Why Your Sales Contest is Demotivating Your Sales Team (& How to Fix It)
Sales Hacker
JUNE 6, 2019
Sat.Jun 01, 2019 - Fri.Jun 07, 2019
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Make It Small
The Pipeline
JUNE 4, 2019
By Tibor Shanto. Not a popular refrain among sales types, which may explain why nearly half of B2B reps will miss quota this year. In a world obsessed with ‘big,’ even more so than sales success, make it small may seem counter-intuitive. And so it is, but so is being a card-carrying member the 80% on the wrong side of the 80/20 rule. While I am not working with sales teams, I am buying.
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The Science Behind Successful Sales
Sales and Marketing Management
JUNE 3, 2019
Author: Lance Tyson In the hypercompetitive field of sales, escalating goals have become standard. In over two decades that I’ve worked in this industry, I’ve never encountered an organization that said to me, “You know what? This year we’d be fine with flat or declining sales.” Everyone wants to see that hockey stick curve of escalating sales performance that will take their organization to unprecedented levels of success.
Partner Enablement – the Key to a Successful Indirect Go-to-Market Strategy
SBI Growth
JUNE 6, 2019
Why Are Your Partners Producing Far Less Than Expected? Selling through the channel can be the most rewarding or painful aspect of your GTM strategy. When a partner takes on the promise of representing your products and brands, it is.
The Trends You Need to Succeed This Holiday Season
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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.
How To Build Value Before Having To Add Value
MTD Sales Training
JUNE 4, 2019
Many salespeople tell us that the way they differentiate themselves from their competition is by adding value to their products, in order for the customer to see why they are charging the price they are. Nothing wrong with this, of course. It adds meaning to why they are positioned where they are. The customer can see exactly what they are getting for their money, and by adding value. ?
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How to Know if You Are You Really Selling Consultatively
Understanding the Sales Force
JUNE 3, 2019
Most of the CEOs and sales leaders I speak with agree that their sales organizations need to be more effective at taking a consultative approach to selling. At the same time, they insist that they talk about it often and that their salespeople are doing OK with a consultative approach. OMG's Sales Force Evaluation usually reveals that they aren't doing much more than talking about it, as their scores for the Consultative Seller competency are quite low.
Are You Feeling Rejected?
The Pipeline
JUNE 6, 2019
By Tibor Shanto. As with all subjective things, there is often a chance to look at the issue from a different perspective. While there is no avoiding rejection in sales, there is the ability to understand it. Once you do, you can adjust and gain more success and more appointments. Watch this video, and then ask yourself why you are feeling rejected?
To Get B2B Leads, Pick Up the Damn Phone!
No More Cold Calling
JUNE 6, 2019
Have you forgotten that selling is social? “Turn off your computer. You’re actually going to have to turn off your phone and discover all that is human around us.” That’s what Eric Schmidt, then chairman and CEO of Google, told the graduating class of the University of Pennsylvania in May 2009. Ten years later, his advice is even more relevant than it was back then—for college graduates starting their careers, and for salespeople looking to get B2B leads.
Building Trust in Sales: A Guide for Sales Professionals
Zoominfo
JUNE 4, 2019
Trust is the foundation of any successful deal. Think about it: you wouldn’t buy a car from a sketchy salesman or a house from a realtor you don’t trust. Why would your B2B sales prospects be any different? In B2B sales, the quicker you build trust with your prospect, the more likely it is that you will close a deal. Yet, it’s easier said than done.
AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work
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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.
What is Your Attitude Towards Prospecting? 20 Things You Can Do
The Sales Hunter
JUNE 4, 2019
Is prospecting a four-letter word in your mind? If you had to choose between prospecting and having a root canal, which would you choose? Maybe you wouldn’t choose the root canal; however, you certainly would rather have a cavity filled than have to prospect. Relax! You’re not alone. It’s always been said that the things people fear most are death, taxes, and public speaking.
How to Raise the Incomes of Minimum Wage Workers Without Wealth Distribution or Socialism
Understanding the Sales Force
JUNE 5, 2019
Hang in there - this will be an article on sales - but you need to get through the big set up. Bernie Sanders spoke at a Walmart shareholders meeting and criticized the company for not paying higher wages. He said that a company owned by the wealthiest family in the USA, should be able to pay $15/hour. Bernie and some of his colleagues believe in wealth redistribution, conjuring up images of Robin Hood stealing from the wealthy and giving it to the poor.
How NOT to Write a Prospecting Email
The Sales Heretic
JUNE 4, 2019
Email can be a great way to reach your prospects. But there are good emails and not-so-good emails. And then there are emails like this one. I recently received this email from a local hotel. (As a speaker—and someone who produces some of my own seminars—I attend a lot of meetings-industry events, so I probably [.].
6 Ways to Improve Your B2B Sales Prospecting
Zoominfo
JUNE 6, 2019
Sales prospecting—a common source of misery for most sales reps—is a critical aspect of selling for nearly all businesses. Prospecting uncovers potential buyers, fuels an organization’s sales pipeline, and provides important context to future sales conversations. So, whether you’re brand new to sales or just looking for a refresher, today’s post will take you back to the basics of B2B sales prospecting.
Buyer’s Guide: 5 Tough Questions To Ask a Salesforce Managed Services Provider
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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.
Monday Motivation Video: What Do Successful People Believe?
The Sales Hunter
JUNE 2, 2019
Successful people go out and make it happen without ever making excuses. They just do it! On the other hand, those who are victims blame this or that and never see themselves as being successful. If you want to be successful, believe that you are not the victim. Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.
Why Episode Analysis Is Vital to Understanding Your Customers
SBI Growth
JUNE 5, 2019
If you search “Episode Analysis” your results are flooded by “Game of Thrones” results. There is lots of great content on Customer Journey Mapping as well as Touchpoint Analysis, but why is this vital component overlooked? Let’s briefly define the.
Promoted! The Importance of Sales Force Evaluation
Connect2Sell
JUNE 5, 2019
As a new manager, you have one distinct advantage. But you won’t have it for long! Coming into this role, you have a fresh perspective. You’re not yet swayed by seller justifications regarding revenue performance, use (or disuse) of enablement tools, and daily practices and priorities. You can use that fresh perspective to objectively conduct a thorough sales force evaluation.
How to Stand Out at a Trade Show: A Guide for Marketers
Zoominfo
JUNE 4, 2019
When it comes to B2B marketing tactics, no strategy has stood the test of time quite like the trade show. A recent survey done by the Content Marketing Institute shows 75% of respondents believe in-person events are an effective marketing tactic. In fact, in-person events ranked highest on the list, above tactics such as webinars/webcasts (66%), case studies (66%) and white papers (63%) ( source ).
Beyond the Basics: How to Develop and Retain a Top-Performing Sales Team
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.
Does Your Product Description Create a Guessing Game?
Sales and Marketing Management
JUNE 7, 2019
Author: SMM Staff It’s been said that if you can’t clearly explain what a company does in a sentence or two, you shouldn’t buy shares of their stock. The same holds true in marketing. If your company can’t clearly explain how your product or service will help prospective buyers, can you seriously expect them to invest in you? Before you reassure yourself that your product or service?
Getting Buy-In Before Going Over Price
Mr. Inside Sales
JUNE 2, 2019
Want to instantly make asking for the sale easier? Then make sure and get buy in that your prospect is sold on your solution before you go over pricing options. If your sale cycle involves giving a demo or presentation that includes showing pricing options, then a mistake you may be making is moving into the pricing before you have confirmed that your prospect is completely sold that your solution will give them what they want (or help them accomplish what they need).
Sales Leadership – 12 Questions You Need to Ask
The Sales Hunter
JUNE 7, 2019
Congratulations on making your quota for this quarter! It’s the 4th consecutive quarter you’ve made your number and you are feeling good. Instead of only seeing yourself as a salesperson, you’re now seeing yourself as a sales leader. You’ve arrived, but hold on… have you arrived? It’s easy to consider yourself a sales leader when you’re making your numbers, but are you really a sales leader?
Find Your Next Passive Candidate [Infographic]
Zoominfo
JUNE 5, 2019
In a recent blog post we declared that strategic candidate sourcing was not, in fact, dead. Instead, we proposed that technological advances have simply changed the way recruiters do it. This concept applies to passive candidates too! Hiding behind office doors and computer screens, the passive candidate is hard to find and tougher to catch. Yet with the right tools and mindset, it’s possible to track down this elusive prospect.
How to Optimize Call Monitoring: Automate QA and Elevate Customer Experience
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!
Knock Knock…Is Your Prospect There?
Anthony Cole Training
JUNE 7, 2019
In today's world of selling, it is increasingly more difficult to get the attention of a prospective buyer after only a few outreach attempts. We know they're busy but let's face it, we're all busy. So, how do you stay consistent (and persistent) in your outreach with a prospect while remaining sensitive to their daily lives and the distractions they face?
How Engaged Accounts Can be Known and Then Treated More Effectively
SBI
JUNE 5, 2019
Transforming Sales: How Engaged Accounts Can be Known and Then Treated More Effectively. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview John Steinert , Chief Marketing Officer of TechTarget. NANCY: WHAT ARE THE TOP AREAS OF FOCUS IN THE NEXT 12-24 MONTHS FOR ORGANIZATIONS THAT WANT TO TRANSFORM THEIR SALES ORGANIZATIONS?
9 Free Sales Activity Tracker Templates
Hubspot Sales
JUNE 7, 2019
How do you keep track of everything? Calendars, planners, to-do lists: these are just a few of the tools we use to stay on top of our day-to-day activities. But, how can you stay on top of your sales activities? Luckily, there are sales activity trackers that can help you out. A sales activity tracker helps salespeople manage things like contacts, deals, quotas, etc.
How to Prove Marketing Value: Demonstrate Content ROI and Contribution to Sales
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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
How to Find and Cultivate Prospects That Fit Your Business
Anthony Cole Training
JUNE 3, 2019
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.
B2B Sales Prospecting Strategy: 6 Ways to Improve
Zoominfo
JUNE 6, 2019
Sales prospecting—a common source of misery for most sales reps—is a critical aspect of selling for nearly all businesses. Prospecting strategies uncovers potential buyers, fuels an organization’s sales pipeline , and provides important context to future sales conversations. So, whether you’re a new sales rep or just looking for a refresher, today’s post will take you back to the basics of what prospecting is in sales and how to improve your B2B prospecting strategy.
Here's how to reduce friction in sales
Membrain
JUNE 5, 2019
“The mitigation of friction which impedes sales.” That’s Bob Britton, in a guest post on this blog, defining sales enablement. While I’ve certainly heard more extensive definitions, I find Bob’s concept to be pleasingly simple and useful.
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