Sales Hacker

DECEMBER 27, 2019

Do you ever wonder if your reps are on track to hit their quota ? How many times a week do you ask your reps: . “Where are we?” . “How’s your call number?” . “What’s entered the pipe ?” . “Are you on track to hit your quota?”. Holding your team accountable is one of the toughest jobs in frontline sales management. Staying on top of each individual sales rep to make sure they’re hitting their numbers can be taxing, and doing it day in and day out gives us grey hairs, anxiety, and sleepless nights

Account 60

Account Lead Rank Lead Scoring Quota 60

Membrain

DECEMBER 22, 2019

Have you ever left a sales appointment and wished you had said something else? Or have you ever debriefed a sales rep’s call and find they didn’t ask the next logical question, and now critical information is missing?

Sales 90

Sales Sales Process Sales Management 90

Pipeliner

DECEMBER 27, 2019

The average person sees around 5,000 advertisements a day. Whether it’s online, on a billboard, on the radio, or on television, we’re inundated with marketing techniques from the moment we wake up until the moment we fall asleep. People have adapted. You probably don’t feel like you see 5,000 advertisements a day because you’ve learned to tune most of them out or ignore them.

Social Media 93

Social Media Strategy Advertising Advertising 93

Anthony Iannarino

DECEMBER 26, 2019

There are times when an operations team can become overwhelmed by the volume or the difficulty of their work. They fall behind, and sometimes, they fail their clients or customers. To address these difficulties and shortcomings, some leader decides to acquire additional help by calling on their sales team to pitch in on the operational work, helping the operations team to catch up.

Intent 84

Intent Up-Sell Sales Cycle Resources 84

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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

Selling Energy

DECEMBER 27, 2019

Creating and maintaining an Objections Archive™ is just as important as creating and maintaining a Success Story Archive™. These are indispensable items to have at your disposal when you’re discussing potential solutions with a prospect. Every sales manager should encourage their people to embrace both of these tools.

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Objections Tools Sales Management Prospecting 53

Anthony Cole Training

DECEMBER 23, 2019

In this blog, we discuss the best habits of highly successful salespeople and sales managers. Being an extraordinary sales manager is grueling and time-consuming.

Sales Management 208

Sales Management Consumer Hiring Sales 208

The Pipeline

DECEMBER 24, 2019

By Tibor Shanto. For many, Thursday will be Boxing Day , a good time for salespeople to think about how they will break out of their box next year? The New Year brings hope and new quotas, you know the drill, more expected in the same exact amount of time. Time won’t bend, you’ll have to, or something will break, probably you. So, no, it’s not just a turn of phrase, you need to break out of your box.

Exercises 194

Exercises Quota Exact Pipeline 194

SBI Growth

DECEMBER 23, 2019

As a sales leader, you are always looking for ways to make your team more productive. At the end of the day, you want your sales team to be data-driven, you want them to react in real-time, and you want.

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Maximizer Data Sales Strategy 177

Sales and Marketing Management

DECEMBER 26, 2019

Author: Susanna Kemp Whether you’re a startup or an established B2B enterprise, a powerful company website is crucial for success. It’s the hub of all marketing activities and often provides the first impression of your company to potential customers and partners. According to recent research by Gartner , B2B buyers spend the majority of their time researching online when they are considering a new purchase or investment.

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B2B B2C Marketing Qualified Lead Trends 177

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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

Mr. Inside Sales

DECEMBER 21, 2019

Just a quick holiday greeting to all our readers: We hope you have a very merry Christmas (if you celebrate), and a wonderful and safe New Year. It’s our pleasure to post a tip once a week, and we sincerely hope it helps make your selling careers easier and more enjoyable. Just remember: “Sales solve everything,” so enjoy your time off until the new year and if there is anything we can do to make your 2020 your most successful yet, then please do let us know.

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Face-to-face Gatekeeper Decision Maker B2C 161

Connect2Sell

DECEMBER 25, 2019

This is what you can expect when you work to build your mental might and eradicate lazy thinking.

Benefit 159

Benefit Buyer Sales 159

SBI Growth

DECEMBER 27, 2019

Sales Kickoffs are right around the corner. It’s the culmination of months of strategic planning and the catalyst for next year’s revenue growth plan. It’s a tremendous opportunity to align your commercial organization and energize reps about this year’s new.

Revenue 156

Revenue Opportunity Research Report 156

MTD Sales Training

DECEMBER 23, 2019

Episode 41: Is there a good time to offer discounts? What to do in a stalling. In this episode we look how giving discounts can actually be beneficial. Our Skillspill takes a look at what to do if you find your negotiations are stalling at any point. And our Inspire Me quote comes from Maya Angelou. Take a look at this episode on [link]. The post Is There A Good Time To Offer Discounts?

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Discount Negotiation Training Sales 156

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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.

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Hubspot Sales

DECEMBER 27, 2019

You decided to launch your own consulting gig to put your expertise to good use — congratulations! The job outlook for consultants is expected to increase by 14% through 2028 , proving there is plenty of opportunity in this growing field. While there are increasing opportunities for consultants, you’ll need a steady stream of clients to sustain a consulting business.

Referrals 124

Referrals Advertising Advertising Lead Rank 124

SalesHood

DECEMBER 26, 2019

Sales Enablement is the alignment of people, processes, and priorities with relevant learning, coaching, and communications delivered at the right time and correlated to sales performance outcomes. Align your people, processes and priorities with your go-to-market metrics and revenue outcomes and watch the magic of sales enablement come to life at your company. [ ] The post What Is Sales Enablement?

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Sales Enablement Coaching Revenue Sales 117

Grant Cardone

DECEMBER 26, 2019

This story will leave you with NO excuses going into 2020. Maria Da Conceicao is a Portuguese woman who came from NO money but today supports a school in Dhaka, Bangladesh. As an orphan at a young age, she was adopted and raised by a house cleaner. By 15, Maria was also cleaning houses. With no college, she worked hard and had a great attitude …so much so that eventually one visitor to the hotel she was employed at took notice.

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Everest Hotels Airlines Conference 110

Anthony Iannarino

DECEMBER 21, 2019

The idea of a morning routine is growing more popular, as more people become aware of the value of setting yourself up for success. When you look at the list of things that show up on a person’s morning routine, you will find things like hydrating, exercise, meditation, cold showers, reading something spiritual or inspirational, or keeping a journal.

Intent 109

Intent eBook Remedy Exercises 109

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

Smooth Sale

DECEMBER 27, 2019

Attract the Right Job Or Clientele: Note: The Coupon Chief provides today’s blog story and Infographic. Sunk costs are everywhere when it comes to running a business. Though these sneaky traps can cause serious missteps, Coupon Chief created an infographic to help us identify and avoid them when making big business decisions. _. Sunk Costs in Business: An Example.

Hiring 103

Hiring Campaigns Pivotal Proposal 103

Sales Evangelist

DECEMBER 24, 2019

Best Sellers In History Series 1 - "Jesus Christ" Disclaimer: This episode isn’t a podcast to convince listeners to become Christians. This episode simply highlights how Jesus Christ persuaded people, an important trait in sales. There are so many individuals who have been great persuaders throughout history. This new series, The Best Sellers in History , will be a game-changer for salespeople of today.

Face-to-face 95

Face-to-face Ideal Customer Profile Margin Lead Rank 95

Pipeliner

DECEMBER 26, 2019

Sales isn’t for the faint of heart. If it were easy everyone would do it. To truly excel you need to listen, ask direct questions and be diligent in your follow up. When a hot prospect goes dark or you need to hit quota, this is the time to be shameless. I don’t mean to be needy or appear weak. I mean to have the confidence to let your client know that you have a job to do and it happens to be solving their problems.

Decision Maker 93

Decision Maker Quota Follow-up Closing 93

Anthony Iannarino

DECEMBER 27, 2019

On one end of the spectrum, there are those who believe they should passively wait for a Request for Proposal as the single best way to acquire clients. On the other side, some refuse to respond to RFPs altogether, believing it is a waste of their time unless they helped write it. Both of these approaches are problematic, as the first relies too heavily on one way of acquiring opportunities and the second misses opportunities they could win.

Strategy 93

Strategy eBook Hiring Proposal 93

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

PandaDoc

DECEMBER 27, 2019

If you have to open and close your own sales, you’re going to prefer one over the other, and that’s usually closing. Why? Because the frequency of rejection is way lower, and the likelihood of success is way higher. But let’s face it — no deals get closed without getting opened first. This guide will give you a path to maximizing the little prospecting time you have so you aren’t left with an empty pipeline every month.

Sales Qualified Lead 90

Sales Qualified Lead Closing Marketing Qualified Lead Leads 90

Allego

DECEMBER 26, 2019

It’s time for all of us who no longer spend our day in “the arena” cold calling prospects and venturing out on sales calls to accept a reality: when it comes to sales readiness , no sales trainer or enablement professional can command the same level of engagement among an audience of salespeople as a rep can. It just won’t happen, even if the trainer is a former salesperson.

Groups 90

Groups Survey Retail Cold Calling 90

Pipeliner

DECEMBER 21, 2019

While anyone that isn’t in sales is enjoying the common stresses of the holidays, outside salespeople are fearing missing their quota for the year. The pressure is on to close, close, close. For salespeople that focus on building relationships and not burn and churn, the pressure is a lot less. Why? Those salespeople that took the time to get to know their clients will not be turned off by the year-end “Are you going to sign?”.

Face-to-face 92

Face-to-face Churn Quota ACT 92

Anthony Iannarino

DECEMBER 23, 2019

Around this time of year, people start making resolutions, which is not the same thing as actually committing to something and building the discipline to sustain it long enough for it to transform you. Mostly, people commit to stop doing something they believe in some way harms them. If you are going to quit something challenging and transformational, start with one or more of seven things that hurt you more than you might recognize.

Exercises 90

Exercises Energy Intent Influencer 90

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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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Hubspot Sales

DECEMBER 26, 2019

Having a strong sales team starts with having an effective sales hiring strategy. With the average salesperson turnover rate at 27% , making good hires is critical to the success of any sales organization. The key to hiring good sales reps is to know how to find the right candidates. Here’s how to find team members that deliver results. 1. Create an ideal candidate profile.

Hiring 89

Hiring Salary Social Media Ideal Customer Profile 89

Close.io

DECEMBER 23, 2019

Another year is in the books—so it’s time to ready your sales game-plan for 2020. In this post, we look back at the sales posts and topics that sparked the most engagement in 2019. This year we saw even more physical and software subscription services emerge, increasing competition in already aggressive markets. As players seek to get a one-up in their markets, the focus on data driven sales strategies continues to dominate the conversation, from accurate forecasting to in-depth reporting.

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B2G Outbound Government Sales Forecasts 89

Smooth Sale

DECEMBER 24, 2019

Attract the Right Job Or Clientele: Six recent experiences with entrepreneurs and sales representatives have me asking, do you want to improve sales success? How we work and our communication style determine our outcomes. Thank goodness the incidents all happened in the same week. Thinking positively, it’s all over for now, and may the insights be helpful!

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Hiring Ideal Customer Profile Cancellation Policies 88