5 Ways to Create a Successful Sales Coaching Program. The results from Sales Mastery sales executive survey showed that 1/3 of executives surveyed, said that “ sub-optimal sales manager coaching” is one of their top 3 barriers to achieving their objectives in 2018.

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Hiring Coaching Survey Sales Coaching 272

SBI Growth

DECEMBER 7, 2018

High-potential employees comprise the next generation of leaders within your company. As you look toward succession planning or assigning resources to key strategic initiatives, the pool of high-potential employees is where most companies look to for resources who can solve.

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Revenue How To Resources Company 239

The Pipeline

DECEMBER 4, 2018

By Tibor Shanto. I have talked a lot on this blog about the need for sales people to get past or over their product. Yes, your product is important, but in the end, and I am sorry if I am minimizing it for some, just a deliverable nothing more! It may do great things, open many doors, expose abundant opportunities, but there is no denying, that it is something that is delivered after the terms are agreed to.

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Banking Pipeline Lead Scoring Lead Rank 225

MTD Sales Training

DECEMBER 2, 2018

Very often, we see top quality salespeople made up to be sales manager and expected to deliver immediate success, as if they already have the necessary skills to succeed in that role. Think about it; just because they have been successful in one position doesn’t automatically ensure success in another. Many salespeople are excellent at organising themselves, can sell very proficiently and have achieved excellent results.

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Sales Management Guidelines Up-Sell Coaching 224

Zoominfo

DECEMBER 3, 2018

There’s no way around it – prospect and customer data is one of the most valuable assets a B2B organization has access to. Think about it: without accurate information, how can you market, sell, or provide customer service to your target audience? Unfortunately, low-quality data is a real problem for many companies—simply because B2B data decays so rapidly.

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B2B Data Churn Marketing 223

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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

DECEMBER 1, 2018

Joining us on SBI’s Fast Frame of the Week is Curt Redden, the Global Director of Talent Development for UPS Capital. If you’d prefer to listen to the podcast version, click here.

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Marketing Customer B2C Analysis 232

Sales and Marketing Management

DECEMBER 6, 2018

Author: Patrick Foster Instagram has become one of the most popular social networks in the world?—?it now has 1 billion users ! While it may be known for its popularity among celebrity influencers, it also is an important channel for brands that use it to advertise their products. So it’s huge news that Instagram recently announced a new service: IGTV (Instagram TV).

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B2B Marketing B2C Video 205

MTD Sales Training

DECEMBER 5, 2018

When someone says “That’s good value!” what do they mean? Well, there are a number of ways of interpreting value and it can mean different things to different people. For some of your customers, it could mean the actual price they are considering paying. For others, it could enhance their overall satisfaction and experience with the products or services.

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How To Margin Buyer Prospecting 202

Score More Sales

DECEMBER 7, 2018

Here are 3 tips, 1 quote, and 1 resource to end your week. Hiring tip #1: If you are looking to hire more women on your sales team, hold an event at your offices quarterly (or twice a year) and get the Women Sales Pros guide on how to do it to widen your recruitment pipeline.

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Hiring Pipeline Resources Sales 188

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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

DECEMBER 3, 2018

We all know the famous saying, “you can’t teach an old dog new tricks” This can be applied to the way many organizations have trained their Buyers to buy, particularly in Q4. Discounts become the primary weapon of sales reps.

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Discount Buyer Training Tools 226

Bernadette McClelland

DECEMBER 7, 2018

#IWD2017 #BeBoldForChange. It was a privilege to be asked to share my thoughts on women in sales roles in this years International Women’s Day edition of Top Sales World Magazine , gracing the pages with some wonderful colleagues such as Tiffani Bova and Jill Konrath. It’s also a time to reflect on what the day actually stands for – outside our default celebration of the suffragettes or those who have voiced their views, run their races and remained on buses.

Lead Rank 170

Lead Rank Pivotal Travel Up-Sell 170

Sales and Marketing Management

DECEMBER 3, 2018

Author: Rick Garlick and Bob Nelson Several years ago, a company came up with a creative way to recognize its top performing employees. Through a nomination process, a select group of high achievers would be given a couple of days off from their normal jobs, flown to a nice venue, and asked to participate in a series of “think tank” exercises with senior management on how the company could operate more effectively.

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Incentive Incentives Motivation Maximizer 176

Score More Sales

DECEMBER 4, 2018

I have spent an entire career in sales since my early 20’s being called a guy. Filling out forms that said “Salesman Number”. Being invited to sales incentive and award events at cigar bars.

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Incentives Incentive Sales B2B 183

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

DECEMBER 6, 2018

Customer Success continues to be one of the hottest topics on the mind of the sales leaders and CEO’s we work with. Few will argue against the benefits of Customer Success – driving profitable growth, product adoption and customer reference-ability.

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Report Customer Benefit Sales 219

The Sales Heretic

DECEMBER 4, 2018

Payless—the discount shoe retailer—recently pulled off a brilliant stunt: they sold fake designer shoes at a fake designer store. And the ruse carries lessons for anyone in sales and marketing. Payless took over a former Armani store in a mall in Santa Monica, California, and named it “Palessi.” (I love that.) Then they stocked the [.].

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Retail Discount Marketing Sales 164

Zoominfo

DECEMBER 5, 2018

Since Reddit’s creation in 2005, the platform has earned its title as the “frontpage of the Internet.” Reddit, a popular social networking site and forum, has over 300 million users, 140,000 active communities, and boasts over 14 million monthly pageviews ( source ). Considering this expansive reach, it only makes sense for marketers to wonder how they can use Reddit to their advantage.

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B2B Advertising Advertising Promotion 157

Anthony Cole Training

DECEMBER 4, 2018

Today, our customers are bombarded with sales, marketing, and advertising pitches from companies all hoping to win their business. They’re overwhelmed, or, in most cases, they simply tune us out. So, we try to reach as many potential customers as we can, but we spin our wheels and end up stuck in the same place, week after week, month after month, or year after year.

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Advertising Advertising Prospecting How To 134

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

SBI Growth

DECEMBER 7, 2018

Scott Asher most recently led Customer Operations for RentPath, a leading digital marketplace connecting millions of consumers with apartments, condos, and houses for rent through their massive network and websites. Scott spent 6 years in the emerging role of VP of Customer.

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Customer Consumer Networking Lead Scoring 174

DiscoverOrg Sales

DECEMBER 4, 2018

A candid interview with Jill Konrath and Synchronoss’ Director of Legal Operations, Dana Huppert. Legal Operations might work behind the scenes of the General Counsel … but ops wears the pants on tech purchase decisions. And we’ve got an insider’s look at how capture their attention and win them over. If you sell services or technologies to the legal department, you’ll want to catch this: We’re partnering with author and sales speaker Jill Konrath to interview the Director of Legal Operati

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Buyer Persona Buyer Government Buying Cycle 133

Hubspot Sales

DECEMBER 4, 2018

It's easy to sell to prospects who are already interested in your product. They've done some preliminary research and decided you're a potential solution. Now all you need to do is answer some questions, get in front of the right people, and make sure they opt for you over the competition. But the best salespeople are distinguished from the average ones when it comes to uninterested prospects.

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Prospecting Hiring Up-Sell Guarantee 142

SBI

DECEMBER 4, 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 John Steinert , CMO of TechTarget. NANCY: WHAT ARE THE TOP 3 WAYS YOUR SOLUTION CHANGES THE GAME FOR A SALES ORGANIZATION? John: TechTarget’s data and insight products for sales called Priority Engine and Qualified Sales Opportunities are built on proprietary knowledge of enterprise purchase intentions and th

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Intent Data Intent Data Enterprise 139

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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

SBI Growth

DECEMBER 4, 2018

Has your company got a new product in development? Is it working its through your organization, from R&D, to Product, getting feedback from Marketing and Sales and gaining fans and momentum as it travels? Perhaps it’s been described, prototyped, or.

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Travel Company Marketing Channels 174

Zoominfo

DECEMBER 6, 2018

Welcome back to our monthly B2B Blog Post Round-Up. We publish this series to recognize our favorite pieces of B2B content published each month. Similar to the content published here on the ZoomInfo blog, these pieces are intended to help sales, marketing, and recruiting professionals with their day-to-day job responsibilities. Today’s round-up covers the world of corporate social media policy, vanity metrics, candidate personas, and more!

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B2B Hiring Social Media Face-to-face 113

Alice Heiman

DECEMBER 5, 2018

61 million LinkedIn users are senior level influencers and 40 million are in decision-making positions. There are 87 million millennials on LinkedIn with 11 million in decision-making positions. LinkedIn has almost 600,000 users in more than 200 countries ( OmniCore ). With those kinds of statistics, it baffles me why more company leaders don’t take it seriously.

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LinkedIn Ideal Customer Profile Networking Follow-up 127