The Pipeline
APRIL 17, 2018
By Tibor Shanto. Usually, with a teaser title like this, I would build the argument then the conclusion. Let me start by giving the question first, probably lose half of you, but I hope to hear from the rest of you and have a dialogue about how you may apply it. Here we go: With one exception, for many rare, there is only one question you have to answer as a seller.
Partners in Excellence
APRIL 15, 2018
Every three years, I go through the same cycle. My car lease comes to an end. Every three years, the same thing happens; about 6 months before the lease end, the dealer(s) start to contact me. It’s always with an offer, “We can let you out of the lease early and get you into the latest model of your current car… ” I’ve just gotten into that 6 month window.
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MTD Sales Training
APRIL 18, 2018
When we ask buyers what makes them purchase from particular suppliers, the answers can range from great prices to great value to great people and many others. But some reasons always seem to float to the top of the list, and when you see them they appear common sense. Unfortunately, the sense needed for this isn’t that common. So, here I list just three ways that would make you indispensable to your clients, meaning they really value your services and wouldn’t want to work without you.
SBI Growth
APRIL 17, 2018
Sales Leaders need to have their finger on the pulse at all times. They must know whether the team is on track, or not, to hit the yearly goal. Top performing Sales Leaders are always on top of this. They.
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.
Pointclear
APRIL 16, 2018
Traditionally few would contest who owns the pipeline in any organization. It’s referred to as the sales pipeline and it’s owned by sales people, right? But is this still true? With the advent of new marketing automation capabilities, AI apps and other technology, marketing is inserting itself deeper in the pipeline at almost every level. I recently talked to Dan McDade with PointClear as part of a series on SLMA Radio that I’m hosting that deals with the issue of pipeline ownership.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Zoominfo
APRIL 17, 2018
Marketing trends come and go all the time, but email marketing has stood the test of time and it seems as if it’s here to stay. Boasting an ROI of 4400%, or $44 for every $1 spent ( source ), email marketing remains the go-to channel for leading organizations. But, no matter how detailed or personalized your email campaigns are, they’ll inevitably fail if you don’t take the appropriate steps to maintain your email lists.
SBI Growth
APRIL 19, 2018
The number one reason a sales rep fails is an empty pipeline. The root cause of an empty pipeline is failure to prospect. Having a Prospecting Plan fills your pipeline and identifies the right prospects to engage. So how do.
Sales and Marketing Management
APRIL 16, 2018
Author: Jen Wagstaff More than 10 years spent working in sales training have taught me to understand and turn around salespeople who are struggling. Here are four steps I’ve found most effective to re-motivate a salesperson who’s falling behind. 1. Start positive – identify their strengths. If you’re a manager in charge of one person, or a team of salespeople who aren’t pulling their weight, the pressure to offer a solution can be intense.
The Sales Heretic
APRIL 19, 2018
In my seminars and workshops, one of the most frequent complaints I hear from salespeople is that regular sales meetings are a waste of their time. Unproductive sales meetings not only drain the morale of your sales team, they can actually cost you sales, because your people are sitting in a meeting room rather than [.].
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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.
Understanding the Sales Force
APRIL 16, 2018
I mined Objective Management Group (OMG) data and compared salespeople who have been with their company for 10 years or more, with salespeople who have been with their company for five years or less. Theoretically, the veteran salespeople should be better and stronger in every way. But are they? Let's take a look and then let's discuss exactly what we are seeing and why.
DiscoverOrg Sales
APRIL 19, 2018
There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: new customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. But don’t forget about your sales territory plan. It’s a critical team effort to determine the best place to win.
Sales and Marketing Management
APRIL 19, 2018
Author: Kostas Chiotis While it might not be a secret, the fact is you need to sell yourself if you want to land that dream job. It doesn’t matter if that position is a sales position with a high-growth company – one that comes with a great package and a company car – or if you are seeking a way to break out of safe harbor job that you can no longer endure.
Jeffrey Gitomer
APRIL 16, 2018
Looking for new prospects? Who isn't! You probably have hundreds you're not paying attention to. your present customers.
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
APRIL 16, 2018
If you’re one of the few sales professionals who’s never heard of Keenan the Sales Guy, here’s a little introduction. Keenan is the self-described CEO/President and Chief Antagonist of A Sales Guy Inc. He’s been selling something to someone for his entire life. He’s been teaching and coaching almost as long. With more than 20 years of sales experience, Keenan has influenced, learned, and shaped the world of sales.
SBI Growth
APRIL 18, 2018
Welcome to the Revenue Growth Fast Frame of the Week. Gary Schwake, Vice President Business Development at ACTIVE Network provides insight into evaluating a potential M&A target — What are the top criteria to review when evaluating the revenue growth capabilities.
Sales and Marketing Management
APRIL 18, 2018
Author: Matt Sunshine Sales and marketing belong on the same side of the negotiating table. So why do they often find themselves staring bitterly across it? Not surprisingly, miscommunication. On one hand, you have the marketer with his definition of a lead. He sees his function as doing everything it takes to drive a target audience into his arms. Then, he can claim to sales, “See what I brought you?”.
The Sales Hunter
APRIL 16, 2018
What are you allowing to get in the way of what you can accomplish? I suspect you are distracted and going in too many directions. Embrace instead the power of one. The power of you connecting with one person at a time can be revolutionary to your sales motivation. Check out this video to see what I mean: A coach can help you excel in your sales career!
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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.
Zoominfo
APRIL 15, 2018
The importance of data cannot be understated in the modern sales landscape. Gone are the days of strategies based on instincts and educated. Now, data and analytics reign supreme when it comes to running a successful sales organization. But here’s the thing– the world of data and analytics has made massive strides in recent years and many organizations have yet to catch up.
Hubspot Sales
APRIL 18, 2018
Email Closing Lines. "I've got a great checklist on [insert topic]. Want me to send it your way?". "Is it currently a priority to improve [insert business goal]?". "Did the ebook you downloaded change the way you think about [insert topic]?". "I love ramen as well. Have you tried [insert restaurant name]?". "I've also a fan of [type of music]. Who are your favorite artists?".
SBI
APRIL 19, 2018
As a sales leader, onboarding new hires quickly should be a top priority. Why? When your sales ramp rate is poor, it’s a huge drain on resources that can prevent you from hitting annual targets. It costs your company time and money that it could put toward new hires and increased sales. So, how do you implement a great sales ramp rate that sets you up for success and lets your sales team soar?
Connect2Sell
APRIL 18, 2018
Let’s talk baseball. When you're playing offense, you're in a much better position to score. It's true in sports -- and in sales -- that the best defense is a good offense. If overcoming sales objections is a challenge for you, it may be because you're trying to score from a defensive position. It’s impossible to score when you’re in the outfield.
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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
APRIL 19, 2018
Have you ever tried to set up a meeting with a senior-level executive? If so, you know how tough it is to connect with busy executives who are never in their office, rarely answer their phones, and seldom reply to voicemail or e-mail. To add insult to injury, executive-level assistants are trained to be gatekeepers. They are paid to protect the C-level from unnecessary interruptions— meaning, if you don’t reach your intended target directly, your message might never make it to them.
Hubspot Sales
APRIL 17, 2018
Ask any sales rep what the hardest part of their job is, and I’ll bet they’ll say “closing.” After all, signing new customers and upselling existing accounts is how a rep makes quota. If they’re not getting prospects to sign contracts, they’re not going to hit their number. There are a handful of mistakes you need to avoid if you hope to be successful.
SBI
APRIL 16, 2018
Give it up for our 2018 Top Sales Tools of the Year recipients! It’s an exciting time to be sure. With more than 500 sales technologies on our most recent 2018 SalesTech Landscape , there’s no question but that that the impact of digital technologies will be far reaching. Indeed, it has the potential to reshape every step in the sales process and impact every customer interaction.
Jeffrey Gitomer
APRIL 20, 2018
Every high school has one weirdo – total nerdy type – you know what I mean. At Haddonfield Memorial High we had a kid who carried his books in a box.
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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.
Zoominfo
APRIL 18, 2018
Bad poetry: It’s hard to describe but easy to spot. We all know there’s nothing worse than the terrible rhymes, mixed metaphors, and over-the-top adjectives found in amateur poetry. When a poem is bad, it’s uncomfortable to get through and leaves readers confused— just like bad content marketing. Bad content is similar to bad poetry but it’s not always as easy to identify.
Hubspot Sales
APRIL 17, 2018
Up-Front Contract Example. (Appreciation and Time) [Prospect name], thanks for agreeing to meet today. Can I take three minutes …. (Agenda) … to give you some recommendations on [improving X] at [prospect’s company]? And then, iIf you have no further interest …. (Outcomes). you can hang up, but if you do have interest, let’s have another meeting. A great sales call depends on what we at Sandler Training call an up-front contract.
Anthony Cole Training
APRIL 20, 2018
We spend a great deal of time with our clients teaching and coaching them about how to drive sales growth. The process for them is rarely easy.
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