Sales Hacker

JUNE 6, 2019

How To 76

How To Sales 76

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.

Discount 268

Discount Vendor Quota Buyer 268

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.

Hiring 222

Hiring Lead Rank Lead Scoring Analysis 222

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.

Strategy 275

Strategy Ideal Customer Profile Marketing Channels 275

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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.

Sales Process

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. ?

Case Study 255

Case Study How To Discount Decision Maker 255

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.

How To 248

How To Consultative Selling Buyer Sales 248

SBI Growth

JUNE 2, 2019

Sales 273

Sales Territories Compensation Analysis 273

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?

Video 236

Video Prospecting Sales 236

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.

Case Study 244

Case Study Referrals B2B Social Media 244

Speaker: Jennifer Hodroge, Omni-Channel Strategic Leader, Forrester CX Certified

Marketers know that personalization is the key to engagement—but with limited budgets and time, how do you prioritize what, where, and how to personalize? Aligning your content, campaigns, and buyer experiences requires a deep understanding of customer needs. In this new webinar with expert Jennifer Hodroge, we’ll explore how to leverage insights and customer journey mapping to build personalization strategies that deliver real impact.

Campaigns

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.

Harvest 215

Harvest Prospecting Lead Rank Lead Scoring 215

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.

Distribution 209

Distribution Hiring Engineering Enterprise 209

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.

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

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.

B2B 212

B2B Buyer Persona Top of Funnel Prospecting 212

Advertiser: ZoomInfo

Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.

Up-Sell

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.

Motivation 209

Motivation Video Strategy Prospecting 209

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 [.].

Prospecting 187

Prospecting Hotels Industry Meeting 187

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.

Analysis 159

Analysis Customer Lead Rank Lead Scoring 159

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 ).

Trade Show 187

Trade Show Marketing Social Media Lead Rank 187

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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

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.

Promotion 157

Promotion Objections Revenue Sales 157

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?

Exercises 149

Exercises Small Business Small Business Hubspot 149

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?

Sales Leadership 149

Sales Leadership Quota Education Motivation 149

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.

Buyer Persona 185

Buyer Persona Sales Qualified Lead B2B Proposal 185

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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

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).

Face-to-face 146

Face-to-face Gatekeeper Inside Sales Decision Maker 146

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.

Top of Funnel 140

Top of Funnel Sales Forecasts Microsoft Forecasting 140

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?

Account 135

Account Scale Ideal Customer Profile Intent Data 135

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?

Prospecting 122

Prospecting Face-to-face Buyer Sales 122

Speaker: Alex Moore, Co-Founder of Stratagon Marketing & Technology

Ever wondered why sales and marketing teams often struggle to collaborate effectively? Diverging goals, poor communication, and conflicting strategies frequently create silos, leading to a disconnect where marketing efforts fail to translate into substantial sales conversions. Enter Account-Based Marketing (ABM). ABM aligns marketing and sales efforts toward specific target accounts, fostering personalized interactions with high-value prospects.

Account Based Marketing

Partners in Excellence

JUNE 5, 2019

Recently, I reread an article by Brian Halligan, Replacing The Sales Funnel With The Sales Flywheel. It appeared in HBR in November, 2018, I keep coming back to it–something about it is disturbing to me. I’ve finally been able to put together some thoughts about it. Part of my discomfort in saying anything, is that I respect Brian and Hubspot so much.

Top of Funnel 121

Top of Funnel Funnel Lead Rank Commission 121

Hubspot Sales

JUNE 7, 2019

What's the purpose of an ad? It's to spread the word about your business, product, or service. Ads increase awareness about your offerings. In the world of real estate, ads are a valuable tool to share information about the services you offer or the homes you're trying to sell. With 50% of home buyers finding their homes on the internet, online advertising has become even more important.

Real Estate 130

Real Estate Facebook Examples Advertising 130

G2Crowd - Sales Blog

JUNE 6, 2019

The business of real estate is always changing.

Real Estate 116

Real Estate Sales 116