SBI Growth

MARCH 26, 2019

Sales 298

Sales 298

John Barrows

MARCH 27, 2019

At Salesloft’s Rainmaker conference this year I delivered a workshop, a keynote, and I participated in a panel. In each of these presentations, my focus was on providing as much value as possible to the audience. The feedback was all positive, but something about the feedback this time stood out which has me concerned. The feedback mostly centered around my authenticity and “realness.”.

Margin 111

Margin Conference Call-back Competition 111

The Sales Readiness Blog

MARCH 25, 2019

Prospecting is a lot like fly fishing. In this episode, we talk about the similarities between those two practices, and how by "matching the hatch" you're much more likely to break through the noise when prospecting.

Prospecting 97

Prospecting 97

No More Cold Calling

MARCH 29, 2019

Women in sales have a natural advantage. When you think about salespeople, you probably picture men. History and Hollywood have made sure of that. Yet, many saleswomen outperform their male colleagues, and many men have admitted that to me when the other guys were out of earshot. Women in sales understand that relationships are built on trust, and we have the savvy and patience to foster strong personal and business relationships.

Referrals 312

Referrals Cold Calling Networking Call-back 312

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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.

Trends

Understanding the Sales Force

MARCH 27, 2019

When you hear a phrase like the hard sell , do you instantly think of car salespeople? Insurance? Replacement windows? No offense intended to those of you in one of those three industries! While someone's reference to a hard sell may differ, the perception of the hard sell is fairly universal. After prospects state an objection, say they're not interested, or tell the salesperson, "No," prospects tend to raise their resistance.

Insurance 264

Insurance Insurance Objections Up-Sell 264

The Sales Hunter

MARCH 29, 2019

Do not assume anything! This is easy to say, but sometimes tough to do in the moment. It can seem painless to make an assumption from reading someone’s email, but the real question is what is your assumption, and is it correct? That is where the problem lies. Anyone working with wood has been told this valuable phrase: measure twice, cut once.

Travel 251

Travel Conversion Customer Examples 251

Zoominfo

MARCH 27, 2019

For those who aren’t familiar with the concept of technographics, allow us to explain. The term technographic data, or technographics , refers to the essential technologies and tools a business uses to function. Beyond that basic definition, more robust technographic data contains insight into purchase behavior, renewal dates, historical purchases and more.

Report 222

Report Data B2B Survey 222

The Sales Heretic

MARCH 26, 2019

Everyone wants to feel special. It’s a basic human emotional need. And as I—and many other sales experts—have noted repeatedly, buying decisions are emotional at their core. Which means the more you can fulfill your prospect’s emotional needs, the more likely they are to buy from you, and the more frequently they’ll buy from you. [.].

Customer 208

Customer Sales Prospecting 208

Sales and Marketing Management

MARCH 27, 2019

Author: Mike DeLeonardis, President, North America at beqom Seventy-nine percent of companies say that increasing sales productivity is a strategy they’re using to reach growth targets in 2019, but actually meeting this goal may be a challenge as only 35 percent of average-performing sales reps’ time actually goes to selling. These average-performing reps spend nearly five weeks a year, or 10 percent of their time, checking their commission reports, trying to understand them.

Strategy 223

Strategy Compensation Commission Incentive 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

MTD Sales Training

MARCH 26, 2019

By different types of sales, we’re referring to the styles that salespeople will adopt when they are with prospects and customers. Either face-to-face or online. Over the years the styles have changed because buyers’ needs have changed. . If we were to sell in the same way as the snake-oil salespeople of the Wild West in 19th century America, we would be very quickly out of a job.

Face-to-face 205

Face-to-face Consultative Selling Intent Buyer 205

The Sales Hunter

MARCH 24, 2019

View every problem as an opportunity. Instead of looking at what has gone wrong, focus your thinking on the solution. This will move you forward with your customers and make them see you in a different light. You have an opportunity to demonstrate leadership. Will you choose to lead in the next problem that you face? Copyright 2019, Mark Hunter “The Sales Hunter.

Opportunity 212

Opportunity Face-to-face Motivation Leads 212

SBI Growth

MARCH 28, 2019

As a Customer Success Leader, to scale your organization, you have to get the most out of your team. Your greatest lever, is how to allocate a Customer Success Professional’s most important asset, their time. In order to drive the.

Scale 201

Scale Customer Revenue Lead Rank 201

Sales and Marketing Management

MARCH 29, 2019

Author: Paula Sanders There’s a lot of hype around artificial intelligence, but the reality of its impact to sales and marketing strategies promises to be positive. In the latest Digital Trends report, which surveyed marketing, creative and technology professionals, nearly one third of organizations are planning to invest in AI within 12 months – a market projected to reach $70 billion by 2020.

Marketing 209

Marketing Webinar Metrics Software Software 209

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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

Jill Konrath

MARCH 23, 2019

I was standing on a ledge, facing a rock wall. The path at Water Canyon ended there; we couldn't go any higher. Looking down over my right shoulder, I saw a bottomless pit. One that I was supposed to descend. My stomach was churning, my head was spinning. Fear owned my body and I was at its mercy.

Churn 189

Churn Face-to-face 189

Connect2Sell

MARCH 27, 2019

Memorable: enduring, unforgettable, noteworthy, significant, extraordinary, esteemed, important, impressive, remarkable, indelible, interesting, meaningful. The dictionary offers plenty of synonyms for the word “memorable.” They are all relevant and useful outcomes for a seller. That’s why we’ve written this 12-part series on how to be a memorable salesperson.

How To 185

How To Buyer Selling Skills Conversion 185

SBI Growth

MARCH 29, 2019

Our Workplaces Have Changed … And They Are Continuing to Change. The modern workforce consists of five generations of workers. The Millennial generation is better educated that those who are a part of Generation X. Millennial women are more than four times.

Education 191

Education Exercises Energy Intent 191

Anthony Cole Training

MARCH 28, 2019

In our follow up to last week's March Madness write-up, we discuss the idea of "sales madness", and the notion that it can be defined similarly to insanity, or doing the same thing over and over again but expecting a different result.

Follow-up 145

Follow-up Sales Coaching 145

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

Zoominfo

MARCH 28, 2019

It’s a Friday night, February, 2019, and I’m in the back of an Uber with my wife on the way to dinner in Boston. I turn to her and say, “I think I should start doing more press and write about my story.” “Yeah, of course you should,” she says, “but don’t you hate that stuff?” It’s true. Managing my “personal brand” has never been something I’ve cared much for.

Insurance 130

Insurance Insurance Education Government 130

Hubspot Sales

MARCH 27, 2019

Salespeople, how tired are you of hearing " Coffee's for closers? " If your answer is "very," I've got to apologize now, because I'm about to get a little "Glengarry Glen Ross" on you. This 1992 classic has become a rite of passage for every salesperson. In the film, Alec Baldwin's straight-talking sales manager arrives at a small business to motivate the sales team.

Quota 134

Quota Territories Commission Forecasting 134

SBI Growth

MARCH 25, 2019

I was speaking to a former client who recently implemented a growth transformation office. When I asked what the GTO’s goals were, she shared that the role of a growth transformation office is to accelerate internal transformation by identifying the.

Revenue 191

Revenue ROI Course Strategy 191

Alice Heiman

MARCH 27, 2019

Many of us attend conferences for continuing education, but these can be great networking opportunities also if we have the right mindset. Approaching new people can be difficult because of the obstacles we put in front of ourselves as well as those innate to a conference setting. As a result, you sometimes leave events without making meaningful contacts.

Conference 127

Conference Networking Trade Show Social Media 127

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

Zoominfo

MARCH 26, 2019

Sales reps often refer to receptionists, assistants, and phone operators as gatekeepers—and for good reason. These professionals have the job of screening calls, deciding what’s important, and ultimately, who gets through to their boss—the decision maker. Essentially, gatekeepers hold the key to B2B sales success. If you can’t convince a gatekeeper you’re important, you can kiss that sale goodbye.

Gatekeeper 100

Gatekeeper B2B Decision Maker Cold Calling 100

Hubspot Sales

MARCH 27, 2019

You've spent hours prospecting : researching, making warm calls , reaching out via email and on social media. If you have prospects who are dragging their feet or slowing a deal down, you might be working with a tire kicker. The Cambridge Dictionary describes a tire kicker as, "someone who appears to be interested in buying something and asks a lot of questions, but doesn't buy anything.".

Prospecting 133

Prospecting Strategy Sales Qualified Lead Lead Scoring 133

SalesforLife

MARCH 25, 2019

Numbers don't lie. Your buyers have changed and so must you. In fact, 57% of the buying decision is completed before they are willing to talk to a sales rep. ( Tweet This! ) So traditional sales methods of cold calling and email are gradually becoming less effective.

Social Selling 112

Social Selling Cold Calling Buyer Sales 112

Gong.io

MARCH 27, 2019

Are you looking for the BEST discovery call tips? Ones that will set your sales calls on FIRE? Well, this might be the most important thing you’ll read this year. You’ll see why in a minute. But First… A Disclaimer: These tips are NOT for beginners. You have to know the basics of good discovery for these to work. If you don’t, you’ll misapply them. If you DO know the basics, these tips will take you to the next level.

Call-back 111

Call-back Face-to-face Buyer Follow-up 111

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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

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Grant Cardone

MARCH 27, 2019

If there is one iconic brand mascot, it’s the Energizer Bunny. It’s a pink, mechanical rabbit that beats a drum. It became so well known that the Energizer Bunny is now a term for anything that continues endlessly or has immense stamina. He keeps going and going and going…. And is a symbol of long lasting power. Energy bunnies work like horses. Persistent energy, in fact, is the Holy Grail of success in business and life.

Energy 110

Energy Exercises Face-to-face Motivation 110

Hubspot Sales

MARCH 29, 2019

Did you know, on average, a 1% price increase translates into an 8.7% increase in operating profits ? It's hard to believe the smallest percent increase or decrease in price can make a significant impact on profit margins. This statistic highlights the importance pricing can have on your company's bottom line. Now, I'm sure you're wondering which pricing strategies will help you turn a profit.

Competition 117

Competition Margin Retail Lead Rank 117

Membrain

MARCH 24, 2019

It surprises and shocks me how many sales organisations still regard BANT as a practical way of qualifying sales opportunities. For those who are unfamiliar with the term, it dates back to the steam-driven days prior to the emergence of the Internet, SaaS and modern buying behaviours and stands for Budget, Authority, Need and Timeframe.

Opportunity 110

Opportunity Sales Methodology Sales Sales Management 110